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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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