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Top-performer: How one client moved from service provider to Preferred Advisor Part 1

One of the most talented advisors I've ever coached - let's call him Adrian - shared the story of how he came to be a trusted advisor for one of the clients that he's working with. In his own words, the client will usually simply give him the business and tell him to send them an invoice, because they know he deals fairly. That is the essence of a Trusted Advisor right there, and something that is lucrative mutually beneficial and value-creating...