The document discusses the core skills needed to be a trusted advisor: the ability to earn trust, give advice, and build relationships. It explains that trusted advisors value maintaining relationships over short-term gains. Building trust is a multi-stage process involving engaging with clients, listening to understand their needs, framing issues collaboratively, envisioning solutions together, and committing to agreed upon actions. Trusted advisors focus on understanding clients' perspectives and priorities rather than just providing rational solutions.

1. Restating the obvious… But not always thought about... Building Trust Copyright RMCG 2007

4. The Three Core Skills The Ability to Earn Trust The Ability to Give Advice The Ability to Build Relationships TEXT EARN GIVE BUILD

10. The Development of Trust in Five Stages Building Trust Engage Envision Listen Frame Commit Stage 1 Stage 2 Stage 3 Stage 4 Stage 5 LISTEN FRAME ENGAGE ENVISION COMMIT

13. Building Trust Forces of Communication Comprehension Specifics Incompre - hension Level 3 Action Credibility Hostility Level 5 Awareness Level 2 Impact Unawareness Forgetful -ness Level 1 Barriers to Communication Conviction Relevance Apathy Level 4