One of the things I love about what I do is having these deep, no-BS conversations with people who really get it.
The other day, I was talking to a buddy—let’s call him Steve—and we hit on something that might totally change the way you think about the people advising you.
Here’s the deal: most of the advisors working with business owners in the lower-middle market? They’re mechanics.
They’re grinding away, solving immediate problems, putting out fires.
But the ones who are actually making a difference, the ones who are killing it?
They’re more like psychologists.
They’re the ones who dig deep and get to the core of what’s driving your decisions, creating real, lasting value.
Let me break it down.
If your advisor is focused on crunching numbers and following the playbook, they’re a mechanic.
They can get the job done, sure, but they’re missing the bigger picture.
Mechanics are all about fixing what’s in front of them, but they’re not helping you build something that lasts.
They’re not the person you go to when you’re stuck trying to figure out the big stuff—like what’s really holding you back from pulling the trigger on an exit strategy or why you can’t seem to make those tough decisions that will take your business to the next level.
Now, a psychologist—or what I like to call a value architect—is a totally different animal.
They’re not just fixing problems; they’re creating a whole framework for success.
They’re not diving in and tinkering with your business until they really understand you.
What are your real motivations?
What’s going on in your head when you hesitate to make that big move?
A value architect doesn’t just throw numbers at you—they figure out what’s really driving your decisions and help you map out a plan that works for your life, not just your business.
Here’s a story.
Let’s say you’re ready to sell your business.
One advisor—Mike the Mechanic—comes in, slaps a valuation on your company, and shows you a step-by-step process for selling.
Sounds solid, right?
But Mike never asked why you’re selling.
He’s not thinking about whether you’re emotionally ready to exit, or what you actually want to do with your life after the sale.
He’s just running the numbers and checking boxes.
Then you’ve got Jill the Psychologist.
Jill sits down with you and digs into why you want to sell.
What’s driving that decision?
What are you really trying to get out of this sale—more time with family, a fresh start, moving to Florida to live on the beach?
She doesn’t just hand you a valuation and call it a day.
She creates a plan that fits your life, your goals, and your emotional needs.
Maybe she even suggests you hold off on the sale for a few years and build more value in the business first.
Whatever the move, Jill’s looking out for the long-term win, not just the short-term fix.
That’s the difference between working with a mechanic and working with a value architect.
The mechanic keeps your business running, but the psychologist—man, they build something bigger.
They help you get out of your own way, tackle those deeper issues, and unlock the full potential of your business and your life.
So, ask yourself this:
Are you working with a mechanic or a psychologist?
Are you getting someone who’s just fixing what’s broken, or are they helping you build something that’ll take you where you actually want to go?
Because if you’re stuck with a mechanic, you might want to start thinking bigger.