Business Advisor Podcast

I hear it all the time: "I'm just a bookkeeper," or "I'm just an accountant, not an advisor." You know your clients' businesses inside and out. You can see exactly what they're doing wrong and what they should be doing differently. But when they ask for your opinion, you hold back. Or worse, you give away your best advice for free, telling yourself you're not "qualified" to be an advisor.
Today, I'm going to be direct with you: this belief is absolute nonsense. It's a "victim mindset" that is keeping you safe, small, and stuck in compliance work you've likely outgrown. The truth is, you're already playing the advisory role; you're just not owning it or charging for it.
In this episode, I'm going to show you why your financial expertise makes you more qualified than most business coaches. We'll dismantle the imposter syndrome that's holding you back and walk through the three critical mindset shifts that will help you step into your power. This isn't about becoming someone different; it's about finally owning the incredible value you already provide.
What You Will Learn From This Episode
Why is the phrase "I'm just a bookkeeper" not a statement of fact, but a "victim mindset" that's keeping your practice small and your potential untapped?

What is the one thing you have that most business coaches and advisors will never possess (and why does it make you more qualified to give strategic advice than you think)?

What are the three simple questions clients are already asking you that prove you're an advisor in disguise (and you're probably doing the work for free)?

Discover the three critical mindset shifts that take you from a "Victim" to a "Visionary" and from "Compliance" to "Transformation."

What is the simple four-letter framework (G.R.O.W.) that allows you to facilitate powerful insights and guide clients to their own answers, taking the pressure off you to be perfect?

Want more freedom and higher profits in your firm? Download the free Value Pricing Toolkit here: ⁠⁠⁠⁠⁠⁠⁠⁠https://info.businessadvisoracademy.com/toolkit⁠⁠⁠⁠⁠⁠⁠⁠
It gives you the complete proven system to break free from hourly billing, charge for impact, and grow your advisory firm to £500K+.

You're delivering more value than ever, your expertise has deepened, but you're still charging what you did three years ago. Why? Because of the one fear that keeps so many accountants and bookkeepers trapped: "I'm worried about losing clients if I raise my prices." While you're worried about losing clients, you're definitely losing something else—your profitability, your energy, and your freedom.
Today, we're going to dismantle that fear. I'll show you why staying at yesterday's prices is costing you far more than a few price-sensitive clients ever could. We'll run the simple math that proves you can lose clients and still make the same revenue with less work, and I'll explain the critical difference between selling "expensive compliance" and delivering true advisory value that commands premium fees.
This episode is about more than just numbers; it's about mindset. I'm giving you the exact, non-apologetic scripts to use when communicating a price increase in three different scenarios: correcting for inflation, transitioning to advisory, and addressing scope creep. It's time to stop letting fear dictate your pricing and start building the sustainable, profitable freedom practice you actually want.
Key Takeaways
What is the simple math that proves you can lose 20% of your clients after a price increase and still make the same revenue with less work?

Are you accidentally trying to sell "expensive compliance" instead of true advisory? Learn the critical difference that makes clients happy to pay premium fees.

What is the number one reason clients really leave a professional service firm? (Hint: It's almost never about the price).

Discover the exact, non-apologetic scripts for communicating a price increase in three different scenarios: correcting for inflation, transitioning to advisory, and addressing scope creep.

What is the hard-hitting reality check that reveals why a practice that can't handle a price increase isn't a business, but a job with terrible margins?

Want more freedom and higher profits in your firm? Download the free Value Pricing Toolkit here: ⁠⁠⁠⁠⁠⁠⁠https://info.businessadvisoracademy.com/toolkit⁠⁠⁠⁠⁠⁠⁠
It gives you the complete proven system to break free from hourly billing, charge for impact, and grow your advisory firm to £500K+.

This is the one fear that keeps so many brilliant accountants and bookkeepers stuck in compliance, doing work they've outgrown at prices that haven't changed in years. You know you could deliver incredible value with advisory, but you're terrified your existing clients will say no, or worse, think you're ripping them off. So, you do nothing, watching from the sidelines as other advisors build the practice you dream of.
Today, we're going to dismantle that fear. I'm going to show you why the belief that "my clients won't pay" is based on a series of false assumptions that are killing your practice before it even has a chance to grow. This isn't about your clients—it's about you projecting your own discomfort with premium pricing onto them and robbing them of the transformation they desperately need.
In this episode, I’ll teach you how to identify the two types of clients in your current base—the "Transformables" and the "Settlers"—and give you the exact, non-salesy script to transition the right clients to advisory. This is how you stop making decisions for your clients and start offering them the value they've been secretly hoping for all along.
Key Takeaways
What are the three massive—and false—assumptions you're making about your clients that are keeping your advisory practice from ever getting off the ground?
How can you instantly tell the difference between a "Transformable" client who is secretly ready for advisory and a "Settler" who just wants compliance (and why you don't need all of them to convert)?
What is the exact, non-salesy script you can use to offer advisory to a long-term client without making them feel like you're just ripping them off with a sudden price hike?
Why is offering advisory not just a price increase for the same service, but a completely new category of value that even your most price-sensitive clients will evaluate differently?
What are your clients really thinking when you're just doing their compliance? (Hint: It’s not about how cheap you are; it's about the problems that are keeping them awake at night).
Want more freedom and higher profits in your firm? Download the free Value Pricing Toolkit here: ⁠⁠⁠⁠⁠⁠⁠https://info.businessadvisoracademy.com/toolkit⁠⁠⁠⁠⁠⁠⁠
It gives you the complete proven system to break free from hourly billing, charge for impact, and grow your advisory firm to £500K+.

Have you ever had a client miss a call, turn up late, or quietly fall behind on a payment? You nod along because you don't want to make a fuss, but over time, it starts to wear you down. You end up chasing diary changes, wondering if they're truly committed, and holding more of the relationship than you should be.
Here's what I want you to hear: That is not a delivery problem. That is an agreement problem.
When clients drift, it's almost never because they don't care. It's because the expectations were never set properly at the beginning. Most advisors jump straight into giving advice to prove their worth. But I do the opposite. I slow everything right down, because the first session isn't about advice; it's about creating a strong container so the advice can actually land.
In this episode, I’m giving you the exact script I use in my first session with a new client to set clear, powerful agreements. We're not just talking about stopping missed payments; we’re covering the three core pillars of a strong advisory relationship: Power, Time, and Money. This is how you stop chasing and start leading, creating a relationship built on mutual respect from day one.
Key Takeaways
Are late payments and missed calls actually a client problem, or are they a symptom of a critical mistake you're making in your very first session?

Why the most valuable thing you can do in your first paid session with a new client has nothing to do with giving advice, and everything to do with slowing down.

Discover the three simple but non-negotiable agreements—Power, Time, and Money—that will eliminate awkward conversations and create a container of mutual respect from day one.

What is the simple five-word question you must ask after setting each expectation that shifts the dynamic from you dictating rules to both of you co-creating a powerful partnership?

How to have the money conversation once and only once, so payments happen in the background like a utility bill and you never have to chase an invoice again.

Want more freedom and higher profits in your firm? Download the free Value Pricing Toolkit here: ⁠⁠⁠⁠⁠⁠⁠https://info.businessadvisoracademy.com/toolkit⁠⁠⁠⁠⁠⁠⁠
It gives you the complete proven system to break free from hourly billing, charge for impact, and grow your advisory firm to £500K+.

You know the moment. You've just had a great sales conversation, everything feels aligned, and then your prospect says the five words that make your stomach drop: "Let me think about it." Suddenly, you're ghosted. That "almost yes" can knock your confidence more than a straight no, leaving you replaying every word and wondering what went wrong.
But here’s what I want you to know: when a prospect says this, it’s rarely about your offer or your price. It's a polite way of avoiding the discomfort of a decision. And at that moment, the conversation stops being about your advisory service and becomes about leadership. Who is going to guide this decision to a conclusion?
This episode isn't about pressure selling. It's about leading with clarity, confidence, and integrity. I'm not going to give you theory; I'm giving you the real language—five specific, powerful, and non-pushy ways to respond when you hear "let me think about it." This is how you stop being a "waiter" and step into your role as a leader who guides prospects to a clean decision, whether that's a confident yes or a definite no.
Key Takeaways
What really happens the moment a prospect says "Let me think about it," and how do you instantly lose all your authority without realizing it?

Discover the five powerful, non-pushy responses you can use to turn a vague "maybe" into a clear decision, whether it's a yes or a no.

What's the one simple question you can ask when a prospect says "I need to talk to my partner" that instantly reveals if it's a genuine reason or a polite excuse?

Why is taking your offer completely off the table often the most powerful way to make a hesitant prospect realize what's at stake?

Learn the crucial mindset shift from "salesperson" to "leader" and why guiding a prospect to a clean "no" is just as valuable for your business as getting a "yes."

Want more freedom and higher profits in your firm? Download the free Value Pricing Toolkit here: ⁠⁠⁠⁠⁠⁠⁠https://info.businessadvisoracademy.com/toolkit⁠⁠⁠⁠⁠⁠⁠
It gives you the complete proven system to break free from hourly billing, charge for impact, and grow your advisory firm to £500K+.