“The expert-for-hire is inwardly focused on their own methodology and expertise; the client advisor is outwardly focused on learning everything they can about their client’s toughest issues and challenges.”
Expertise is essential. By itself, however, it is a commodity that will not truly differentiate you in the marketplace. Clients hire experts, but they keep advisors who bring other skills to the table.
We’ve completed over 20 years of research to identify the most important relationship‐building skills and the techniques for developing them. This has included thousands of interviews that we’ve conducted with successful advisors and the top executives who hire them. Our road‐tested training and coaching programs impact skills, behaviors, and mindsets. They have been used by tens of thousands of professionals to dramatically improve their trusted advisor skills. The results? Broader, deeper client relationships. Greater client retention. Higher value engagements. Less discount pressure. Greater client impact. More personal satisfaction.
|The Expert||The Advisor|
|Tells||Asks great questions and listens|
|Is for hire||Has “selfless independence”|
|Stays within expertise||Is a deep generalist (expertise + business acumen)|
|Analyzes||Analyzes and synthesizes|
|Builds professional credibility||Builds deep personal trust|
|Is reactive||Is a proactive agenda setter|
|Sells||Creates a buyer|
From Clients for Life by Andrew Sobel and Jagdish Sheth