Building Trust in the Age of Trust-Busters

Prepared by:Elise M. FarnhamCPCU, ARM, AIM, CPIWPresident, Illumine Consultingwww.elisefarnham.com770-367-3148elise@elisefarnham.com

Why is trust important?

Advantages Demonstration of

shared moral values Leads to authenticity An important part of

our “character”

Barriers Fears Moral values not shared

Studies prove it!

Institute for Global Ethics In 1996: Honesty

Compassion

Fairness

Responsibility

Respect

How do you know you can trust someone?

Review the “New Agent” Case Study. What went through Jim’s mind?

How can Jim remain true to the five traits? Honesty

Compassion

Fairness

Responsibility

Respect

To whom must Jim display each trait, and, how?

Building Trust Be positive -- and SMILE Be complimentary

Building Trust (con’t)

Take genuine interest Find commonality Listen carefully Speak the language Be slow to disagree Choose your battles

Building Trust (con’t)

Always do what you say you will do Implement someone else’s suggestions Try humor Make yourself useful Develop intuition and awareness Adjust your strategies

Wrap-up

Thank you for coming!

And remember:

“People don’t care how much you know until they know how much you care.”