Invest in Trust

All leadership is based on trust. If someone doesn’t trust you they simply will not be committed to truly following you. They might comply with you, they may do what you tell them to do, they may even kind of like you but they will not commit to you.

 

Building trust takes time. When I hear someone say “you must earn the right to lead” what I really think they are saying is “you need to build some trust before anyone will actually follow you.”

     

Authentic leaders know that their title or position does little in the way of building trust. People don’t trust titles, they don’t trust positions, and they don’t trust names. People trust people.

     

Trust building must be intentional. It should happen every day. If you’re a leader, or someone in a leadership position, (of course you know that holding a leading position doesn’t mean you’re actually a leader) then you should be aware that your people are watching you. They want to see if your actions match your words. They want to see if you honor your commitments, and not just to them but to others as well. If they are going to trust you then they expect you to honor your commitments, period.

     

Every leader, every person really, has what I call a “credibility bank.” Every time we do what we say we will a small deposit is made into our bank. Every time we fail to do what we say we will do a large withdrawal is taken from our bank.

     

If that doesn’t seem fair get over it. Building trust takes time and real trust doesn’t come easy for most people. The next time you’re tempted to blow off a commitment just remember your credibility bank and maybe the temptation will pass.

     

If trust building must be intentional as I’ve already said it must, then how do you plan to go about it? Seriously, I’m suggesting to you that you don’t just let trust happen, don’t just assume that people trust you. I’m suggesting that you become intentional in building trust.

     

Take tons of notes about the commitments you’ve made, block time on your calendar to honor those commitments. Return phone calls, answer emails, if you say you’ll do something then by any and all means possible, do it! Always, every time, no exceptions and no excuses. 

     

Virtually everything you say and do sends you to your credibility bank, the only questions is; will you be making a deposit or withdrawal?


Think about that for a while and then get busy adding to your credibility bank!

It All Matters

I have this thought that we all have have what I call a credibility bank. Every time we do or say anything either a deposit or withdrawal is made from our account. Every time! That means everything we say or do matters, all of it, all the time.

 

When we do what we say we will a small deposit is made. When we fail to do what we say, or we say something that doesn’t align with our stated values or principles, a very large withdrawal is made. So we get very little “credit” when we do what’s right but we are heavily penalized when we do what’s considered wrong. 

 

That almost doesn’t seem fair but it is what it is.

 

There are no neutral actions or interactions. Everything you do and say either improves your standing with others or lessons it to some degree. Everything you say and do either leaves a person feeling better about you and themselves or worse. 

 

Your words and actions matter, all of them. 

 

That’s why it’s so hard to pretend to be someone you’re not. Over time the real you comes out. You can fool some people for a long time but not for all time. 

 

That’s why I would always tell aspiring leaders not to try to look or act like a leader. Simply lead. Don’t try to be the kind of person someone would want to follow, be, really be, the kind of person someone would want to follow. 

 

Understand that your words and actions will determine whether or not you earn the opportunity to truly lead. If your credibility account drops too low that opportunity will be lost because without credibility you simply cannot lead.

 

Don’t let that happen to you. You are a combination of what you say and what you do, when those two align your credibility balance will grow by the day. If they don’t align it will drop like a rock.


It all matters!

The High Cost of Low Trust

Trust is hard to come by today. In the United States the two people who will compete for the Presidency this fall are the least trusted candidates ever to run for that high office. 

Laws are put in place basically to combat lack of trust. U.S. Federal regulations cost businesses the equivalent of a little more than 10% of the gross domestic product. Lack of trust is truly expensive.

When trust is low within an organization then every communication, every interaction, every strategy, every decision is doubted, slowing things down and increasing costs. Some research shows that a lack of trust can as much as triple the time it takes to accomplish anything worthwhile.

Building trust and credibility should be a daily activity for all leaders. Just because you have trust today doesn’t mean you always will. Trust must be constantly nurtured. Assuming that you are trusted simply because you consider yourself trustworthy is an all too common mistake for leaders. 

There are many actions that a leader can take to build trust on a daily basis, here are just a few.

Be a straight talker. Use tact, be polite, and show compassion. But when something needs to be said then say it. Say it in a way that won’t be misunderstood. Ask a question or two to verify that the message you intended to convey is the message that was heard. Assume 100% responsibility for the effectiveness of your communications, after all, you have the audacity to call yourself a leader. So don’t make someone else responsible for understanding something you said.

Admit when you’re wrong. Leaders can be wrong, just like every other human being on earth. Dale Carnegie said, “when you’re wrong admit it quickly and emphatically.” That is an important principle for leaders to keep in mind. Trying to hide a mistake is often a bigger mistake than the mistake you’re trying to hide.

Be trusting. If you want other people to trust you then you need to trust other people as well. I recently had a conversation with someone who told me that they would never “just trust” someone. They said that trust had to be earned. They said that they “tested” people by asking them to do little things, the kind of things that it didn’t really matter if they were done or not. The people were not told they were being tested with meaningless tasks. 

When I said it seemed to me that they might be deceiving people to determine if they were trustworthy I was told that “you can’t be honest with people you don’t trust.” That my friends is some messed up thinking and the kind of thinking that will certainly kill trust. 

The only honest way I know of to find out if someone is trustworthy is to trust them, really trust them. If you’re a leader and you want people to trust you then you must trust them first. It is called leading for a reason, you need to trust first.

Those are but a few of the many actions a leader must take daily to build trust. Clearly one of the biggest mistakes a leader can make is to assume they are trusted just because of their title or position. 

Actually, in today’s environment the opposite is more often true.