The Trusted Advisor Fieldbook
A Comprehensive Toolkit for Leading with Trust
Summary:
The book provides practical tools and advice for professionals aiming to build trust with clients, including exercises, case studies, and actionable tips. It covers various aspects of trust-building, such as listening skills, risk management, and relationship development, to enhance credibility and success in client interactions.
Key points:
1. Trust Equation: Trustworthiness = (Credibility + Reliability + Intimacy) / Self-Orientation. Higher expertise, consistency, and closeness increase trust, while self-focus decreases it.
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