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The Trusted Advisor
- Narrated by: Kent Cassella
- Length: 6 hrs and 16 mins
- Categories: Business & Careers, Management & Leadership
Non-member price: $26.64
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Publisher's Summary
The key to professional success, they argue, is the ability to earn the trust and confidence of clients. The creation of trust is what earns the right to influence clients; trust is also at the root of client satisfaction and loyalty. The workings of trust are even more critical in the new economy than in the old. Maister, Green, and Galford enrich our understanding of trust---yet they have also written a deeply practical book. Using their model of the "Trust Equation," they dissect the rational and emotional components of trustworthiness. With precision and clarity, they detail five distinct steps you must take to create a trust-based relationship. Each step---engage, listen, frame, envision, and commit---is richly described in distinct chapters.
The book is peppered with pragmatic "top ten" lists aimed at improving advisors' effectiveness that can be put to use instantly. This book will be welcomed by the inexperienced advisor and the most seasoned expert alike. The authors use anecdotes, experiences, and examples---successes and mistakes, their own and others'---to great effect. Though they use the professional services advisor/client paradigm throughout the book, their prescriptions have resonance for other trust-reliant situations---selling, customer relationship management, and internal staff functions like HR and information technology. The result is a tour de force---brilliant, penetrating, unique. It is essential listening for anyone who must advise, negotiate, or manage complex relationships with others.
Critic Reviews
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What listeners say about The Trusted Advisor
Reviews - Please select the tabs below to change the source of reviews.
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- Anonymous User
- 01-08-2020
relevant and Insightful. enjoyed the tools and egs
Good book, relevant examples and thought provoking ideas and guidance tips, made this a useful audio experience
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- S. Fitzpatrick
- 05-05-2016
Some interesting points
but at times too focused specifically on the world of consulting. Some chapters could have been a bit shorter.
5 people found this helpful
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- Adam Silver
- 14-11-2011
Content is great, better on paper
Too many lists and other, non linear text formats to make this an easy translation to audio. Friends of mine swear by it though....
10 people found this helpful
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- GREG FLIEARMAN
- 09-06-2015
Great actionable content for improving client relations
I would highly recommend this book to anyone that is focused on a diverse client facing role. This content if adapted and employed in your daily work will have a significant impact on your client relations and the numerous benefits of taking those relationships to the next level. To quote the authors, "reputation before revenue".
3 people found this helpful
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- Will Lock
- 26-01-2018
This book is three times longer than it needs to be in.
I found it extremely difficult to read. Way too many “lists”, as they include 2 in the beginning of the book.
Way too many!
Also, way too many hypothetical stories… One after another… Making it easy to not even know what printable they are talking about.
There were some points scattered throughout the book. So it was not a complete waste.
Extremely wordy....like they had a word count quota that needed to be met in order to get published.
All in all, I would not recommend this book.
2 people found this helpful
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- Frank from Virginia
- 24-12-2018
The book to read if you like working hundred hour weeks
This book basically says you should work 24 by 7 and do anything to serve clients. It even suggests providing a lot of services for free. It's a recipe for burnout.
4 people found this helpful
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- Anonymous User
- 12-06-2018
Much food for thought
The book shares a lot of insights into the realm of the trusted advisor. This means a lot of practical tips, lists and explicit ways to formulate your words thoughtfully. Herein lies the hard part though: as the concept of becoming a trusted advisor is simple, act as one. Doing so is a lot of work! The book helps but is fairly overwhelming in the information it gives you in my opinion. I'll have to read it more than just once to even begin grasping its contents, but I'm convinced its worth to do so.
1 person found this helpful
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- Tina
- 25-04-2018
Valuable
Lots of great practical information as well as deeper/theoretical. Should be something here for anyone in a professional services/ consulting field.
1 person found this helpful
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- M. Miller
- 04-09-2017
Professional Advising
There are thoughts in this book you need to hear if you are a professional service advisor. I'll reflect on my approach to client engagements.
1 person found this helpful
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- John
- 28-11-2016
Solid advice throughout, but not good for audio
The Trusted Advisor is a solid book with good asvice, but is hard to follow in the audio format because most of the contents are in list form.
1 person found this helpful
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- Mark R
- 20-06-2016
Very good information presented concisely
I liked the audio book and it was very well done. The information was very good, but not that much was new. If you are an experienced advisor, you probably know many of these things already, but it was really nice to have very a complete list of the information.
1 person found this helpful
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- Amazon Customer
- 25-12-2020
Short, but absolute gold.
I'm trying to learn more about how to help clients and managers solve their problems. I was recommended this book by a friend. Having listened to the entire thing, I'm amazed at how tangible and action-oriented the advice was. It's not an instant fix, but it did give me a pretty solid starting point. To go the rest of the way will require practical action and further study on my part.
I warmly recommend The Trusted Advisor.
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- Robert
- 23-05-2018
Good content average presentation
The content is really great but I found the presentation not very engaging. It felt like it plodded along in places.
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- GRAHAM COE
- 22-02-2018
this book has some good stories and great advice.
this audio book is well worth a listen. really useful advice and some sound techniques to help you develop those trusted relationships
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- Robin Aitken
- 20-02-2017
Good common sense
Sensible review of how to manage a professional adviser's relationships. Obviously based on experience. Some good frameworks and checklists.
Best
Robin
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- Captain Haddock
- 28-03-2016
Mostly Commonsense
If this book wasn’t for you, who do you think might enjoy it more?
If you've absolutely no idea of how to get to your customer, or client, and win their trust, this might help you. For me, I've consulted for a number of years, and this wasn't anything I hadn't already worked out.
Has The Trusted Advisor put you off other books in this genre?
No, not at all.
What didn’t you like about Kent Cassella’s performance?
The Performance was fine, but a little flat.
You didn’t love this book--but did it have any redeeming qualities?
It has one or two decent ideas in it, its not a wash out. Look, it didn't teach me much I didn't already know, but that's not a failing of the book, just my selection. Try it, it might be good for you.
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- Dongxu
- 07-04-2013
Must read for any professionals
As a chartered accoutant, I find this book extremly helpful to my daily contact with clients. The problems the authors are trying to solve are the ones I encourterd every day. I find the suggestions applicable to my situation and I've already used some of them in practice and received positive feedback from both colleagues and clients.
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- Mrs
- 13-10-2012
Good good advice from a friend.
Like many similar works, the Maister and Co take a few simple, common sense themes and expand them into a fully blown philosophy. Like most things done well by experts; it all seems so simple, which it is, once you've read the book:- simple to understand, hard to do and (I bet) even harder to think of in the first place. An excellent book ,well written, easy to understand and inspiring, what more could you ask for?
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- Peter
- 05-10-2012
Finally - ive been looking for a book like this
As a financial advisor ive been looking a book which can provide insight into the skills and attributes required in building client relationships which deliver true value to both client and advisor. I recommend this as a must read for anyone in an advisory role for whom the fundamentals of trust and honesty and providing excellence in your capacity as a trusted advisor is key to your philosophy and business ethic.
It looks into the aspects of building trust and how this is acheived and lost, provides perspective from both the client and advisor viewpoints. Most books ive come accross are driven from a sales perspective - 'how to close a deal' 'selling skills and techniques' etc, these are ok if your only concern is to make a sale and move on to the next one... however if you do beleive that building and growing relationships with your clients is the path to long term success and professional satisfaction then i recommend this one to you. Enjoy.
1 person found this helpful
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