Generating Trust:
The Genius of Selling Professional Services

More than five million accountants, lawyers, consultants, engineers and architects need to "sell" their professional services. The successful ones are hired because clients personally trust them to handle their work. Many 'professional time-sellers,' however, lack the interpersonal skills needed to 'sell' themselves, or their trustworthiness, to prospective clients. As a result they can't bring in new business, or 'make rain.' In the past not being a 'rainmaker' was acceptable and 'service partners' flourished, but today's economic environment demands that more professionals 'make rain.' As a result, more than three out of four professionals are in financial and/or career trouble.

Generating Trust presents the most effective way to generate and sustain growth in any professional service practice, even in the face of stiff competition and tough market conditions. Sears has distilled the essence of generating client trust into a practical step-by-step program. In a fast-paced allegorical story, readers not only eavesdrop on four non-rainmaker-types as they learn about their rainmaking obstacles but cheer as the non-rainmakers learn to overcome these obstacles - the same ones that prevent many professionals from bringing in new engagements.

Armed with this knowledge, readers move through a step-by-step program that allows them to understand their unique and personal rainmaking strengths and obstacles. Once understood, readers can leverage strengths and modify negative behaviors to grow books of business beyond expectations.

What makes Generating Trust so effective?

• Generating Trust tells it like it is… for the first time non-rainmakers are told that interpersonal skills are a successful rainmaker's most important talent, not creating or implementing marketing plans, however good.
• Generating Trust provides a step-by-step, measurable roadmap, including seven specific routines needed to generate trust when interacting in client meetings.
• Generating Trust provides professionals with personal tracking aids to help evaluate meeting results.
• Generating Trust allows professionals to deal privately with their issues with specially created and selected sets of Tips, Tools, and Resources.
• Generating Trust uses a non-threatening allegorical story to demonstrate the full range of rainmaking impediments in action.
• Generating Trust and its unique program proves that non-rainmakers can change their behaviors, leverage their strengths and build successful books of business.

Who needs Generating Trust?

• Management of Professional Service firms seeking to increase profits per partner/professional.
• Professionals seeking to improve their books of business including:
  • Accountants
  • Architects
  • Attorneys
  • Consultants
  • Engineers
  • Literary Agents
  • Health care professionals
  • Merchant Bankers