Strategies for Building Trust in Professional Services

𝗕𝘂𝗶𝗹𝗱𝗶𝗻𝗴 𝗖𝗿𝗲𝗱𝗶𝗯𝗶𝗹𝗶𝘁𝘆 𝗮𝘀 𝗜𝗻-𝗛𝗼𝘂𝘀𝗲 𝗖𝗼𝘂𝗻𝘀𝗲𝗹: 𝗦𝗵𝗼𝘄, 𝗗𝗼𝗻'𝘁 𝗝𝘂𝘀𝘁 𝗧𝗲𝗹𝗹 Stepping into an in-house counsel role is exciting, but building trust with your new company takes more than legal expertise. It's about becoming a true business partner, someone who understands their DNA and speaks their language. That's where deep dives pay off. Dive into: ✅ 𝗖𝗼𝗺𝗽𝗮𝗻𝘆 𝗦𝘁𝗿𝘂𝗰𝘁𝘂𝗿𝗲 & 𝗧𝘆𝗽𝗲: Are you in a nimble startup or a global giant? Each type operates differently. ✅ 𝗢𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝗮𝗹 𝗦𝗶𝘇𝗲 & 𝗦𝗰𝗼𝗽𝗲: How many people, locations, products and services do you need to navigate? Knowing the lay of the land matters. ✅ 𝗜𝗻𝗱𝘂𝘀𝘁𝗿𝘆 𝗟𝗮𝗻𝗱𝘀𝗰𝗮𝗽𝗲: Understanding the company's competition and market forces gives your advice extra punch. ✅ 𝗥𝗶𝘀𝗸 𝗧𝗼𝗹𝗲𝗿𝗮𝗻𝗰𝗲: Identify whether your company is risk-averse or adventurous. Matching their risk profile is essential. ✅ 𝗗𝗲𝗰𝗶𝘀𝗶𝗼𝗻-𝗠𝗮𝗸𝗶𝗻𝗴 𝗣𝗿𝗼𝗰𝗲𝘀𝘀: Who holds the keys, and how do things get done? Knowing the power dynamics saves time and frustration. With this intel in your arsenal, you transition from a lawyer to a strategic advisor, able to: ☑️ 𝗖𝗿𝗮𝗳𝘁 𝗚𝗼𝗮𝗹-𝗢𝗿𝗶𝗲𝗻𝘁𝗲𝗱 𝗦𝗼𝗹𝘂𝘁𝗶𝗼𝗻𝘀: Your advice will resonate more when aligned with business objectives. ☑️ 𝗔𝗻𝘁𝗶𝗰𝗶𝗽𝗮𝘁𝗲 𝗖𝗼𝗺𝗽𝗮𝗻𝘆-𝗪𝗶𝗱𝗲 𝗜𝗺𝗽𝗮𝗰𝘁𝘀: Understand the broader implications of legal decisions across the company. ☑️ 𝗣𝗿𝗶𝗼𝗿𝗶𝘁𝗶𝘇𝗲 𝗟𝗶𝗸𝗲 𝗮 𝗣𝗿𝗼: Align your efforts with the company’s most pressing needs. ☑️ 𝗗𝗲𝗺𝗼𝗻𝘀𝘁𝗿𝗮𝘁𝗲 𝗧𝗲𝗮𝗺 𝗦𝗽𝗶𝗿𝗶𝘁: Showing genuine care for your business colleagues' success fosters trust and influence. Speaking the language of business unlocks even more doors. When your business colleagues see Legal pulling for the same team, you gain: ✔️ 𝗔 𝗦𝘁𝗿𝗼𝗻𝗴𝗲𝗿 𝗩𝗼𝗶𝗰𝗲: Your advice carries more weight when it's aligned with their vision. ✔️ 𝗣𝗿𝗼𝗮𝗰𝘁𝗶𝘃𝗲 𝗜𝗻𝘃𝗼𝗹𝘃𝗲𝗺𝗲𝗻𝘁: You're invited to be part of early discussions, not just review decisions after the fact. ✔️ 𝗜𝗻𝘀𝗶𝗱𝗲𝗿 𝗔𝗰𝗰𝗲𝘀𝘀: Foreseeing challenges and proactive problem-solving become your forte. Building credibility isn't about credentials; it's about action. Show them you're more than just a legal expert – you're a business partner they can rely on. Are you looking to build an exceptional in-house legal team or seek the perfect general counsel for your organization? Let’s discuss how I can help. #inhousecounsel #leadership #generalcounsel #mlaglobal #legalrecruiting

The importance of a personal brand in sales for #mortgage originators has been a hot topic for some time. Establishing a personal brand is no longer optional—it's a necessity. A well-crafted personal brand can set you apart, highlighting your unique strengths and approaches, but you should have professionals helping you define that message and create something you are truly proud of. Octo Strategies helps you: Showcase Individual Expertise: Highlight your niche and mortgage industry experience. This can build trust and credibility with potential clients. Create a Unique Identity: Establishing a personal brand allows you to differentiate yourself from your colleagues and competitors. Your personal brand becomes your unique selling proposition (USP), making you memorable in the eyes of your clients. Clients are more likely to engage with someone they know and trust. By developing a personal brand, you can: Humanize Your Professional Persona: Letting people see your personality helps build authentic relationships. Clients are more likely to work with someone they feel connected to on a personal level. Communicate Your Values: Your approach to business—whether it’s your commitment to customer service, ethical standards, or proactive problem-solving skills—can be effectively communicated through your personal brand. This helps in attracting clients who share similar values and expectations. Building Trust and Authenticity Trust is the cornerstone of any successful sales relationship, especially in an industry as impactful as mortgages. A personal brand enables you to: Showcase Transparency: By consistently sharing insights, client testimonials, and your professional journey, you instill confidence in potential clients. They can see your track record and feel assured of your capabilities. Engage with Your Audience: Regularly updating your brand presence—whether through social media, blogs, or newsletters—keeps you in touch with your audience. This ongoing engagement helps to maintain and deepen client relationships. Strategically, a personal brand can also offer several long-term advantages: Referral and Repeat Business: A well-established personal brand makes you a go-to expert in the mortgage field, encouraging word-of-mouth referrals and repeat business. Career Mobility: If you decide to change companies or start your venture, a solid personal brand will ensure you maintain your reputation and client base. Getting started with Octo Building a personal brand might seem daunting, but it doesn’t have to be. Start with these steps: Identify Your Unique Selling Points: What sets you apart? Is it your deep market knowledge, customer-first mentality, or innovative problem-solving approach? Share Your Story: Use platforms like LinkedIn, a personal blog, or industry forums to share your experiences, insights, and successes. Engage Consistently: Regular updates and interactions with your audience help keep your brand alive and relevant.

As a recruiter, I am a firm believer in the extraordinary power of listening, considering it one of our most crucial abilities. In the rush of our busy lives, it's easy to underestimate the impact of truly hearing someone. But make no mistake, it can be a game-changer - both professionally and personally. » Listening Builds Trust: When we actively listen to our candidates and clients, we're not just hearing words; we're absorbing their stories, aspirations, and concerns. This builds a foundation of trust that is vital in our line of work. Trust opens doors, fosters collaboration, and paves the way for genuine relationships. » Meeting Needs: Every candidate and client has unique needs. By listening attentively, we gain the insight needed to tailor our services to precisely those needs. It's like having a map to navigate the often complex terrain of recruitment. » Valuing Perspectives: Listening also allows us to appreciate different perspectives. It reminds us that diversity isn't just about backgrounds and experiences; it's about the richness of ideas that emerge when we truly engage with others. » Resolving Issues: In the face of challenges or conflicts, listening can be the first step to resolution. It shows empathy and a willingness to understand, which can be the turning point in solving even the most intricate problems. So, how can we cultivate this superpower? ☆ Be Present: Put away distractions and give your full attention. Show that you value what the other person is saying. ☆ Empathize: Try to understand not just the words but the emotions behind them. This empathy is the bedrock of trust. ☆ Ask Questions: Encourage open dialogue. Sometimes, the most profound insights emerge from the questions we ask. ☆ Practice Patience: Listening takes time, but it's an investment that pays dividends in the form of strong, lasting relationships. ☆ Feedback Loop: Remember, listening isn't just about hearing; it's about responding. Show that you've listened by taking actions that reflect what you've heard. In the realm of recruitment, much like in life itself, I believe the art of listening serves as our covert advantage. It enables us to forge profound connections, deliver authentic value, and, ultimately, leave a positive imprint. #BuildingTrust #LoveWhatYouDo #YouMatter #EffectiveCommunication Next Level Career Partners, LLC

One of the best piece’s of advice I’ve received; “Be a resource, not a sales pitch.” When you focus on being a resource, you’re prioritizing value and relationship-building over immediate transactions. It’s about sharing your knowledge, insights, and even your network, without expecting anything in return. This approach not only positions you as an authority in your field but also fosters genuine connections. In a sea of constant marketing and sales pitches, being someone who offers real, actionable value stands out. It's refreshing. People trust you, look up to you, and rely on you. This trust is the foundation of strong professional relationships. People do business with those they trust and respect, not just those who have something to sell. Becoming a go-to resource creates a ripple effect. Your insights and helpfulness can inspire others to do the same, cultivating a community of professionals who are supportive and knowledge-sharing. This isn't just good for business; it's good for the industry and professional growth across the board. So, the next time you engage with your network, ask yourself: How can I add value today? How can I help someone solve a problem or overcome a challenge? By focusing on being a resource, you’re not just selling a product or a service; you’re building a legacy. And that’s something truly worthwhile.

How to grow ANY boutique professional services firm: This is the framework we use at Madison | We Market Professional Services Firms to help our clients grow. It's gone through several iterations, and I'm sure will continue to evolve over time. ✅ Get VERY clear on your Point of View. Who you serve, what you believe to be true about your domain, why you are unique, and how you approach your work. Put a stake in the ground and decide who you do (and don't) serve. Make sure every team member knows it cold. ✅ When possible, codify your thinking into frameworks that are easy to understand and create differentiation. ✅ Translate that Point of View clearly into your primary channels. Your website, LinkedIn page, etc. should help people understand immediately who you are and how you might be able to help them. ✅ Create a menu of solutions tailored specifically for who you serve (bonus points if they descend from your framework). Ideally they map to various stages of the client's work. Ideally you have some stuff that starts early and strategic, helping you earn the right to assist with implementation. Ideally some of them are recurring. ✅ For each, state clearly what problem it solves, when that problem tends to arise, how they currently try to solve it, and what solving it would mean for their business. Make sure every team member knows it cold. ✅ Become gratuitously helpful. Give away your best insights, your best ideas. Challenge your marketing team to start thinking like a media company. Look at firms like McKinsey & Company or Bain & Company as models. You certainly can't do all of what they do. But what's your smaller version of that? ✅ Teach your team to give away their secrets as well. Imagine if your 5 (or 20, or 100) partners all were regularly sharing their best ideas on LinkedIn with the people they seek to serve. Imagine if each of them became Trusted Advisors who immediately come to mind when buying windows emerge. The key to being top of mind is being helpful and consistent. ✅ Provide gentle ways to deepen relationship. Webinars specifically focused on major pain points. Lunch and learns in office where you show them EXACTLY how to solve the problem. At each step overwhelm them with value. ✅ Teach your team to be disciplined around nurturing relationships. Help train them on how to be insanely helpful 1 month, 3 months, 12 months in. Make sure they don't wing it - show them how CRM can help them build amazing relationships at scale. ✅ Nail onboarding. Knock your client's socks off during the first 30 days. ✅ Teach your team to systematically ask for referrals, in respectful ways, ideally mapped to key client success or inflection points. ✅ Pursue strategic partnerships. Find complementary businesses that think the way you think. Create partner-specific sales enablement tools so they know what to say when. What did I leave out? (P.S. If you need any help with the above, DM me.)

Well.. now what? Ever get ghosted by a potential client, then notice their "Open to Work" status on LinkedIn? It's a scenario many of us face, but it also presents a unique opportunity to transform silence into a meaningful connection. Be a Bridge, Not Just a Salesperson When you see a new connection signaling their job search, it's an invitation to shift gears from selling to supporting. Here's how you can leverage this moment to build trust and forge a stronger relationship: 1. Offer Resources: Share articles, webinars, or workshops that align with their industry and interests. It's about adding value beyond your immediate sales goals. 2. Make Connections: If you know companies or contacts looking for talents that match their profile, don't hesitate to make introductions. Your effort to support their career can turn a cold lead into a warm relationship. 3. Personalize Your Approach: Customize your message to acknowledge their current status and offer your support. A personalized approach shows genuine interest and empathy. 4. Stay Patient and Positive: Rebuilding a connection might take time. Stay patient, and keep your interactions positive and supportive. Your persistence, coupled with a non-intrusive approach, can make all the difference. 5. Be a Consultant, Not Just a Contact: Position yourself as an industry consultant who's there to help, not just a salesperson looking to close a deal. This mindset shift can transform the nature of your relationship. Why This Works Building relationships based on trust and mutual support is a cornerstone of long-term success in sales. When you invest in people, not just prospects, you cultivate a network that sees you as a valuable resource, not just a vendor. This approach not only enhances your professional reputation but also opens doors to opportunities that go beyond immediate sales, fostering a community where support and success go hand in hand. In a world where connections matter, be the link that others count on. Your willingness to support them during their time of need can lay the foundation for a lasting professional relationship. #Networking #SalesStrategy #BuildTrust #OpenToWork #BeASupportSystem.

🔑 Unlocking the Role of a Trusted Advisor in Sales: 10 Essential Insights Foundational Trust: Trust is the cornerstone of becoming a trusted advisor. 1. Maintain your client’s trust consistently, without which, the advisory relationship crumbles. 2. Beyond Self-Serve Advice: To rise above a mere vendor, your advice must transcend the immediate sale and serve the client’s broader needs. 3. Credibility is Key: If you lack credibility, you'll struggle to maintain trust. Your knowledge and honesty play a crucial role here. 4. Reliability Matters: Show your clients they can rely on you consistently. Unreliability can significantly damage your perceived trustworthiness. 5. Understanding Through Intimacy: Know your client well—this includes understanding their business, their industry, and their specific challenges. 6. Avoid Self-Orientation: Ensure your interactions with clients are about their needs and not just your commissions. Clients detect self-serving motives quickly. 7. Experience Counts: Leverage your personal experiences and professional expertise to provide advice that speaks of deep understanding and capability. 8. Challenge Outdated Sales Approaches: In today's complex B2B landscape, traditional sales techniques fall short. Offer innovative, helpful advice instead. 9. Be the Authority: Invest time in becoming an expert in your field. Read, research, and understand more than your competitors. 10. Reflect on Your Advisory Role: Regularly evaluate the advice you provide. A consistent offering of valuable guidance increases your credibility and enhances your status as a trusted advisor. Found this useful ♻️ Repost it to your network and follow Anthony Iannarino for more sales strategies.

Seasoned professionals often struggle with personal branding because traditional advice focuses on building visibility rather than leveraging existing authority and expertise. The most effective branding strategies for experienced professionals emphasize thought leadership and industry wisdom rather than personal promotion or trend-following. Key platforms and approaches that work: Professional publishing through platforms like Medium allows you to share insights and frameworks developed through decades of experience. Speaking opportunities and podcast appearances position you as an industry authority and provide content that can be repurposed across multiple channels. Board-ready profile development opens doors to governance opportunities while demonstrating executive-level thinking. Alumni network activation leverages existing relationships built throughout your career trajectory. Industry association leadership roles provide visibility within your professional community while contributing meaningful value. Mentorship program participation allows you to monetize your experience while building relationships with emerging leaders. The goal isn't to compete with younger professionals on energy or trend awareness - it's to demonstrate the strategic thinking and problem-solving capability that only comes through extensive experience. Your decades of experience represent unique intellectual property. The challenge is packaging and presenting that knowledge effectively. What platforms have you found most effective for showcasing professional expertise? Sign up to my newsletter for more corporate insights and truths here: https://vist.ly/3yuu7 #deepalivyas #eliterecruiter #recruiter #recruitment #jobsearch #corporate #personalbranding #executivebranding #thoughtleadership #careerstrategist

Trust is hugely underrated in career growth. 📈 When people trust you, they advocate for you and invite you onto promotion-worthy projects. Here are a few practical ways you can build trust: 🤝 Focus on your work and crush it. It's easy to try to tackle the world or get side-tracked with side projects. 🤝 Make sure people know you crushed it! I will never stop being an advocate for SELF-PROMOTION. Don't expect other people to notice—or to shout you out! That would be awesome (and let's please do that for our colleagues), but YOU are responsible for making sure people are aware of your great work. 🤝 Positively contribute to company culture. I tell my college students, "No one will hire you because you're great at building culture, but they will retain you and promote you for it." Be good at your job, but also be good at influencing, encouraging, and building teams. 🤝 Proactively share updates about your work. I call this "communicating confidence." My former fractional CMO Jeff Loeb calls it "demonstrating you have two hands on the steering wheel." If you're not updating your boss on how things are progressing, what you've achieved, etc., that is low-key decreasing trust. No communication often comes across as no movement. 🤷♀️ Any other ways you've built trust with your leadership & other teams? Share away, friends! 👇 #ProfessionalDevelopment #CareerGrowth

Results always speak for themselves, but how you achieve them also matters. There are basic considerations for building trust with clients like: ✍️ understanding the brand, its business, and its needs ⏰ consistently delivering on time 💬 providing constant communication But 99% of the time, success starts by having real, honest upfront alignment with a client. Without it, any engagement is more likely to run into problems. Great alignment with a client looks like: ✓ speaking their language ✓ finding common ground ✓ asking the right questions from the start (so you can deliver the right solutions) ✓ embracing transparency and avoiding overpromising by setting realistic expectations ✓ understanding the *why’s* of their requests/preferences/perspective ✓encouraging productive dialogue I find that better alignment = better overall outcomes.