In 2006, Stephen M.R. Covey, with coauthor Rebecca R. Merrill, wrote a book from which I have quoted at practically every single one of my live programs.

The Speed of Trust showed the world that trust — typically thought of as a “soft skill” — is actually a quantifiable skill with huge economic value and, as the authors say, “the one thing that changes everything.”

Now, Stephen (son of the legendary Dr. Stephen R. Covey of The 7 Habits of Highly Effective People fame), along with his business partner, Greg Link (as well as Ms. Merrill), is back with a new book which shows how to create prosperity, energy and joy in a low-trust world.

As indicated by the title, this has nothing to do with naivete. It is not blind trust. Neither is it distrust. As the author shares, however, it is a third alternative; a different way of seeing and being, known as Smart Trust.

Enjoy this discussion with Stephen.

www.SmartTrustBook.com

After listening to Stephen, how do you feel you do in terms of your sense of “Smart Trust?”

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I recently posted on my Facebook page the very words from the above title:

“Acknowledge The Problem, But Live In The Solution.”

The basic idea is to put the focus on where it should be, while not ignoring the cause. One annoyance I have every so often with the world of personal development is that it can at times be a bit “politically correct.”

For example, we’ll often hear or read that we should simply ignore the negative; that which we don’t want. Well, I believe that while it’s terrific to think positive and focus on the positive, ignoring the negative is simply not productive. The reason is that…

“What is ignored, does NOT necessarily go away.”

Don’t get me wrong; as usual, there is a time and place for most everything. And there is indeed a time to ignore that which simply doesn’t serve. When that is appropriate then, by all means, do so. Ignore away!

But, “sticking one’s head in the sand” like an ostrich — thinking that not acknowledging what needs to be dealt with will automatically cause it to disappear — is counterproductive. And, that’s the best case. At worst, it will cause the issue to fester and grow bigger.

So, yes, note that there is a problem. Acknowledge that the problem is there. Next, devise a game plan for overcoming it — in other words, determine the solution. And then…focus on that solution. In other words, live in the solution.

How are you doing with this? And, what great examples have you seen of others who tend to do that very well?

Last week I attended a two-day Implementation Accelerator at Infusionsoft Headquarters just outside Phoenix, Arizona. You might be familiar with the company; they are well-known for their high-quality marketing automation software. They also have a reputation for extraordinary customer support. We’ve been utilizing their software for several years.

Because we’ve wanted to make our Certified Go-Giver Coach program more scalable, thus available to more people, my “de facto” business partner, Kathy Zader (a/k/a, Agent 99 – meaning she does all the work while I, Maxwell Smart/Agent 86 get all the credit) and I participated in this implementation intensive.

Their large headquarters is an old sports complex so one area is literally on synthetic turf with football yardage markings (too cool!). Another area is a basketball court. And, all over the high walls are written proclamations regarding their values, mission, vision, and goals, all totally customer-focused. The two-day implementation lived up to every one of their stated intentions.

To say it was excellent would not do it justice. To say they came through on everything they promised would be a drastic understatement. To point out how meticulously they focused on providing value to their customers would not come even close to qualifying their commitment.

But, it was the shuttle service that actually underscored the heart of this company.

Here’s what happened: On the first day, after being greeted by the very sweet and helpful Infusionsoft Executive Assistant, Alyssa, the shuttles which they’d arranged to transport the attendees from the hotel to headquarters took more time than expected. This, because most of us had gathered around the same time. Now, please understand that it was totally “no biggie” and – as far as I know – none of us gave it a second-thought.

The morning of the second day, however, was totally different. There was no line; no waiting. In fact, several of us thought we might have arrived late.

“Not at all” Alyssa explained. “I didn’t like that you all had to wait yesterday so I arranged to have more shuttles and for them to begin arriving earlier so it would be more convenient for everyone.”

Wow! This speaks volumes; about the company, and the alignment between their stated and actual values.

1. They live what they do. They help people systemize their businesses by implementing better, more effective processes. And, that’s what they did for their own implementation even just in terms of making their shuttle service more effective.

2. They focus on delighting their customers…Now! They didn’t think about it and decide to do it “next time.” And, they weren’t interested in simply satisfying their customers. Their goal was to WOW us, and do it now! And, they did both!

3. They trust their team members to know and follow their values. Alyssa did not have to send memos up through a bureaucratic maze in order to make this happen. She was empowered to do what needed to be done. And, she did!

T. Harv Eker says, “How you do anything is how you do everything.” Yes, the little things done by an individual or a company speaks volumes regarding how they’ll do the big things.

And, Infusionsoft — and their entire team — proved this to be true from beginning to end.

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{Note: Give us just a couple more weeks and we’ll have the brand-new system for the Certified Go-Giver Coach program implemented and ready to go.}

According to Dr. Ivan Misner, Founder and Chairman of BNI, Business Network International, “The more effective you are at communicating with and building relationships with members of the opposite sex the more successful you will be in your professional career.”

And, teaching us to be able to do this effectively is the theme of his newest book, Business Networking and Sex: (Not What You Think), coauthored with Hazel M. Walker and Frank De Raffele, Jr.

The book is based on a world-wide survey of more than 12,000 business professionals. And, in this interview, Dr. Misner provides us with some information and wisdom we can immediately embrace and utilize.

BusinessNetworkingAndSex.com

Did anything in this interview come as a surprise to you? And, if so, what difference will this make in the way you network with men and women from this point on?

NOTE: If you are having trouble playing the interview, please make sure Adobe Flash Player is installed in your web browser. If not, then download Flash Player. Or right-click here and select “Save Link As…” to download the audio file to your computer.

In order to not miss any future interviews, as well as to download the first chapters from several of my books, and receive four value-packed special reports, fill in your first name and email address in the sign-up form above.

By and large, people are “reactive.” They will often react unthinkingly to the circumstances and situations with which they are presented. This includes adults, children and babies.

Example: A two-year old falls down unexpectedly.  He looks at Mom and Dad for an interpretation of what happened. If they laugh as though it’s funny, he’ll probably laugh. If Mom and Dad become panicky and upset, he will most likely begin to cry.

Adults are much the same. Notice this the next time you cross paths with a stranger. If you smile, they’ll usually smile. If you say hello, they’ll usually say hello. The opposite is also true. Usually, we can influence another’s response by controlling the stimulus; our action. This is also known as setting the frame: the context from which everything else originates.

You have the power to set positive frames from which others — in all situations, both business and personal — can feel good about themselves and feel good about you. If not part of your usual mode of operation, it takes a bit of work to get used to doing this; initiating the frame. Because it does, most people won’t do it. Those who do, have a decided advantage as they make their way through life.

Reach out with a pleasant countenance, a genuine smile on your face, and a friendly hello. Assume this person, if given the chance, would like to respond positively to that kind of attitude. The chances are they would, and they will. It’s up to you though. The “Positive Persuader” doesn’t wait for the other person to set the frame. Instead, they take the initiative and everyone comes out a winner.

Is this something you have found to work for you? If you haven’t been doing this, is it something you feel would be worth the effort.

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Reminder: Early Bird ticket price for The Go-Giver Retreat is available through December 31st. As a Special Bonus you’ll be able to participate in The Go-Giver Success Accelerator (a $300 value at no charge when you register by December 31st).