How your cantankerous relative can help you be more trustworthy

Category : Weekly-ish tips December 22, 2014

This post is part of our Weekly Tips series.

Did you know the hallmark skill of the best salespeople is the same one that sets the extraordinary consultants from the pretty good ones, and that distinguishes advisors from trusted advisors?

Real Moments: Three Good Reasons to Let Them See You Sweat

Category : Real Moments December 18, 2014

Business people want speakers to motivate their staff with pep talks on innovation, creativity, and change. Thought leader Brené Brown upends that approach by making a case for being—gasp—vulnerable.

Brene’s years of study show vulnerability (the “V” word, which I wrote about on is the key to making progress in our business and personal lives.

Today’s Real Moment features Brene’s 24-minute TED lecture in which she acknowledges that it goes against modern society’s grain to show anyone weakness, ignorance or doubt. (If you don’t have 24 minutes, watch the first 2:30.) Then she asserts that admitting we’re not perfect, we don’t have all the answers, and we can’t do it ourselves are the very things that allow space for something new to be born.  And she channels Teddy Roosevelt whose “Man in the Arena” speech underscores that you can’t wait till you’re bulletproof before you step into the fray.

When you have those real moments—those “this is who I am and how it is” moments—you’re actually becoming more trustworthy. In the parlance of the trust equation, being vulnerable is a trust trifecta: you’re simultaneously improving your scores on credibility, intimacy, and self-orientation.

So there you have it: three good reasons to let them see you sweat.



Networking: Why you’re probably doing it all wrong

Category : Weekly-ish tips December 15, 2014

This post is part of our Weekly Tips series.

If you’re like most business professionals, you’re not short on holiday parties and networking events to attend. And, like most of us, you’re probably going about it wrong.

I bet you’re guilty of this trust crime (and don’t realize it)

Category : Weekly-ish tips December 8, 2014

This post is part of our Weekly Tips series.

Of the 63,000+ people who have completed Trusted Advisor Associates’ Trust Quotient™ survey (a self-assessment), Reliability comes out 21 percentage points higher than any of the other three elements of the Trust Equation. This isn’t really surprising, given that reliability is the easiest to grasp and execute. Reliability is logical, concrete, and action-oriented.

What a geyser can teach you about trust

Category : Weekly-ish tips December 1, 2014

This post is part of our Weekly Tips series.

Have you ever been to Yellowstone National Park in the U.S.?

If you have, you might have encountered Old Faithful, a geyser that gets its name because it regularly shoots steam and water to great heights. In fact, with a margin of error of 10 minutes, Old Faithful will erupt either every 65 or every 91 minutes, depending on the length of the previous eruption. It’s been doing this since 1870.

Are you getting the time and attention you deserve?

Category : Weekly-ish tips November 24, 2014

This post is part of our Weekly Tips series.

A few weeks ago, I wrote about one aspect of The Trust Creation Process. It’s a five-step model describing how trust gets created in conversations: Engage, Listen, Frame, Envision, Commit (“ELFEC” for short). The Trust Creation Process was first introduced by Charlie Green and his co-authors in The Trusted Advisor.

Real Moments: The Conference Call We All Have and Pretend We Don’t

Category : Real Moments November 20, 2014

It’s happened to us all:

  • We get talked over, distorted, or interrupted by someone’s barking dog
  • We multi-task like a champ
  • We forget to un-mute ourselves (or worse, forget to mute ourselves)
  • We discover a “lurker” late in the game
  • We pretend to lose a connection when we have something better to do.

That’s right: the conference call.

Are you courageous enough to think out loud?

Category : Weekly-ish tips November 17, 2014

This post is part of our Weekly Tips series.

​I​f you’ve been with us for a few weeks, you’ve probably noticed a theme: personal risk-taking. This week’s tip highlights a special kind of risk-taking.

Are you talking about the tough stuff?

Category : Weekly-ish tips November 10, 2014

This post is part of our Weekly Tips series.

Imagine a long-term personal relationship, like a marriage, where difficult conversations are absent. It’s likely not a sustainable relationship. Concerns pile up over time, and if left unspoken, the relationship can’t benefit from the shared experience of intimacy that comes from working through them.

Financial Advisorship: The Key to Restoring Lost Client Confidence

While trust is important to every professional relationship, in the troubled world of financial advice it’s never mattered more. It really doesn’t matter how well a portfolio performs, if your client doubts your sincerity or questions your true intentions the relationship is doomed.

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