Broker Blog

So how do we change the relationship from transactional to one of a Trusted Advisor? We need to approach things very differently, and I have outlined the changes you need to make in how you are dealing with the client. In all cases, you have to be authentic. You can’t… Read more

“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

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

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

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

  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

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

“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