According to a new book, The Trust Mandate, by Herman Brodie and Klaus Harnack, this is a serious problem. Brodie and Harnack believe projecting competence can be a curse.
The authors believe warmth conveys a feeling the advisor will act in the best interest of the client. Yet, in their efforts to be perceived as competent, advisors can come across as cold and impersonal, leaving a negative impression and reducing the possibility of a successful outcome.
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