in this chapter we introduced a new set of concepts that built on but are different from those we have discussed that for. starting here we Begin and in doubt multi chapter investigation of the stages of building trust, in an attempt to provide a structure for understanding trust development.
we suggest that there are five these things steps in the development of a trusted relationship. in this chapter we will define each of these stages. in the succeedings chapters, we will explore each stage in detail. expressed in their simplest form the five stage are..
the future below summarize at each stage in the trust process, what the client is primarily feeling and what the advisor gains at the successful completion of each step.
engage
engagement the first stage of building trust is the point in the process where the clients begins to feel the things Colin one there is an issue Worth to talking about; and two this person is worth talking on that issue.
there must be both elements to create engagement we have all had experience as well clients are willing to talk to us but will not acknowledge the issue as important to them. we have also had clients, even long-term clients, who are knowledge the new issues but thought we were not the people to speak about them. obviously neither situation represented successful engagement. know that engaging is not just a process that you use when meeting new clients prospect for the first time it is just as important if not even more so to engage in relationship that grow to cover new clients needs in both cases, new and existing, we as advisor must the most right to the client that we are worthy of being spoken to me in an open, truthful manner about the issue at hand.
listen
frame
envision
commit
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