Saturday, November 11, 2006


Absolutely nothing is more important in the business world today than trust. Sure, knowledge and skills are important. Building your team is important. Building a network that provides you with the connections to make things happen when it's necessary is important. But without trust, everything else is virtually useless.

Trust isn't something you create in a day. It takes time. Trust is earned through honesty, quality, service, and consistent performance over time. Trust is earned one person and one deal at a time. How do you achieve that? I'm sure you know, but I'll remind you anyway.

Always be truthful about your intentions. When you lie and people find out — and believe me, they will — they aren't going to believe you the next time.

Maintain an open line of communication. Share information. Encourage feedback. Know the concerns of the people you're dealing with so you can take appropriate action.

If you make a mistake, acknowledge it and fix it. Trying to cover it up or make excuses only compounds the problem. Correct the situation and move on.

Always give people more than they expect. We've all been disappointed when someone promised more than they could — or was really willing to — deliver. Under-promising and over-delivering does more than just delight your customers and associates; it clearly demonstrates that you are trustworthy and deserve respect.

Don't be tempted to move into a gray area just because you think you can get away with it and the profits could be substantial. When the stakes are high, your integrity should be even higher.

Finally, remember that trust is a two-way street. Just as you’re willing to earn the trust of your associates, so should they be of you. And if they prove untrustworthy, remove them from your network.

Can you build wealth without integrity? Sure. It happens all the time. That doesn’t make it right, though. When you build on sand, you never know when the foundation will shift and your house will come crashing down around you. Build on rock — that is, on truth, honesty, and integrity — and you’ll be confident your foundation is secure and you’ll weather any storm.

Thanks to Mark Sumpter for this!!!