The Trust Factor - Part Two

Remarkability Institute with Bart Queen

Bart: Welcome to the remarkability Institute. This is Bart Queen your host. Now, if you've been following me over the last couple of weeks, we've really been focusing in on some ideas around trust. In last week's episode, I gave you more of a high level overview of some trust concepts. I talked about the challenges that we face in building trust.

[00:02:02] I gave you some ideas around the benefits, the things that will come to us as a result of working through our trust. And then I really looked at it a deep dive in building trust from a visual perspective, as a communicator, from a verbal perspective, meaning more your content. And then from a vocal perspective, the idea on how you say things.

[00:02:27] Today's episode is a followup to what I covered last week. Now I come back to this idea that if you Google the number one trusted person in America, you're going to find that the name Tom Hanks comes up. But if you Google, what's the number one authentic person in the world. You will get zero. If you, Google.

[00:02:53] Who is the richest person in America. You'll find currently today, or when I Googled it, you'll get Jeff. So what I find interesting is that we can't pinpoint someone around authenticity, but we can pinpoint someone around trust. I come back to the idea that I shared with you last week. That's so very important in my mind that we need to look at trust as a critical factor that we focus in on.

[00:03:22] It is not something that you should leave to what I call the whim that you don't really think about. And last week, I gave you a challenge that when you wake up in the morning, before your feet hit the floor that you ask yourself, what's a number, one thing I can do today to build trust lost with my spouse, my child, a family member, or one of my good friends.

[00:03:46] And I had you keep it in the context of that close family idea before you start making an application to your customers or your clients, in this session. What I want you to do is begin to learn and understand some ideas around what I call credibility templates. And I want you to take those templates, build with them and begin to build your credibility in the market place differently.

[00:04:16] I want you to get rid of what I call, show up and throw up about your credibility. How many times have you heard someone say this good afternoon? My name is Bart. I'm with XYZ company. Our company's been around for 35 years. We've got X number of employees. Our revenue is X. We're a global company, and we're a leader in this.

[00:04:41] And you hear these long string of things, and you'll roll your eyes. If you're the customer, especially, and you say, who cares? I thought you came here to help me building your credibility by just giving a list of resume. It is probably not the most effective way to do it. I am saying I don't share that information.

[00:05:05] What I am sharing I am saying is don't make that the first thing out of your mouth builds your credibility uniquely stand out so that they can remember you. So I come back to where I started. This is something that you should take a look at critically and not leave to a whim. And what I want you to do is understand these credibility templates and be able to apply them.

[00:05:32] Now, here's what I know. You're going to find; you're going to build stronger relationships. You're going to create deeper connections, and you're going to be able to expand and make your ability to influence people far greater. One of my favorite quotes is from John Maxwell. That leadership is nothing more or nothing less than pure influence. Your ability to influence your friends, your family, and your clients is critical to your success.

[00:06:02] So, let me come back and just review two pieces of foundational information I shared in the last episode that really the effectiveness of our communication relies more on the character of the message than the content of the message. But most of us feel like it's the content of the message. And I see this over and over again because you'll spend hours and hours on a PowerPoint slide, but you won't even take five minutes to think through in this situation, in this business meeting at this conference, in this keynote speech, how can I build my trust factor with my listeners?

[00:06:44] The second thing I want you to remember around these foundational pieces is that credibility will continue to grow. Trust will continue to grow. The connection will continue to grow if credibility continues to go up, but as soon as that fails to go up, as soon as it is lessened, as soon as it is destroyed, the connection.

[00:07:07] Becomes a disconnect. And if you don't have a connection with the people that you're communicating with, why to bother share information because you want to strengthen those connections, remember everything that I've shared with you is about building trust, build relationship engagement, and the, for a level two, that everything is about building connection, building a conversation and building your confidence.

[00:07:33] And as we think about these ideas of trust, These are the things I want you to build in your confidence. I want you to have confidence in sharing who you are and what you're about, whether it's in a one-on-one, whether it's a small group around a boardroom table, whether it's in a training room of 25 to 50, or you're at a conference speaking in front of 250 people or 5,000 people, I want you to know how to build your credit bell credibility in a manner.

[00:08:06] That people immediately begin to say, I'm like him. I trust him. This is good. And when our interaction time is shorter, you know, it's even more critical when that executive says, I've got five minutes, give you, give me what you got. The first thing that come through your mind, go, how do I build credibility or deeds?

[00:08:27] The first thing that goes through your mind is, how do I sell this person? Where if you think about how do I build credibility and build a relationship, he or she will want you to come back, especially if you've engaged them about what you can bring to the table. But most of us don't think that way. I want you to start thinking that way.

[00:08:49] I want you to take a paradigm shift and the way you build your credibility. I want you to think about it uniquely based on who you're speaking to. So think about the things you did when you met your spouse or your significant other; what did you do to create conversation and trust with them? You shared stories; you shared experiences, you shared where you've been, you share how you felt about things.

[00:09:19] And if that connection started to build, if you felt like there was good communication, then the credibility begins to get stronger. So remember, within the first six months of any relationship, that communication trumps credibility, but after that six months, credibility trumps communication or overrides it; those are two amazing principals.

[00:09:42] Think about those as you're building relationships with your customer. So now, let's really get into these ideas. In the last episode, I gave you an overview, but today I want to get very, very specific.

[00:09:56]Remember that why trust is so important is because that we're capable. We're more capable of than what we think, and we're capable and building more, more reliability, we're capable and building more truth with the relationships that we have. W we're more capable of them believing in our ability of what we bring to the table, and in a business situation, someone having confidence in your ability is cruc...