Meet the Experts: Charlie Green, Trusted Advisor Associates
The Academy of CRE partners with over commercial real estate experts from across the country to provide engaging, real-life curriculum in each of our courses. In this interview series, we spoke with Charles Green, Founder of Trusted Advisor Associates, to learn more about his background and expertise. In addition, we discussed his role as a speaker in our 8-week Influential Communications Course and previewed what students will learn in the course.
Question #1: How did you begin the Trusted Advisor Associates firm?
Charlie Green: About 20 years ago, I co-authored a book titled The Trusted Advisor. Based on that book, I built a company, Trusted Advisor Associates, to help business professionals build the skills to be better trusted by their clients. Specifically, we work with lawyers, accountants, consultants, actuaries, financial planners, financial advisors, and other related roles.
Question #2: What’s the best advice you’ve been given in your career?
Charlie Green: The best piece of advice I’ve received is: “Learn how to be a good listener”
Question #3: What traits do you value in peers and/or employees
Charlie Green: I tend to view things through the prism of trust, and that's what I've taught for 25-30 years. But in terms of communications, I’d say listening is one of the characteristics I value more above anything else.
Question #4: What does it take to be trusted?
Trust requires both technical and non-technical skills. In my opinion, the most obvious strength is to be good at what you do. If you're a finance professional, 90% of your time will be spent mastering the technical stuff like credentials and exams. However, in the case of trust, the soft skills (listening, vulnerability, etc) are actually more important. So essentially, be good at what you do and learn how to authentically connect with other human beings.
Question #5: How can business professionals improve their soft skills?
Don't pretend to be someone you're not. One of the most credibility-enhancing phrases you can say is, “I don't know”. Admitting that you don’t know something says quite a bit about your character. It also demonstrates self–awareness and shows you aren’t afraid to admit the boundaries of your knowledge.
Question #6: What is the best way to build professional relationships and find mentors?
ABC - always be curious. Make a list of ten potential mentors. Talk with each of them and be genuinely curious about what they do. The potential mentors you are most fascinated by and who seem to be fascinated by you are probably who you should lean into. The mentor’s industry or profession probably doesn't matter. They can all have something unique to teach you. Meanwhile, you're forging stronger personal relationships along the way.
Question #7: Are there any previews of the class or tips you want to share on the topic of collaboration?
In my view, it all comes down to trust. Collaboration and trust are overlapping concepts. And, by the way, both are a good thing. Usually the way trust begins is the person doing the trusting takes a risk. So if you really want to kickstart things, you must also learn how to trust others. In the class, I’ll talk mostly about trusting clients. But the truth is, it works for other people. It works for your coworkers. It works for your boss. It also works for people on the street.
Bonus Question: How can students register for the Influential Communication Course
Register for the 8-week Influential Communication Course to build the skills to lead and contribute within any organization and propel your professional trajectory