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       E-Type: Advisor/Counselor

       Overview

      Wouldn’t you liked to be paid for giving your opinion? Or your advice?

      That’s what Advisor/Counselor E-Types get to do, and it’s why it may seem like they have the ideal kinds of businesses. All they have to do is meet with someone, listen to their problems, give them advice, then send them a big bill. Right?

      Of course, it’s not that easy. People who are included in this E-Type must offer a lot more than just a willingness to listen and a strong opinion.

      Typically, Advisor/Counselors have a great deal of expertise, education, and experience. So when these E-Types give advice, they’re not just spouting an opinion; they’re sharing knowledge based on a solid foundation.

      One skill that this E-Type excels in is listening. And being a good listener is not as easy as it sounds. Even “counselors” (such as therapists) whose job may appear to be just listening all day, will tell you that active listening and conversation-guiding takes lots of education and experience.

       The Advisor/Counselor has significant experience and knowledge that others are willing to pay for. Gaining the credibility needed to star in this E-type takes time, but the best of the best command high fees.

      Advisor/Counselor E-Types are quick learners. They can come into a situation and rapidly absorb the key issues. Of course, some of this is a result of their experience. But part of it is because they’re curious and observant by nature. They understand things quickly.

      Another personality trait of Advisor/Counselor E-Types is that they don’t have to be in final control of a situation. Generally, they influence or educate their clients; the clients themselves have the ultimate responsibility and authority. So Advisor/Counselors don’t have to be—typically don’t get to be—the decision-maker.

      Advisor/Counselors can live with ambiguity and unfinished business. They are able, if necessary, to leave before a project or challenge is completed. While other E-Types might be completely frustrated because they can’t stop a client or colleague from doing something dumb, Advisor/Counselors recognize that their role is not to decide, but to guide.

       Options for this E-Type

      This E-Type falls into two basic categories: advisors and counselors.

      Advisors: Most consultants would fall into this category, including management consultants, financial planners, and other professionals—such as lawyers and accountants—who act in an advice-giving capacity. Clients turn to advisors to deal with a specific problem or to provide ongoing guidance in the area of the Advisor’s specialty.

      While I’m referring to these people as “Advisors,” they generally also perform some functions for clients—preparing contracts or marketing materials, setting up accounts, conducting research and so on. But their clients turn to them—and rely on them—for their advice and expertise.

      One burgeoning new field for advisors is that of “coaches.” This is not a sports or fitness coach but a business or personal coach, who assists clients in setting and reaching personal goals. Such coaches work with clients over time to support them and guide them in their efforts.

      Counselors: Most people with the word or description “therapist” in their business title fall into the category of “Counselor.” This, of course, includes psychologists, clinical social workers, and other mental health therapists. But “Counselor” also includes any one who helps individuals or groups think through personal or professional issues, such as Human Resource (personnel) advisors, alternative or holistic therapists, and personal “coaches.”

      Many counselors, especially those dealing with the client’s psychological or emotional well-being, must have specific education and be certified by their professional association and/or state to provide their services.

      Advisor/Counselor E-Types are fortunate in having a wide range of choices in the style of business appropriate for them. They can work alone or in a practice, a firm, or a company with others. They can work from home or in an office, or they can visit their client’s place of business. It can be a part-time business or a full-time practice. They generally have a great deal of flexibility in choosing their work style and time commitment.

      One other note: Many Advisor/Counselor E-Type businesses are good choices for retirement businesses. If you have expertise and experience doing something, perhaps now you’re ready to move on to being an “expert,” rather than a practitioner—whether in construction (e.g., building inspector) or law or almost any field. You may find that you’re now better able to turn over the reins of control and sell your knowledge instead of your labor.

       You may be this E-Type if . . .

      1.You have expertise people are willing to pay for. Often this means having a professional education and certification (lawyers, therapists, MBAs, accountants, etc.) or years of experience in a field.

      2.You have the people skills to work one-on-one or in small groups and earn the confidence and trust of clients. The only way your advice is valuable is if someone trusts you enough to respect and listen to you.

      3.You’re able to sell yourself. Since you are the “product,” you have to be your own promoter. Even when a client has called you, you have to be able to articulate what benefits you offer them.

      4.You’re able to network. Most Advisor/Counselors get clients through word of mouth—by joining community or industry groups, attending functions, etc. You’ve got to get out there and mingle.

      5.You’re able to let go. The client—not you—is in charge. Sometimes they’ll take your advice; often they won’t. You have to be able to watch them make mistakes even when they’ve paid you good money to keep them from doing so.

      6.You like to help. You want to make a difference. Whether it’s helping a client figure out a better marketing campaign or a husband figure out a better way to communicate with his wife, you want to help contribute to the well-being of others. You lend a hand—and an ear.

       This E-Type’s secrets & strategies:

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