SUMMARY

  • “Nothing happens in business – or life – until you have some level of trust”
  • “Trust is the most important factor in influence. If you want more influence, you need more trust.” 
  • Discover the number one factor to getting trust.
  • Trust… or mistrust… begins to grow in under 40 milliseconds. See how to gain instant trust.
  • You naturally build trust everyday. Pull the curtain back and see how it is done.
  • Comment below and share your insights on creating trust
Full Transcript

We hear a lot these days about trust being a huge factor in making business run smoother, for transactions being done better and more efficiently, for providing better leadership and having people want to follow you.

And that’s great, but we don’t hear as much about how to create trust.  What are the psychological and emotional triggers that get people to want to trust you, to have faith in you, to want to follow you?

In the next few minutes, I’m going to show you exactly what you need to do to create instant trust, instant rapport, with those that you lead…with those that you do business with.

I’m reminded of, when I was back in my early teens and in the dating mode.  You see, in my teenage years, I was super-excited about one particular thing.  I was super-excited about getting married, having a family, having a BIG family, lots of children, and being able to have a business where I could work from home.

I had all these great ideas…these great dreams.  But it was all centered around spending a ton of time with my wife and with my children at home.

I remember in my early 20’s, I’m driving down this road and my girlfriend was sitting in the car next to me.  And we were pretty serious…we ha talked a lot about potential marriage and family and all these kinds of things.

And I shared with her this dream, this vision that I had of being a daddy and being a great husband and spending a ton of time with my family and being able to work from home and all these great ideals that I had.

And there was this moment of like kind of awkward silence.  And she sat there. And you know you can feel when people are like, not very comfortable.  And she was kind of like…got kind of stiff and cold and was like “Why would I want you home all day?  Like, I want to go out and do stuff.”

And I remember thinking, “Is there an eject button?”  Like Batman’s car – I wanted to hit the eject button and just…sling her out of the car.

See, there was such an astronomical difference between her vision of family life and my vision of family life.  And I wanna tell you, there’s nothing wrong with her perspective. But it was completely different than my perspective.  And it caused me not to trust that we were going to have a great relationship and that things were going to work out.

Well, this little story is exactly why people sometimes don’t trust you.  Or sometimes why you don’t trust them.

I’m sure you’ve been in a situation where you’ve been like “Oh, I’m really relating to this person, I’m liking them…”  And then they say something and you realize your world view, your perspective, your priorities, the things that make you feel safe or powerful or happy or alive or all those kind of things are completely different than this other person.

And in that moment, there’s a breach of trust to some degree.  You still might like them or respect them, but fundamentally trusting them is not really there.  That trust level is not there.

So how do you create trust?  Well, the number 1 factor to trust is similarities.  And this is because we have this thing in our brain that says “Anything that is similar to me must be safe, must be okay.  Because what I’m doing in life right now is causing me to be at 98.6 and breathing – I’m alive and I’m well and I’m happy. Therefore the things that I do must create those kind of results.”

And so if somebody else exhibits that behavior, those beliefs, that kind of emotion, then well, if they’re similar to you, then they must be trustworthy.  And oftentimes, that is exactly true.

So in your business, in your leadership, in your dealings, in your presentations, as you’re working with other people, seek for common ground.  Seek for similarities. Seek to have something in common with them. We do this all the time.

When you meet somebody, isn’t the first thing you say is “Well, where are you from? What kind of work do you do?  What do you like?” We start seeking for similarities.

So understand your target audience.  When you’re doing presentations…when you’re leading out, understand who your audience is, who the people are that you’re communicating with.  

Find common ground – real, genuine, sincere common ground – and you’ll discover that their ability to trust you exponentially skyrockets.  Thus your ability to influence them will exponentially skyrocket.

Seek for common ground, and enjoy the influence that comes from it.

I’m Joshua Boswell.  Thanks for listening.  Bye now.

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