The Authentic Advisor

Mindshop
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‘The Authentic Advisor’ interviews are packed with practical ideas, insights, and frank observations on what works (and what does not) when delivering high performance business advisory. Mindshop’s Managing Director, James Mason interviews senior independent and professional service firm business advisors from across the world. Exploring important advisory topics from creating leverage and building capability to marketing advisory services and how to be the best problem solver in the room, this podcast series is a ‘must listen’ for those who want to set themselves apart in a cluttered market.

  1. High Value Referrals: How Advisors Win the 'Right' Work with Matt Heemstra, Cain Ellsworth & Co. LLP, IA, United States.

    31 JAN

    High Value Referrals: How Advisors Win the 'Right' Work with Matt Heemstra, Cain Ellsworth & Co. LLP, IA, United States.

    In a master class on how to attract high-value referrals Matt Heemstra talks about the importance of clarity, capability, and capacity. He stresses knowing your ideal client, and your ideal self as an advisor to avoid chasing low-value work. Mistakes like assuming old contacts will automatically refer you or failing toask for referrals are common. Success comes from using precise language, sharing concrete examples, and treating referral sources like clients, providing reciprocal value. Matt talks about focusing on a small number of high-potential referrers, nurturing relationships thoughtfully, and following up promptly to build trust. In a nutshell, precision, credibility, and human connection turn referrals into a powerful growth engine. Key Takeaways Identify your ideal self as an advisor. Be clear about the value you bring. Don't compromise on your ideal client profile. Ask for referrals directly and clearly. Demonstrate capability through action, not just words. Manage your capacity to ensure responsiveness. Use specific language to describe your target clients. Nurture relationships with super referrers intentionally. Convert referrals quickly to maintain interest. Provide value to your referrers to strengthen relationships. Chapters 00:00 Introduction to Higher Value Referrals 02:13 Matt Heemstra's Journey in Advisory Services 03:45 Understanding Cain Ellsworth's Client Focus 04:51 Identifying Ideal Clients for Referrals 06:33 Common Mistakes in Driving Referrals 12:34 The Importance of Capability and Clarity 15:48 Demonstrating Capacity for New Clients 18:02 Effective Language for Referral Conversations 21:53 Nurturing Super Referrers 24:35 Converting High-Value Referrals 28:42 Key Adjustments for Immediate Impact

    30 min
  2. The reset: mitigating burnout as an advisor with Michael Burke, BCAG

    31/12/2025

    The reset: mitigating burnout as an advisor with Michael Burke, BCAG

    With many advisors heading into the new year feeling the impact of burnout, distraction and constant change, James Mason sits down with Mindshop Expert Mike Burke to cut through the noise and unpack what high performers are doing differently. Mike shares his insights on three non-negotiables for advisors right now: staying relevant, protecting energy and maintaining a growth mindset. He highlights the behaviours sabotaging performance, from fixed thinking to poor focus, and explains why disciplined time management, annual resets and “slow advisory” are now critical capabilities. You’ll hear practical tactics for rebuilding clarity, improving client selection, using diagnostics to get to root causes, and designing an advisory model that actually works. A fast, actionable conversation for any advisor looking to reset and lift their performance in the year ahead. Key Takeaways Annual reviews help set the stage for the upcoming year.Mindset plays a significant role in an advisor's success.Time management and focus are essential for productivity.The 'Friday Roar' is an effective strategy for weekly reflection.Self-reflection is key to understanding what works and what doesn't.Building mental fitness can help combat burnout.Surrounding yourself with positive influences is important.Setting clear goals and a vision is vital for long-term success. Chapters 00:00 Burnout & Change Fatigue 03:04 Opportunities in Challenging Markets 05:59 Importance of Annual Reviews 08:54 Mindset & Behaviours Sabotaging Advisors 12:03 Strategies to Maintain Focus & Energy 14:58 The Friday Roar: A Weekly Review Process 17:59 Practical Interventions for Burnout 21:06 Key Strategies for 2026 and Beyond

    27 min
  3. Brand Power: How Advisors Attract More Referrals & the Right Clients with Tina Robertson, Pure Bold

    30/11/2025

    Brand Power: How Advisors Attract More Referrals & the Right Clients with Tina Robertson, Pure Bold

    Unpacking the pivotal role of branding in helping business advisors attract the right clients and referrals, Tina Robertson joins James Mason to discuss how a well-defined brand builds trust and credibility in a crowded market. They explore how business advisors and professional service firms can align brand messaging with market positioning, outlining a strategic approach to brand development, and sharing practical actions advisors can take to strengthen their brand presence. Key themes of storytelling, authenticity, and consistent communication weave through the conversation, underscoring how familiarity and trust drive long-term success. Takeaways Branding is a trust multiplier for advisors.Clarity and consistency in messaging are crucial.Investing in brand awareness is essential for success.Storytelling enhances brand differentiation.Audit your online presence regularly.Align brand messaging with market positioning.Visibility creates familiarity, which breeds trust.Strong brands lower acquisition costs and increase pricing power.Chapters 00:00 The Power of Branding in Business Advisory 03:04 Understanding Personal Branding and Trust 06:04 Brand as a Trust Multiplier 08:51 Strategic Branding Process 11:55 Aligning Brand Messaging with Market Needs 14:49 Authenticity and Clarity in Branding 17:58 Building Emotional Connections through Storytelling 21:04 The Importance of Brand Reach 24:01 Practical Steps for Branding Success

    30 min
  4. An Advisory Growth Journey: Lessons & Case Studies with Renee Bettenay, Director, Harris Black, Australia.

    31/10/2025

    An Advisory Growth Journey: Lessons & Case Studies with Renee Bettenay, Director, Harris Black, Australia.

    What does it take to build an advisory offering that truly adds value to clients and drives firm growth? In this episode of The Authentic Advisor, James Mason talks with Renee Bettenay, Director at Harris Black, about the journey of developing and scaling a business advisory service line. Together, they explore client-centric growth, overcoming common challenges, and equipping teams with the right skills to deliver advisory impact.  Key Takeaways Building a great culture is essential for client-focused advisory services.Separating strategies for accounting and advisory is crucial for clarity.Using advisory language internally helps in building capabilities.Self-mastery is a prerequisite for effective leadership in advisory.Meeting clients where they are is key to successful advisory relationships.Directors must be on board with the firm's advisory strategy.Utilising Mindshop tools internally boosts confidence and effectiveness.Embracing authenticity in advisory practices leads to better client relationships. Chapters 00:00 Introduction to the Journey of Business Advisory 03:02 Building a Culture of Client Focus 06:01 Navigating the Advisory Transition 08:49 Implementing Advisory Strategies 11:58 Developing Advisory Skills Across the Firm 15:02 Client Success Stories and Meeting Needs 18:03 Practical Actions for Scaling Advisory Services Continuous improvement and learning are vitalfor scaling advisory services.

    22 min
  5. A CIO's Perspective: Innovation Strategies for Advisory Firms with Abu Bakkar, HLB International

    30/09/2025

    A CIO's Perspective: Innovation Strategies for Advisory Firms with Abu Bakkar, HLB International

    Drawing on stories from firms around the world, in this episode of the Authentic Advisor, James Mason speaks with Abu Bakkar, Chief Innovation Officer at HLB International, about the critical role of innovation in professional services. They discuss innovation as a continuous journey, the balance between pushing boundaries and maintaining client relevance, and the impact of AI and ESG on the industry. Abu shares insights on implementing innovation through best practice frameworks, building a culture that embraces risk-taking, and the importance of consulting clients during the innovation process. The conversation highlights the need for firms to adapt and evolve in a rapidly changing landscape. Takeaways • Innovation is a continuous improvement process. • Standing still isn't an option for organisations. • Innovation should be part of the culture. • Always consult your clients in innovation. • Don't be afraid to try something new. • Innovation is not a special event. • AI is ingrained in what we're starting to do. • We need to redefine roles in advisory services. • Make innovation practical for everyone. • Risk-taking is essential for innovation Chapters 00:00 Introduction to Innovation in Professional Services 02:35 The Continuous Journey of Innovation 05:42 Balancing Innovation and Client Relevance 07:52 Trends in Innovation: AI and ESG 10:05 Implementing Innovation: Strategies and Frameworks 12:12 Building a Culture of Innovation 15:13 Staying Grounded: External Insights and Trends 18:57 The Role of AI in the Future of Advisory 24:14 Avoiding Innovation Traps and Embracing Risk

    26 min
  6. Rethinking Retirement, Why Leading Advisors are Changing the Script with Dr Chris Mason

    31/08/2025

    Rethinking Retirement, Why Leading Advisors are Changing the Script with Dr Chris Mason

    In this powerful episode of The Authentic Advisor, James Mason is joined by Mindshop founder Dr. Chris Mason, who challenges the conventional notion of retirement for business advisors. At nearly 76, Chris is not slowing down - he’s accelerating ahead, and with purpose.  Together, they explore why the traditional "on one day, off the next" retirement mindset may no longer serve modern advisors, especially those still thriving in their 60s and 70s. Chris shares practical insights on how to stay relevant, energised, and curious, while evolving one's role in work and life.  The conversation explores:  Maintaining momentum and avoiding the "crash-and-burn" of retiring too soon.  Blending purpose, flexibility, and enjoyment through “seamless living”.  How Chris has refired his career by building future-ready skills like change success and AI.  Creating space for the next generation while continuing to offer value and wisdom.  Setting meaningful personal KPIs and incorporating sabbaticals into your lifestyle.  Chris also unpacks the power of why wisdom is becoming more valuable than ever in the age of cheap knowledge, and how advisors can navigate their next chapter with clarity and impact.  If you’re an advisor or leader contemplating your next move, or simply seeking more balance while staying professionally sharp, this is a must-listen.

    25 min
  7. Unlocking Human Performance: Modern Skills for Advisors with Samantha Shaw

    31/07/2025

    Unlocking Human Performance: Modern Skills for Advisors with Samantha Shaw

    Unlocking human potential takes more than performance hacks - it demands a mindset shift. Samantha Shaw, Director, The Anderson Partnership and James Mason, Managing Director, Mindshop cut through the noise, exploring how today’s most effective advisors and coaches are moving beyond “peak performance” toward a more balanced, human-centred approach. From building trust and using curiosity as a coaching tool to tailoring strategies and navigating imposter syndrome, this conversation is packed with sharp insights and practical takeaways to help advisors elevate their impact.

    22 min
  8. Scaling Advisory Impact: Lessons from Large-Scale Learning Programs with Dan Gabbett, Robertson Scannell

    30/06/2025

    Scaling Advisory Impact: Lessons from Large-Scale Learning Programs with Dan Gabbett, Robertson Scannell

    Dan shares his real-world experience leading six-figure programs that combine group workshops, one-on-one coaching, and digital learning. Dan unpacks what works (and what doesn’t) when trying to engage busy professionals, why starting with time management is critical, and how to tier program intensity to match participants’ capabilities and roles. In this episode of The Authentic Advisor, James Mason speaks with Dan Gabbett, Director at Robertson Scannell, on how to build and run high-impact blended learning programs that transform client teams and drive tangible business outcomes. Perfect for senior accounting partners aiming to scale advisory beyond traditional models and deliver measurable value.

    23 min
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About

‘The Authentic Advisor’ interviews are packed with practical ideas, insights, and frank observations on what works (and what does not) when delivering high performance business advisory. Mindshop’s Managing Director, James Mason interviews senior independent and professional service firm business advisors from across the world. Exploring important advisory topics from creating leverage and building capability to marketing advisory services and how to be the best problem solver in the room, this podcast series is a ‘must listen’ for those who want to set themselves apart in a cluttered market.

Information

  • Creator
    Mindshop
  • Years Active
    2020 - 2026
  • Episodes
    66
  • Rating
    Clean
  • Copyright
    © Mindshop
  • Show Website
    The Authentic Advisor