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The Subtle Shift: Evolving into an Advisor Clients Depend On · Advisory Secrets with Deb Halliday

• 0:00
  Welcome
• 0:00
  back
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  to
• 0:00
  Advisory
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  Secrets
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  with
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  Deb
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  Halliday.
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  That's
• 0:03
  me.
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  Throughout
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  this
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  season,
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  we
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  have
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  explored
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  the
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  skills
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  and
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  traits
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  that
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  define
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  a
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  trusted
• 0:09
  advisor,
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  from
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  mindset
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  and
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  questioning
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  to
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  listening,
• 0:14
  communication,
• 0:15
  and
• 0:15
  insight.
• 0:16
  And
• 0:16
  if
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  you
• 0:17
  reflect
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  on
• 0:17
  everything
• 0:18
  we
• 0:18
  have
• 0:18
  covered,
• 0:19
  you
• 0:19
  may
• 0:20
  notice
• 0:20
  something.
• 0:21
  None
• 0:21
  of
• 0:21
  these
• 0:21
  are
• 0:22
  about
• 0:22
  adding
• 0:22
  more
• 0:23
  services.
• 0:23
  None
• 0:24
  of
• 0:24
  these
• 0:24
  are
• 0:24
  about
• 0:25
  learning
• 0:25
  complex
• 0:26
  frameworks.
• 0:27
  They
• 0:27
  are
• 0:28
  about
• 0:28
  how
• 0:28
  you
• 0:28
  think,
• 0:29
  how
• 0:29
  you
• 0:30
  communicate,
• 0:31
  and
• 0:31
  how
• 0:31
  you
• 0:32
  show
• 0:32
  up
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  in
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  your
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  role.
• 0:33
  Because
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  becoming
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  an
• 0:34
  advisor
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  is
• 0:35
  not
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  a
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  single
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  moment.
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  It
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  is
• 0:37
  not
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  something
• 0:37
  that
• 0:37
  happens
• 0:38
  overnight.
• 0:38
  It
• 0:39
  is
• 0:39
  a
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  progression
• 0:40
  built
• 0:40
  over
• 0:41
  time,
• 0:41
  through
• 0:42
  experience,
• 0:43
  through
• 0:43
  reflection,
• 0:45
  through
• 0:45
  consistent
• 0:45
  practice.
• 0:46
  There
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  is
• 0:47
  no
• 0:47
  point
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  where
• 0:47
  you
• 0:48
  suddenly
• 0:48
  arrive
• 0:48
  and
• 0:49
  feel
• 0:49
  completely
• 0:50
  ready.
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  Instead,
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  something
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  more
• 0:53
  subtle
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  happens.
• 0:54
  You
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  begin
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  to
• 0:54
  notice
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  a
• 0:55
  shift
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  in
• 0:56
  how
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  you
• 0:56
  approach
• 0:58
  conversations,
• 0:59
  in
• 0:59
  how
• 0:59
  you
• 1:00
  interpret
• 1:00
  information,
• 1:01
  in
• 1:01
  how
• 1:01
  you
• 1:02
  respond
• 1:02
  to
• 1:02
  clients.
• 1:03
  You
• 1:03
  pause
• 1:03
  more.
• 1:04
  You
• 1:04
  ask
• 1:04
  better
• 1:05
  questions.
• 1:05
  You
• 1:06
  listen
• 1:06
  more
• 1:06
  carefully.
• 1:07
  You
• 1:07
  begin
• 1:08
  to
• 1:09
  connect
• 1:09
  the
• 1:09
  dots
• 1:10
  more
• 1:10
  naturally.
• 1:11
  And
• 1:11
  over
• 1:11
  time,
• 1:12
  the
• 1:12
  conversations
• 1:13
  start
• 1:13
  to
• 1:13
  change.
• 1:14
  They
• 1:14
  become
• 1:14
  less
• 1:15
  transactional
• 1:16
  and
• 1:16
  more
• 1:17
  thoughtful.
• 1:17
  Clients
• 1:18
  begin
• 1:18
  to
• 1:18
  engage
• 1:19
  differently.
• 1:20
  They
• 1:20
  start
• 1:20
  to
• 1:20
  bring
• 1:21
  you
• 1:21
  into
• 1:21
  discussions
• 1:22
  earlier,
• 1:23
  not
• 1:23
  just
• 1:23
  when
• 1:23
  something
• 1:24
  has
• 1:24
  already
• 1:24
  happened,
• 1:25
  but
• 1:25
  but
• 1:25
  when
• 1:25
  they
• 1:25
  are
• 1:26
  thinking
• 1:26
  about
• 1:26
  what
• 1:26
  to
• 1:26
  do
• 1:27
  next.
• 1:27
  They
• 1:27
  begin
• 1:28
  to
• 1:29
  value
• 1:29
  your
• 1:30
  perspective,
• 1:31
  not
• 1:31
  just
• 1:31
  your
• 1:32
  output.
• 1:32
  And
• 1:32
  this
• 1:33
  is
• 1:33
  where
• 1:33
  the
• 1:34
  real
• 1:34
  shift
• 1:34
  happens.
• 1:35
  You
• 1:36
  are
• 1:36
  no
• 1:36
  longer
• 1:36
  just
• 1:37
  part
• 1:37
  of
• 1:37
  the
• 1:37
  process.
• 1:38
  You
• 1:38
  become
• 1:39
  part
• 1:39
  of
• 1:40
  how
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  they
• 1:40
  think
• 1:41
  about
• 1:41
  their
• 1:41
  business.
• 1:42
  And
• 1:42
  when
• 1:42
  that
• 1:42
  happens,
• 1:43
  you
• 1:43
  become
• 1:44
  someone
• 1:45
  they
• 1:45
  rely
• 1:46
  on,
• 1:46
  not
• 1:46
  just
• 1:47
  for
• 1:47
  information,
• 1:47
  but
• 1:48
  for
• 1:48
  guidance,
• 1:49
  for
• 1:49
  reassurance,
• 1:50
  for
• 1:50
  clarity.
• 1:51
  And.
• 1:51
  And
• 1:51
  that
• 1:52
  is
• 1:52
  the
• 1:52
  real
• 1:52
  outcome
• 1:53
  of
• 1:53
  advisory.
• 1:54
  It
• 1:54
  is
• 1:54
  not
• 1:55
  just
• 1:55
  about
• 1:55
  offering
• 1:55
  additional
• 1:56
  services.
• 1:57
  It
• 1:57
  is
• 1:57
  about
• 1:57
  building
• 1:58
  stronger
• 1:58
  relationships,
• 1:59
  more
• 1:59
  meaningful
• 2:00
  conversations,
• 2:02
  and
• 2:02
  having
• 2:02
  a
• 2:02
  greater
• 2:03
  impact
• 2:03
  on
• 2:04
  the
• 2:04
  businesses
• 2:05
  you
• 2:05
  support.
• 2:06
  It
• 2:06
  also
• 2:06
  changes
• 2:07
  your
• 2:07
  experience
• 2:08
  of
• 2:08
  your
• 2:08
  work,
• 2:09
  because
• 2:09
  when
• 2:09
  you
• 2:09
  move
• 2:09
  into
• 2:10
  advisory,
• 2:11
  your
• 2:11
  role
• 2:11
  becomes
• 2:12
  more
• 2:12
  engaging,
• 2:13
  more
• 2:13
  varied,
• 2:14
  more
• 2:14
  connected
• 2:15
  to
• 2:15
  real
• 2:16
  decisions
• 2:17
  and
• 2:17
  outcomes.
• 2:18
  You
• 2:18
  are
• 2:19
  no
• 2:19
  longer
• 2:19
  just
• 2:19
  looking
• 2:19
  at
• 2:19
  what
• 2:20
  has
• 2:20
  happened.
• 2:20
  You
• 2:21
  are
• 2:21
  helping
• 2:21
  shape
• 2:22
  what
• 2:22
  happens
• 2:22
  next.
• 2:23
  And
• 2:23
  that
• 2:23
  brings
• 2:24
  a
• 2:24
  different
• 2:24
  level
• 2:25
  of
• 2:25
  fulfillment.
• 2:26
  As
• 2:27
  you
• 2:27
  continue
• 2:27
  developing
• 2:28
  these
• 2:28
  skills,
• 2:29
  it
• 2:29
  is
• 2:29
  important
• 2:29
  to
• 2:30
  remember
• 2:30
  this.
• 2:31
  You
• 2:31
  do
• 2:31
  not
• 2:32
  need
• 2:32
  to
• 2:32
  change
• 2:32
  who
• 2:33
  you
• 2:33
  are.
• 2:33
  You
• 2:34
  already
• 2:34
  have
• 2:34
  the
• 2:34
  technical
• 2:35
  foundation.
• 2:36
  You
• 2:36
  already
• 2:37
  understand
• 2:37
  the
• 2:37
  numbers.
• 2:38
  You
• 2:38
  already
• 2:38
  have
• 2:39
  the
• 2:39
  experience.
• 2:40
  Advisory
• 2:41
  is
• 2:41
  about
• 2:41
  expanding
• 2:42
  that.
• 2:42
  It
• 2:43
  is
• 2:43
  about
• 2:43
  building
• 2:44
  on
• 2:45
  what
• 2:45
  you
• 2:45
  already
• 2:46
  know
• 2:46
  and
• 2:46
  applying
• 2:47
  it
• 2:47
  in
• 2:47
  a
• 2:47
  way
• 2:47
  that
• 2:48
  creates
• 2:48
  more
• 2:48
  value,
• 2:49
  more
• 2:49
  clarity,
• 2:50
  and
• 2:50
  more
• 2:51
  impact.
• 2:51
  So
• 2:52
  as
• 2:52
  you
• 2:52
  move
• 2:52
  forward
• 2:53
  from
• 2:53
  this
• 2:53
  season,
• 2:54
  take
• 2:54
  a
• 2:54
  moment
• 2:54
  to
• 2:54
  reflect.
• 2:55
  Which
• 2:56
  of
• 2:56
  these
• 2:56
  skills
• 2:56
  feels
• 2:57
  most
• 2:57
  natural
• 2:57
  to
• 2:58
  you?
• 2:58
  Which
• 2:58
  one
• 2:58
  do
• 2:59
  you
• 2:59
  want
• 2:59
  to
• 2:59
  develop
• 2:59
  further?
• 3:00
  And
• 3:00
  how
• 3:00
  can
• 3:01
  you
• 3:01
  start
• 3:01
  bringing
• 3:02
  that
• 3:02
  into
• 3:02
  your
• 3:02
  client
• 3:03
  conversations?
• 3:04
  Because
• 3:04
  small
• 3:05
  shifts
• 3:06
  applied
• 3:07
  consistently
• 3:08
  create
• 3:08
  big
• 3:09
  change
• 3:09
  over
• 3:10
  time.
• 3:11
  And
• 3:11
  before
• 3:11
  long,
• 3:12
  you
• 3:12
  will
• 3:13
  begin
• 3:13
  to
• 3:13
  notice
• 3:14
  that
• 3:14
  your
• 3:14
  role
• 3:15
  has
• 3:15
  evolved
• 3:16
  not
• 3:16
  because
• 3:16
  you
• 3:17
  forced
• 3:17
  it,
• 3:18
  but
• 3:18
  because
• 3:18
  you
• 3:18
  developed
• 3:19
  it.
• 3:20
  And
• 3:20
  that
• 3:20
  is
• 3:20
  how
• 3:21
  you
• 3:21
  become
• 3:21
  the
• 3:22
  advisor
• 3:22
  your
• 3:23
  clients
• 3:23
  rely
• 3:24
  on.