The Trust-O-Meter Assessment

In our increasingly competitive world, very rarely does and individual professional service provider, coach, or consultant truly have a significant advantage over others.  The ability to create trust is often the single biggest factor that differentiates these close competitors to secure a client assignment. 

   

The Trust-O-Meter assessment below that has been adapted from the book The Trusted Advisor will provide some insight into your ability to create trusting relationships and provide areas of development to gain mastery into this important business and personal skill.  

Download the Trust-O-Meter Assessment

Rate yourself on a scale of 1=low to 4=high as you evaluate the following statements.

• I am consistent and highly dependable.
• Serving my clients is my highest priority and I place a lower focus on my self-interest.
• I am genuine and my clients feel comfortable around me.
• I am more focused on being interested versus interesting.
• I seek to understand and then be understood .(S. Covey)
• I am an active reflective listener.
• I am honorable and keep conversations confidential. I avoid gossiping.
• I have a good sense of humor and am fun to work with.
• My clients often share personal information with me.
• My clients feel safe in discussing difficult issues.
• I genuinely care about my clients and it shows.
• I see my clients as people, not just a person fulfilling a role.
• I seek out opportunities for client contact to provide value added service.
• I often gain repeat business and referrals from my current and past clients.
• I am willing to generously share my skills and knowledge and take the time earn the trust of others.
• I am clear about my values and express them openly as a basis for creating trusting relationships.
• I do what I say I will do. My actions match my words.
• I exhibit a high degree of emotional intelligence and have been told I have strong interpersonal skills.
• I am naturally curious and ask appropriate questions to learn how I can best help my clients.
• I am a win-win person and strive to build consensus with others.
• I consider myself thoughtful, considerate, sensitive to people’s feelings, and supportive.
• I frequently show my sincere appreciation for others.
• I believe that focusing on giving others what they want is the source of my own success.
• I stay the course even when the going gets tough.
• I am fully focused on my client’s agenda without distraction.

 The maximum score you can achieve is 100.  Consider comparing your answers with a TRUSTED colleague or friend.  I hope you enjoy the conversation and will share your insights and thoughts by contacting me at barry@dempcoaching.com.

Building Relationships for Better Business Results

Think for a moment about the most important assets that you possess to help your business succeed.  Some of the more common responses that we typically hear are money, tools, knowledge, or even a particular trade or skill.

However, when asked about the most important business building tool in a recent LinkedIn.com poll conducted by Barry Demp Coaching, LLC the majority of the participants stated that Relationship Building was the most important skill for business success.

There are several different types of relationships that you can have with different people as a business professional.  Here are some examples: 

1. Customer
2. Co-worker
3. Vendor
4. Employee
5. Business Partner
6. Trusted Referral source
7. Client
8. Contractor
9. Prospective Client
10.  Former Client

Building and managing all of these different types of relationships can be quite challenging at times because they can each occur within a different context.  Within each different context, it becomes extremely important to recognize how your behavior is viewed by the other person, and, how you expect to be treated by the other person.  Remembering these two points will make your behavior top-of-mind and you will find yourself treating others the way you would like to be treated.     

Top 5 Relationship Building Tips

1. Be genuinely interested in what the other person has to say, and use open-ended questions to demonstrate your interest.  Remember, everyone’s favorite subject is themselves.  In your conversation use the words who, what, where, when, and how but avoid using the word “why” because it tends to put people on the defensive.
2. Be a masterful listener.  When we learn the art of “layering” (what a person said and using to create another open-ended question) we are honoring the other person and letting them know what they have to say is important.
3. Do your best to look for what is good for valuable in what others are saying.  When our “inner voice” or our outward comments are judgmental and critical we damage the relationship.
4. Avoid interrupting others when they are talking.  When people do this they are saying, “What I am thinking right now is more important that what you have to say”.
5. Take full responsibility for your role in why your relationship works or does not work.

Barry Demp is a highly-skilled business and personal coach focused on the areas of leadership, management, coaching, team-building, networking, business development, communication skills, relationship building, motivation, time management, life balance, and goal achievement. He specializes in working with business owners, executives, coaches, consultants, and high-potential professionals by helping them significantly increase their productivity, profitability, and life balance.  For more information or assistance, please contact Barry Demp at 248-740-3231 or visit www.dempcoaching.com.