Latest / Advisory Secrets with Deb Halliday / Transforming Accountants into Trusted Advisors: The Art of Conversation

Transcript

Transforming Accountants into Trusted Advisors: The Art of Conversation · Advisory Secrets with Deb Halliday

• 0:00
  Foreign.
• 0:09
  Welcome
• 0:10
  to
• 0:10
  Advisory
• 0:11
  Secrets
• 0:11
  with
• 0:12
  Deb
• 0:12
  Halladay,
• 0:13
  the
• 0:13
  podcast
• 0:13
  for
• 0:14
  accountants
• 0:14
  and
• 0:14
  bookkeepers
• 0:15
  who
• 0:15
  are
• 0:16
  ready
• 0:16
  to
• 0:16
  move
• 0:16
  beyond
• 0:17
  compliance
• 0:17
  work
• 0:18
  and
• 0:18
  step
• 0:19
  confidently
• 0:19
  into
• 0:20
  advisory.
• 0:21
  If
• 0:21
  you
• 0:22
  ever
• 0:22
  felt
• 0:22
  there
• 0:22
  must
• 0:23
  be
• 0:23
  more
• 0:23
  to
• 0:23
  your
• 0:23
  role
• 0:24
  than
• 0:24
  year
• 0:24
  end
• 0:25
  accounts,
• 0:25
  tax
• 0:25
  returns
• 0:26
  and
• 0:26
  deadlines,
• 0:27
  you're
• 0:28
  right.
• 0:28
  In
• 0:29
  this
• 0:29
  podcast,
• 0:30
  I'll
• 0:30
  share
• 0:30
  the
• 0:31
  strategies,
• 0:32
  insights
• 0:33
  and
• 0:33
  real
• 0:33
  world
• 0:34
  lessons
• 0:34
  that
• 0:35
  help
• 0:36
  accounting
• 0:37
  professionals
• 0:38
  transition
• 0:39
  from
• 0:39
  technician
• 0:40
  to
• 0:40
  trusted
• 0:41
  advisor.
• 0:42
  We'll
• 0:42
  explore
• 0:42
  how
• 0:42
  to
• 0:43
  lead
• 0:43
  better
• 0:43
  financial
• 0:44
  conversations
• 0:44
  and
• 0:44
  deliver
• 0:45
  real
• 0:45
  value
• 0:46
  to
• 0:46
  clients.
• 0:46
  I'm
• 0:47
  Deb
• 0:47
  Halliday,
• 0:48
  author
• 0:48
  and
• 0:48
  creator
• 0:49
  of
• 0:49
  training
• 0:49
  programs
• 0:50
  for
• 0:50
  accounting
• 0:51
  professionals,
• 0:51
  and
• 0:52
  this
• 0:52
  is
• 0:52
  Advisory
• 0:52
  Secrets.
• 0:53
  Foreign.
• 1:00
  I
• 1:00
  want
• 1:00
  to
• 1:00
  talk
• 1:01
  about
• 1:01
  what
• 1:01
  I
• 1:01
  believe
• 1:02
  is
• 1:02
  one
• 1:02
  of
• 1:02
  the
• 1:02
  most
• 1:03
  important
• 1:03
  skills
• 1:03
  in
• 1:04
  advisory
• 1:04
  and
• 1:05
  it's
• 1:05
  not
• 1:05
  forecasting,
• 1:06
  it's
• 1:06
  not
• 1:06
  cash
• 1:06
  flow
• 1:07
  planning,
• 1:07
  and
• 1:07
  it's
• 1:07
  not
• 1:07
  financial
• 1:08
  analysis.
• 1:09
  It's
• 1:09
  conversation.
• 1:10
  Because
• 1:10
  the
• 1:10
  truth
• 1:11
  is,
• 1:11
  advisory
• 1:12
  doesn't
• 1:12
  happen
• 1:12
  because
• 1:13
  you
• 1:13
  produce
• 1:13
  a
• 1:13
  report.
• 1:14
  Advisory
• 1:15
  happens
• 1:15
  because
• 1:16
  of
• 1:17
  the
• 1:17
  conversations
• 1:17
  that
• 1:18
  take
• 1:18
  place
• 1:18
  around
• 1:18
  that
• 1:19
  report.
• 1:21
  Over
• 1:21
  the
• 1:21
  years,
• 1:21
  I've
• 1:22
  worked
• 1:22
  with
• 1:22
  hundreds
• 1:23
  of
• 1:23
  business
• 1:24
  owners
• 1:24
  and
• 1:25
  one
• 1:25
  thing
• 1:25
  has
• 1:25
  become
• 1:26
  very
• 1:27
  clear.
• 1:28
  Business
• 1:28
  owners
• 1:28
  don't
• 1:29
  need
• 1:29
  more
• 1:29
  information.
• 1:29
  They're
• 1:30
  drowning
• 1:30
  in
• 1:30
  information.
• 1:31
  And
• 1:31
  what
• 1:31
  they
• 1:32
  need
• 1:32
  is
• 1:32
  clarity.
• 1:33
  They
• 1:33
  need
• 1:33
  someone
• 1:34
  to
• 1:34
  help
• 1:34
  them
• 1:34
  understand
• 1:35
  what
• 1:35
  matters,
• 1:36
  what
• 1:36
  it
• 1:36
  means,
• 1:36
  and
• 1:37
  what
• 1:37
  they
• 1:37
  should
• 1:37
  do
• 1:37
  next.
• 1:38
  And
• 1:38
  that's
• 1:39
  where
• 1:39
  advisory
• 1:39
  begins.
• 1:40
  Not
• 1:41
  in
• 1:41
  the
• 1:41
  spreadsheet,
• 1:41
  not
• 1:42
  in
• 1:42
  the
• 1:42
  management
• 1:42
  accounts,
• 1:43
  but
• 1:43
  in
• 1:44
  the
• 1:44
  conversation.
• 1:46
  Why
• 1:46
  Most
• 1:46
  Client
• 1:46
  Meetings
• 1:47
  Stay
• 1:47
  Stuck
• 1:49
  One
• 1:49
  of
• 1:49
  the
• 1:49
  biggest
• 1:50
  differences
• 1:51
  between
• 1:51
  compliance
• 1:52
  and
• 1:52
  advisory
• 1:53
  is
• 1:54
  the
• 1:54
  nature
• 1:54
  of
• 1:54
  the
• 1:54
  conversation.
• 1:55
  Traditional
• 1:56
  compliance
• 1:56
  meetings
• 1:57
  are
• 1:57
  usually
• 1:57
  backwards
• 1:58
  looking.
• 1:58
  We
• 1:59
  review
• 1:59
  the
• 1:59
  numbers,
• 2:00
  we
• 2:00
  explain
• 2:01
  what
• 2:01
  happened,
• 2:01
  we
• 2:01
  answer
• 2:02
  questions,
• 2:02
  we
• 2:03
  discuss
• 2:03
  deadlines,
• 2:04
  and
• 2:04
  then
• 2:04
  we
• 2:04
  move
• 2:04
  on.
• 2:05
  The
• 2:05
  problem
• 2:05
  is
• 2:06
  that
• 2:06
  these
• 2:06
  conversations
• 2:07
  rarely
• 2:07
  change
• 2:08
  anything.
• 2:09
  They're
• 2:09
  informative,
• 2:11
  but
• 2:11
  they're
• 2:11
  not
• 2:11
  transformative.
• 2:12
  Advisory
• 2:13
  conversations
• 2:14
  are
• 2:14
  different.
• 2:14
  They're
• 2:15
  forward
• 2:15
  looking.
• 2:16
  They
• 2:16
  focus
• 2:16
  on
• 2:17
  decisions.
• 2:17
  They
• 2:18
  focus
• 2:18
  on
• 2:18
  opportunities.
• 2:19
  They
• 2:19
  focus
• 2:20
  on
• 2:20
  outcomes.
• 2:21
  Instead
• 2:21
  of
• 2:21
  asking
• 2:22
  what
• 2:23
  happened,
• 2:23
  we're
• 2:24
  asking
• 2:25
  what
• 2:25
  do
• 2:25
  we
• 2:25
  do
• 2:25
  next?
• 2:26
  That's
• 2:27
  a
• 2:27
  completely
• 2:27
  different
• 2:27
  conversation.
• 2:28
  And
• 2:28
  it's
• 2:29
  often
• 2:29
  where
• 2:29
  the
• 2:29
  greatest
• 2:30
  value
• 2:30
  is
• 2:30
  created.
• 2:31
  You
• 2:32
  don't
• 2:32
  need
• 2:32
  all
• 2:32
  the
• 2:32
  answers.
• 2:35
  One
• 2:35
  of
• 2:35
  the
• 2:35
  biggest
• 2:35
  myths
• 2:36
  about
• 2:36
  advisory
• 2:36
  is
• 2:37
  that
• 2:37
  you
• 2:37
  need
• 2:37
  to
• 2:37
  have
• 2:37
  all
• 2:38
  the
• 2:38
  answers.
• 2:39
  I
• 2:39
  think
• 2:39
  this
• 2:39
  belief
• 2:40
  stops
• 2:40
  many
• 2:40
  accountants
• 2:41
  from
• 2:42
  stepping
• 2:43
  into
• 2:43
  advisory.
• 2:44
  They
• 2:44
  worry
• 2:44
  they'll
• 2:45
  be
• 2:45
  asked
• 2:45
  a
• 2:45
  question
• 2:45
  they
• 2:46
  can't
• 2:46
  answer.
• 2:47
  They
• 2:47
  worry
• 2:47
  they'll
• 2:47
  say
• 2:48
  the
• 2:48
  wrong
• 2:48
  thing.
• 2:48
  They
• 2:49
  worry
• 2:49
  they're
• 2:49
  not
• 2:49
  experienced
• 2:50
  enough.
• 2:50
  But
• 2:50
  here's
• 2:51
  what
• 2:51
  I've
• 2:51
  learned.
• 2:52
  The
• 2:52
  best
• 2:52
  advisors
• 2:53
  don't
• 2:53
  always
• 2:53
  have
• 2:54
  the
• 2:54
  best
• 2:54
  answers.
• 2:55
  They
• 2:55
  often
• 2:55
  have
• 2:55
  the
• 2:56
  best
• 2:56
  questions.
• 2:57
  Because
• 2:58
  great
• 2:58
  advisory
• 2:59
  isn't
• 2:59
  about
• 2:59
  impressing
• 3:00
  clients
• 3:01
  with
• 3:01
  what
• 3:01
  you
• 3:02
  know.
• 3:02
  It's
• 3:02
  about
• 3:02
  helping
• 3:03
  clients
• 3:03
  think
• 3:04
  differently.
• 3:04
  It's
• 3:05
  about
• 3:05
  helping
• 3:05
  them
• 3:05
  see
• 3:06
  something
• 3:06
  they
• 3:06
  couldn't
• 3:07
  see
• 3:08
  before.
• 3:09
  And
• 3:09
  often
• 3:09
  that
• 3:10
  starts
• 3:10
  with
• 3:10
  a
• 3:10
  simple
• 3:10
  question.
• 3:11
  Why
• 3:11
  do
• 3:11
  you
• 3:12
  think
• 3:12
  that's
• 3:12
  happening?
• 3:13
  What
• 3:13
  would
• 3:14
  happen
• 3:14
  if
• 3:14
  you
• 3:14
  change
• 3:15
  that?
• 3:16
  What's
• 3:16
  stopping
• 3:16
  you
• 3:16
  from
• 3:17
  making
• 3:17
  that
• 3:17
  decision?
• 3:18
  What
• 3:18
  would
• 3:18
  success
• 3:19
  look
• 3:19
  like?
• 3:19
  Questions
• 3:20
  create
• 3:21
  thinking.
• 3:21
  Thinking
• 3:22
  creates
• 3:22
  clarity,
• 3:23
  and
• 3:23
  clarity
• 3:24
  creates
• 3:24
  action.
• 3:25
  Moving
• 3:26
  from
• 3:27
  reporting
• 3:28
  to
• 3:28
  interpreting.
• 3:30
  Most
• 3:30
  accountants
• 3:31
  are
• 3:31
  brilliant
• 3:31
  at
• 3:32
  reporting
• 3:32
  information.
• 3:33
  We've
• 3:33
  been
• 3:33
  trained
• 3:34
  to
• 3:34
  do
• 3:34
  it.
• 3:35
  We
• 3:35
  know
• 3:36
  how
• 3:36
  to
• 3:36
  prepare
• 3:36
  accounts.
• 3:37
  We
• 3:38
  know
• 3:38
  how
• 3:38
  to
• 3:38
  analyze
• 3:39
  numbers.
• 3:39
  We
• 3:40
  know
• 3:40
  how
• 3:40
  to
• 3:40
  explain
• 3:41
  financial
• 3:41
  performance.
• 3:42
  But
• 3:42
  advisory
• 3:43
  requires
• 3:43
  one
• 3:44
  extra
• 3:44
  step.
• 3:45
  Interpretation.
• 3:46
  It's
• 3:46
  not
• 3:46
  enough
• 3:46
  to
• 3:47
  tell
• 3:47
  a
• 3:47
  client
• 3:47
  their
• 3:47
  margins
• 3:48
  have
• 3:48
  fallen.
• 3:48
  The
• 3:49
  real
• 3:49
  question
• 3:49
  is,
• 3:49
  why
• 3:50
  have
• 3:50
  they
• 3:50
  fallen?
• 3:51
  What
• 3:51
  does
• 3:51
  that
• 3:51
  mean,
• 3:52
  and
• 3:52
  what
• 3:53
  should
• 3:53
  we
• 3:53
  do
• 3:53
  about
• 3:54
  it?
• 3:56
  That's
• 3:56
  where
• 3:56
  advisory
• 3:56
  lives.
• 3:57
  Not
• 3:57
  in
• 3:57
  the
• 3:58
  data
• 3:58
  itself,
• 3:59
  but
• 3:59
  in
• 3:59
  the
• 3:59
  interpretation
• 4:00
  of
• 4:01
  that
• 4:01
  data.
• 4:01
  Because
• 4:02
  clients
• 4:02
  don't
• 4:03
  buy
• 4:03
  reports.
• 4:04
  They
• 4:04
  buy
• 4:04
  understanding
• 4:06
  the
• 4:06
  questions
• 4:07
  that
• 4:07
  matter
• 4:07
  most.
• 4:09
  One
• 4:10
  thing
• 4:10
  I've
• 4:10
  noticed
• 4:10
  over
• 4:11
  the
• 4:11
  years
• 4:11
  is
• 4:11
  that
• 4:11
  many
• 4:12
  business
• 4:12
  owners
• 4:12
  are
• 4:13
  not
• 4:13
  asking
• 4:13
  themselves
• 4:13
  the
• 4:14
  questions
• 4:14
  they
• 4:14
  need
• 4:14
  to
• 4:15
  ask.
• 4:15
  They're
• 4:16
  busy.
• 4:16
  They're
• 4:17
  firefighting.
• 4:18
  They're
• 4:18
  dealing
• 4:18
  with
• 4:18
  staff
• 4:19
  issues,
• 4:20
  customers,
• 4:21
  suppliers,
• 4:22
  and
• 4:22
  a
• 4:22
  thousand
• 4:23
  other
• 4:23
  things.
• 4:24
  And
• 4:24
  often
• 4:24
  nobody
• 4:25
  is
• 4:25
  creating
• 4:26
  space
• 4:27
  for
• 4:27
  strategic
• 4:28
  thinking.
• 4:29
  That's
• 4:29
  one
• 4:29
  of
• 4:29
  the
• 4:30
  most
• 4:30
  valuable
• 4:30
  roles
• 4:31
  we
• 4:31
  can
• 4:32
  play
• 4:32
  as
• 4:32
  advisors.
• 4:33
  We
• 4:33
  can
• 4:33
  create
• 4:34
  that
• 4:34
  space.
• 4:35
  Questions
• 4:35
  like,
• 4:35
  are
• 4:36
  you
• 4:36
  charging
• 4:36
  enough?
• 4:37
  Is
• 4:37
  this
• 4:37
  business
• 4:38
  actually
• 4:38
  giving
• 4:39
  you
• 4:39
  the
• 4:39
  lifestyle
• 4:40
  you
• 4:40
  wanted?
• 4:41
  Where
• 4:41
  is
• 4:41
  profitability
• 4:42
  being
• 4:42
  lost?
• 4:43
  What's
• 4:44
  the
• 4:44
  biggest
• 4:44
  risk
• 4:44
  facing
• 4:45
  the
• 4:45
  business
• 4:45
  today?
• 4:46
  If
• 4:46
  nothing
• 4:47
  changes,
• 4:48
  what
• 4:48
  does
• 4:48
  the
• 4:48
  next
• 4:49
  12
• 4:49
  months
• 4:49
  look
• 4:49
  like?
• 4:50
  These
• 4:50
  are
• 4:51
  the
• 4:51
  conversations
• 4:51
  that
• 4:52
  create
• 4:52
  breakthroughs.
• 4:53
  Not
• 4:54
  because
• 4:54
  the
• 4:54
  questions
• 4:54
  are
• 4:55
  complicated,
• 4:55
  but
• 4:56
  because
• 4:56
  they
• 4:56
  force
• 4:56
  people
• 4:57
  to
• 4:57
  stop
• 4:58
  and
• 4:58
  think.
• 5:00
  Why
• 5:01
  some
• 5:02
  clients
• 5:02
  don't
• 5:03
  take
• 5:03
  action.
• 5:06
  This
• 5:06
  is
• 5:06
  another
• 5:06
  important
• 5:07
  lesson.
• 5:07
  Not
• 5:08
  every
• 5:08
  client
• 5:08
  takes
• 5:09
  action
• 5:09
  immediately,
• 5:11
  and
• 5:11
  that's
• 5:11
  okay.
• 5:12
  One
• 5:12
  of
• 5:12
  the
• 5:12
  biggest
• 5:13
  frustrations
• 5:14
  accountants
• 5:14
  often
• 5:15
  have
• 5:15
  is
• 5:15
  this.
• 5:16
  The
• 5:16
  client
• 5:16
  agrees
• 5:16
  with
• 5:17
  everything.
• 5:17
  They
• 5:17
  nod,
• 5:18
  they
• 5:18
  understand.
• 5:19
  They
• 5:19
  say
• 5:20
  they're
• 5:20
  going
• 5:20
  to
• 5:20
  do
• 5:20
  it,
• 5:20
  and
• 5:21
  then
• 5:21
  they
• 5:21
  do
• 5:22
  nothing.
• 5:23
  I've
• 5:23
  seen
• 5:24
  it
• 5:24
  many
• 5:24
  times,
• 5:25
  particularly
• 5:26
  around
• 5:26
  pricing.
• 5:27
  A
• 5:28
  client
• 5:28
  knows
• 5:28
  they
• 5:28
  need
• 5:28
  to
• 5:29
  increase
• 5:29
  prices.
• 5:30
  The
• 5:30
  numbers
• 5:30
  clearly
• 5:31
  show
• 5:31
  it.
• 5:31
  The
• 5:31
  logic
• 5:32
  is
• 5:32
  obvious.
• 5:32
  And
• 5:33
  yet,
• 5:33
  months
• 5:33
  later,
• 5:34
  nothing
• 5:34
  has
• 5:35
  changed.
• 5:35
  The
• 5:36
  reason
• 5:36
  is
• 5:36
  usually
• 5:37
  not
• 5:37
  knowledge.
• 5:38
  It's
• 5:38
  emotion.
• 5:39
  Fear,
• 5:39
  uncertainty,
• 5:40
  lack
• 5:40
  of
• 5:41
  confidence.
• 5:42
  And
• 5:42
  that's
• 5:42
  why
• 5:42
  advisory
• 5:43
  isn't
• 5:44
  just
• 5:44
  about
• 5:44
  numbers.
• 5:45
  It's
• 5:45
  about
• 5:45
  people.
• 5:46
  Sometimes
• 5:47
  our
• 5:47
  role
• 5:48
  is
• 5:48
  simply
• 5:49
  helping
• 5:49
  clients
• 5:49
  become
• 5:50
  comfortable
• 5:51
  enough
• 5:51
  to
• 5:51
  make
• 5:51
  the
• 5:51
  decision
• 5:52
  they
• 5:53
  already
• 5:53
  know
• 5:53
  they
• 5:53
  need
• 5:54
  to
• 5:54
  make.
• 5:56
  Difficult
• 5:57
  conversations
• 5:58
  create
• 5:58
  value.
• 6:01
  One
• 6:01
  of
• 6:01
  the
• 6:01
  most
• 6:01
  important
• 6:02
  things
• 6:02
  I've
• 6:02
  learned
• 6:02
  is
• 6:03
  that
• 6:03
  advisory
• 6:04
  sometimes
• 6:04
  requires
• 6:05
  difficult
• 6:05
  conversations.
• 6:06
  We
• 6:07
  have
• 6:07
  to
• 6:07
  tell
• 6:07
  clients
• 6:08
  things
• 6:08
  they
• 6:08
  don't
• 6:09
  necessarily
• 6:09
  want
• 6:09
  to
• 6:09
  hear.
• 6:10
  Maybe
• 6:11
  profitability
• 6:11
  is
• 6:12
  falling.
• 6:13
  Maybe
• 6:13
  costs
• 6:14
  are
• 6:14
  out
• 6:14
  of
• 6:14
  control.
• 6:15
  Maybe
• 6:15
  the
• 6:15
  business
• 6:16
  model
• 6:16
  isn't
• 6:16
  working.
• 6:17
  Maybe
• 6:17
  cash
• 6:17
  flow
• 6:18
  is
• 6:18
  becoming
• 6:18
  dangerous.
• 6:19
  These
• 6:19
  conversations
• 6:20
  aren't
• 6:20
  always
• 6:20
  comfortable,
• 6:22
  but
• 6:22
  avoiding
• 6:23
  them
• 6:24
  doesn't
• 6:24
  help
• 6:25
  anyone.
• 6:26
  The
• 6:26
  key
• 6:27
  is
• 6:27
  how
• 6:28
  we
• 6:28
  deliver
• 6:28
  the
• 6:28
  message.
• 6:29
  Not
• 6:29
  with
• 6:29
  judgment,
• 6:30
  not
• 6:30
  with
• 6:30
  criticism,
• 6:31
  but
• 6:31
  with
• 6:32
  curiosity
• 6:32
  and
• 6:32
  support.
• 6:33
  Our
• 6:34
  role
• 6:34
  is
• 6:34
  not
• 6:35
  to
• 6:35
  tell
• 6:35
  clients
• 6:36
  they've
• 6:36
  failed.
• 6:37
  Our
• 6:37
  Our
• 6:37
  role
• 6:37
  is
• 6:37
  to
• 6:38
  help
• 6:38
  them
• 6:39
  understand
• 6:39
  what's
• 6:39
  happening
• 6:40
  and
• 6:40
  identify
• 6:41
  the
• 6:41
  next
• 6:41
  step.
• 6:42
  That's
• 6:43
  what
• 6:43
  builds
• 6:43
  trust
• 6:44
  the
• 6:45
  moment
• 6:45
  the
• 6:46
  relationship
• 6:47
  changes.
• 6:50
  There
• 6:50
  comes
• 6:50
  a
• 6:50
  point
• 6:51
  in
• 6:51
  many
• 6:51
  advisory
• 6:52
  relationships
• 6:53
  where
• 6:53
  something
• 6:53
  shifts.
• 6:54
  The
• 6:55
  client
• 6:55
  starts
• 6:55
  contacting
• 6:56
  you
• 6:56
  before
• 6:57
  making
• 6:57
  decisions,
• 6:58
  not
• 6:58
  after
• 6:59
  they
• 6:59
  ask
• 6:59
  your
• 6:59
  opinion.
• 7:00
  They
• 7:00
  involve
• 7:01
  you
• 7:01
  in
• 7:01
  planning.
• 7:02
  They
• 7:02
  want
• 7:02
  your
• 7:02
  perspective.
• 7:03
  That's
• 7:04
  when
• 7:04
  you
• 7:04
  know
• 7:04
  you've
• 7:05
  moved
• 7:05
  beyond
• 7:05
  compliance
• 7:07
  because
• 7:08
  you've
• 7:08
  become
• 7:09
  part
• 7:09
  of
• 7:09
  the
• 7:09
  decision
• 7:10
  making
• 7:10
  process.
• 7:11
  You've
• 7:11
  become
• 7:12
  a
• 7:12
  trusted
• 7:12
  advisor.
• 7:13
  And
• 7:14
  that
• 7:14
  transition
• 7:14
  doesn't
• 7:15
  happen
• 7:15
  because
• 7:15
  of
• 7:16
  technical
• 7:16
  expertise
• 7:17
  alone.
• 7:18
  It
• 7:18
  happens
• 7:19
  because
• 7:19
  of
• 7:19
  the
• 7:19
  quality
• 7:20
  of
• 7:20
  the
• 7:21
  conversations
• 7:21
  you've
• 7:22
  had
• 7:22
  over
• 7:22
  time.
• 7:24
  The
• 7:24
  Real
• 7:24
  Purpose
• 7:25
  of
• 7:25
  advisory
• 7:27
  at
• 7:27
  its
• 7:28
  heart,
• 7:28
  advisory
• 7:29
  isn't
• 7:29
  about
• 7:29
  reports.
• 7:31
  It
• 7:31
  isn't
• 7:31
  about
• 7:31
  dashboards,
• 7:32
  it
• 7:32
  isn't
• 7:33
  about
• 7:33
  spreadsheets.
• 7:34
  Those
• 7:34
  things
• 7:34
  are
• 7:34
  useful,
• 7:35
  but
• 7:35
  they're
• 7:35
  not
• 7:36
  the
• 7:36
  destination.
• 7:37
  The
• 7:37
  destination
• 7:38
  is
• 7:38
  helping
• 7:39
  people
• 7:40
  make
• 7:40
  better
• 7:41
  decisions,
• 7:42
  helping
• 7:42
  them
• 7:42
  achieve
• 7:43
  their
• 7:43
  goals,
• 7:44
  helping
• 7:44
  them
• 7:44
  build
• 7:44
  better
• 7:45
  businesses.
• 7:46
  Helping
• 7:46
  them
• 7:46
  create
• 7:47
  the
• 7:47
  lives
• 7:47
  they
• 7:48
  originally
• 7:48
  wanted
• 7:49
  when
• 7:49
  they
• 7:49
  started
• 7:50
  the
• 7:50
  business.
• 7:51
  And
• 7:51
  that
• 7:51
  all
• 7:52
  begins
• 7:53
  with
• 7:53
  conversation.
• 7:55
  Final
• 7:56
  Thoughts
• 7:58
  if
• 7:58
  there's
• 7:58
  one
• 7:58
  thing
• 7:58
  I'd
• 7:59
  like
• 7:59
  you
• 7:59
  to
• 7:59
  take
• 7:59
  away
• 7:59
  from
• 8:00
  today's
• 8:00
  episode,
• 8:01
  it's
• 8:01
  this.
• 8:02
  You
• 8:02
  don't
• 8:02
  become
• 8:02
  an
• 8:03
  advisor
• 8:04
  because
• 8:04
  you
• 8:04
  have
• 8:04
  all
• 8:05
  the
• 8:05
  answers.
• 8:05
  You
• 8:06
  become
• 8:06
  an
• 8:06
  advisor
• 8:07
  because
• 8:07
  you're
• 8:07
  willing
• 8:07
  to
• 8:08
  ask
• 8:08
  better
• 8:08
  questions.
• 8:09
  Because
• 8:10
  the
• 8:10
  most
• 8:10
  powerful
• 8:11
  advisory
• 8:12
  conversations
• 8:13
  aren't
• 8:14
  about
• 8:14
  demonstrating
• 8:15
  your
• 8:15
  knowledge,
• 8:16
  they're
• 8:17
  about
• 8:17
  creating
• 8:18
  clarity.
• 8:18
  And
• 8:18
  when
• 8:19
  clients
• 8:19
  gain
• 8:19
  clarity,
• 8:20
  better
• 8:20
  decisions
• 8:21
  follow.
• 8:21
  If
• 8:21
  you'd
• 8:22
  like
• 8:22
  to
• 8:22
  continue
• 8:22
  the
• 8:22
  conversation,
• 8:23
  I'd
• 8:23
  love
• 8:23
  you
• 8:24
  to
• 8:24
  join
• 8:24
  our
• 8:24
  Facebook
• 8:25
  Community
• 8:26
  Advisory
• 8:27
  Teams.
• 8:27
  It's
• 8:28
  a
• 8:28
  community
• 8:29
  of
• 8:30
  accountants,
• 8:30
  bookkeepers
• 8:31
  and
• 8:31
  advisors
• 8:32
  who
• 8:32
  are
• 8:32
  building
• 8:33
  confidence,
• 8:34
  developing
• 8:34
  advisory
• 8:35
  skills,
• 8:35
  and
• 8:36
  creating
• 8:36
  more
• 8:37
  meaningful
• 8:37
  client
• 8:38
  relationships.
• 8:39
  Just
• 8:39
  search
• 8:40
  advisory
• 8:41
  teams
• 8:41
  on
• 8:42
  Facebook
• 8:42
  and
• 8:43
  come
• 8:43
  and
• 8:43
  join
• 8:43
  us.
• 8:43
  And
• 8:44
  if
• 8:44
  you've
• 8:44
  enjoyed
• 8:44
  this
• 8:45
  episode
• 8:45
  of
• 8:45
  Advisory
• 8:46
  Secrets,
• 8:46
  please
• 8:46
  subscribe
• 8:47
  and
• 8:48
  leave
• 8:48
  a
• 8:48
  review.
• 8:48
  If
• 8:49
  you'd
• 8:49
  like
• 8:49
  more
• 8:49
  Tune
• 8:50
  in
• 8:51
  to
• 8:52
  Advisory
• 8:52
  Conversations
• 8:53
  with
• 8:53
  Tim
• 8:53
  Seymour
• 8:54
  and
• 8:54
  myself,
• 8:54
  Deb
• 8:55
  Halliday.
• 8:55
  Thanks
• 8:56
  for
• 8:56
  listening
• 8:56
  and
• 8:57
  I'll
• 8:57
  see
• 8:57
  you
• 8:57
  in
• 8:57
  the
• 8:57
  next
• 8:57
  episode.
• 9:01
  Thank
• 9:01
  you
• 9:02
  for
• 9:02
  listening
• 9:02
  to
• 9:03
  Advisory
• 9:03
  Secrets
• 9:04
  with
• 9:04
  Deb
• 9:04
  Halliday.
• 9:05
  If
• 9:05
  you
• 9:05
  enjoyed
• 9:06
  this
• 9:06
  episode,
• 9:07
  make
• 9:07
  sure
• 9:07
  you
• 9:07
  follow
• 9:08
  the
• 9:08
  podcast
• 9:09
  so
• 9:09
  you
• 9:09
  don't
• 9:09
  miss
• 9:10
  future
• 9:10
  insights
• 9:11
  on
• 9:12
  building
• 9:12
  your
• 9:12
  advisory
• 9:13
  role.
• 9:13
  For
• 9:14
  more
• 9:14
  resources,
• 9:15
  training
• 9:15
  and
• 9:16
  support
• 9:17
  for
• 9:17
  accounting
• 9:17
  professional
• 9:18
  professionals
• 9:18
  stepping
• 9:19
  into
• 9:19
  advisory,
• 9:20
  visit
• 9:20
  debhalliday
• 9:22
  co
• 9:23
  uk
• 9:24
  or
• 9:24
  the
• 9:25
  accountsoffice
• 9:26
  co.uk
• 9:29
  until
• 9:29
  next
• 9:29
  time.
• 9:30
  Keep
• 9:30
  building
• 9:30
  a
• 9:30
  practice
• 9:31
  that
• 9:31
  creates
• 9:31
  real
• 9:31
  value
• 9:32
  for
• 9:32
  your
• 9:32
  clients
• 9:32
  and
• 9:33
  the
• 9:33
  lifestyle
• 9:33
  you
• 9:33
  want.