"Maister, Green, and Galford enrich our understanding of trust - yet they have also written a practical book. Using their model of "The Trust Equation," they dissect the rational and emotional components of trustworthiness. They detail five distinct steps you must take to create a trust-based relationship. Each step - engage, listen, frame, envision, and commit - is described in distinct chapters.
The book is peppered with pragmatic "top ten" lists aimed at improving advisors' effectiveness that can be put to use instantly. It also includes a trust self-diagnostic in the appendix." "This book will be welcomed by the inexperienced advisor and the most seasoned expert alike."--BOOK JACKET.
Book Details
Format
Paperback
ISBN-10
0743212347
ISBN-13
9780743212342
Publication Date
Oct 2001
Item Weight
0.45 pounds
Length
8.43 inch
Width
5.51 inch
Height
0.71 inch
First Sentence
LET'S START WITH A QUESTION: What benefits would you obtain if your clients trusted you more?
