Mindset Monday - Trust Crisis
“Trust takes years to build, seconds to break, and forever to repair” -Dhar Mann
I was at a leadership conference last week that I attend every year. It is a great environment for ideas and to learn how to be a better servant leader. It takes place over 3 days with some of the best speakers and leaders in the country. This year there was an interesting trend and it wasn’t by design or the theme of the conference, but several speakers covered the topic of trust.
Trust has always been a focus of leadership, business, sales, etc, but things seem to be different in the world we are currently living in. In a world where we are less trusting of the media, public/political figures, and what we see or read online, trust is becoming increasingly more rare. As a society we are in a trust crisis.
Trust is becoming increasingly harder to obtain, and we have to work harder than ever to maintain it. Inman put out a statistic that in the real estate/mortgage process 75% of people polled wanted more interaction with a person during their real estate transaction. Great news for us right? The only problem is those very same people don’t trust anyone! This creates a problem for sales professionals as we fight a very real fight with technology, fintech companies and competitors. For us it is more important than ever to develop trust with our partners and clients.
He who holds the trust gets the deal. We need to become deliberate in building trust.
One speaker said that there is an algorithm to trust.
Understanding the person across from you. Not just knowing.
Motive: Who is it for? Does the person feel like they are being served and that is the highest priority.
Ability: Can you pull it off? Do you have the expertise necessary to make my goals a reality
Character: Can you be who I need? Are you the “one for them”.
Track Record: What happened the last time? Create social proof around your results.
Keep these in mind during your next interaction and make sure you are using the algorithm.
Written by Chris Catania
Chris Catania entered the mortgage industry in 2005. As a seasoned Branch Manager and coach at Fairway, Chris has consistently been at the forefront of providing, creative problem solving, exceptional service and tailored financial solutions. His commitment to excellence and deep understanding of the mortgage landscape have made him a trusted advisor and a leading figure in the field.
Beyond his professional achievements, Chris is a Army veteran, devoted husband and father. He is an avid outdoorsman and hunter. Chris also brings his leadership experience and skills to the community as a coach, where he mentors individuals, teaching them the values of teamwork, discipline, accountability and perseverance. Chris Catania's blend of professional acumen, family dedication, and community involvement truly sets him apart as a respected professional and valued community member.
