Latest / Advisory Secrets with Deb Halliday / Curiosity in Advisory: Building Trust with Clients

Transcript

Curiosity in Advisory: Building Trust with Clients · 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.
• 1:02
  One
• 1:03
  of
• 1:03
  the
• 1:03
  most
• 1:03
  powerful
• 1:04
  skills
• 1:05
  a
• 1:05
  trusted
• 1:06
  advisor
• 1:06
  can
• 1:06
  develop
• 1:08
  is
• 1:08
  the
• 1:08
  ability
• 1:08
  to
• 1:09
  ask
• 1:09
  better
• 1:10
  questions.
• 1:11
  Many
• 1:11
  professionals
• 1:12
  feel
• 1:12
  pressure
• 1:13
  to
• 1:13
  provide
• 1:13
  answers,
• 1:15
  but
• 1:15
  great
• 1:15
  advisors
• 1:16
  understand
• 1:16
  that
• 1:17
  questions
• 1:17
  often
• 1:18
  create
• 1:18
  more
• 1:18
  value
• 1:19
  than
• 1:19
  answers.
• 1:21
  A
• 1:21
  well
• 1:21
  timed
• 1:22
  question
• 1:22
  can
• 1:22
  unlock
• 1:23
  insight.
• 1:23
  It
• 1:24
  can
• 1:24
  help
• 1:24
  a
• 1:24
  client
• 1:25
  see
• 1:25
  something
• 1:25
  they
• 1:25
  had
• 1:26
  not
• 1:26
  considered
• 1:26
  before.
• 1:27
  It
• 1:28
  can
• 1:28
  shift
• 1:28
  the
• 1:28
  entire
• 1:29
  direction
• 1:29
  of
• 1:30
  a
• 1:30
  conversation.
• 1:31
  When
• 1:31
  business
• 1:31
  owners
• 1:32
  talk
• 1:32
  about
• 1:32
  challenges,
• 1:33
  they
• 1:33
  often
• 1:33
  focus
• 1:34
  on
• 1:34
  symptoms.
• 1:35
  Sales
• 1:35
  are
• 1:35
  down.
• 1:36
  Costs
• 1:36
  are
• 1:37
  rising.
• 1:37
  Cash
• 1:38
  feels
• 1:38
  tight.
• 1:39
  But
• 1:40
  behind
• 1:40
  every
• 1:41
  symptom
• 1:41
  there
• 1:42
  is
• 1:42
  usually
• 1:42
  a
• 1:42
  deeper
• 1:43
  story.
• 1:43
  And
• 1:43
  questions
• 1:44
  help
• 1:44
  us
• 1:44
  uncover
• 1:45
  that
• 1:45
  story.
• 1:46
  For
• 1:46
  example,
• 1:46
  instead
• 1:47
  of
• 1:47
  asking
• 1:47
  what
• 1:47
  happened
• 1:48
  last
• 1:48
  month,
• 1:48
  an
• 1:49
  advisor
• 1:49
  might
• 1:49
  ask
• 1:50
  what
• 1:50
  has
• 1:51
  changed
• 1:51
  in
• 1:51
  the
• 1:51
  business
• 1:52
  over
• 1:52
  the
• 1:53
  past
• 1:53
  year?
• 1:53
  Instead
• 1:54
  of
• 1:54
  asking
• 1:54
  how
• 1:54
  much
• 1:55
  something
• 1:55
  cost,
• 1:56
  we
• 1:56
  might
• 1:56
  ask
• 1:57
  what
• 1:57
  result
• 1:58
  that
• 1:59
  investment
• 1:59
  was
• 1:59
  meant
• 1:59
  to
• 2:00
  achieve.
• 2:01
  Questions
• 2:01
  create
• 2:01
  space
• 2:02
  for
• 2:02
  reflection.
• 2:03
  They
• 2:03
  slow
• 2:03
  the
• 2:04
  conversation
• 2:04
  down.
• 2:05
  They
• 2:05
  allow
• 2:05
  both
• 2:06
  advisor
• 2:06
  and
• 2:07
  client
• 2:07
  to
• 2:08
  think
• 2:08
  more
• 2:08
  clearly.
• 2:09
  And
• 2:09
  importantly,
• 2:09
  questions
• 2:10
  demonstrate
• 2:11
  curiosity.
• 2:12
  Curiosity
• 2:12
  builds
• 2:13
  trust.
• 2:13
  It
• 2:13
  shows
• 2:14
  clients
• 2:14
  that
• 2:14
  we
• 2:15
  are
• 2:15
  not
• 2:15
  simply
• 2:16
  delivering
• 2:16
  a
• 2:16
  service.
• 2:17
  We
• 2:17
  are
• 2:17
  genuinely
• 2:18
  interested
• 2:18
  in
• 2:19
  understanding
• 2:19
  their
• 2:20
  business.
• 2:21
  Over
• 2:21
  time,
• 2:22
  the
• 2:22
  quality
• 2:23
  of
• 2:23
  our
• 2:23
  questions
• 2:24
  becomes
• 2:25
  one
• 2:25
  of
• 2:26
  the
• 2:26
  defining
• 2:27
  characteristics
• 2:28
  of
• 2:28
  our
• 2:28
  advisory
• 2:29
  work.
• 2:30
  Because
• 2:30
  when
• 2:30
  we
• 2:30
  ask
• 2:31
  thoughtful
• 2:31
  questions,
• 2:32
  clients
• 2:33
  begin
• 2:33
  to
• 2:33
  think
• 2:33
  more
• 2:34
  deeply
• 2:34
  about
• 2:34
  their
• 2:34
  own
• 2:35
  decisions.
• 2:36
  And
• 2:36
  that
• 2:36
  is
• 2:36
  where
• 2:37
  real
• 2:38
  value
• 2:38
  begins
• 2:39
  to
• 2:39
  emerge.
• 2:40
  In
• 2:41
  the
• 2:41
  next
• 2:41
  episode,
• 2:42
  we
• 2:42
  will
• 2:42
  explore
• 2:43
  another
• 2:43
  essential
• 2:43
  advisory
• 2:44
  skill,
• 2:45
  the
• 2:45
  ability
• 2:46
  to
• 2:46
  truly
• 2:46
  listen.
• 2:57
  Thank
• 2:57
  you
• 2:57
  for
• 2:58
  listening
• 2:58
  to
• 2:58
  Advisory
• 2:59
  Secrets
• 2:59
  with
• 3:00
  Deb
• 3:00
  Halliday.
• 3:01
  If
• 3:01
  you
• 3:01
  enjoyed
• 3:02
  this
• 3:02
  episode,
• 3:02
  make
• 3:03
  sure
• 3:03
  you
• 3:03
  follow
• 3:03
  the
• 3:03
  podcast
• 3:04
  so
• 3:05
  you
• 3:05
  don't
• 3:05
  miss
• 3:05
  future
• 3:06
  insights
• 3:07
  on
• 3:07
  building
• 3:08
  your
• 3:08
  advisory
• 3:08
  role.
• 3:09
  For
• 3:09
  more
• 3:10
  resources,
• 3:11
  training
• 3:11
  and
• 3:11
  support
• 3:12
  for
• 3:13
  accounting
• 3:13
  professionals
• 3:14
  stepping
• 3:14
  into
• 3:15
  advisory,
• 3:15
  visit
• 3:16
  debhalladay.co.uk
• 3:20
  or
• 3:20
  theaccountsoffice.co.uk
• 3:25
  until
• 3:25
  next
• 3:25
  time.
• 3:25
  Keep
• 3:26
  building
• 3:26
  a
• 3:26
  practice
• 3:26
  that
• 3:27
  creates
• 3:27
  real
• 3:27
  value
• 3:27
  for
• 3:28
  your
• 3:28
  clients
• 3:28
  and
• 3:28
  the
• 3:29
  lifestyle
• 3:29
  you
• 3:29
  want.