Harvey Mackay: For an edge in business, study 'The Trust Edge'
BY HARVEY MACKAY United Feature Syndicate
Sunday, October 07, 2012
10/07/12 at 3:56 AM
"Trust flows from individuals, not organizations." That's the best summary I can provide of David Horsager's hot new book, "The Trust Edge - How Top Leaders Gain Faster Results, Deeper Relationships and a Stronger Bottom Line."
Why is this book so valuable? The topic couldn't be timelier. In my opinion, the most important five-letter word in the English language is spelled T-R-U-S-T. It's so critical, publisher Simon & Schuster's Free Press has made "The Trust Edge" its leading business book this fall, with a publication date set for Tuesday.
Says Horsager: "Without trust, the transactions cannot occur. Without trust, influence is destroyed. Without trust, leaders lose teams. Without trust, organizations lose productivity, relationships, reputation, talent retention, customer loyalty, creativity, morale, revenue and results."
As he was studying top organizations and leaders, Horsager found that some had a clear advantage over others. "Those leaders or organizations that could weather storms, charge higher prices, maintain respect with customers and clients, and foster long-term growth were special," Horsager writes. "The greatest leaders and organizations of all time have had the same competitive edge. They were trusted."
He confirms what I have learned over my decades in business: Trust doesn't happen overnight. "While it may appear to be static, trust is more like a forest - a long time growing but easily burned down with a touch of carelessness," he says.
In that spirit, Horsager has identified the eight pillars of trust that are key attributes of successful leaders: clarity, compassion, character, competency, commitment, connection, contribution and consistency. He includes terrific advice and even study questions to drive home every point. In other words, as Horsager says, "The Trust Edge is the competitive advantage gained when others confidently believe in you!"
Developing and cultivating trust is fundamental to a successful business, personal relationship or even a functional government. Trust me - if you follow David Horsager's advice, you'll have an unbeatable edge.
Mackay's Moral: Doing the right thing is never the wrong thing to do.
Original Print Headline: 'The Trust Edge' delivers results
Harvey Mackay is the author of the New York Times best-seller "Swim With the Sharks Without Being Eaten Alive." To send him a question or comment, go to tulsaworld.com/mackayfeedback.