”Giving advice is not an exclusively logical process,
but rather an emotional duet played between the advisor and client.
If you cannot learn to recognize, process and respond to a client’s emotions,
you cannot be an effective advisor.”
~David Maister
A couple weeks ago, I had coffee with Rob Nance of IShade. One of the top issues we discussed was the critical importance for CPAs (and other professionals like lawyers and engineers) to shift into a role of “trusted advisor” to their clients moving from a transactional problem solver or one-dimensional technician.
How can the shy or reticent professional, who is confident in the numbers they’ve crunched or statutes they site, move beyond the role of technician and into a role of a true advisor? Or how can the extravert stop talking long enough to listen to their clients in order to learn their most pressing issues?
It turns out that developing professionals along 5 specific emotional intelligence (EQ) realms can make the difference between being seen as “just a bean counter” OR “a valued member of the client’s team.”
David Maister in his book, The Trusted Advisor, describes several distinct attributes.
Trusted Advisors focus on:
- the client, rather than on themselves
- the client as a whole individual, rather than a person fulfilling a role
- problem definition and resolution rather than technical or content mastery
- new ways to be of great service to the client
- doing the right thing rather versus achieving their own rewards
- quality client relationships
Over the next several blog posts I’ll share each of the five key EQ realms along with strategies for building your skills in these areas. We'll talk about the first, self-actualizaton, today.
Trusted Advisor EQ Skill #1—Pursuit of Meaning
All the skill building in the world won’t matter if you don’t find meaning or purpose or desire in becoming a trusted advisor to your clients. So ask yourself: What motivates me? Is becoming a trusted advisor a focus for me as I plan for my future? How committed am I to continuous improvement and building the skill sets that becoming a trusted advisor requires?
The process of becoming a trusted advisor is a journey not a destination. It’s a process of continuously honing your skills and abilities to become an outstanding resource for your clients. It often requires moving outside your comfort zone and stretching beyond your current capabilities.
If your answers to the above questions indicate that you are ready and willing to transition into this more advanced role, now take stock of your strengths and weaknesses. Ask yourself: What are my best gifts and talents that I can leverage as I make the transition? What do I enjoy currently in my role in serving clients? How can I take the skills I use successfully in my personal life and apply them in my professional world?
Becoming “self-actualized” may sound high minded or philosophical but it’s actually quite practical. When you are interested in persistently trying to improve yourself and engage in meaningful goals and objectives, great things can happen. Success, happiness and life satisfaction involve doing what you enjoy and finding ways to apply your talents and strengths.
Your assignment for the next week is to take stock of your strengths. What do you love to do in your job? What do you excel at? What gives meaning to the work you do? What are you motivated to achieve in your role? How about your areas for development? What are those? How motivated are you to shore those up?
Your journey to trusted advisor begins here.
To your success,
Mary
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