Five Best Practices for Managing the Biggest Client Relationship De-railer: Fear

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Category : Featured webinar, Webinar April 3, 2020

Tuesday, April 21st, 2020
@11:00 AM to 11:45 AM EST

The biggest de-railer of client relationships, in the worst of times as well as the best of times, is fear—fear of not doing the right thing, fear of losing, fear of rejection, fear of uncertainty, and more. Our own fear is like “trust repellant” because it causes us to react from our baser instincts rather than respond from our higher selves. That’s the bad news. The good news is that it can be managed with exceptional results, even—in fact, especially—during a pandemic.

Andrea P. Howe, co-author of The Trusted Advisor Fieldbook and Founder of The Get Real Project, will lead an interactive, “deep dive” discussion on how to recognize fear and what do about it. Specifically, you will learn:

  • How to know when your own fear is running the show (it’s sometimes obvious and oftentimes covert);
  • Why fear directly impacts your ability to lead with all the variables of the trust equation;
  • How to recognize the four “sharks” of fear that most commonly arise for people in client-facing roles (and sometimes all in the same conversation);
  • Five time-tested strategies for managing your fear;
  • A simple skill to help others manage their fear.

Register now

Three ways trusted advisors show up right here, right now

Andrea Howe
Category : Weekly tips March 30, 2020

This post is part of our Weekly Tips series.

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General note to our Weekly Tips readers: Due to the current state of the world, I’ll be tailoring the Weekly Tips series in a variety of ways. Many tips will focus on specific suggestions given our current context. Some may offer more intentional “business as usual” tips as a way bring momentary relief via a small dose of normalcy. Occasionally a tip may be pre-loaded that suddenly seems irrelevant or inappropriate given breaking news and we won’t catch it in time, in which case I thank you in advance for your grace.

Above all else please take extremely good care of yourselves and others right now.
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Three ways trusted advisors show up in challenging times

Survey question: What’s the biggest trust de-railer we all face right now?

Jot down your answer or make a quick mental note if you’re not able to write something down at this moment.

How to quickly build trust in a meeting with just one word

Andrea Howe
Category : Weekly tips March 23, 2020

This post is part of our Weekly Tips series.

~~~~~~~~~~~~~~
General note to our Weekly Tips readers: Due to the current state of the world, I’ll be tailoring the Weekly Tips series in a variety of ways. Many tips will focus on specific suggestions given our current context. Some may offer more intentional “business as usual” tips as a way bring momentary relief via a small dose of normalcy. Occasionally a tip may be pre-loaded that suddenly seems irrelevant or inappropriate given breaking news and we won’t catch it in time, in which case I thank you in advance for your grace.

Above all else please take extremely good care of yourselves and others right now.
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focusWith the massive influx of webinars and articles on “the top seven ways to work better as a virtual team,” I’m opting to go granular this week by sharing a simple trust-building meeting practice that works with groups as small as two and as big as forty—whether you’re virtual or in-person or some combo.

Is your own relationship to authority hurting your client relationships and results?

Andrea Howe
Category : Weekly tips March 16, 2020

This post is part of our Weekly Tips series.

120712-F-AQ406-077

Some of you know I recently led my first women-only workshop on trust-based business development. This has me reflecting on a lot of things, including a cautionary tale from the early days of my consulting career. This Weekly Tip might in fact speak more to women than men, though I have a hunch there’s a good bit of generalized wisdom in it about everyone’s relationship to authority, and how that can cost us in terms of trust and relationship-building.

Why you should be like LeBron James and tell people, “Kiss my a**”

Andrea Howe
Category : Weekly tips March 9, 2020

This post is part of our Weekly Tips series.

120712-F-AQ406-077Those who know me know I readily admit to being grossly (and unapologetically) ignorant when it comes to just about anything sports related. Only every once-in-a-while a news story will catch my eye, as was the case the other day with American basketball superstar LeBron James. LeBron had an important message for his critics, and it’s one we can all learn from.

How to get real with your communications (a short compilation)

Andrea Howe
Category : Weekly tips March 3, 2020

This post is part of our Weekly Tips series.

How to get real with your communicationsSome of my favorite Weekly Tips from the past are the ones that provide unconventional approaches to conventional communications. This week I offer you a compilation of “go-to” resources for three common situations.

How to be sure an overstuffed email inbox isn’t a big reliability problem

Andrea Howe
Category : Weekly tips February 24, 2020

This post is part of our Weekly Tips series.

I’m not the only one who struggles to manage email. Recall the McKinsey study revealing that the average “interaction worker” spends 28% of work week managing email. (I’m not sure what an “interaction worker” is, but I’m pretty sure I am one.) This equates to nearly three hours per day, on average. Add meetings on top of that, along with the actual work we’re expected to get done, and we’ve got a reliability crisis on our hands.

Another reason you might not be hearing from your clients

Andrea Howe
Category : Weekly tips February 17, 2020

This post is part of our Weekly Tips series.

hearing from client

This just in from a former workshop participant, and reprinted with permission. It’s a really great reminder that sometimes the reason we don’t hear back from clients has everything to do with them, and not you.

If your client reach-outs aren’t getting responses, here’s a clue about why

Andrea Howe
Category : Weekly tips February 10, 2020

This post is part of our Weekly Tips series.

 multi-tool

I’ve been on the receiving end of a collection of reach-outs recently: a voice mail, a series of emails, and a bunch of LinkedIn invitations. Each and every one has bugged me a little; the collection has put me over the top. So it’s time for a plea to all these well-meaning people—the ones you are more like than you might realize.

Recap: Three more of my most humbling moments

Andrea Howe
Category : Weekly tips February 3, 2020

This post is part of our Weekly Tips series.


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