Your Trusted Mortgage Broker?
I know, it sounds like an oxymoron, a setup line for a cheap joke. Indeed, mortgage brokers got a very bad name during the recent real estate bubble and financial downturn. But that’s my point. Industry is not destiny. You do not have to live down to your industry’s reputation. In fact, a trustworthy approach […]
Story Time: Innovation, Trust, and the Freedom to Fail
Our Story Time series brings you real, personal examples from business life that shed light on specific ways to lead with trust. Our last story proved that he who eats with chopsticks wins. Today’s shows how trust can impact innovation, productivity, and staff retention. A New Anthology When it comes to trust-building, stories are a […]
How (Not) to Ask for Recommendations, Referrals and References
I recently met a first-time author, who gave me a copy of their book. Shortly after, I got an email from the author’s publicist, saying: “…We’d appreciate it if you would post your 5-star review of the book on Amazon…” Now: I don’t mind being asked to post a review of a book (though this […]
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THE TRUSTED ADVISOR FIELDBOOK
The pragmatic, field-oriented follow-on to the classic The Trusted Advisor. Green and Howe go deep into the how-to’s of trusted business relationships—loaded with stories, exercises, tips and tricks, and deeply practical advice.
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TRUST-BASED SELLING
“Sales” and “Trust” rarely inhabit the same sentence. Customers fear being “sold” — they suspect sellers have only their own interests at heart. Is this a built-in conflict? Or can sellers serve buyers’ interests and their own as well? The solution is simple to state, hard to live—and totally worth the effort.
THE TRUSTED ADVISOR
This classic book explores the paradigm of trust through the filter of professional services. It is a blend of thought and practice, clear ideas and practical suggestions, and it has found a place on many professionals’ working bookshelves.