FOUNDER AND BOARD CHAIR EMERITUS
BOCA RATON, FLORIDA  |  USA

As founder of Trusted Advisor Associates, I’m passionate about crafting insights and ideas in ways that are memorable, and that allow people to change, beginning right now. I specialize in commercial relationships where people in one organization get paid to persuade other people, within or outside their own organization. That includes sales, and it includes advice giving, both internal and external.

I’ve been a consultant since 1976, and founded Trusted Advisor Associates in 1997. I have an MBA from Harvard and an undergraduate degree in Philosophy from Columbia (I also drove a NYC taxi part-time in college). Over my career, I have worked with about a hundred diverse clients and literally wrote the books on trust—co-authoring The Trusted Advisor and The Trusted Advisor Fieldbook, and author of Trust-Based Selling.

MY TRUST STORY

Once, early in my career, I had to give a sales pitch—in front of my boss, no less. The client asked me, “What experience do you folks have doing sandpaper marketing?” The truth is, I had none.

I began to formulate a roundabout, MBA-talk line before my boss interrupted me: “None that I can think of,” he said, like it was the most natural thing in the world. And it was. The client was grateful for the honesty and the conversation then easily flowed to what we could provide.

It taught me the values of:

• Honesty
• Authenticity
• Focusing on the client, not on myself
• Playing right for the long run, and letting the short run take care of itself

These principles became the foundation of everything we teach at Trusted Advisor Associates.

MY SERVICES

I deliver keynote speeches and webinars on trust-based relationships, including The Trusted Advisor, Trust-Based Selling, Leading with Trust and The Trust-Based Organization.

MY TRUST TEMPERAMENT™

The Catalyst

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