Advisors have three pillars of growth: client retention, increasing share of wallet, and new client acquisition.

All three are driven by what clients seek most — trust. The challenge is how to achieve trusted advisor status in an increasingly digital world.

In this episode, Jack Martin interviews Charles Green, co-author of the book “The Trusted Advisor,” about the importance of trust in the financial advisory space. 

Together, they delve into the core principles of becoming a trusted advisor, how being a trusted advisor can turbocharge your client relationships and business growth, and how it goes beyond credentials and expertise to include emotional connection and intimacy with clients. 

So, tune in to learn actionable strategies for integrating emotional intelligence into your advisory practice while making a profound impact on your clients’ lives.

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Resources:

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About Our Guest:

Charles H. Green is the founder of Trusted Advisor Associates. He is passionate about rafting insights and ideas in ways that are memorable and that allow people to change, beginning right now. 

Charles specializes in commercial relationships where people in one organization get paid to persuade other people, within or outside their own organization. That includes sales and advice-giving, both internal and external. Charles has an MBA from Harvard and an undergraduate degree in Philosophy from Columbia (he also drove a NYC taxi part-time in college). 

Charles has been a consultant since 1976 and has been with Trusted Advisor Associates since he founded it in 1997. Charles has worked for about a hundred diverse clients over his career.