How Does a Trust Relationship Begin?


Bob Schultek
Author of
The Gauntlet

For trust to begin growing, the right intent must be readily apparent. Sharing a valuable insight, without expecting to get anything in return, is a natural first step. When no insistent ulterior motive is involved, the kindness of the offer is appreciated. Making the offer implies sacrifice – it took an investment of time and resource to discover the valued information that is now shared, with no repayment expected in return. The wrong intent is sensed when the offer is a one-time only proposition, done a bit regretfully; the offer doesn’t feel generous.

Offering discounts or giving products or services away for free is not true generosity; this doesn’t demonstrate caring. Because you’re an unknown entity, these offers are compromised by their lack of linkage to a thoughtful discovery effort intended to identify a real need. Earning trust takes time, and it is true generosity that enables others to see you as being genuine in your interest.

True generosity reveals human vulnerability, demonstrated by openly caring and sharing. Even if a generous offer does not immediately lead to a new trust relationship, the vulnerability embedded in the offer invites a response and enables the building of trust.

It’s generosity that is the genesis of trust.

How often do you share knowledge 
to launch a new trust relationship?
What are you doing to build enduring relationships?

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