THE TRUSTED ADVISOR

Revised and updated 20th Anniversary edition of this classic book.

When The Trusted Advisor was first published twenty years ago, the message resonated with readers looking to build trust with their clients. CEOs, top executives, and consultants alike touted the book as an "invaluable road map" and "required reading" for seeking lasting relationships. The book sold in 11 countries, was translated into multiple languages, and sold over 200,000 copies across formats. The sensible advice that the authors offered then holds up beautifully today. Now, with even more insights added, the enduring principles of earning trust and gaining confidence will reach a whole new generation of advisors.

Since the original publication of this book, the digital revolution rolled out and transformed the world. In this edition, the authors explore the effect of the web, emails, texting, online, video, social media, algorithms, and big data on the trusted advisor concept. They ultimately show that in this new climate human requirements for trust creation haven't diminished but the challenges have increased. One of the lessons they impart is: to be effective communicators today, the challenge is to use technology to recreate the primal sense of being face to face with someone.

The book was specifically written to be deeply practical, and easy to read. It's peppered with pragmatic "top ten" lists aimed at improving advisors' effectiveness that can be put to use instantly. It includes a trust self-diagnostic and many examples and quotes from top advisors. The authors explain that though building trust can be a difficult process, it within nearly everyone's reach.