Trust & Relationships

“When you do what you say you're going to do, that builds accountability. But it's also building trust.”

“Most of my employees hated me, and I needed to demonstrate what my intentions were over time to earn trust. I did it in some cases by doing the work that no one else wanted to do. I helped carry tools. I held flashlights.”

“It was kind of the passing on the initial work because I wasn't the right fit. But then that company kind of grew to where I was the right fit. And I think they remembered that trust.”

“Sales isn't about closing — it's about opening. Opening relationships, opening conversations, opening possibilities. The close takes care of itself if you do that part right.”

“I've learned that the most powerful thing you can do in business is listen — really listen — before you ever try to sell anything.”

“Trust is the currency of advisory work. You can have all the expertise in the world, but if people don't trust you, none of it matters.”

“One of the places I can identify vulnerability right away is when someone has the courage to say, I don't know.”