Oct 03, Dennis rated it really liked it I should stick these two lists to my bathroom mirror, my phone, and the inside of my eyelids. They: 1. Probe for clarification 2. Listen for unvoiced emotions 3.
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The Trusted Advisor by David H. Characteristics of Successful Trusted Advisors The way to be as rich as Bill Gates is to care more about writing code than about being rich. And the way to be a great advisor is to care about your client. A common trait of all these trusted advisor relationships is that the advisor places a higher value on maintaining and preserving the relationship itself than on the outcomes of the current transaction, financial or otherwise.
Attributes of a Trusted Advisor: Have a predilection to focus on the client, rather than themselves. Believe that success in client relationships is tied to the accumulation of quality experiences. Believe that both selling and serving are aspects of professionalism. Both are about proving to clients that you are dedicated to helping them with their issues Believe that there is a distinction between a business life and a private life, but that both lives are very personal. They recognize that refined skills in dealing with other people are critical in business and in personal life; the two worlds are often more alike than they are different.
Characteristics of Trust It grows, rather than just appears It is both rational and emotional It presumes a two-way relationship It is intrinsically about perceived risk It is different for the client than for the advisor It is personal For the Client It is not enough to be right, you must also be helpful. Since clients are often anxious and uncertain, they are, above all, looking for someone who will provide reassurance, calm their fears, and inspire confidence.
We should act as if we are trying to advise our mother or father. Any implied critique is softened as much as possible.
No one likes to be told that they must do anything. A successful advisor assumes responsibility for the proper mutual understanding. What does that mean for what I should say and how I should behave?
The Trusted Advisor by David H. Maister
During the period when he was obtaining his formal education he worked as a statistician at Bell Canada Montreal , and as a lecturer in economics and statistics at the Polytechnic of the South Bank now known as London South Bank University. As an academic, his initial teaching, research and publishing focus was in the area of logistics, transportation, and operations management he authored or co-authored seven books while teaching at the University of British Columbia , Canada — , and the Harvard Business School — In , he left Harvard Business School to spend full-time consulting to professional firms. He retired in He lives in Boston with his wife, Kathy Maister.
The Trusted Advisor
Some Personal History