116. Guiding The Conversation: How To Lead the Middle Of The Call

We’ve talked about how to start your advisory sessions with a strong takeoff using the 3P agenda, and how to land them smoothly with the 3C close. But what about the part in between? The middle is where most advisory conversations get lost. You start with a great agenda, but somewhere along the way, the conversation drifts. Your client starts telling a long story, and before you know it, you’ve spent half the meeting listening and nodding, but haven’t actually moved anything forward.A great takeoff and a smooth landing mean nothing if the flight path meanders. If you don't steer during the flight, you won't reach the right destination. Your role as an advisor is to guide, not just to listen like a therapist. So how do you do that without feeling bossy or cutting your client off?In this episode, I’m giving you the simple, gentle framework for steering the middle of the conversation. I call it your flight path, and it’s a three-step process—Listen, Lead, and Frame—that keeps you in calm, confident control. This is how you take a client's messy, emotional story and turn it into a clear, focused strategy, proving you’re the strategic guide they invested in.Key TakeawaysYour meetings have a perfect takeoff and a smooth landing, so why do they still crash and burn? Discover the critical "flight path" that determines if your advisory sessions actually reach their destination.Are your advisory sessions in the "sweet spot" of control, or are you stuck in the drift zone? We break down the two simple axes—Direction and Structure—that every great advisor must master to stay in control.What if you could gently guide any conversation back on track without feeling bossy or cutting your client off? Learn the simple 3-step "Listen, Lead, Frame" technique to maintain control and connection.Why is jumping in to "fix" your client's problem often the worst thing you can do? Discover the art of purposeful listening to uncover the real issue hidden beneath their symptoms and stories.What is the one tiny habit that instantly transforms you from a friendly ear into a trusted strategic advisor in your client's mind? It's all about how you "play back" what you've heard to bring order to their chaos.Want more freedom and higher profits in your firm? Download the free Value Pricing Toolkit here: ⁠⁠⁠https://info.businessadvisoracademy.com/toolkit⁠⁠⁠ It gives you the complete proven system to break free from hourly billing, charge for impact, and grow your advisory firm to £500K+.

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