Blog The 5 Character Traits to Accelerate Trust
ECONOMICS OF TRUST
As trust goes up, cost goes down and production goes up. The converse is also true.
Our formula….rather Covey’s.
If you are trying to build a team of reps and they don’t trust you ………or what you are teaching ……….or you are trying to acquire customers and they don’t believe you …Ut-Oh….your cost goes up because you have to go find new people and cultivate new relationships. This costs time and money.
Traditional thinking :::>Strategy X Execution = Results
Covey’s brilliant shift
(Strategy x Execution) x Trust = Results
It is a myth that we have to ‘wait’ for trust to be earned. While we have to earn it, there are 13 things we can do to accelerate the Speed of Trust.
The faster folks, teammates, prospects, customers etc., trust us, the faster growth.
Covey breaks accelerating trust into 13 parts…..
Let’s look at the 5 Character-based ones.
These behaviors need to be authentic, not ‘counterfeit’ because ‘dogs know who to bark at’
CHARACTER BASED BEHAVIORS ACCELERATING TRUST
THE BOTTOM LINE
This is the beginning of Relationship Trust and coupled with the Four Core values in yesterday’s blog you begin to lay the foundation for accelerating trust.
The value of this is priceless especially if you are building a networking team.
Only 29% of employees BELIEVE that management cares about them developing their skills so they can advance. That means 71% do not trust management.
Wait, it gets worse. Only 42 % believe the their employer cares about them at all….or 58% do not trust the company.
We are rarely, if ever, going to meet the ones who believe the company cares about them and believe management is helping them. We don’t get the ones who are happy and trust the company…..we get the ones who don’t trust the company.
DON’T DENY IT, DEAL
Covey calls this the ‘hidden low-trust-tax.’ Meaning, we are interacting with people who don’t trust management ……and as soon as we show ANY sign that smells of similar behavior, we’ve lost them, they won’t take our coaching and we are dead in the water.
On the other hand, simply by accelerating trust, they take coaching, profit and grow as a result of trust us.
It might not ‘look’ like it but trust me :), the hidden low trust tax is real and those that deal with it build bigger teams faster.
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