Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice
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Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice
The expert has a point of view (or perspective). The expert is concise. The expert is believable. The expert can answer follow-up questions without choking. The expert seems confident. The expert holds many principles subject to later modification. The expert—in a work setting—believes the “how” is just as important as the “what.”
David C. Baker, Emily Mills, • Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice
Clients want to listen to advisors who have a provisional POV and not advisors who are too hesitant with a declared perspective. This requires a certain degree of mental health.
David C. Baker, Emily Mills, • Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice
Second, clients will not pay a premium for ongoing presence, long term. They will only pay a premium for episodic presence. The residents of a country welcome a liberating force more than the occupying force.
David C. Baker, Emily Mills, • Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice
They have the knowledge but they don’t have the tradecraft. They haven’t developed their own proprietary method of working. Unfortunately for them, this shows up in the sales process, too.
David C. Baker, Emily Mills, • Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice
Start by listing all your clients in a spreadsheet, from largest to smallest in descending order, along with actual or projected revenue for each one. After you have that basic data in front of you, there are three simple things to look for.
David C. Baker, Emily Mills, • Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice
they buy. The format doesn’t matter too much, though I am drawn to the physical format and not just a digital one because it feels more substantial.
David C. Baker, Emily Mills, • Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice
You are selling objectivity, which comes from externality. One of the only reasons you can actually help them is that you are not in their world. They are inside their own jar and can’t read the label. You enter that world and you see the label clearly. It’s not that they aren’t capable of reading other people’s labels—just not their own. They are
... See moreDavid C. Baker, Emily Mills, • Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice
Sufficient smarts. Not necessarily brilliance, but at least an ability to apply critical thinking skills. Lots of discipline. Distractions are death by a thousand cuts. I’m writing this right now on an island. It cost money and time to get here, but it’s the only way I can get this book out of my head onto paper. I fly into SDQ because it’s a quick
... See moreDavid C. Baker, Emily Mills, • Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice
The most notable firms have their own house in order first, and only then do they branch out and focus on client work.