The best way to �nd out if you can trust somebody is to trust them.- E R N E S T H E M I N G W A Y

TRUST5 steps to establish

with yourteam

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BER

EXCLUSIVE

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Reaching out to people and building relationships based on

trust might seem like a natural idea, but how do you do it? This

guide goes through �ve ways you can show people that you

believe in them and that you care.

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If you can establish an environment where every single person

feels that they are part of a team and have a chance to

contribute, you’ve created a situation where people can do

great things. To build an environment like this, you have to

start with trust.

A MESSAGE FROM DAVID

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99.99%

0.1%

KNOW THAT PEOPLE WANT

TO CONTRIBUTESTART WITH THE RIGHT ATTITUDE:

REALIZE THAT 99.9 PERCENT OF PEOPLE COME TO WORK EVERYDAY WANTING TO TRY HARD AND DO A GOOD JOB. SO YOU HAVE TO GO TO WORK EVERY DAY THINKING ABOUT YOUR PEOPLE THAT WAY AND APPRECIATING THEM FOR IT, NOT LOOKING TO CATCH THE 0.1 PERCENT WHO WANT TO MESS THINGS UP OR DON’T ACT IN GOOD FAITH.

THIS ISN’T ALWAYS EASY, BECAUSE WE ALL WORRY ABOUT THE POSSIBILITY OF SOMEONE TAKING ADVANTAGE OF US. BUT WHICH IS WORSE – THE SMALL POSSIBILITY THAT A PERSON OR TWO WILL TAKE ADVANTAGE OR THE POSSIBILITY OF MISSING OUT ON ALL THE GOOD IDEAS AND OUTPUT THAT COULD BE UNLEASHED WHEN YOU TRUST IN PEOPLE’S POSITIVE INTENTIONS?

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HOW MUCH DO YOU TRUS T YOUR TE AM?

NOT AT ALL

WHAT IS CAUSING YOU NOT TO TRUST YOUR TEAM?

WHAT CAN YOU DO TO BUILD MORE TRUST WITH YOUR TEAM?

HOW CAN YOU HELP OTHERS LEARN TO TRUST?

COMPLETELY

1 2 3 4 5 6 7 8 9 10

ARE YOU HAPPY WITH YOUR RESPONSE? WHY OR WHY NOT?

IF YOUR ANSWER IS...

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5-7

8-10

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WHO DO YOU NEED TO GET TO KNOW BETTER ON YOUR TEAM IN ORDER TO BUILD TRUST?

Don’t overlook the simple things, such as the fact

that you can’t really trust someone you don’t

know. Getting to know people will not only make

you feel more comfortable when you have to rely

on them, but taking the time to do this also

shows them that you care.

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HOW DO YOU DEMONSTRATE THAT EVERYONE COUNTS?

YOU SHOW AN INTEREST IN EVERYONE NO MATTER THEIR POSITION.

YOU ASK LOTS OF QUESTIONS AND LISTEN INTENTLY TO LEARN WHAT’S IMPORTANT TO THEM.

YOU CONSISTENTLY DEMONSTRATE THAT YOU ARE OPEN TO EVERYONE’S THOUGHTS AND IDEAS.

IT’S BEEN SHOWN THAT THE MOST SUCCESSFUL COMPANIES HAVE A CULTURE WHERE EVERY SINGLE PERSON FEELS VALUED. NO MATTER WHAT THEIR POSITION, THEY ALL KNOW THEY HAVE A CHANCE TO CONTRIBUTE AND MAKE A DIFFERENCE.

2DEMONS TR ATE

THAT E VERYONE COUNTS

THE OBJECTIVE IS TO HAVE EVERYONE FEEL LIKE THEY PLAY AN IMPORTANT ROLE IN THE BIGGER PICTURE.

THIS ISN’T ALWAYS EASY, BECAUSE WE ALL WORRY ABOUT THE POSSIBILITY OF SOMEONE TAKING ADVANTAGE OF US. BUT WHICH IS WORSE – THE SMALL POSSIBILITY THAT A PERSON OR TWO WILL TAKE ADVANTAGE OR THE POSSIBILITY OF MISSING OUT ON ALL THE GOOD IDEAS AND OUTPUT THAT COULD BE UNLEASHED WHEN YOU TRUST IN PEOPLE’S POSITIVE INTENTIONS?

WHAT’S ONE ACTION YOU CAN TAKE THIS WEEK TO SHOW THAT EVERYONE COUNTS? Use the tips from previous page for ideas.

HOW EFFEC TIVELY ARE YOU DEMONS TR ATING

E VERYONE COUNTS

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The more they know the more they’ll understand. The more they understand, the more they’ll care. Once they care, there’s no

stopping them. If you don’t trust your associates to know what’s going on, they’ll know you really don’t consider them partners.

- S A M W A L T O N

THIS WAS A PRINCIPLE I LEARNED WHEN VISITING WALMART. ONE WAY TO SHOW PEOPLE YOU TRUST IN THEIR ABILITIES AND INTENTIONS IS TO SHARE WITH THEM WHAT YOU KNOW. NO ONE UNDERSTOOD THIS BETTER THAN SAM WALTON, THE FOUNDER OF WALMART. EARLY ON, HE ESTABLISHED SATURDAY MEETINGS, WHERE HE WOULD GATHER PEOPLE TOGETHER FOR THE SOLE PURPOSE OF SHARING WITH THEM EVERYTHING HE KNEW ABOUT THE BUSINESS. WHY BOTHER? HE ONCE WROTE THE FOLLOWING, WHICH I THINK EXPLAINS IT:

3THE MORE THEY

KNOW, THE MORE THEY CARE

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WHAT’S ONE ACTION YOU CAN TAKE THIS WEEK TO INCREASE THEIR KNOWLEDGE?

HOW GOOD ARE YOU AT KEEPING YOUR TE AM IN

THE KNOW ?

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4A SK QUES TIONS THAT PROMOTE

INSIGHT TO FIND OUT MORE ABOUT WHO PEOPLE ARE AND WHAT THEY THINK, ONE OF MY FAVORITE QUESTIONS TO ASK IS, “WHAT WOULD YOU DO IF YOU HAD MY JOB?”

HAVE YOU SHOWN THEM THAT YOU CARE BY ASKING THEM WHAT THEY THINK AND GETTING TO KNOW THEM BETTER?

GETTING INSIDE PEOPLE’S HEADS IS IMPORTANT, SO DON’T BE EASY ON YOURSELF. DON’T ASK QUESTIONS OF JUST THE PEOPLE YOU WORK WITH EVERY DAY. I CALL THIS ”GOING TWO DEEP.” IT MEANS YOU DON’T GET TO KNOW WHAT JUST YOUR BOSS IS THINKING, YOU GET TO KNOW WHAT YOUR BOSS’S BOSS IS THINKING. AND YOU DON’T GET TO KNOW JUST YOUR DIRECT REPORTS. SPEND SOME TIME WITH THOSE WHO REPORT TO YOUR DIRECT REPORTS. EXTEND THIS IDEA EVEN FURTHER, TO CUSTOMERS OR CLIENTS OR ANYONE WHO MIGHT HAVE SOMETHING TO DO WITH THE GOAL YOU WANT TO ACHIEVE.

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SCHEDULE TIME WITH EACH OF THEM TO DISCUSS A SITUATION THAT YOU ARE FACING AS A LEADER. BE SURE TO ASK PROBING QUESTIONS SUCH AS, “WHAT WOULD YOU DO IF YOU HAD MY JOB?”

IDENTIF Y YOUR “ T WO DEEP ”

TWO ABOVE

TWO BELOW

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NOTES FROM YOUR CONVER SATION

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WHAT RESPONSIVE ACTION WILL YOU TAKE?

HOW WILL YOU COMMUNICATE IT WITH OTHERS?

ONCE YOU’VE FOUND OUT WHAT PEOPLE THINK, YOU’VE GOT TO ACT ON THAT AND SHOW THAT YOU’VE TAKEN THEIR INPUT INTO ACCOUNT. TAKING RESPONSIVE ACTION WILL SHOW THAT YOU ACTUALLY LISTENED TO THEM AND CARED ENOUGH TO ACT ON IT.

5TAKE

RESPONSIVE AC TION

KNOW THAT PEOPLE WANT TO CONTRIBUTE

DEMONS TR ATE THAT E VERYONE COUNTS

THE MORE THE Y KNOW, THE MORE THE Y C ARE

A SK QUES TIONS, THAT PROMOTE INSIGHT

TAKE RESPONSIVE AC TION

TRUST5 steps to establish

with yourteam

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