Advisers urged to consider clients' 'trust state' and establish credibility early

Speaking at Fundment Live: The Adviser Edge conference yesterday (29 January), speaker and author Rachel Botsman explained that clients exist in different trust states and have different requirements. "Low trust doesn't mean ‘bad client.' It often means ‘slow down'," she said. "Sceptical clients often build the strongest long-term relationships. "Fast trust can be harder to sustain than slow trust." Botsman explained that trust grows through consistent, intentional interactions. "The best leaders know when to manage risk - and when to build trust," she said. "Great advisers don'...