The Authentic Advisor

For Neil Sinclair and the team at WK Advisors and Accountants based in New Zealand's South Island, the concept of community purpose is more than 'ticking a box' as part of their strategic plan, it's part of who they are and is in the firm's DNA. Talking to Mindshop's Managing Director, James Mason, Neil shares how the 'WK Effect' evolved from a genuine desire to help the local community to becoming a lighthouse guiding everything they do, and every decision they make. Neil talks about the unexpected (but not unwelcome) side benefits of this philosophy, from building awareness and attracting quality staff, to prospects announcing that they 'want to be like the clients in the video'. WK has used advisory services as a vehicle for staff to help local sporting clubs and charities for which they have a passion. The result is not only rewarding careers through connection with the local community but a real chance to make the region a better place to live, work and play.

Paul Hopwood hasn't had a face to face meeting in 18 months and that's the way he (and his clients) like it. Mindshop Expert, chartered accountant, and independent advisor of over 20 years, Paul talks to Mindshop's James Mason about the lack of downsides to working virtually, (apart from the toll on your eyesight). Working with over 60 retainer-based clients, Paul reveals how he has increased his productivity 400% and suggests virtual training and coaching are actually better than face to face. Learn what technology, tools and processes Paul uses and what he's going to revert to (or not) when we get back to 'normality' in this thought-provoking podcast.

Business advisory conversations come naturally to some. But bringing a wider accounting team with differing levels of interest and aptitude on an advisory journey requires structure, tenacity and planning to successfully turn informal chats into commercialised services. Wendy Davies, Director Business Advisory at Nexia Perth, Australia talks to Mindshop's Managing Director about busy accountants, why 'taking your own medicine' is key to confidence and how to enthuse and educate your team. Sharing tips on building problem solving skills, Wendy talks about blending advisory into compliance delivery at the individual level to accelerate referrals, ensure authenticity and engage with clients on a deeper level.

This compelling episode charts Angela Grogan's successful journey from taking shorthand as a receptionist to becoming partner of an accounting firm and then making a leap of faith to go out on her own as an independent business advisor. Angela reveals how having a great mindset helped her overcome challenges of juggling family and the risks of setting up on her own to achieve her goal of becoming an integral part of her clients' businesses. Touching on practical ways advisors can overcome typical mindset barriers of being 'too busy' and 'lacking capacity' so they can break the habits holding them back, Angela talks about the importance of energy, overcoming the 'imposter syndrome' and how to surround yourself with the 'right' people for success. A great listen for anyone wanting to be inspired by some entrepreneurial spirit.

Over the past decades, Dr Chris Mason has guided the success of thousands of senior advisors and business leaders from major corporates to micro businesses. In this latest ‘Authentic Advisor’ podcast from Mindshop he shares his experiences with Mindshop’s Managing Director, James Mason on how he’s currently delivering significant value by coaching over 140 senior leaders from around the world. In this master class in coaching leaders, Chris touches on how he is tackling the current reoccurring challenges faced by leaders whilst ensuring he is fully leveraged and efficient. He discusses how to avoid common pitfalls, the importance of building a positive mindset in your clients and the overarching foundation of trust that must be the basis of any client / coach relationship. This podcast is full of insights on how to balance problem solving issues respectfully whilst challenging clients to think outside the box. A must listen for any advisor coaching clients.

How do you go about pricing and packaging your high value advisory services? Should you offer monthly retainer pricing, project or hourly rates? Independent business advisor and Mindshop Expert, Russell Cummings based on the Gold Coast, Australia shares his experiences on this hot topic gathered over the past 35 years with Mindshop’s Managing Director, James Mason in the latest ‘Authentic Advisor’ podcast. Delving into the pros and cons of advisory pricing approaches and discussing why he favours value pricing to give the advisor flexibility whilst getting the best outcome for the client, Russell lifts the lid on exactly what he includes in his advisory solutions, why it’s so important to ask questions and talk about pricing while you are in front of the client and what to do if your client goes pale when you tell them how much you are proposing to charge! If you want to avoid common mistakes when building and pricing an advisory service solution for clients this podcast is full of tips and specifics to help you succeed.

In episode 8 of ‘The Authentic Advisor’ podcast, James Mason Managing Director of Mindshop is joined by David Smith, Managing Partner of MHA Henderson Loggie, Chartered Accountants, Tax and Business Advisors a 110 year old firm with four offices across Scotland. David shares his journey in growing MHA Henderson Loggie’s advisory businesses, exploring how the development of four Growth Hubs supported by one to one coaching became a conduit for further advisory work and firm-wide referrals. David outlines the internal development activities that have underpinned the success of building advisory capabilities, not only within the dedicated advisory team, but across all departments and seniority levels, from school leavers through to partners and the executive management team. Use of smart technology has also been a foundation of how David and his team have scaled up advisory work especially through the pandemic, from offering online coaching and training to pivoting to online workshops. He talks about overcoming early challenges and shares what he would have done differently to avoid mistakes made in implementing advisory services. If you or your firm are looking to create or scale up your business advisory offering then this is the podcast for you!

Michael Burke is an independent advisor who works with business leaders to develop and implement high performing strategies, through strategy development, implementation coaching and executive problem solving. In this episode Mike and James Mason, Managing Director of Mindshop take a deep dive into the evolution of delivering strategic planning support services as an advisor to align with the changing times. Packed with information, Mike talks about how to apply agile tactics to strategy development with clients, encouraging incubation of ideas and using the agile concepts of minimum viable product, pivot or persevere and contrarian thinking. Mike talks about how creativity in strategic planning is essential, but on the flipside that strategies should not take eons, creating volumes of plans only to collect dust on the shelf. Within a rapidly changing world, the need for a strategic plan to be a guide rather than set in concrete is discussed. As Dwight Eisenhower said, 'planning is everything, the plan is nothing'. Mike shares his key tips for helping clients implement plans successfully, looking at risk, using forward thinking tools like strategic SWOT and how to help clients prepare for 'black swan' events. He shares his ideas on how to get the best out of a client's strategic planning session, setting pre-work, how to navigate planning session pitfalls and the importance of avoiding the 'cookie cutter' approach. A 'must listen' podcast for any advisor offering strategic planning services to keep ahead of the pack.

Mike Boyle, Mindshop's resident sales scientist from Sales Shift Australia joins James Mason, Mindshop's Managing Director to talk all things sales for advisors. With a long career in direct sales, sales management and consulting, Mike helps clients boost their sales performance through training, coaching and leadership strategy development. Discussing what selling advisory actually means in the current environment and how the market has changed over recent years, Mike touches on the critical shift advisors need to make from 'being right', with a focus on technical capabilities to being a facilitator with the attributes needed to problem solve for clients, all summed up in the mantra 'fall in love with customers' problems not your solutions'. Mike talks about the power of asking questions to connect the dots based on data and insights and the continuing importance of building the fundamentals - sales processes, strong referrals and demonstrating proof of capability whilst being authentic to yourself.

There are a multitude of business and personal profiling tools out there, with 25 years' experience in the market, Susannah Brade-Waring, Managing Director of Aspirin Business Solutions, UK talks to Mindshop's Managing Director James Mason about why she selects particular profiling tools over others, the benefits they provide and how best to integrate them as part of a wider advisory business model. Discussion moves to the fundamentals of profiling, the different uses for personality profiling tools versus Motivational Maps® and how to align them with to Mindshop's five phases of business advisory. Susannah talks about how profiling can assist in gathering data and insights, start problem-solving conversations and engage people to co-create, build trust and ultimately successfully implement strategies, revealing some of the hidden traps for advisors contemplating including profiling tools in their advisory offerings with some invaluable tips for success.