The Business of Authority

Charles Green - The Trusted Advisor

Episode Summary

Charles Green, legendary author of The Trusted Advisor, shares years of wisdom on building trust with clients.

Episode Notes

Charles Green, legendary author of The Trusted Advisor, shares years of wisdom on building trust with clients.

Talking Points

What a trusted advisor is
Why people in the authority space want/need to be trusted advisors
The trust equation
How people view women and men in terms of trust
Most trusted profession
How taking risks builds trust
Strength of ego
The trust-building process
Cues clients give that show they feel heard
Trust mindset
Social media and trust building
What Charles would change now if he could
How the book fits with Charles’s business model
The evolution of the products and services Charles created around the book

Quotable Quotes

“A trusted advisor is someone you feel comfortable telling your innermost as well as your outermost thoughts.” –CG

“The truth is trust doesn’t just aggregate naturally over time. It accrues in little step functions, moments when you say the right thing and somebody opens up to you.” –CG

“If you aspire to be a trusted advisor to your clients, the wrong strategy would be sitting around aggressively waiting for the phone to ring.” –CG

“We said it’s really not a data book, it’s more kind of a wisdom book.” –CG

Related Links