November 18, 2025
Most advisory conversations fail before they even begin. Not because the advisor lacks experience or the data is wrong, but because there is no structure guiding the discussion.
That is something Darren Van Zyl, Partner at Elements Advisory Group, knows firsthand. His firm was built from the ground up around advisory, not compliance, which meant rethinking how client conversations actually work.
“We didn’t start with tax or compliance. We built a practice around advisory services and then had to figure out how to make that repeatable and scalable.”
In his Ask an Expert session, Darren unpacked the structure his team uses to run meaningful, productive conversations and shared how any firm can apply the same principles to their own advisory process.
Darren describes advisory as an act of unlearning. Accountants are trained to be precise, to know the answers, and to fix problems. But advisory requires a different kind of discipline.
“In compliance, you’re paid to know. In advisory, you’re paid to ask better questions.”
That mindset reframes the advisor’s role from being the person with the answers to being a partner in discovery. Instead of showing up with finished reports, Darren’s team comes prepared to co-create insights. It is a different dynamic that relies on curiosity, listening, and structure.
Over time, Darren has refined a framework that keeps his team focused while leaving space for genuine exploration. It is the backbone of how Elements Advisory Group delivers advisory at scale.
1. Set intention before information
Every meeting begins by clarifying the purpose, not the agenda.
“We always start with, ‘What do you want to get out of today?’ before opening a report.”
That question shifts ownership. The meeting becomes client-led, not data-led. It is the difference between presenting and partnering.
2. Translate numbers into narrative
Once the purpose is clear, the focus turns to context. What is really driving the results?
“The numbers aren’t the story. They’re the clues that lead you to it.”
Darren’s team relies on Fathom’s management reporting software to make these conversations flow. Instead of scrolling through spreadsheets, they use interactive visuals to highlight key movements, variances, and scenarios. This helps clients see the story behind the data and keeps discussions focused on insight and action, not data reconciliation.
3. Close with clarity and commitment
Every session ends with an agreed action, owner, and timeline.
“If a client walks out of the room without knowing who’s doing what next, that’s on us.”
This turns insights into outcomes. It creates accountability for both sides and ensures advisory doesn’t just sound valuable, but delivers something measurable.
Every advisor has faced that moment. A client asks a question that cuts through the numbers, one you did not prepare for, one that forces you to think.
Darren’s advice is simple: do not panic, and do not pretend.
“It’s okay to say, ‘That’s a great question. Let’s work through that together.’ Confidence isn’t about knowing everything. It’s about staying composed long enough to understand what’s really being asked.”
Handled honestly, those moments can transform the client relationship. Instead of viewing you as a service provider, the client begins to see you as a thought partner.
The real risk is not in not knowing the answer. It is closing the conversation too quickly.
“If you rush to fill the silence, you miss the insight. Most clients aren’t asking for certainty. They’re asking for clarity.”
By leaning into curiosity, Darren’s team helps clients explore why something happened, what could change, and what comes next. The confidence comes from collaboration and from standing beside the client in uncertainty rather than trying to stand above it.
Many firms think of advisory as creative and intuitive, something that depends on the advisor’s personality or talent. But for Darren, the true strength of advisory lies in its repeatability.
“A great conversation once is luck. A great conversation every quarter means you’ve built a system.”
At Elements Advisory Group, every advisor follows the same rhythm: start with intention, explore the story in the numbers, end with clear actions. Within that structure, there is room for individuality and style. The framework gives shape to the conversation, but the advisor gives it meaning.
That balance makes advisory scalable. It helps new advisors learn the craft faster, and it gives clients a consistent experience that feels dependable and professional.
Fathom makes this structure simple to apply. With clear visuals, report templates, and the ability to connect cash flow forecasts directly to client discussions, advisors can run every meeting with confidence and consistency.
“Structure doesn’t kill creativity. It gives you space to be creative where it matters most, in how you help the client think.”
Over time, that consistency compounds. Meetings become more productive, clients more engaged, and the advisory process itself becomes a shared language across the firm.
It is not a pitch or a project. It is a way of thinking and communicating that turns numbers into action and clients into long-term partners.
Darren’s Ask an Expert session is a masterclass in how structure, curiosity, and discipline combine to create genuine advisory impact. It shows how to build trust, lead with clarity, and turn every conversation into a catalyst for progress.
Watch the full Ask an Expert session with Darren Van Zyl.
Ready to transform your client conversations? See how Fathom's visual reports support meaningful advisory discussions. Start Free Trial.
Ellie is a campaign marketing manager at Fathom, with a degree in branding and marketing. With a background in campaign strategy and creation, Ellie is passionate about showcasing how Fathom can make a real difference to finance professionals and businesses.
.png)
