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You know the pomp and circumstance. A time when all of us pause and watch friends or family strut their moment upon the stage with optimism and digital flashes. We say, “What a success you are!” As if it is an American right that our next generation has more opportunities than the last one. Perhaps you sat in the audience, reflecting on your graduation, or the economy, or opportunity. What do you advise a graduating senior today?
Have you heard these comments?
I have heard these comments, almost every week, from managers and leaders who want to do a good job but are not sure HOW to do great work.
You may have heard that one measure of corporate success is agility. HR professionals cite studies that describe “learning agility” as a key determinant of corporate success. In fact, just yesterday a coaching client stated, “My core competency is my flexibility and willingness to take on any challenge.” He is representative of any high potential manager. He was recently re-assigned to manage a new group.
Selling defines success. Nothing else is more important in your business. So what is this notion of the trust business?
Are you in the financial services business or the “trust business”? Your answer could well determine your success. The trust business is defined by what you provide for your clients. People hire you—or decide not to—based on how much they trust you. People reinvest or walk away based on how much they trust you.
Perhaps the idea of selling trust is new to you. If you think you sell products or services, you’re limiting yourself. Here are the four principles you need to remember to be successful at selling in the trust business: