This a maze. This maze most likely represents your life. Complex. You can
get through life, just like the maze, but you will face many challenges and
Next (WRITE) "SIMPLER and EASIER“ and (DRAW) simple maze.
Elevator: The world is so complex. Think of all the things that make it
• Checks and balances
• Forms and processes
• Office politics
Who needs all of this?
Wouldn't you all be happier and more productive if your personal life and
business were simpler and easier?
Can you imagine?
1) Less work.
2) More money.
3) Less headaches.
4) ..and more FUN!
What is this? Show roll of red tape. This is red tape- it makes life so
The problem is that there is too much red tape.
Too much getting in the way. Would most of you agree?
Example: Imagine this scenario. You go into your local provisions shop to buy some
eggs, milk or instant noodles. The cabinet which contains your desired goods is
locked. You try to persuade the store clerk to retrieve the items but you cant get
items until you pay him the money first. There is a breach of trust. An argument
then ensues as to whether he hands you the eggs, milk and instant noodles first or
you hand him the money. Finally you do an elaborate simultaneous exchange. Phew
was that overly painful.
Now imagine if you had to do a more complicated transaction, such as an employee
assessment/review or opening of a bank account, in such a manner...
Thread: Life wouldn't be simple and easy, would it?
Exercise: Draw the nine dots like you see them here on a piece of paper.
Can you join all nine dots using no more than four strokes and without lifting your
pen from the paper? I will give you 2 minutes to do it.
(DRAW) Dots on board. Ask for volunteers to solution.
(DRAW) solution on board … Did you do it this way?
95% of the people who took this quiz did it this way.
Why? Because people tend to overcomplicate things. They think inside the circle.
Did anyone come up alternatives? Come on up and draw…
There are many simpler and easier ways to do this. When people hear “strokes,”
they think straight lines, and they think it has to be 4, 4 continuous straight lines.
Other solutions are (draw on board)…
Explain the around the world solution…
Think simple and easy.
Lets shift gears…What if?
•Your advice is taken most of the time
• Your insights are sought- suggestions are cherished
• Decision processes are fast-tracked.
• The costs of auditing, legal, and tracking slowly disappear.
• Your recommendations are taken at face value.
• Information is shared between you and your client.
• Points of view are welcomed rather than suspected.
• Pricing to your clients is accepted as “fair.”
Thread: Wouldn't life be a lot simpler and easier? For you and
This is the unparalleled power of trust.
What makes all of this happen?
This is what happens when a client really trusts you. It is about TRUST and
(highlight less cost and more revenue/margin)
Today's topic is on how trust can make life and business simpler and
easier. The result is a happier and more productive you and your
•It is not rocket science.
•It is only complex- because you make it that way.
•Not something new or radical.
•Simple- that is the beauty of it all.
•But you you have to work at it!
Lets dig deeper …
Steven MR Covey wrote a book called The Speed of Trust, “as trust increases,
the speed of doing business increases and the cost decreases.”
Hot dog vendor story:
•NYC. Very competitive. If you can make it there you can make it anywhere!
•Curbside vendor-Juciest hot dog, best price, nicest toppings
• Very popular product- queues around the block (no patience in NYC!)
• Couldn’t handle the traffic
• Self-service cash box
• Trusted clients- they trusted him back. Built a relationship and loyalty with
• Made more money (tips)- sped up business, cut down on costs (by not hiring a
• How would you feel about this as you lined up at the char kway teo hawker at
Old Airport Rd, CKT stall?
NOTE: The easiest way to build trust is by trusting first.
Thread: This is a great example of how trust and relationships make everyone
happier and more productive, life simpler and easier.
Transition How do we actually do this? How do we make it real? First let's look
at... What trust is.
What is Trust?
The definition of trust can appear to be complicated.
Trust is both personal and emotional. Trust is a relationship between
one who trusts, and one who is trusted.
o Put in context- I am a consultant, banker or lawyer and you
are the client and I want to build a trusted relationship with
o To trust verb= act of trusting
o Trust noun= the actual relationships between you and me
o Trustworthiness noun= the traits or characteristics that I
exhibit in order to build trust
o We focus on trustworthiness
o To trust someone is to take a risk. There is no trusting without
risking, in fact. Yet to be trustworthy is the opposite of risky.
Trust can be taught, through skill sets and mindsets.
Lets look at one of the three skill sets we have developed….
How to build trust through trustworthiness?
The Trust Equation. An analytical approach to measuring trustworthiness
and the characteristics that you want to exhibit.
• C= Words. I trust what she says about… HIGH LEVEL
• R= Actions. I can trust her to… HIGH LEVEL
• I= Emotions. I feel comfortable.. HIGH LEVEL
• S= Motives. Caring. I can trust that he cares…. LOW LEVEL
When you build trust (through trustworthiness), you build a strong,
long term relationship, which allows for:
•Higher sales closing rates – you know what is going on
• Shorter sales lead time – nothing is hidden
• Higher employee retention –you have a high-level relationship
• Customer loyalty – trust drives loyalty
• Fewer competitive bids – less shopping
• More honesty from others – more openness/transparency
Exercise: list 3 things that can affect you personally as a result
from speeding up trust.
How do we get rid of the red tape?
Trust and trustworthiness. It begins with you. YOU need to make the
effort to lead.
Wouldn't you all be happier and more productive if life and business were
simpler and easier? Get yourself through the complicated maze of life.
If you are interested in an article on the 3 skills sets, called Trust: The Core
Concepts, please send me an email and I will forward.