The Trusted Advisor – 20th Anniversary
Interview with Charles H. Green, co-author of the seminal book “The Trusted Advisor” (2001) now celebrating its 20th anniversary. He talks about the trust paradoxes, the shift from trust as a personal attribute to reputation and branding. Is making a genuine connection harder using on-screen connectivity tools? He reflects on the Trust Equation which hasn’t changed over the last 20 years. Potentially the most powerful component, “intimacy” (feeling emotional security in dealing with a person) is more important than most professionals realize and who feel more confident about sharing content than showing intimacy. He reflects on the importance of listening as a profound method of trust, and the future of the Trust Equation.