Mo asks Josh Kaufman: Great relationships are something we should invest in. How can someone be more effective at managing relationships?
- When you enter into any new relationship, trust is something that needs to be built over time.
- Trust is earned by showing up and demonstrating that you understand someone, and what’s important to them. Even before someone becomes a prospect, you can keep adding value to a relationship and building that trust. This is known as earned regard, and all business development activities will be more effective as the trust grows.
- You earn the trust and regard of your team in the same way that you earn the trust of a prospect or client. Keep showing up and providing value, and demonstrating your trustworthiness.
- There are three methods of building trust known as the Golden Trifecta: essentially, you treat people with appreciation, courtesy, and respect. The more you interact with people in those three ways the more likely you are to produce a positive result. In a business environment, you layer adding value on top of those three fundamental approaches to interacting with people.
- The effect of this accumulates, as well as behaving in the opposite. Respect compounds and leads to a trusted and valued relationship, constant disrespect or discourteousness destroys relationships over time.
- The combination of earned regard and the Golden Trifecta are very effective at deepening relationships in all areas of your life.
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