MRL #088- How To Build Trust In a Hurry

My neighbor does not trust me, and for good reason.

For the last 5 years, since he and his family moved in, I have been running the longest con of all time.

Darn near every day for the last 5 years I have sent my neighbor articles, videos, and podcasts about every conspiracy theory you can think of…

Aliens, flat earth, Bigfoot, illuminati, you name it.

I don’t discuss any of it with him.

When I see him I just ask…

“Hey’d you get that video I sent you this morning?”

He nods nervously as I wink at him tapping at my brain…

…and I just walk off.

No explanation… nothing.

Now, why am I trolling my neighbor about all these conspiracies?

It’s a long story, for another day.

And what does this have to do with today’s newsletter?

Because it’s the first story that came to mind when I thought about what story to tell regarding “trust”.

Not the best segue of all time, I know.

But at least it wasn’t boring.

Anyways…

“Trust” is the word du jour because we got a question the other day from a Doubting Thomas:

“I just tried your due diligence process, but when I presented, they opted not to hire me. Don’t know why. Felt like we didn’t have the time to build trust needed to move from incumbent.”

I hear you Thomas.

Sorry bout the tough loss.

Two things for you:

First, you’re gonna lose 2 out of every 3 presentations you make anyways, so you might not have done anything wrong, the numbers might of just been against you.

Secondly, if “trust” was truly an issue and you felt you didn’t build enough in the short amount of time, here’s a quick refresher…

#1. Look Them in the Eyeballs

Be a man! Or a woman!

Look your prospect in the eyeballs.

If you can’t look your prospect in the eyeballs they’re never going to respect you, much less trust you.

(I foresee this being a big issue in the coming generation. Lot of the broccoli-heads coming in over the next 10 years are going to have people issues... just saying.)

Eye contact is powerful.

#2. Radical Honesty (Even If It Works Against You)

Tell the prospect everything.

Hold nothing back, even if it could work against you.

For example, in our script we tell prospects:

“That in most cases it makes sense to use one broker… the only exception being if someone has an exclusive market. Then you should get a quote from them.”

Now, obviously this could work against us.

But, that’s the point.

We want to be radically honest, consequences be damned.

#3. Be Consistently Competent

This one’s simple…

Know your product, speak to your prospect’s pain points, and follow through.

If you say you’re gonna call on Wednesday at 8am, then call Wednesday at 8am.

If you say you’ll have market feedback by next week, then have feedback by next week,

So many Producers missing the mark on this simple stuff.

The bar is so low.

Just being competent and consistent builds trust these days.

And lastly…

#4. Use Social Proof, But Sparingly

Don’t be afraid to mention a client or two during the Due Diligence process.

Just be judicious about it.

Nobody likes a serial name dropper.

In closing…

Building trust with prospects doesn’t have to take forever, you can build trust quickly if you just do a few simple things right.

See you next Sunday.

Kick ass take names,

Maximus F. Revenue IV

P.S. The Producer Playbook price doubles in Q4. ICYMI… It’s our step by step playbook to building a book of business from scratch. Get it at this price while you can.