Trust is the direct result of how you lead conversations.  Think about a time you have encountered a professional who “rubbed you the wrong way” and made you feel like you could not trust them. The key to successful and profitable relationships is to create the conversational space so that the person you are speaking with can open up and speak about what is important to them. That’s how you can guide them to the solution that they are looking for. My guest, Mary Schmid is an author, speaker, and mentor to financial CEOs and professionals. She shares the science-based approach on what goes on in the brain in conversations and how to lead conversations that connect, engage and build trust. In today’s episode you’re going to learn:Why 9 out of 10 conversions miss the mark when it comes to building trustThe 3 Levels of Conversation and how to get to Level 3 fasterHow To Establish a PROCESS to communicate more effectively and build trustThe 5-step process Mary teaches advisors to move from “Sage” to “Sherpa”Simple tricks and tips to elevate your skill EVEN if you’re already a really good communicatorConversations built on this foundation develop lasting relationships with deeply loyal clients and staff.---------------------------------------------------------LINKS FROM THIS EPISODE:Get the download here!Get Mary's book, Make or Break Conversations, here! Connect with Mary on LinkedIn! Want to hang out with me, Matt Jarvis, Steven Jarvis and some other amazing advisors at The Perfect RIA Pre-conference Event at XYPN Live this weekend? Check out this link!Successful businesses don’t get built alone. You need community! You need collaboration! Join us in The Efficient Advisor Community on Facebook.Check out more FREE resources and our FREE video library at http://www.theefficientadvisor.comLooking for all the resources from this episode? Check out this episode’s webpage for show notes, transcripts, downloads and more!