Charlie Green

Sent by Jonathan Stark on April 23rd, 2019

Today, Rochelle and I interviewed Charles (Charlie) Green for TBOA and to be honest, I’m a bit star-struck. Charlie is a co-author of one of the most influential business books I’ve ever read: The Trusted Advisor.

And I’m not the only person who loves this book… The Trusted Advisor is about to celebrate its 20th anniversary and (as Charlie shares with us on the show) it’s consistently been in the top 10,000 books on Amazon. That’s not business books, that’s ALL books (e.g., Harry Potter, Stephen King, and all the rest)

The interview won’t be live for a couple weeks, but I can’t help sharing a spoiler now:

In a service business, trust is everything. And after almost 40 years of researching it, Charlie has found that there is a particular personal trait that is by far the most important when it comes to building trust.

Q: Can you guess what it is?

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A: Strong intimacy skills.

Now, before you introverts freak out… this is good news!

Why?

Because the easiest/best way to manifest intimacy skills in a business setting is refreshingly straightforward. And, should come naturally to people who would prefer not to be the center of attention:

Be a good listener.

And what does being a good listener entail? Asking good questions. Really listening to the answers. Not jumping to solutions. Etc…

Charlie was a delight and I can’t wait for you to hear the whole interview. In the meantime, I promise that reading The Trusted Advisor would be well worth your time and money.

Yours,

—J


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