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Trust is not what you think it is. It is not absolute or universal. Trust is relative. The same behavior that would cause one person to trust you could cause another person to distrust you. The level of trust someone has in you is the product of their trustfulness (their willingness to trust other people) and your trustworthiness. There is almost (I said ALMOST) nothing you can do about the former, and everything you can do about the latter. Because of that, you must evaluate your own trustworthiness one relationship at a time, separately. Odds are, though, that the same behaviors that are holding you back from being more trusted in one relationship are holding you back from being more trusted in other relationships. Welcome to The Trust Show. I’m your host, Yoram Solomon, a top 10 trust expert and researcher, the author of the book of trust, and the creator of the Trust Habits® workshop that helps people and organizations form new habits that change old behaviors, build trust, and transform organizations. In this educational podcast, I will challenge you to think differently about trust, through the 8 laws of trust and the 6 components of trustworthiness. I will share my own stories, experiences of others, trust research, and sometimes, reflect on a news item. And through those, I will show you how to build trust, be trusted, and know who to trust. Because the answer to this question will have the biggest impact on your personal and professional, success or failure: can you be trusted?
Episodes
Tuesday Dec 19, 2023
Tuesday Dec 19, 2023
This is not an episode about trust. Instead, I'm sharing why I don't do strategic planning in the last two weeks of the year. Companies often consider this time downtime because many people take this time off. But is it really the best time for strategic planning? Is there really something so magical about the end of the year and the beginning of the following year? In this episode, I’ll explain what I don’t do end-of-year strategic planning and what I do (and don’t do) instead.
Tuesday Dec 12, 2023
Tuesday Dec 12, 2023
Last week, we witnessed another example of the vicious cycle of hurtful actions (or words) and insincere apologies driven by the wrong reasons. This time, it was the congressional hearing about antisemitism with the presidents of three Ivy League universities and the “clarifications” (apologies?) that followed. In this episode, I will discuss this vicious cycle and how it’s related to trust.
Tuesday Dec 05, 2023
Tuesday Dec 05, 2023
There are two types of negotiations: win-win and zero-sum-game (or win-lose). You don’t need trust for the latter, but for win-win negotiations, you do. In this episode, I discuss the two types of negotiations and how trust helps reach the best outcome for both sides in win-win negotiations. It will use the relative trust model components such as personality compatibility, symmetry/fairness, positivity (empathy and NoBS), and time and intimacy.
Tuesday Nov 28, 2023
Tuesday Nov 28, 2023
S. Lewis said, "Integrity is doing the right thing, even when no one is watching.” One of the components of my relative trust model, one of the components of the “what you do when you interact with me” group, is Positivity, specifically NoBS. One of the examples of NoBS I gave in The Book of TRUST is when you do something “for show.” When you do things just so that other people see. This correlates well with C.S. Lewis’ quote. But, if nobody knows that you do good things, they may not know you are someone they can trust. How do we resolve this paradox? In this episode, I’ll talk about the paradox and give you ideas on when to make things known to others to be trusted by them and when not to.
Tuesday Nov 21, 2023
Tuesday Nov 21, 2023
Previous episodes discussed the Trust Premium research, but in this episode, I want to explain how it can help you get more customers and get them to pay a premium for what they buy from you, whether it’s products or services. This is far from theoretical. This is how you apply the research. I will talk a bit about the research itself, but then the three steps of turning this research into a source of increased revenue and profit for you. The questions that will be answered are: What is the trust premium in my industry? Who are the customers willing to pay higher premiums for high trustworthiness? What is the premium that MY customers are willing to pay for my trustworthiness? What am I doing that prevents me from getting the maximum trust premium in my industry? How can I fix it?
Tuesday Nov 14, 2023
Tuesday Nov 14, 2023
A few years ago, I was asked, “why do you need to write another book about trust? What’s so special about it?” When I teach my students entrepreneurship, I tell them that the only way a new entrant to a market can succeed is by doing something different. Unique. And I live that advice. I wouldn’t have started pursuing the topic of trust if I didn’t have a unique approach to it. In this episode, I discuss what makes the Trust Habits® and Trust Premium™ unique, because they are.
Tuesday Nov 07, 2023
Tuesday Nov 07, 2023
An EFMD study found that leadership was the number one topic pursued by more than 90% of corporate buyers of education. Training Industry Inc. believes the leadership development industry is worth over $366 billion globally. SHRM found that 84% of companies rated leadership development as important or very important. We are obsessed with the word leadership, and this obsession has costs. I will share them in this episode and what I think we should do about it.
Tuesday Oct 31, 2023
Tuesday Oct 31, 2023
Today, 56.5% of emails are spam, for which 73% is identity theft, and 36% is marketing/advertising for things we don’t need. The U.S. alone generates 8.6b spam emails every day. You get those emails. Spam folders try to block most of them but occasionally allow false positives (credible emails that get caught up in spam folders) or false negatives (spam emails that pass through the filter) to go through. You are the last line of defense. How can you tell if an email is spam or not? In this podcast episode, using two of the 8 laws of trust and my 6-component relative trust model, I will demonstrate how I analyze an email to determine whether it’s spam or not.
Tuesday Oct 24, 2023
Tuesday Oct 24, 2023
The Trust Premium™ research shows that of all the behaviors that a financial advisor, or a professional in general, demonstrates that can affect the probability that a customer would hire their services or buy from them, the top one was the no-BS component, which received the highest score of 4.01 (on a scale of 1 to 5), and 65% of participants said that they would definitely or much more likely hire the services of an advisor who uses no BS in communicating with them. I don’t know about you, but I’m not surprised by this result. We are born with a sensitive BS detector, which improves over time. The surprising thing to me is that salespeople and other professionals believe they can BS their way to a deal, not realizing that BS causes them to lose the deal.
In this podcast episode, I will talk about some of the items I included in my research under the heading of “noBS,” and from The Book of TRUST, I will contrast BS with no-BS behaviors.
Tuesday Oct 17, 2023
Tuesday Oct 17, 2023
My new ground-breaking survey found that customers are willing to pay 41.0% higher fees when they work with a financial advisor they trust more than a financial advisor they trust less. That’s trust premium.
Last week, I received the first results from my first group of panel surveys, which I used to assess the trust premium of financial advisors. I chose financial advisors as the first group simply because, well, I have a friend who is a financial advisor…
In this episode, I will explain how the survey took place, some of the results from the study, and explain what’s next. A survey like that has never been done before, and the results are ground-breaking. I’m really excited about the work I’m doing on researching and affecting the Trust Premium for salespeople, service providers, and professionals in any industry.