Staffing & Recruiter Training Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Rick Watson, financial services expert and author of A Firm Worth Building, about trust compression and edification—two powerful concepts that help professionals build relationships and accelerate business development. Rick explains that trust compression is the idea that trust is built not through the length of interactions but through the frequency of meaningful touchpoints. He shares how professionals can restructure their meetings into shorter, more frequent interactions to build stronger client relationships in less time. He also introduces edification, a technique for making powerful referrals that enhance credibility and create stronger business connections. Key topics include how to structure meetings for faster trust-building, the psychology behind frequent and consistent client interactions, and the importance of setting up a referral process that highlights credibility rather than commoditizing professionals. Rick discusses prac