79. Three Steps To Sell Advisory Successfully

Welcome back to another episode of the Business Advisor Podcast! This week we’re diving into something I’ve been noticing a lot lately, why so many advisors and consultants aren’t making the money they should be. It’s not because they lack skills, experience, or education. Nope. The real issue? They’re running their advisory business like service providers instead of solution providers.Let me break it down for you. Service providers focus on tasks and basic advice, often missing the bigger picture. But solution providers? They dig deep, uncover real issues, and create customised plans that deliver transformation. That’s how you become a trusted partner instead of just another helper.Now, here’s the exciting part: I will walk you through the three biggest mistakes holding advisors back and how to fix them. We’ll talk about why selling yourself instead of a solution is a recipe for struggle, why productizing your expertise is a game-changer, and why proving your solution works is non-negotiable. By the end of this episode, you’ll have actionable steps to build an advisory business that stands out, pays well, and makes a real difference.Key Takeaways:1.  Sell Solutions, Not Yourself: Advisors need to sell solutions, not themselves, to attract high-paying clients. "They invest in having a full and remarkable solution." – Amanda C. Watts2. Focus On Solving High-Impact Problems: Focusing on solving costly problems makes your solution more valuable to clients. "The bigger the problem feels to your clients, the more they're going to see the value in your solution." – Amanda C. Watts3.  Productize Your Expertise: Productizing expertise creates a clear, scalable path to client results. "You have to offer a pathway to results." – Amanda C. Watts4.  Prove Your Solution Works: Proving your solution works builds trust and justifies premium pricing. "If prospects don’t see proof, they’re not going to buy." – Amanda C. Watts5. Combine Expertise With A Structured Approach: Combining expertise, structure, and proof transforms your offer into a must-have solution. "A certification absolutely enhances your credibility, but only if you combine it with real expertise, a structured approach and a proven solution." – Amanda C. WattsWant more? Join THE FREEDOM TRIBEHere's all the FREE BONUSES you'll receive when you join our exciting community on Skool; The Freedom Tribe Global Community Of Peers: CPAs, accountants, fractional CFOs, bookkeepers and finance professionals from all over the world sharing ideas, best practice and innovations with each other. Digital copy of Amanda's NEW BOOK, the Business Advisor Playbook: 300+ pages that will transform your approach and share the strategies you need to create, sell and deliver business advisory services. Digital copy of 500:200 Model™ Guide: My tried-and-tested formula for taking home at least 200K with business advisory revenue of 500K. 12 Days Of Business Advisory video series: that walks you through creating the perfect advisory offer. Hand Picked And Categorised episodes of the Business Advisor Podcast to accelerate your journey from a compliance-led to an advisory-led practice. PLUS: There are a few other surprise bonuses that can be UNLOCKED once you are inside the community: Get Clients Course and 5 Day LinkedIn Challenge. Super excited to see you there, and looking forward to helping you achieve all that you want in life. -Speak to you in the next episode...