The Trusted Advisor
20th Anniversary Edition
Summary:
The book provides guidance on how professionals can build trust with their clients through practical advice and strategies, emphasizing the importance of credibility, reliability, intimacy, and self-orientation in creating strong, lasting relationships. It includes updated examples and insights to reflect the changes in the business landscape over the past two decades.
Key points:
1. Trust Equation: Trustworthiness = (Credibility + Reliability + Intimacy) / Self-Orientation. Credibility is about words, reliability is about actions, intimacy is about safety, and self-orientation is about the advisor's focus.
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