“Strong customer relationships drive sales, sustainability, and growth.” – Tom Cates Understanding what a Trusted Advisor is can point us in the right direction, but we know that when clients first contact us they are focussed on a single transaction they want us to help with. It’s up to you to… Read more
What exactly is a Trusted Advisor? Attribute of a trusted Advisor 6
Doesn’t have to say they are an expert, others do it for them “When people feel insecure about something, they look around for validation. Show them that other people trust you.” – Francisco Rosales People don’t really believe much of what a business says about themselves. The public is bombarded… Read more
What exactly is a Trusted Advisor? Attribute of a trusted Advisor 5
Is genuinely interested in their clients and connects emotionally “Talk to someone about themselves and they’ll listen for hours.” – Dale Carnegie Everyone likes to think they are rational and make logical decisions based on the facts, but emotion plays a far larger part than most realise. We need to… Read more
What exactly is a Trusted Advisor? Attribute of a trusted Advisor 4
They work hard, on themselves and for their clients “A brand for a company is like a reputation for a person. You earn reputation by trying to do hard things well.” – Jeff Bezos A Trusted Advisor is on top of all the latest knowledge and innovation in their area… Read more
What exactly is a Trusted Advisor? Attribute of a trusted Advisor 3
Believes the goal is to develop a long term relationship, not short term benefits “You don’t close a sale; you open a relationship – if you want to build a longterm, successful enterprise.” – Patricia Fripp Thinking about short term benefits is what clients are expecting from a salesperson,… Read more
What exactly is a Trusted Advisor? Attribute of a trusted Advisor 2
Is Authentic “If you need to conceal your true nature to get in the door, understand that you’ll probably have to conceal your true nature to keep that job” – Seth Godin Trusted Advisors are genuine, real, individual people. Not an expensive suit or a fancy logo. If you approach… Read more
What exactly is a Trusted Advisor? Attribute of a trusted Advisor 1
“if you are serious about the business or industry you’re in, you’ve got to be noted as an expert or leader.” – Chris Abts When it comes to their home loans, everyone wants to have a Trusted Advisor to turn to. A Trusted Advisor is the person you go to when… Read more
Its all about trust: Kinds of trust
To be more specific, there are two kinds of trust you are trying to create that I call ‘Ability Trust’ and ‘Personal Trust’. For them. Ability Trust The first question your client has when trying to find a Broker is ‘Can this person deliver a good result for me?’, ‘Does… Read more