Latest / Advisory Secrets with Deb Halliday / The Art of Guiding Discussions: Becoming a Trusted Advisor

Transcript

The Art of Guiding Discussions: Becoming 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
  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.
• 0:59
  Welcome
• 0:59
  back
• 1:00
  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
  Many
• 1:03
  accounting
• 1:04
  professionals
• 1:04
  are
• 1:05
  used
• 1:05
  to
• 1:05
  responding
• 1:06
  to
• 1:06
  clients,
• 1:06
  answering
• 1:07
  questions,
• 1:08
  completing
• 1:08
  tasks,
• 1:09
  meeting
• 1:10
  deadlines.
• 1:11
  But
• 1:11
  advisory
• 1:12
  requires
• 1:12
  a
• 1:13
  different
• 1:13
  approach.
• 1:14
  It
• 1:14
  requires
• 1:15
  us
• 1:15
  to
• 1:15
  lead
• 1:16
  the
• 1:16
  conversation.
• 1:17
  Leading
• 1:17
  does
• 1:17
  not
• 1:18
  mean
• 1:18
  taking
• 1:19
  control
• 1:19
  or
• 1:19
  dominating.
• 1:20
  It
• 1:20
  means
• 1:20
  guiding
• 1:21
  the
• 1:21
  direction
• 1:21
  of
• 1:22
  the
• 1:22
  discussion.
• 1:22
  It
• 1:23
  means
• 1:23
  knowing
• 1:24
  where
• 1:24
  the
• 1:24
  conversation
• 1:25
  needs
• 1:25
  to
• 1:25
  go
• 1:25
  and
• 1:25
  helping
• 1:26
  the
• 1:26
  client
• 1:26
  get
• 1:27
  there.
• 1:27
  Without
• 1:27
  this,
• 1:28
  conversations
• 1:28
  can
• 1:29
  remain
• 1:29
  reactive.
• 1:30
  They
• 1:30
  focus
• 1:31
  on
• 1:31
  immediate
• 1:32
  issues
• 1:32
  rather
• 1:33
  than
• 1:33
  meaningful
• 1:34
  progress.
• 1:35
  When
• 1:35
  you
• 1:35
  lead
• 1:35
  a
• 1:35
  conversation,
• 1:36
  you
• 1:36
  bring
• 1:37
  structure.
• 1:38
  You
• 1:38
  decide
• 1:39
  what
• 1:39
  is
• 1:39
  important
• 1:40
  to
• 1:40
  discuss.
• 1:41
  You
• 1:41
  prioritize
• 1:42
  the
• 1:42
  areas
• 1:42
  that
• 1:43
  will
• 1:43
  have
• 1:43
  the
• 1:43
  biggest
• 1:43
  impact.
• 1:44
  You
• 1:44
  help
• 1:44
  the
• 1:45
  client
• 1:45
  step
• 1:45
  back
• 1:46
  from
• 1:46
  the
• 1:46
  day
• 1:46
  to
• 1:46
  day
• 1:47
  and
• 1:47
  think
• 1:47
  more
• 1:47
  strategically.
• 1:49
  This
• 1:49
  might
• 1:49
  look
• 1:49
  like
• 1:50
  setting
• 1:50
  an
• 1:50
  agenda
• 1:51
  at
• 1:51
  the
• 1:51
  start
• 1:51
  of
• 1:51
  a
• 1:51
  meeting,
• 1:52
  or
• 1:52
  introducing
• 1:53
  a
• 1:53
  topic
• 1:53
  the
• 1:54
  client
• 1:54
  has
• 1:54
  not
• 1:54
  raised
• 1:54
  yet,
• 1:55
  or
• 1:56
  asking
• 1:56
  questions
• 1:57
  that
• 1:57
  shift
• 1:57
  the
• 1:57
  focus
• 1:58
  from
• 1:58
  problems
• 1:58
  to
• 1:59
  decisions.
• 2:00
  Leading
• 2:01
  also
• 2:01
  involves
• 2:02
  confidence
• 2:03
  because
• 2:03
  you
• 2:03
  are
• 2:04
  stepping
• 2:04
  slightly
• 2:04
  outside
• 2:05
  the
• 2:05
  traditional
• 2:06
  role.
• 2:06
  You
• 2:07
  are
• 2:07
  not
• 2:07
  just
• 2:07
  responding,
• 2:08
  you
• 2:09
  are
• 2:09
  shaping
• 2:09
  the
• 2:10
  discussion.
• 2:11
  And
• 2:11
  this
• 2:11
  is
• 2:11
  where
• 2:11
  many
• 2:12
  professionals
• 2:12
  hesitate.
• 2:13
  But
• 2:14
  when
• 2:14
  done
• 2:15
  well,
• 2:15
  clients
• 2:16
  appreciate
• 2:16
  it.
• 2:17
  They
• 2:17
  value
• 2:17
  the
• 2:18
  direction
• 2:18
  and
• 2:18
  they
• 2:18
  value
• 2:19
  the
• 2:19
  clarity.
• 2:19
  And
• 2:20
  they
• 2:20
  begin
• 2:20
  to
• 2:21
  see
• 2:21
  you
• 2:21
  differently.
• 2:22
  Not
• 2:22
  as
• 2:22
  someone
• 2:23
  who
• 2:23
  reacts
• 2:24
  to
• 2:24
  their
• 2:24
  needs,
• 2:25
  but
• 2:25
  as
• 2:25
  someone
• 2:25
  who
• 2:26
  helps
• 2:26
  them
• 2:26
  think
• 2:27
  ahead.
• 2:27
  And
• 2:28
  that
• 2:28
  is
• 2:28
  the
• 2:28
  role
• 2:28
  of
• 2:28
  an
• 2:29
  advisor.
• 2:29
  Next
• 2:30
  time
• 2:30
  I'll
• 2:30
  talk
• 2:30
  about
• 2:31
  helping
• 2:31
  clients
• 2:31
  make
• 2:31
  better
• 2:32
  decisions.
• 2:43
  Thank
• 2:43
  you
• 2:43
  for
• 2:43
  listening
• 2:44
  to
• 2:44
  Advisory
• 2:45
  Secrets
• 2:45
  with
• 2:45
  Deb
• 2:46
  Halliday.
• 2:46
  If
• 2:47
  you
• 2:47
  enjoyed
• 2:47
  this
• 2:47
  episode,
• 2:48
  make
• 2:48
  sure
• 2:48
  you
• 2:49
  follow
• 2:49
  the
• 2:49
  podcast
• 2:50
  so
• 2:50
  you
• 2:50
  don't
• 2:51
  miss
• 2:51
  future
• 2:51
  insights
• 2:53
  on
• 2:53
  building
• 2:53
  your
• 2:53
  advisory
• 2:54
  role.
• 2:55
  For
• 2:55
  more
• 2:55
  resources,
• 2:56
  training
• 2:57
  and
• 2:57
  support
• 2:58
  for
• 2:58
  accounting
• 2:59
  professionals
• 3:00
  stepping
• 3:00
  into
• 3:00
  advisory,
• 3:01
  visit
• 3:01
  debhalladay
• 3:03
  co.uk
• 3:05
  or
• 3:06
  the
• 3:06
  accountsoffice.com
• 3:10
  until
• 3:11
  next
• 3:11
  time,
• 3:11
  keep
• 3:11
  building
• 3:12
  a
• 3:12
  practice
• 3:12
  that
• 3:12
  creates
• 3:13
  real
• 3:13
  value
• 3:13
  for
• 3:13
  your
• 3:13
  clients
• 3:14
  and
• 3:14
  the
• 3:14
  lifestyle
• 3:15
  you
• 3:15
  want.