Are you unknowingly teaching your ideal clients to become your competitors? If you’ve written (or are planning to write) a book to grow your practice, this distinction could be costing you hundreds of thousands (or more) in lost revenue. Most trusted advisors get this wrong—and wonder why their book isn’t generating the clients they expected.
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Two Trusted Advisors with identical credentials walk into a prospect meeting. One has a book. One doesn’t. Guess who walks out with the premium engagement? Here’s the math behind the credibility multiplier.