In No Time, Trust You've only got a few minutes to earn the trust of prospective clients. Bill Bachrach says he can show you how. Unfortunately, it takes time to build trust, and time is something that many planners don't have. That's where Bachrach comes in. Through his Trusted Advisor Coach Program, Bachrach claims he can teach financial advisers how to build client relationships based on trust, and he says he can do it in a matter of days.
Many advisers seem to think so.
Since January 1996, when Bachrach started the program, nearly 70 advisers have asked him to teach them about building trust. I wanted to see for myself what actually goes on in a trust-building course and what people in the program have to say about the experience. So, on January 6 of this year, I joined 24 financial advisers from the United States, Canada and Ireland at the Embassy Suites hotel in La Jolla, Calif., where we sequestered ourselves for three days and nights to study trust building. I'll have to say, we were already demonstrating a great deal of trust in agreeing to estrange ourselves from our families, businesses and cell phones for this initial session of the program. All but three of the participants were male, and our ages ranged from late twentysomething to mid-fifties.