Latest / Advisory Secrets with Deb Halliday / What makes a trusted advisor

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What makes a trusted advisor · 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
  Halliday.
• 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.
• 0:59
  Welcome
• 0:59
  to
• 1:00
  Advisory
• 1:00
  Secrets
• 1:01
  with
• 1:01
  Deb
• 1:01
  Halliday.
• 1:02
  That's
• 1:02
  me.
• 1:03
  In
• 1:03
  this
• 1:03
  first
• 1:03
  episode,
• 1:04
  I
• 1:04
  want
• 1:04
  to
• 1:04
  explore
• 1:05
  a
• 1:05
  simple
• 1:05
  but
• 1:06
  powerful
• 1:06
  question.
• 1:08
  What
• 1:08
  actually
• 1:09
  makes
• 1:09
  someone
• 1:09
  a
• 1:10
  trusted
• 1:10
  advisor?
• 1:11
  Many
• 1:11
  accountants
• 1:12
  believe
• 1:12
  that
• 1:12
  becoming
• 1:12
  an
• 1:13
  advisor
• 1:14
  means
• 1:14
  offering
• 1:14
  more
• 1:15
  services,
• 1:15
  more
• 1:16
  reports,
• 1:17
  or
• 1:17
  more
• 1:17
  meetings.
• 1:18
  But
• 1:18
  the
• 1:19
  real
• 1:19
  shift
• 1:19
  is
• 1:20
  more
• 1:20
  much
• 1:20
  deeper
• 1:20
  than
• 1:20
  that.
• 1:21
  A
• 1:21
  trusted
• 1:21
  advisor
• 1:22
  is
• 1:23
  not
• 1:24
  defined
• 1:24
  by
• 1:25
  the
• 1:25
  services
• 1:25
  they
• 1:26
  sell.
• 1:26
  They
• 1:26
  are
• 1:26
  defined
• 1:27
  by
• 1:27
  how
• 1:27
  they
• 1:27
  think.
• 1:29
  Early
• 1:29
  in
• 1:29
  my
• 1:29
  career,
• 1:30
  I
• 1:30
  believed
• 1:30
  that
• 1:31
  technical
• 1:32
  knowledge
• 1:32
  was
• 1:32
  the
• 1:32
  most
• 1:32
  valuable
• 1:33
  thing
• 1:34
  I
• 1:34
  could
• 1:34
  offer
• 1:35
  clients.
• 1:35
  If
• 1:36
  I
• 1:36
  knew
• 1:36
  the
• 1:36
  rules,
• 1:37
  understood
• 1:37
  the
• 1:37
  numbers,
• 1:38
  and
• 1:39
  delivered
• 1:39
  accurate
• 1:40
  work,
• 1:40
  then
• 1:40
  I
• 1:40
  was
• 1:40
  doing
• 1:41
  my
• 1:41
  job
• 1:41
  well.
• 1:42
  And
• 1:42
  of
• 1:42
  course,
• 1:42
  technical
• 1:43
  expertise
• 1:43
  matters.
• 1:44
  It
• 1:44
  is
• 1:44
  the
• 1:44
  foundation
• 1:45
  of
• 1:45
  our
• 1:45
  profession.
• 1:46
  But
• 1:46
  over
• 1:46
  time,
• 1:47
  I
• 1:47
  realized
• 1:47
  that
• 1:48
  clients
• 1:49
  rarely
• 1:50
  came
• 1:50
  to
• 1:50
  me
• 1:50
  because
• 1:50
  they
• 1:51
  simply
• 1:51
  wanted
• 1:52
  accurate
• 1:52
  numbers.
• 1:53
  They
• 1:53
  came
• 1:53
  because
• 1:53
  they
• 1:54
  wanted
• 1:54
  clarity.
• 1:55
  They
• 1:55
  wanted
• 1:56
  someone
• 1:56
  who
• 1:56
  could
• 1:57
  help
• 1:57
  them
• 1:58
  make
• 1:58
  sense
• 1:59
  of
• 1:59
  what
• 1:59
  was
• 1:59
  happening
• 2:00
  in
• 2:00
  their
• 2:00
  business.
• 2:01
  They
• 2:01
  wanted
• 2:02
  perspective.
• 2:03
  And
• 2:04
  this
• 2:04
  is
• 2:04
  where
• 2:04
  the
• 2:05
  role
• 2:05
  of
• 2:05
  the
• 2:05
  trusted
• 2:06
  advisor
• 2:06
  begins.
• 2:08
  A
• 2:08
  trusted
• 2:09
  advisor
• 2:09
  does
• 2:10
  three
• 2:10
  things
• 2:10
  consistently.
• 2:12
  First,
• 2:12
  they
• 2:12
  exercise
• 2:12
  judgment.
• 2:13
  Accountants
• 2:14
  are
• 2:14
  trained
• 2:15
  to
• 2:16
  produce
• 2:16
  information.
• 2:17
  Advisors
• 2:18
  interpret
• 2:18
  it.
• 2:19
  They
• 2:19
  look
• 2:19
  at
• 2:19
  the
• 2:19
  numbers
• 2:20
  and
• 2:20
  ask
• 2:20
  what
• 2:20
  they
• 2:21
  actually
• 2:22
  mean
• 2:23
  for
• 2:23
  the
• 2:23
  future
• 2:24
  of
• 2:24
  the
• 2:24
  business.
• 2:25
  Second,
• 2:25
  they
• 2:25
  create
• 2:26
  clarity.
• 2:26
  Business
• 2:27
  owners
• 2:27
  often
• 2:27
  feel
• 2:28
  overwhelmed
• 2:29
  by
• 2:29
  information.
• 2:30
  The
• 2:30
  advisor's
• 2:31
  role
• 2:31
  is
• 2:31
  to
• 2:32
  simplify,
• 2:32
  prioritise,
• 2:33
  and
• 2:34
  focus
• 2:34
  attention
• 2:35
  on
• 2:35
  what
• 2:36
  truly
• 2:36
  matters.
• 2:37
  And
• 2:37
  third,
• 2:38
  they
• 2:38
  bring
• 2:38
  perspective.
• 2:39
  Sometimes
• 2:40
  the
• 2:40
  most
• 2:40
  valuable
• 2:41
  thing
• 2:41
  an
• 2:41
  advisor
• 2:42
  offers
• 2:42
  is
• 2:43
  not
• 2:43
  an
• 2:43
  answer,
• 2:44
  but
• 2:44
  a
• 2:44
  different
• 2:44
  way
• 2:45
  of
• 2:45
  seeing
• 2:45
  the
• 2:45
  situation.
• 2:46
  When
• 2:46
  we
• 2:47
  step
• 2:47
  into
• 2:47
  this
• 2:47
  role,
• 2:48
  something
• 2:48
  interesting
• 2:49
  happens.
• 2:49
  Clients
• 2:50
  stop
• 2:50
  seeing
• 2:51
  us
• 2:51
  as
• 2:51
  the
• 2:51
  person
• 2:52
  who
• 2:52
  prepares
• 2:53
  the
• 2:53
  accounts.
• 2:54
  They
• 2:55
  begin
• 2:55
  to
• 2:55
  see
• 2:55
  us
• 2:55
  as
• 2:56
  someone
• 2:56
  who
• 2:56
  helps
• 2:57
  them
• 2:57
  think.
• 2:58
  And
• 2:58
  once
• 2:58
  that
• 2:58
  shift
• 2:59
  happens,
• 2:59
  the
• 3:00
  relationship
• 3:00
  changes.
• 3:01
  You
• 3:02
  move
• 3:02
  from
• 3:02
  service
• 3:03
  provider
• 3:03
  to
• 3:04
  trusted
• 3:04
  guideline.
• 3:05
  Throughout
• 3:05
  this
• 3:06
  season
• 3:06
  of
• 3:06
  Advisory
• 3:07
  Secrets,
• 3:08
  we
• 3:08
  are
• 3:08
  going
• 3:08
  to
• 3:08
  explore
• 3:09
  the
• 3:09
  skills
• 3:10
  and
• 3:10
  traits
• 3:10
  that
• 3:11
  make
• 3:11
  this
• 3:11
  possible.
• 3:13
  Because
• 3:13
  becoming
• 3:13
  a
• 3:14
  trusted
• 3:14
  advisor
• 3:15
  is
• 3:15
  not
• 3:15
  about
• 3:15
  changing
• 3:16
  who
• 3:16
  you
• 3:16
  are.
• 3:17
  It
• 3:17
  is
• 3:17
  about
• 3:17
  developing
• 3:18
  the
• 3:19
  capabilities
• 3:20
  that
• 3:21
  allow
• 3:21
  your
• 3:21
  expertise
• 3:22
  to
• 3:22
  have
• 3:22
  a
• 3:22
  bigger
• 3:22
  impact.
• 3:24
  In
• 3:24
  the
• 3:24
  next
• 3:25
  episode,
• 3:25
  we
• 3:25
  will
• 3:25
  look
• 3:26
  at
• 3:26
  one
• 3:26
  of
• 3:26
  the
• 3:26
  most
• 3:26
  important
• 3:27
  shifts
• 3:27
  of
• 3:27
  all.
• 3:28
  The
• 3:28
  move
• 3:28
  from
• 3:28
  technician
• 3:29
  to
• 3:29
  advisor.
• 3:40
  Thank
• 3:40
  you
• 3:40
  for
• 3:41
  listening
• 3:41
  to
• 3:41
  Advisory
• 3:42
  Secrets
• 3:42
  with
• 3:43
  Deb
• 3:43
  Halliday.
• 3:44
  If
• 3:44
  you
• 3:44
  enjoyed
• 3:44
  this
• 3:45
  episode,
• 3:45
  make
• 3:46
  sure
• 3:46
  you
• 3:46
  follow
• 3:46
  the
• 3:46
  podcast
• 3:47
  so
• 3:48
  you
• 3:48
  don't
• 3:48
  miss
• 3:48
  future
• 3:48
  insights
• 3:50
  on
• 3:50
  building
• 3:51
  your
• 3:51
  advisory
• 3:51
  role.
• 3:52
  For
• 3:52
  more
• 3:53
  resources,
• 3:53
  training
• 3:54
  and
• 3:54
  support
• 3:55
  for
• 3:56
  accounting
• 3:56
  professionals
• 3:57
  stepping
• 3:57
  into
• 3:58
  advisory,
• 3:58
  visit
• 3:59
  debhalladay
• 4:00
  co.uk
• 4:03
  or
• 4:03
  theaccountsoffice.co.uk
• 4:07
  until
• 4:08
  next
• 4:08
  time.
• 4:08
  Keep
• 4:09
  building
• 4:09
  a
• 4:09
  practice
• 4:09
  that
• 4:09
  creates
• 4:10
  real
• 4:10
  value
• 4:10
  for
• 4:10
  your
• 4:11
  clients
• 4:11
  and
• 4:11
  the
• 4:12
  lifestyle
• 4:12
  you
• 4:12
  want.