Virtual Relationships: How to Apply the (New) 80/20 Rule

Andrea Howe
Category : Featured webinar, Webinar November 11, 2020

Virtual Relationships: How to Apply the (New) 80/20 Rule

November 17, 2020
@11:00 AM EST

Virtual, virtual, virtual. It’s all the rage now. Sales and relationship training providers are quick to tell you that you must, must, must adapt quickly to your new virtual reality or watch your revenues plummet. Professional services providers are quick to take the bait. The problem is, that’s only 20% true. True trusted advisorship demands that we find ways to make choices from our higher selves, not from our baser instincts, and not from our bag of virtual tricks.

Andrea P. Howe, co-author of The Trusted Advisor Fieldbook and Founder of The Get Real Project, joins forces with Noelle Mykolenko, CEO of Trusted Advisor Associates, to lead an interactive “deep dive” discussion on the most effective ways to form everlasting client bonds and deep unshakable loyalty in our current reality. Specifically, you will learn:

  1. What’s actually different now, what really isn’t, and a new take on the old “80/20” rule that will help you do right by your relationships;
  2. How to use the trust equation as a guide to making the biggest possible difference for your clients in this most unusual time;
  3. Which five tried and true best practices to double down on;
  4. Which five virtually-inspired best practices to ramp up.
  5. Register now

The surprising barrier to learning and changing for the better

Andrea Howe
Category : Weekly tips September 9, 2020

This post is part of our Weekly Tips series.

Note to readers: Given my commitment to be thoughtful and relevant with my current series of posts, combined with the general havoc that the pandemic has wreaked on life and work life, my weekly Tuesday cadence has been disrupted. I appreciate your patience and understanding.

I have written the last four tips specifically for corporate White people like me, reflecting both my personal passion and my professional mission to promote masterful work relationships that make space for all people’s spirits to come alive. I’ve been sharing what I am learning and believe are fundamental lessons on important topics like White privilege and implicit bias, along with my more traditional self-revelatory exposes, like the five trust lessons I learned from my own churn about this series, and now this one about a compelling force that recently almost stopped me from practicing what I preach.

Five Simple Steps to Create Trust in Conversation

Andrea Howe
Category : Webinar July 30, 2020

Tuesday, Sept 22nd, 2020
@11:00 AM EST

Trust doesn’t just happen – it gets created: at the individual level, between people, usually through conversations. The Trust Creation Process is a five-step model that describes how it works.

Noelle Mykolenko, COO of Trusted Advisor Associates, will lead an interactive discussion on how you can create trust in conversation. In this webinar, you will:

• Learn the five steps in the Trust Creation Process
• Identify 10 pitfalls that can derail the process, and what to do about them
• Discover three critical mindset shifts to help keep you on track

Register now

A compelling way to reach new levels of relationship mastery

Andrea Howe
Category : Weekly tips July 28, 2020

This post is part of our Weekly Tips series.

only the blind spot mirror in focus

Note to readers: Given my commitment to be thoughtful and relevant with the current series of posts, my weekly Tuesday cadence has been disrupted. I appreciate your patience and understanding.

Two tips ago was the first in this series that I’m writing specifically for corporate White people like me—a focus that reflects both my personal passion and my professional mission, as I’m seeing compelling connections between racial justice and the vast majority of nearly everything I’ve written on trusted advisorship. For one thing, if we want to have extraordinary work relationships, they must be conscious relationships. And for White professionals, I believe that means working on our own racial literacy.

Five trust lessons that I just found hidden in my internal churn

Andrea Howe
Category : Weekly tips July 2, 2020

This post is part of our Weekly Tips series.

river eddy

I have three draft Weekly Tips in various stages of completion, and I have a lot of internal churn about all of them. This is unusual for me. I normally try not to overthink it, crank out a draft tip in 90 minutes or so, print and proof, and hit the “go” button with my team.

The next tip is in the works

Andrea Howe
Category : Weekly tips June 22, 2020

This post is part of our Weekly Tips series.

Note to readers: Given current events and my commitment to be thoughtful and relevant with these regular posts, I have opted to disrupt my 11am ET Tuesday cadence. Thanks in advance for your flexibility. Rest assured I haven’t stopped writing. Quite the opposite.

If you haven’t yet read my initial thoughts on what it means to build trust as a White corporate person, you can find it here.

To be continued.

Why SELL Is Not a Four-letter Word

Andrea Howe
Category : Webinar June 11, 2020

People buy from people they trust

Tuesday, July 28th, 2020
@11:00 AM EST

The word ’sell’ has a negative cultural connotation—sorry, sales folk, but you know it’s true. This is particularly problematic for providers of complex B2B goods and services. Yet you must sell. How to integrate integrity and professionalism with the real need to sell?

Charles H Green, founder of Trusted Advisor Associates, will present the solution to this dilemma – trust-based selling. It is not an oxymoron. Better yet, the best selling is 100% consistent with the professionalism, integrity and ethical standards you already believe in.

Learn:

  • Why most approaches to sales are inherently anti-trust
  • Why trust-based selling actually leads to better sales results
  • A number of specific tools and tactics to integrate trust into your sales – now.

Register now

Some REALLY good news … for many of us

Andrea Howe
Category : Weekly tips June 10, 2020

This post is part of our Weekly Tips series.

Fireworks light the night sky during the Independence Day Celebration at Whiteman Air Force Base, Mo., June 30, 2016. This was the first year the show used 8-inch shells, versus the usual 6-inch shells, for a bigger display for Whiteman personnel and their families. (U.S. Air Force photo by Senior Airman Danielle Quilla)

There is a recorded exchange making the rounds right now that is both comedic and poignant. It’s between James Corden, host of The Late Late Show with James Corden, and Olivia Hareman, a writer for the show. I believe its message is so important that I’m basing this week’s tip on it.

Recycled trust

Andrea Howe
Category : Weekly tips June 2, 2020

This post is part of our Weekly Tips series.

recycling-bins

Full disclosure, there’s no new tip this week. I simply didn’t get ‘er done. And instead of trying to shoe-horn one in, delivering something sub-par that comes with a lot of stress as its price tag, I’m choosing a little reprieve for me and my team. Because if there’s one thing we all need less of right now, it’s added stress of any kind.

How one retailer lives by the five words that define “trusted advisor”

Andrea Howe
Category : Weekly tips May 26, 2020

This post is part of our Weekly Tips series.

Squirrel - say what

This week’s tip showcases a retailer that we should all aspire to emulate, regardless of industry or subject matter expertise. Why? Because of the way it lives by the five words that define what it truly means to be a trusted advisor.


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