The Authentic Advisor

Hosted by Mindshop

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Latest episode

Aug 2026

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EN-AU

About the show

‘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.

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60 recent

August 31, 202631 min

The Silent Ceilings Capping Advisory Success with Angela Grogan, Best Business Results, Australia

What if the biggest barriers to your growth as an advisor aren’t external at all? In this episode of The Authentic Advisor, James Mason is joined by Angela Grogan from Best Business Results to explore the internal barriers that can quietly cap advisory success. They unpack: Imposter syndrome: How self-doubt can stop advisors from pursuing opportunities and developing their capability. The personal brand trap: Why copying gurus and chasing visibility can undermine authenticity. Volume vs depth: Whether chasing more clients is really the right growth strategy, or whether deeper relationships with the right clients create greater value. Ego and blind spots: Why advisors need to be as willing to examine themselves as they are to challenge their clients. Trust through consistency: How reliability, responsiveness and being easy to work with can become genuine differentiators. The next shiny thing: Why constantly collecting frameworks, courses and tools can distract from mastering what already works. The human advantage: Why listening, connection and having difficult conversations remain central to effective advisory. The conversation ultimately comes back to self-awareness and continuous improvement. Identify your blind spots, seek honest feedback and focus on doing the work that creates meaningful outcomes for clients.

July 31, 202629 min

Why Advisors Struggle to Sell High Value Advisory Work with Mike Boyle, Strategy Shift, Australia

Winning higher value advisory work isn't about sending more proposals or increasing activity. It's about demonstrating better judgment. In this episode of The Authentic Advisor, James Mason speaks with Mike Boyle from Strategy Shift about why so many advisors struggle to move beyond transactional work and secure larger, more strategic engagements. Their message is clear: too many advisors are pursuing high value clients with outdated sales tactics. Mike explains why today's buyers have become increasingly resistant to AI-generated outreach, generic proposals and capability-led selling. Instead, premium clients are looking for advisors who understand their challenges, ask better questions and bring fresh thinking to complex problems. The conversation explores why advisors need to stop leading with credentials and start leading with insight. Mike shares practical questions that uncover what clients have already tried, what success really looks like and what happens if key issues remain unresolved. These conversations build trust long before a proposal is needed. James and Mike also discuss: the importance of targeted referrals, creating scarcity around your expertise using smaller pilot engagements to build confidence before expanding into larger advisory relationships four practical actions advisors can implement immediately to sharpen their positioning, improve conversion rates and win more premium advisory work. If you're looking to attract better clients, command higher fees and move further up the advisory value chain, this episode is packed with practical strategies you can apply immediately. Takeaways Move from shotgun proposals to precise, strategic conversations. Build trust through early qualification and understanding messy problems. Use storytelling and social proof to demonstrate credibility. Focus on referrals and reputation to access high-value clients. Always be closing by testing early and controlling next steps. Mastering high-value advisory sales in a noisy market Chapters 00:00 High-Value Advisory Work 03:30 The Great Mix-Up of 2026 08:28 Finding Quality Opportunities in a Noisy Market 13:29 Building Trust and Demonstrating Capability 18:23 Closing High-Value Deals 25:14 Key Actions for Winning High-Value Work

June 30, 202628 min

Humanising Advisory in the Age of AI with Ritz Steytler, Abacus Partners, UK

If AI has “read every book” and advisory is rapidly moving into what Ritz Steytler calls a “post-knowledge world” how are advisors going to deliver value for clients? In this episode of The Authentic Advisor, Ritz explains why the future of advisory will depend on judgment, presence, implementation and the quality of the questions advisors ask. Drawing on 30 years building technology businesses and advising leadership teams, Ritz shares how he is using AI tools daily to sharpen preparation, personalise communication and reclaim time for the work that moves clients forward. As he explains, “the AI handles the synthesis, and the advisor is then fully prepared and free to be genuinely present.” James Mason and Ritz also tackle the hidden downside of AI acceleration, including burnout, relentless context switching and the pressure to produce more, faster. The conversation explores why “slow consulting” and giving problems “time to breathe” will become critical differentiators for trusted advisors over the next five years. A grounded and practical discussion for accounting firms and business advisors navigating the shift from knowledge work to judgment, wisdom and human connection. Chapters 00:00 AI in Advisory 01:14 Ritz Steytler's Background 03:12 AI Advisory Myths 05:43 Human Judgment in AI 07:54 AI in Advisory Applications 14:26 Trust & Human Connection 15:53 Slow Consulting 21:32 Tips to Stay Informed

May 31, 202631 min

Poor Team Performance is Rising: What's Changed & What to Do About it. With Cameron Geddes, Australia

Why Teams Aren't Performing (And How Advisors Can Actually Help Fix Them). Everyone's busy. But busy isn't the same as effective and right now, most teams are doing a lot of the former while quietly losing grip on the latter. Cameron Geddes has spent close to two decades working inside teams across health, government and corporate organisations. In this episode he gives a frank, no-fluff assessment of what's actually breaking team performance right now, what high-performing leaders are doing differently and how business advisors can support them. The real culprits aren't the ones most leaders focus on. Fatigue and overload are symptoms, not causes. Poor operating cadence, absent leadership and weak alignment are what's actually doing the damage. Cam also draws a sharp distinction between training and learning that every advisor working with leaders needs to hear. Without follow-through and real application, behaviour simply doesn't change, and the gap doesn't close itself. His parting challenge is to stop being the answer to everything. In a world where AI is eroding the value of information and accelerating the value of judgment, the shift from giving answers to asking great questions is the single most important move a leader can make right now. A tight, honest conversation with someone who's seen what works from the inside. Well worth the 30 minutes. Chapters 00:00 Why good teams are struggling 02:13 Busy but not effective 06:05 When leaders go missing 10:10 Why alignment breaks down 14:15 Training vs learning 18:04 The one word: discipline 22:09 Stop being the answer

April 30, 202636 min

Beyond Client Advisory Services (CAS). Why Business Advisory Skills Matter More Than Ever. With Dixie McCurley, GA, United States.

Accounting and professional service firms looking to scale client advisory services (CAS) are facing a structural shift. This episode examines what is required to move beyond packaged reporting and into commercially viable advisory. Dixie McCurley draws a clear line between activity and value. Most firms have invested in tools, dashboards and outsourced finance layers. Few have reworked how they think, price or deliver outcomes. The result is under-monetized services, low client engagement with reporting, and advisory positioned as an add-on rather than the core offer. Dixie’s discussion with James Mason reframes CAS as an “office of the CFO” capability focused on enhancing business value with forward-looking decision support, scenario modelling and ongoing measurement of outcomes. When historical reporting is assumed to be automated, the opportunity sits in influencing decisions that move enterprise value. Exploring the evolving landscape of client advisory services (CAS) in professional service firms, this episode emphasizes the importance of advisory skills, technology integration, and strategic transformation to stay relevant and deliver value. Key Topics The definition and scope of CAS in modern firms Critical skills for advisory success including valuation, communication, and pattern recognition The impact of AI and technology on advisory services Strategies for scaling and monetizing advisory offerings The importance of storytelling and facilitation in client relationships Chapters 00:05 What are Client Advisory Services (CAS)? 01:14 Dixie McCurley's Journey in CAS 02:49 Defining CAS & the CAS Evolution 05:12 Challenges & Opportunities 07:25 Importance of Insight & Context 09:35 Navigating Trends & Client Needs 12:12 Real Advisory Work in Practice 16:44 Critical Skills for Business Advisors 21:56 Real-World Examples of Advisory Packages 26:41 Monetizing & Scaling Advisory Services 31:38 The Future of High-Performing CAS Practices 34:01 Confronting Challenges in Professional Services

March 31, 202627 min

From Elite Sport to Business: Lessons for High Performing Leaders with Neil Tunnah, The Performance Chain, Australia

Drawing on experience from professional rugby coaching and leadership advisory work, Neil Tunnah explores what defines elite leaders: the ability to create clarity under pressure, make decisions quickly, and build genuine connection with the people they lead. Discussing with James Mason the role of self-awareness, reflection, and understanding personal strengths as key drivers of sustained performance. Leaders who consistently improve prioritise decision-making velocity, simplify complexity for their teams, and focus their energy on the activities that move results. The conversation also examines how advisors can play a critical role in leadership development by meeting leaders where they are at, using diagnostics to accurately understand their starting point, and supporting meaningful behaviour change. Practical insights are shared on building habits, balancing intensity versus volume in leadership demands, and creating the emotional connection that inspires teams to perform at a higher level. Key Takeaways Great leaders create clarity under pressure. Self-awareness is crucial for performance improvement. Decision-making velocity is essential in today's market. Authenticity in leadership must be genuine. Reflection can lead to significant performance gains. Understanding personal strengths enhances team performance. Intensity versus volume is key for effective leadership. Advisors should meet leaders where they are. Building relationships is vital for leadership success. Creating connection and passion is essential in leadership. Chapters 00:00 Introduction to High Performing Leadership 01:05 Neil Tunnah's Unique Background 03:08 The Essence of Great Leadership 05:58 Decision-Making Velocity in Leadership 09:06 Self-Awareness and Reflection 12:02 Understanding Strengths for High Performance 14:54 Intensity vs. Volume 18:06 The Role of Advisors 21:16 Behavior Change and the Needs-Benefit Model 24:06 Creating Connection and Emotional Attachment

February 28, 202626 min

Lessons from My Advisory Journey: The Power of Accountability & Implementation with Kym Arnold, Lincolns, Albany, Western Australia

Business advisory is shifting fast and the firms, coaches & consultants that thrive are the ones who turn strategy into execution. James Mason sits down with Kym Arnold, Senior Manager at Lincoln’s, Western Australia to unpack her journey into advisory and what drives results for clients. From real accountability in implementation to lifting internal team capability, Kym shares practical insights on leading stronger client conversations, building deeper industry expertise, and adapting communication styles to cut through. In a tech-accelerated landscape, tools aren’t the differentiator. Understanding client needs and ensuring strategies are executed is. Key Takeaways Succession planning is an ongoing process, not a one-time event. Accountability and implementation are crucial for client success. Clients often struggle with implementation due to busy schedules and discomfort with tasks. Using technology and shared files can enhance client engagement and accountability. Advisors need to focus on future planning and forecasting, not just historical data. Deep industry knowledge is becoming increasingly important for effective advisory. Advisors should tailor their approach to meet individual client needs. Mentorship and collaboration are key to developing advisory skills. Understanding the client's context is essential for providing relevant advice. Chapters 00:00 Introduction to Advisory Insights 01:08 Kym's Journey in Advisory 03:31 The Importance of Accountability in Implementation 06:34 Understanding Client Needs and Challenges 08:23 Internal Team Development and Planning 12:03 Hurdles in Client Implementation 15:57 Future Trends in Advisory Services 18:56 Building Relevant Skills for Advisors 20:51 Key Insights for Technical Experts Moving to Advisory

January 31, 202629 min

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

December 31, 202526 min

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

November 30, 202530 min

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