I have been around a while now, and was able to realize a very long time ago, that building Trust was almost the most singular important thing you can do in “Life” or Business.

 

Some of you have heard me talking about “Building and Protecting your Brand”, and that your personal “Brand”… What people say about you… is the most important thing you need to work on and protect.

 

Now this isn’t about wandering about trying to make everyone happy! It is about being true to your word and doing what you promised to do – quickly! It is also about putting others interests ahead of your own – where you can – helping people who really need help!

 

What does the industry say about “McCann”? Perhaps the success I have had over the last 20 – 30 years has been because the majority think I am “OK”.

 

Your ability to get more of the right kind of clients, will depend on those clients to very quickly “Trust” you …… trust you enough to open up their lives and their most personal information; to trust your advice; to trust you enough to refer their closest friends and family.

 

In early meetings, it is enough that your reputation, education, and background be put in place of true “trust”. However never underestimate the need to continually build “trust”, and that trust can be destroyed as quickly as it is earnt.

 

“Trust is earned when actions meet words”. Do what you say you are going to do. I often tell people who work closely with me that to build Trust, you need “Speed and Accuracy!”

 

You can do tasks quickly – but if the answer is not right you have failed.

 

Conversely you can be detailed and deliver 100% accurate answers / projects / whatever …. But if they take forever to be delivered you have failed equally as the first example.

 

Speed and Accuracy – one is no good without the other!!

 

People often say to me that it is so hard to Trust people, and I say why is it so hard to keep a promise!

 

To put it another way… ”how can you trust someone who lies to you… I say never lie to someone who trusts you!”

 

Building Trust
1. Communicate regularly with your clients/staff…your partner!… whoever it is you want to Trust you.

2. Demonstrate Honesty and Transparency. I have been guilty over the years of being too transparent – trusting people with the Truth! You can’t be a leader or run a successful team by misleading people about the reality of where you are in the game!

3. Listen and act according to feedback. Look, you can’t respond if you don’t completely understand the problem. Listen/ask questions/restate the problem and then… and only then… consider solutions.

4. You want to be Trusted?… Trust others first!!

5. You have a business to run, a Partner who loves you, and others who often rely on you. Putting others’ interests ahead of your own is a juggling act that has no perfect solution or answer. All I would say is be aware of this point, and if the stress of it all puts your own health or position in jeopardy, then it has to be you first!!

 

The definition of “Trust” is someone who has given you authority to completely destroy them, but having the confidence that you never would.

 

If you have read to this very last line – thank you! The principles I have always lived by have held me in good stead and I hope this one has meant something to you.

 

Rob McCann