The Exceptional Advice Show

#Client #Engagment #Language Your Engagement Language may be the most critical input affecting your success when it comes to client engagement, referrals, profitability, and overall ease of your client relationships. Baz Gardner and Tristin Aylward of The Social Adviser discuss in this episode of The Exceptional Advice Show. The simple truth is: your own psychology determines how you communicate, and if you wish to become an Exceptional Adviser then it requires you to master yourself, your intent, and how you perceive your own value. Explore this concept with us in this episode and share your own experiences in the comments.

If you truly want to be an Exceptional Adviser then you must learn the secrets of client psychology so you understand how to walk your prospective clients through the right sequence of context in order to have them truly connect to your greatest value. This may perhaps be the greatest breakthrough for great advisers who are wanting to take a monumental leap forward in their client engagement skills. In this episode, we discuss what exactly Contextual Sequence is and how we use it to create far more empowering client engagements that are more valuable and profitable for both the client and the adviser. As always would love to know your thoughts and would we would appreciate your comments. Baz Gardner Founder - The Social Adviser

One of the key elements of exceptional #ClientEngagement is the degree to which you strike the right balance of perceptions around your price. In this episode, we dig into the nuanced depths of our research into client engagement as it relates to this balance. Most Advisers are seeking to create an engagement with clients that involves very little tension around the pricing discussion, yet this is almost always the wrong approach and leads to lower margins, lower service levels, lower perceived value, lower referrals, etc etc etc. On the journey to #ExceptionalAdvice learning to own your value in the client engagement process is a critical element to not just having a truly profitable business, but also creating the most impact for clients. For the intro video to the series, please make sure you watch this: https://www.youtube.com/watch?v=Kax_EKREPwg&t=250s Baz Gardner Founder - The Social Adviser

There are four key elements that are critical to mastering Client Engagement. In this episode, we introduce these four components, that will help you take on more of the right clients, have them happily pay you more, have them stay with you, and refer you to everyone they know. The four components are: Price Pressure Contextual Sequencing Relationship Status Engagement Language This video will be the first of 5 as we delve into greater detail on each of the 4 key elements in the following videos. These are the metrics we have used to transform so many Advisory Businesses, helping them to create extreme changes in profitability and productivity. Baz Gardner Founder - The Social Adviser

#Accountant #FinancialPlanning #Fees Getting Paid Before You Start Work - The Exceptional Advice Show - Baz Gardner and Tristin Aylward So many professionals start doing work for clients before 1) Everything is settled and agreed to, and 2) Before getting paid. This leaves so much room for conflict, cognitive dissonance, lack of transparency, and a negative impact on your cash flow. In this episode, we talk about both the need and how easy it is to firmly set expectations with your clients and why you should never start work before getting paid. Baz Gardner Founder - The Social Adviser https://www.thesocialadviser.com https://www.bazgardner.com https://www.linkedin.com/in/bazgardner https://about.me/BazGardner https://www.linkedin.com/company/the-social-adviser https://twitter.com/iambazgardner https://www.instagram.com/iambazgardner

#Profitability #Price #Discovery True PRICE DISCOVERY is perhaps the ultimate tool for maximizing Advice firm profitability. Yet not one firm we have encountered has actually been through the process of finding true price discovery. How do you actually know what your clients value or what they are willing to pay for it? How do you know the optimal price to profit level of your business if you do know actually know the answer to these questions? The truth is you can't, and nor will your business, be anywhere near its optimal profit/efficiency level if you have not undertaken ongoing price discovery. How can you be in a position to advise others on their own true financial inputs if you do not understand your own? In this episode, we dig into the process of price discovery and why it is critical to creating an exceptional advice firm. Please make sure to share your thoughts or challenge our thinking in the comments! Baz Gardner Founder - The Social Adviser

What are the real financial inputs of advice? In this episode of The Exceptional Advice Show we discuss how most advisers are actually dealing with outputs, rather than true inputs and, therefore, missing the greatest advice leverage with their clients. In our experience, there are no such things as 'money problems' or 'business problems' instead, the real issues are a lack of internal clarity and an exceptional adviser's role is to help resolve that lack of clarity. Clients will have far more transformative results if you are actually getting to the right inputs, and will be far more willing to both pay, and refer you, when you focus on the deeper inputs. Love to know your thoughts, so please make sure to drop a comment below. Baz Gardner Founder - The Social Adviser

In our experience, in order to become an exceptional Adviser, you must learn to use your intuition ahead of logic with clients in order to help them align their conscious & subconscious. Clients will always communicate to you both consciously & subconsciously, and if you want to become an exceptional Adviser you need to learn to listen to both sides of what they are telling you. Helping to align your client's perspectives is one of the most transformational mechanisms of action you can use with your clients. This is the kind of Advice that transforms behavior and creates far more dramatic financial and business outcomes than sticking to dealing with the surface level issues. This is specifically how we see the best Advisors creating the most profitable and effective business models that generate outstanding word of mouth. Baz Gardner Founder - The Social Adviser

Do Financial Advisers & Accountants need to know more about #Crypto and be prepared to have conversations with their clients that go beyond ‘there is no value' or it's all just hype with no real value? We think so and in this episode we talk about the concepts Advisers need to grasp so that they can better educate themselves and their clients about what is most certainly revolutionary technology that is here to stay. If you are ignoring this and simply telling your clients to ‘stay clear' then we think you are doing yourself, your clients and your future reputation a disservice. Yes there is risk but there will be more risk for you and your clients if you are under informed about what is actually taking place. Would love to know what you think and whether you have looked deeper into this developing ecosystem. This is just an introductory conversation for a very complex area, would you like us to go deeper?

Exceptional Advice & Being A Lawyer - The Exceptional Advice Show - Kieran Hoare & Baz Gardner Kieran Hoare joins me for this episode and we talk about what he has learnt about running a firm, team culture and client engagement as a lawyer. Kieran is our first external guest on The Exceptional Advice Show and it is our goal to go deeper with real-world Advisers so that we can learn from each other on our journeys towards becoming Exceptional Advisers. Kieran, his business partner, and their team have built one of the best firms I have encountered and there are some golden insights, especially about work/life balance, during our chat. Thanks for watching this episode of The Exceptional Advice Show! Hopefully, you gained something valuable out of this episode, if you're interested to find out more or want to get in touch click the links below and take a look at some of our other content. Baz Gardner Founder - The Social Adviser The Social Adviser Website https://thesocialadviser.com/ Baz Gardner Website https://www.bazgardner.com/ LinkedIn https://www.linkedin.com/in/bazgardner Baz Gardner About Me https://about.me/BazGardner The Social Adviser - LinkedIn https://au.linkedin.com/company/the-social-adviser Baz Gardner Twitter https://bit.ly/3m2jt2U Baz Gardner Instagram https://bit.ly/3u2vibT Breaker https://bit.ly/3b7Gkph Google Podcast https://bit.ly/3eAMu3x Apple Podcast https://apple.co/3uwDTEt Pocket Cast https://pca.st/0nll5mbd Radio Public https://bit.ly/3bfxcyQ Spotify https://spoti.fi/3tweMQZ

Let's be frank, perhaps the one thing that separates good Advisers from exceptional ones is the degree to which they are being explicit with their clients and even more importantly the degree to which they are getting their clients to be explicit with themselves. Good Advisers are simply not honest enough; they let their desire to please get in the way of making a difference. Being direct and being explicit does not mean being uncaring, in fact, it means caring enough that you are brave enough to go where others are not willing to. An exceptional Advisers role is to help their clients to also be far more explicit with themselves and with their partners. This is where we see the greatest value in the Advice process. So our question is: are you being explicit enough with your clients? Love to hear your thoughts! Thanks for watching this episode of The Exceptional Advice Show! Hopefully, you gained something valuable out of this episode, if you're interested to find out more or want to get in touch click the links below and take a look at some of our other content. Baz Gardner Founder - The Social Adviser The Social Adviser Website https://thesocialadviser.com/ Baz Gardner Website https://www.bazgardner.com/ LinkedIn https://www.linkedin.com/in/bazgardner Baz Gardner About Me https://about.me/BazGardner The Social Adviser - LinkedIn https://au.linkedin.com/company/the-social-adviser Baz Gardner Twitter https://bit.ly/3m2jt2U Baz Gardner Instagram https://bit.ly/3u2vibT Breaker https://bit.ly/3b7Gkph Google Podcast https://bit.ly/3eAMu3x Apple Podcast https://apple.co/3uwDTEt Pocket Cast https://pca.st/0nll5mbd Radio Public https://bit.ly/3bfxcyQ Spotify https://spoti.fi/3tweMQZ

If you want to build a firm that gives exceptional advice you need to build an exceptional team. There are issues that we see happen over and over as firm owners try to build out their advice firms. In this episode, we talk about what is required to build an exceptional team. You need to understand how to bring the right personality traits together, whilst making good decisions about who to bring in and take out of your business. Many firm owners/partners think that their team members should be and perform just like they do (hint this is not how to build out your team). Honesty about capability sets, explicitness in communication, and the ability to look in the mirror are just some of the topics we talk about in this episode. Make sure to check out our insights and make sure to share your own experiences with us. Thanks for watching this episode of The Exceptional Advice Show! Hopefully, you gained something valuable out of this episode, if you're interested to find out more or want to get in touch click the links below and take a look at some of our other content. Baz Gardner Founder - The Social Adviser The Social Adviser Website https://thesocialadviser.com/ Baz Gardner Website https://www.bazgardner.com/ LinkedIn https://www.linkedin.com/in/bazgardner Baz Gardner About Me https://about.me/BazGardner The Social Adviser - LinkedIn https://au.linkedin.com/company/the-social-adviser Baz Gardner Twitter https://bit.ly/3m2jt2U Baz Gardner Instagram https://bit.ly/3u2vibT Breaker https://bit.ly/3b7Gkph Google Podcast https://bit.ly/3eAMu3x Apple Podcast https://apple.co/3uwDTEt Pocket Cast https://pca.st/0nll5mbd Radio Public https://bit.ly/3bfxcyQ Spotify https://spoti.fi/3tweMQZ

The Psychology Of Video - The Exceptional Advice Show - with Baz Gardner & Tristin Alyward It still blows our minds that #AdviceFirms by and large are still largely not getting the most value for their clients and their business out of the medium of video. We have been nagging the Advice professions for more than a decade that they should be using video to create greater leverage within their firms. The truth is that FEAR is a very large part of the mental roadblocks that hold Advisers back from using the medium of video. So in this video, we are going to shine a light on your thinking and question your actions as it relates to the use of video within your Advice business. If there was one good thing for us during the Lockdowns it's that video as a meeting platform to use with clients at least gained some traction. Yet how many Advisers took the chance to convert their clients to video meetings as a default? Let's get into the topic and discuss the fears and misconceptions! Baz Gardner Founder - The Social Adviser

I Need More Clients - The Exceptional Advice Show - with Baz Gardner & Tristin Aylward One of the most common misconceptions among Professional Advisers is that they would be more successful if they just had more clients. The truth is that in almost every situation the key to leapfrogging an advice business forward is not new client growth but instead re-engagement with their existing clients. The reason that advice is so invaluable is that it is impossible to be objective about your own personal and business circumstance. That's why what you do is invaluable, but it also means that you have more than likely been compromised in your own pricing and value articulation. In the very first episode of The Exceptional Advice Show, Baz talks through this issue with up-and-coming Adviser Tristin Aylward. As we dive deep into what it takes to become an exceptional Adviser, we are looking for interesting guests and ideas to help develop a show for already great professionals. So please leave your ideas and suggestions in the comment section. Thanks for watching this episode of The Exceptional Advice Show! Hopefully, you gained something valuable out of this episode, if you're interested to find out more or want to get in touch click the links below and take a look at some of our other content. Baz Gardner Founder - The Social Adviser