As trust goes up cost goes down and production goes up….. the converse is also true.

Example: 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

There are 13 behaviors that will accelerate the speed trust but they’re build on 4 common sense core values so let’s discuss those right now.

These four cores are really about foundational self trust……do you trust you?


Covey points out an experience we’ve all had.  Folks who have great talent have good intentions but they don’t always take the right road, sort of the “end justify’s the means” type of person.  Here’s 6 steps to help us begin to trust ourselves, some Covey and  some me 🙂

1. Don’t make commitments you don’t plan to keep.

2. Keep all the commitments you make, no matter what.

3. Add 20% to the time you think it will take you to complete something.

4. Stand for something, whether it’s easy or hard.

5. Be open-minded.

6. Ask for feedback often.

I got in the habit of asking people  I was working with to identify a coach or a couple of teachers that were very effective in their life.  I asked them to think about what those instructors who helped them had in common and worked to emulate the style.  That’s good but what made it better, what build trust, was asking them on a weekly basis what I could do style-wise to be more effective.  When they made a suggestion I took it to heart and followed points 1 and 2 on the list above.



This is why we are doing something.  This is really the core of our intent and to inspire trust in others, that is the greatest trust, the accelerator of trust is to make sure your motive shows authentic care for others.  It’s fine to want to make a lot of money but if you have already set in motion a way that your success can affect society as a whole it has an enormous impact on trust.

Example: Don’t tell people what you are going to do with the profit to benefit others.  Start now taking a percentage to help others.


The agenda is really the plan to manifest your objective.  When your agenda benefits others to an equal or greater degree that it benefits you trust goes up.  Simple.  Make money for your partners.  the more concerned your are about their bottom line the more your bottom line grows and the lower your costs become.


Your behavior has to match your motive and agenda to accelerate trust.  Our behavior is what seperates the children from the adults.  Telling people you care or that your going to contribute to society, when matched in your behavior has an obvious effect on trust.


I love Covey’s use of an acronym here TASKS (Talents, Attitude, Skill, Knowledge, Style)  While all of these are important the one thing that I saw accelerate trust more than anything else was improving my own skills.  As they improved those working with me noticed and followed the example.  But that wasn’t the BIG payoff.  The payoff was people knew they were not working with someone who was a “do as I say not as I do” personality but someone who tried to improve the team by improving himself.

I’m a big promoter of practice, always on the bully pulpit about it.  One night about 3 in the morning some reps heard me in my hotel room practicing a speech I was going to give the next day.  Their trust soared and so did production.


If you are telling other people how to recruit or build lists or get affiliates that’s great. And the information you’re sharing with them may be profound but nothing will elevate trust like you producing results with the concepts that you are teaching.

So these are the 4 Cores of personal trust……meaning:are you going to be perceived as trustworthy…….

Turstworthy is an interesting word….. Am I worthy of trust?

Look at the 4 cores…..where can we improve?   Be brutally honest….that is part of being trustworthy, agree?

Tomorrow we will move onto the 13 behaviors and building relationship trust.

Who knows, by then you may have decided to head over to Amazon and pick up a copy.

If you’re in a hurry and like to listen to stuff while driving or walking……you can download my spin on this book for folks working at home here……no upsells, squeeze pages or informtion required.


Mark Januszewski

World’s Laziest Networker

About the Author

  • Mark,

    I’m also a fan of ‘The Speed of Trust.” I was the lead designer of the business simulation that supports the concepts, brings them alive, and demonstrated how they actually work in the real world. It’s a half-day engaging experiential workshop. It was developed in concert with CoveyLink and Solutions House/Tango Learning.


  • Really enjoyed reading this entry Mark.

    Trust is a very important quality to have, especially today. So many people have lost trust. They just don’t know who they can trust these days. I can certainly understand where they’re coming from as I too have lost trust in people who I believed in & never want people to feel that way about me.

    I understand & completely agree that I have to always improve my skills. I continually work on that, always strive for truth in everything; don’t believe in half truths. As my mother always said, “Say what you mean & mean what you say”.

    Trust is a powerful quality & for others to feel confident in saying that a person is trustworthy means – a high level of integrity & moral standards – such as I endeavor to improve on consistently.

  • Thanks for stopping by…..

    The ‘results’ thing is a tough one for most BUT…..link yourself to your upline, leverage their ‘results’ while building your own ……most people will link people working together and achievement…..not all ….but more than enough to get you going

    and the truth is…….most people would LOVE an extra 1000 a month and 400 a month less in taxes…….so don’t worry about HUGE numbers……

    mark j

  • Yes, we can’t expect others to trust us if we don’t trust ourselves. Sounds simple enough, but suspect it’s a stumbling block for many.

    Good content! (worth a tweet – you get a goldstar)

    Take care,

  • I’ve been working on my OATS for this week.
    Took a break to see a few posts here and found this Mark.

    I believe so much in the Value of Truth & Honesty.
    I can only recommend what I Use & Believe will help others as well.

    My most Challenging aspect in setting my schedule is being Physically able to Follow Through.

    I really appreciate the thought above about leveraging your upline i business. Building as a Team makes this doable for those who learn the skills and practice them.

    Thank you for your thoughts and sharing those of others like Covey.
    Agape’ Darlene

  • Love the Four Core Values – it’s so wonderful knowing you’re with a company that has those same values……Been a long time coming but I know “what man means for evil God means for good”….. Thanks for the reminders!!!!

  • Thanks Mark, great blog! The six steps, extremely important! Love them!
    1. Don’t make commitments you don’t plan to keep.
    2. Keep all the commitments you make, no matter what.
    3. Add 20% to the time you think it will take you to complete something.
    4. Stand for something, whether it’s easy or hard.
    5. Be open-minded.
    6. Ask for feedback often.
    Looking forward to tomorrow!

  • Thanks Mark for the info. on the 4 core values on how to build personal trust… but how do you get that instant rapport with someone?? Can’t wait to hear from you! Thanks, Janet.

  • Hi Mark! thanks for the info. on the 4 core values that define personal trust… but how do you build instant rapport with someone? Can’t wait to hear back from you! Janet.

  • Following a schedule is tough for anyone…..we LOVE not having one

    with challenges, we suggest short periods…..like 30 minutes


  • thanks for stopping by

    while the ‘company’ will not build your business, believing in them is crucial…..as you clearly understand….thanks for pointing that out

  • I’ve read this book and it couldn’t be truer. Once you are transparent and people know you are there for them, things just take off

  • Real solid material. Finished reading it today, and now I have a time to re-read it ang begin digesting what I have read. Without TRUST none of this material will work. Thank’s again for last night Mark & Davene. Be Blessed.

  • “The payoff was people knew they were not working with someone who was a “do as I say not as I do” personality but someone who tried to improve the team by improving himself.” This is why I’m taking your course! I want to become the best I can be to help others. Thanks Mark.

  • Re: Motive or Objective

    It is vital that we conduct ourselves in a business like manner, meaning if a commitment is made to a prospect, as you state follow-through with the commitment is important. Individuals whom the business is brought up to are often tenuous at best, thus any commitment issues can result in prospect being unwilling to move to the next step.

    In the event situations arise resulting in a change, professional courtesy is to contact the prospect, and explain. This will solidify your credibility and integrity , as a person who completes tasks fulfills, commitments.

  • As we review the 13 behaviors and apply the 4 cores in our own lives we will be building trust in ourselves by always being trustworthy and acting responsibly. All of these values are extremely important reference materials. I thank you and Davene for sharing them with all of us.

  • {"email":"Email address invalid","url":"Website address invalid","required":"Required field missing"}

    Learn How to Be a Better Network Marketer... Start Now!