We are in a crisis. What’s more, our biggest crisis is not the financial one. At the World Economic Forum in China last week world leaders declared that our biggest crisis is not financial but a lack of trust and confidence. We are in a trust crisis and few people really understand the bottom line implications. Not only does it affect credit and government relations, but it also affects every relationship and every organization. Professor John Whitney of the Columbia Business School found, “Mistrust doubles the cost of doing business.” He is right. Without trust leaders lose teams and sales people lose sales. Without trust we all lose productivity, retention of good people, reputation, morale and revenue. The lower the trust the more time everything takes, the more everything costs, and the lower the loyalty of every one involved. However, with greater trust come greater innovation, creativity, freedom, morale, and a bigger bottom line.

All of my Master's research points to the fact that trust is the fundamental key to the most successful leaders and organizations. Obtaining this level of trust isn’t easy. If you are looking for a quick fix, don’t look to trust. While it may appear to be static, in reality it is more like a forest—a long time growing, but easily burned down with a touch of carelessness. Trust is by nature solid and proven. Without trust no lasting genuine success exists--just a brittle, fluffy, mirage of the real thing. The good news is that we can build this fundamental key to success. It is worth it! And it is the ONLY way to genuine relational or organizational success. Following is a synopsis of the eight pillars that build the Trust Edge.

1. Consistency: It’s the little things, done consistently, that make the big difference. In every area of life it is the little things. If I am over weight it is because I have eaten to many calories over time, not because I ate too much yesterday. If I am a good husband I am doing the little things that honor my wife on a daily basis. It is the same in business. The little things done consistently make for leaders being followed, increased sales and retention, and a higher level of trust. Consistency is the way brands are built and character is revealed. Even if we don’t like McDonalds, we trust them because they deliver the same burger in Cleveland as in Tokyo. Do the little things, consistently.

2. Clarity: People trust the clear and mistrust or distrust the ambiguous. Be clear about your mission, purpose, expectations, and daily activities. When people are clear about the mission they do the little things differently. A clear mission unifies and inspires. When a manager is clear in expectations, she will likely get what she wants. When we are clear about priorities on a daily basis we become productive and effective.

3. Compassion: Think beyond yourself. Never underestimate the power of sincerely caring. It is the reason we trust our mothers over some sales people. We are skeptical if the sales person really has our best interest in mind. “Do unto others as you would have them do unto you” is not just an old saying, it is a bottom line truth. If followed it builds trust.

4. Character: Do what is right over what is easy. Character is a mix of two things. One is integrity, which means being the same from beliefs to words to actions. The other is moral character. It could be argued that Hitler had great integrity but low moral character. Most people know what is right. It is doing what’s right that is the difficult. We know we should respond to that email or stop watching TV and exercise or read to the kids. Take the high road in every interaction.

5. Contribution: Few things build trust quicker than actual results. Be a contributor that delivers real results!

6. Competency: Staying fresh, relevant and capable builds trust. The humble teachable person keeps learning new and better ways of doing things. They stay current on ideas and trends. According to one study the key competency of new MBA’s is not a specific skill, but rather the ability to learn amidst chaos. Arrogance and a “Been-there-done-that” attitude keep people from growing. There is always more to learn so make a habit of reading, learning, and listening to fresh information.

7. Connection: People want to follow, buy from and be around friends. People become friends when they build connection. Ask questions. Listen. Life, work, and trust are about relationships. All relationships are best built by establishing genuine connection.

8. Commitment: Stick with it through adversity. Followers trusted General Patton, Martin Luther King Jr., Gandhi, Jesus and George Washington because they saw commitment. They saw sacrifice for the greater good. Commitment reveals and it builds trust.

Trust does not start with the economy or government. It starts with individuals becoming trusted. When will we get out of this trust crisis? When we as individuals decide to build the Trust Edge on a daily basis. Keep on being trusted.

Dave Horsager, MA, CSP is an award-winning speaker, producer, professor, and entrepreneur. He has energized audiences on four continents with his humorous dynamic style and compelling bottom-line insights that help leaders and organizations gain the Trust Edge. Find out more at www.ideahorse.com or call 800.608.8969.

Labels: consistency, growth, leadership, relationships, teams, Trust, Vision

My wife said something profound at the funeral for her grandmother last month. She said of her grandma, "She believed in me no matter what. I was always the smartest, most beautiful, most wonderful to her. You have got to have someone who loves you like that even if they are wrong--especially if they are wrong!" Oh the importance of someone believing in you--believing in the best of you. That belief tends to bring out the best in all of us.

I think of two very different coaches that I played for growing up. One was our football coach, Mike Mahlen, I believe the winningest High School football coach in the state of Minnesota. The other was our basketball coach. In football we won nearly ever game, in basketball we won one game and lost sixteen my senior year. I am not saying it was all the coaches fault, but there was a clear difference in the two. There former really believed in each player as an athlete and as a good young man. His belief brought out the best. In basketball few felt believed in and we lost.

On your team and in your family, believe the best for those around you. If you do, you might just get their best!

Labels: Leaderrship, relationships, teams

As I am up with the my family on the farm where I grew up I am reminded of how healthy things grow and sick things die. On the farm healthy animals and crops grow. Sick ones don't, and often die. It is the same in organizations isn't it? Healthy people and organizations grow and sick ones get stagnant and even die.

When we take the time to water and cultivate relationships, ideas, and competencies growth is nearly certain. However, when we get complacent and careless, we start to shrivel. Many say, "The grass is greener on the other side". The truth is it is greener where one tends to it. Tend to your relationships, clients and organizations daily and see great growth, and green pasture!

Labels: growth, leadership, relationships