Welcome to the Business Advisor Podcast, the go-to show for accountants, bookkeepers and CFOs tired of the grind of client work and eager to step into the role of a business advisor.
This podcast is designed for those looking to increase their income and impact by transforming businesses and lives. Each week, we bring you practical, workshop-style episodes, insightful conversations, and a good dose of humor to equip you with the confidence, clarity, and cash flow strategies you need.
So, hit that subscribe button and join us on this journey to becoming a successful business advisor. New episodes every week, and you won’t want to miss what we have in store!
Welcome to the Business Advisor Podcast, the go-to show for accountants, bookkeepers and CFOs tired of the grind of client work and eager to step into the role of a business advisor.
This podcast is designed for those looking to increase their income and impact by transforming businesses and lives. Each week, we bring you practical, workshop-style episodes, insightful conversations, and a good dose of humor to equip you with the confidence, clarity, and cash flow strategies you need.
So, hit that subscribe button and join us on this journey to becoming a successful business advisor. New episodes every week, and you won’t want to miss what we have in store!
We’ve talked about how to start your advisory sessions with a strong takeoff using the 3P agenda, and how to land them smoothly with the 3C close. But what about the part in between? The middle is where most advisory conversations get lost. You start with a great agenda, but somewhere along the way, the conversation drifts. Your client starts telling a long story, and before you know it, you’ve spent half the meeting listening and nodding, but haven’t actually moved anything forward.
A great takeoff and a smooth landing mean nothing if the flight path meanders. If you don't steer during the flight, you won't reach the right destination. Your role as an advisor is to guide, not just to listen like a therapist. So how do you do that without feeling bossy or cutting your client off?
In this episode, I’m giving you the simple, gentle framework for steering the middle of the conversation. I call it your flight path, and it’s a three-step process—Listen, Lead, and Frame—that keeps you in calm, confident control. This is how you take a client's messy, emotional story and turn it into a clear, focused strategy, proving you’re the strategic guide they invested in.
Key Takeaways
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