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The Essence of Confidence in Advisory Work · Advisory Secrets with Deb Halliday

• 0:00
  Welcome
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  back
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  to
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  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
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  me.
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  Confidence
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  is
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  one
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  of
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  the
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  most
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  important
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  qualities
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  in
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  advisory
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  work,
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  but
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  it
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  is
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  also
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  one
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  of
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  the
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  most
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  misunderstood.
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  Many
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  accounting
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  professionals
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  hold
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  back
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  from
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  stepping
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  into
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  advisory
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  because
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  they
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  feel
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  they
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  are
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  not
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  ready
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  yet.
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  They
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  believe
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  they
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  need
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  more
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  knowledge,
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  more
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  experience
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  or
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  more
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  certainty
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  before
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  they
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  can
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  speak
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  with
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  confidence.
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  But
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  confidence
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  in
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  advisory
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  does
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  not
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  come
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  from
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  knowing
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  everything.
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  It
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  comes
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  from
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  how
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  you
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  show
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  up
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  in
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  the
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  conversation.
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  And
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  there
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  is
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  a
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  difference
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  between
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  confidence
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  and
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  ego.
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  Ego
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  is
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  about
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  needing
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  to
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  be
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  right.
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  Confidence
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  is
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  about
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  being
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  comfortable
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  exploring
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  the
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  situation,
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  even
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  when
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  you
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  do
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  do
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  not
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  have
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  all
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  the
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  answers.
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  Clients
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  are
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  not
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  looking
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  for
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  perfection.
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  They
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  are
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  looking
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  for
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  clarity,
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  guidance
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  and
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  reassurance.
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  They
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  want
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  someone
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  who
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  can
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  help
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  them
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  think
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  through
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  their
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  decisions.
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  And
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  that
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  does
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  not
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  require
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  you
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  to
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  know
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  everything.
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  It
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  requires
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  you
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  to
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  be
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  present,
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  to
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  listen
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  and
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  to
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  guide
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  the
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  conversation
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  with.
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  Sometimes
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  confidence
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  is
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  simply
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  being
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  able
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  to
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  say,
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  let's
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  explore
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  that,
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  or
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  There
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  are
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  a
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  few
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  ways
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  we
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  could
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  look
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  at
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  this,
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  or
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  even
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  I
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  don't
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  have
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  the
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  full
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  picture
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  yet,
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  but
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  based
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  on
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  what
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  we
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  can
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  see,
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  this
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  is
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  what
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  I
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  would
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  be
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  thinking
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  about.
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  This
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  kind
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  of
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  language
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  builds
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  trust
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  because
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  it
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  feels
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  real,
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  it
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  feels
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  considered,
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  it
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  does
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  not
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  feel
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  forced.
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  Confidence
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  also
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  comes
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  from
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  repetition.
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  The
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  more
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  conversations
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  you
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  have,
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  the
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  more
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  you
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  begin
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  to
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  recognise
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  patterns.
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  You
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  start
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  to
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  see
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  similar
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  challenges
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  across
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  different
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  clients.
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  You
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  begin
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  to
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  understand
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  how
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  businesses
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  behave
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  and
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  over
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  time
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  your
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  judgment
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  becomes
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  stronger.
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  But
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  it
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  is
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  important
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  to
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  remember
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  that
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  that
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  confidence
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  is
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  not
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  about
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  dominating
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  the
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  conversation.
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  It
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  is
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  about
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  creating
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  space
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  for
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  better
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  thinking.
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  It
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  is
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  about
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  guiding,
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  not
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  controlling.
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  And
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  when
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  you
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  approach
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  advisory
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  in
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  this
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  way,
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  something
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  shifts.
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  Clients
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  begin
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  to
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  rely
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  on
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  you,
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  not
• 2:00
  because
• 2:00
  you
• 2:00
  have
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  all
• 2:01
  the
• 2:01
  answers,
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  but
• 2:02
  because
• 2:02
  you
• 2:02
  help
• 2:02
  them
• 2:03
  think
• 2:03
  more
• 2:03
  clearly.
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  That
• 2:04
  is
• 2:04
  real
• 2:04
  confidence
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  and
• 2:05
  it
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  is
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  one
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  of
• 2:06
  the
• 2:06
  defining
• 2:07
  traits
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  of
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  a
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  trusted
• 2:08
  advisor.
• 2:09
  Next
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  time
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  I'll
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  look
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  at
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  explaining
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  complex
• 2:11
  ideas
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  simply.