T=C+R+IScap T equals the fraction with numerator cap C plus cap R plus cap I and denominator cap S end-fraction Credibility (
): The advisor's focus on themselves rather than the client. The Trusted Advisor
Developing a trusted relationship does not happen overnight. The book outlines a structured, sequential process to earn this position: T=C+R+IScap T equals the fraction with numerator cap
): Our actions, dependability, and whether we keep our promises. Intimacy ( The Trusted Advisor