
From family and friends to business partnerships, the foundation of any long-lasting relationship is trust. In his book, The Trusted Advisor, David H. Maister comments that “a trusted advisor is a strategic partner that clients view as an asset to reach their goals.” Becoming a trusted advisor isn’t about being the smartest person in the room; instead, it’s about demonstrating understanding, empathy, and making sure the client feels heard. At R&R Financial Advisors, we use this philosophy to help gain our clients’ trust to build long-term partnerships. So, what are the traits of a trusted Advisor?
They are relational.
Trusted advisors are “people” focused, not “product” focused. It’s not about what they have that you need, rather it’s about your needs and how they can help. Conversations that begin with, “Have you heard about…” or “This is our most popular…” rather than “Tell me about…” or “Help me understand…” may indicate a quick-sale focus as opposed to a long-term solution. Trusted advisors take time to understand and interact with the clients’ values, goals, and priorities knowing that doing so will lead to the best solutions and the ones that are right for the client.
They are reliable.
Simply put, trusted advisors do what they say they will do. They have a high say/do ratio. This doesn’t mean they say yes to everything and everyone. It means that they should use discretion when making commitments because they consider their commitments as personal promises to others. Trusted Advisors do what they say they will do. They keep their promises, finish what they start, and won’t leave you hanging.
They are credible.
Being credible is key to being a trusted advisor. Credibility is communicated through competence, character, and caring. Trusted advisors know what they are doing. They are trustworthy, meaning they possess qualities that are good and true and awe-inspiring. And
maybe most importantly, they genuinely care about your success. When you find someone who checks off all these boxes, you perceive them, consciously or unconsciously, as being credible. Their leadership is followed gladly, knowing that they deliver the best advice they can, based on their extensive knowledge in the field and their respect for those around them.
They are authentic. The word authenticity is used so frequently that its meaning is almost unrecognizable. But even though it has been overused in many situations, it’s actually a very important concept. The idea is to know what you are about, what your values are and then to act in accordance with them. One way to be authentic as a trusted advisor is to put myself in the shoes of the other person. How would I want to be advised? With respect, honesty, and compassion? Then I should advise others the same way.
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Investment advisory services offered through Brookstone Wealth Advisors, LLC (BWA), a registered investment advisor. BWA and Brookstone Capital Management, LLC are affiliated companies. BWA and R&R Financial Advisors, LLC are independent of each other. Insurance products and services are not offered through BWA but are offered and sold through individually licensed and appointed agents.
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