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.

Charles discusses:

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• The critical role of trust in client-advisor relationships and how to cultivate it
  
  
• Understanding the importance of emotional connections in today’s advisory landscape
  
  
• The role of risk in trust and the need for advisors to manage expectations and be transparent
  
  
• Client retention, increased share of wallet, and new client acquisition as three essential ways advisors can grow their business
  
  
• Why focusing on solving client problems can lead to three times faster growth compared to merely presenting your value proposition.
  
  
• And more!
  

Resources:

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• Winning at the Intersection of Annuities and Wealth Management
  
  
• “The Trusted Advisor” by Charles Green
  
  
• Transcript
  

Connect with Charles Green:

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• LinkedIn: Charles Green
  
  
• Trusted Advisor Associates
  

Connect with Jack Martin:

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• LinkedIn: Jack Martin 
  
  
• InsurMark
  
  
• Contact Form
  

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.