Stephen M. R Covey, author and son of the famed Stephen Covey (The 7 Habits of Highly Effective People), says that
Trust = Character + Competence
In his recent book “The Speed of Trust” he chronicles the distinctions between what constitutes Character, what constitutes Competence and where both are in play together. The book is definitely worth the read and is recommended to all whose intent is to build long term and profitable relationships with their clients.
Regardless, when you think of Competence, knowledge in and of your field of expertise, isn’t that just table stakes? Isn’t such Competence expected of you by all your prospects and clients, … that you will have the products and the acumen to support them optimize their satisfaction and return on investment. It’s a crowded market place out there! Every organization boasts that they possess the best products, but we all know that just isn’t so. So what will distinguishes you from the crowd? At Beyond Possibility, we profess that it’s the Character Component of Mr. Covey’s equation that makes the difference.
What is Character? Character has three ingredients.
Intent: The genuine, authentic self that you portray at all times with your clients, where there is no doubt whatsoever, that their needs and interests are foremost in your mind.
Words/Language: The non evaluative, non judgmental way that you listen deeply and ask powerful questions that get to the heart of what really matters most to your clients.
Relationships: There is no hidden agenda. You speak openly, honestly and so do they. The relationship strengthens to the point where the inevitable fluctuations that occur in markets will not shake the trust you have cultivated.
These components constitute Character and they result in Trust.
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