The Four Pillars of Trust

Trust ensues as the result of the exchange of value over time. There are four behavioral traits that must be preformed in order to build and sustain trust. They are;

1. Follow through – do what you say you’re going to do when you say you’re going to do it. One component of trust is that we impart on others the faith that the desired behaviors that have proceeded will continue on into the future. It is this faith that catalyzes the on going exchange.
2. Expectations - Set reasonable and accurate expectations – Meeting expectations are the tangible benchmarks by witch we measure effectiveness. By bending to pressure to set expectations that are unattainable we are assuring the perception of failure.
3. Be an expert - Strive to be to be an expert at what you sell so you can be an advisor. The more you know the better the advice you can give. Knowledge is not a destination but a process that unfolds. By striving to be an expert we prepare ourselves to be continual learners which enables us to remain relevant
4. Act with integrity – do the right things, for the right reasons, at the right time. This is the filter by which we assess all behaviors. The development of trust will not take place unless there is a feeling of benevolence between the parties involved

Doing these things in isolation will not necessarily lead to the development of trust and increase your business. In order to reap the benefits these behaviors must be guided by the intent of creating mutual value.