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.

Is honesty always the best policy?

Category : Weekly-ish tips November 3, 2014

This post is part of our Weekly Tips series.

Most of us probably agree in theory with the principle of transparency—being honest, open, and candid. It is easy to say, “Honesty is the best policy!” Dig a little deeper and it is not so clear.

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