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. Watts
2. 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. Watts
3. Productize your expertise: Productizing expertise creates a clear, scalable path to client results. “You have to offer a pathway to results.” – Amanda C. Watts
4. 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. Watts
5. 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. Watts