Service professionals are paid for their advice. It often constitutes most of the work product, if not the entire thing. What if I told you giving less advice might help grow your business?

Developing some basic coaching skills can help grow your advisory business in the following ways:

1. Creates more business opportunities: coaches are great at asking questions and listening. This can uncover true client needs and help you be more nimble in your service offering (sometimes it’s only the packaging that needs to be changed).


2. Deepens client relationships: questions deepen any relationship. Sometimes the client doesn’t need advice, rather they need someone to take a real interest, ask questions and listen to help them get to a conclusion. We can be helpful even in areas where we don’t have subject matter expertise – when in doubt, ask a question.


3. Ensures clients achieve objectives: advisors often give advice, expect the client to do something and then get frustrated when they don’t do it. This is a perfect opportunity to turn on your coaching skills and follow-up with your client and offer encouragement and accountability. Sometimes this is all a client needs to achieve her goals.

The real trick is knowing when to play which role.

Episode Resources

• Article: Mentor vs Advisor vs Coach, Robbie Kellman Baxter


• Article: 7 Benefits of a Business Coach


• Article: Ask More Questions


• Podcast: Creativity Is Everybody’s Business


• Podcast: Become a Better Salesperson and Sales Leader


• Podcast: Making Connections

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The post #051 Service Professionals: Advise Less, Coach More, Grow Your Business [Leadership Success Podcast] appeared first on David P. Mariano | Finance Career Launch.