Trust-building Essentials
Building trust is simple—it’s just not always easy. Learn the fundamental trust lessons that you need to know to make any professional relationship more effective and rewarding.
We’ve spent more than twenty years figuring out exactly what it takes to have trust-based relationships that get results. Now, we’re excited to share it with you.
Understand what it takes to be a trusted advisor and how to develop a trusted advisor mindset
Learn how to dramatically increase your own trustworthiness
Discover what it really takes to be influential
Be well-versed in five fundamental trust skills: listen, risk, improvise, partner, and know yourself
Learn directly from the authors of our best-selling Trusted Advisor book series.
Get the fundamentals of The Trusted Advisor, Trust-Based Selling and The Trusted Advisor Fieldbook delivered to your virtual doorstep—direct from the source via video.
11 fundamental lessons on building trusted relationships
Course Welcome
Introduction
Get the Most Out of This Course
Assess Your Trustworthiness
Course Resources
Overview
What does it really take to become a Trusted Advisor?
Re-Think Your Value
What value do you bring?
Move toward a Trusted Advisor relationship
Five characteristics of successful Trusted Advisors
Check your knowledge
Explore additional resources for re-thinking your value
Overview
What is this ambiguous thing we all call “trust”?
Earn Their Trust
Reflect on a critical lesson from the video
Take action to improve your trustworthiness
More ways to improve your trustworthiness
Check your knowledge
Explore additional resources about earning their trust
Overview
What’s making your “S” look big?
Get Off Your "S"
What’s making you uncomfortable with your client?
Lower your self-orientation
Fast payback actions to shrink Self-orientation
Check your knowledge
Explore additional resources to help you get off your "S"
Overview
Are you in an intimate relationship with your clients?
Create Intimacy (Yes, Intimacy)
What’s holding your client relationship at the transactional level?
Create more intimacy
Fast payback actions to increase intimacy
Check your knowledge
Explore additional resources to create more intimacy
Overview
Credibility and reliability: not as self-evident as they may seem
Be Counted On for What You Say and Do
What are you holding back?
Improve your credibility and reliability
Fast payback actions to create credibility and ratchet up reliability
Check your knowledge
Explore additional resources to be counted on for what you say and do
Overview
The hidden driver of influence
Get Your Advice Heard and Taken
Reflect on an interaction where you weren't heard
Overcome barriers to paying attention
Masterful listening: Do’s and Don’ts
Check your knowledge
Explore additional resources on getting your advice heard and taken
Overview
Are your clients afraid to take the plunge? Are *you*?
Make it OK for Your Client to Take Risks
Reflect on an uncomfortable situation
Take one risk to build trust
Mind your Ps (and take the plunge)
Check your knowledge
Explore additional resources on making it OK for your client to take risks
Overview
Are you ready for your moment of truth?
Be Great Off Script
Reflect on a defensive reaction
Two easy ways to practice being off-script
Think out loud
Check your knowledge
Explore additional resources on being great off-script
Overview
Are you in step with your partners?
Lead *and* Follow
Reflect on a successful past partnership
Be a better partner
Partnering traits
Check your knowledge
Explore additional resources to help you lead and follow
Overview
How well do you know yourself?
Know Your Strengths, Find Your Blind Spots
Be honest with yourself ...
Find and address your blind spots
Five practices that help you look inward
Check your knowledge
Explore additional resources to help you know your strengths and find your blind spots
Course Completion
Before you go...