Larry Jacobson, EdD, JD is here to promote a new kind of strategy for the postmodernist workplace. Simply put, it’s fast – like anything today. Fast equals efficiency. Introduce Insta-Trust. “Trust is your desired outcome,” Jacobson writes in his new book, titled Insta-Trust: The Proven Trust-Building Process to Create Instant Rapport & Long-Term Relationships. “It is your only initial outcome. If you can succeed in building trust with a potential client or a negotiating counterparty, the odds are heavy in your favor that you will achieve a result that meets their needs and then your financial and business needs.
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Rarely will your business result arise where trust is not built first. Sure there are situations where a potential client or counterparty is so desperate that they are willing to do anything you ask them to do. But those situations are few and far between. More importantly, ask yourself if you are so interested in a sale that you are willing to take advantage of another party. Because you might win a small battle but lose the long war. Why? In the professional sphere, reputation is everything. Social media and online reviews allow aggrieved persons to vent about how poorly they are treated. Yes, not all reviews or posts are accurate, and some might be outright defamatory.
However, if there is a pattern of negative comments about you and how you treat patients or clients, it becomes far more challenging for you to build the reputation of being a trustworthy professional. You start an initial virtual interaction with the equivalent of a ten-pound weight on your leg. It takes a lot of work to overcome that type of obstacle in building initial trust. Can it be done? Perhaps. But it takes a lot longer and the outcome of a trusting relationship is far from certain.”
Jacobson adds to this, writing: “In terms of building a trust toolbox, ask yourself, what other professionals do you trust? Then ask yourself, why do you trust them? What processes did they use to build trust? How did they convey confidence and competence? What was their active listening style? Did they use humor or levity to show they sensed a key point where the discussion was getting tense? Did they use excellent segues to move from a relationship-building train of questions to a solution-building process?
By observing other professionals and seeing how they build trust, you can decide which of their processes work best for you and begin to build your personal trust toolbox… You need to develop trust-building habits. Having a trust-building mindset enables you to naturally and seamlessly treat initial interactions with potential clients as an enjoyable and positive process. Many professionals are uncomfortable with having to meet with potential clients. They would rather just do the work. In this era, gifted professionals without client-servicing abilities are underemployed professionals.
I tell my reticent clients that, ‘You are not Vincent van Gogh.’ By that I mean I am not judging their painting abilities. What I am judging is their extreme introversion. Van Gogh was an extreme introvert. His interactions, other than with a few other painters and a few family members, were nonexistent. He made no efforts to market himself and his works (unlike Picasso, who
was an early adopter of the artist as a personal brand). Vincent had his brother Theo market his works. Yet during his lifetime, virtually none of his paintings were sold. Only after his death was van Gogh recognized for the genius he possessed.”