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Wednesday 22 January 2014

Being Real and Being Successful

Genuineness has many advantages. It conveys that you can be trusted, that you mean what you say, that your actions and deeds carry more weight than your words and that you are perfectly happy to be judged on your record. 

Contrast that approach with the people who demand that you trust them. These are the people who implore you: "Trust me." I'm not talking about the ones with decades of experience who really are saying, "Look at what I've done the last 20 years." That is not asking someone to trust you; it is asking someone to look at what you've done! I'm talking about the people who try to make you feel obligated to trust them.

Trust is not health care; it is not an entitlement. (I didn't really just write that, did I?).  Business -- or any successful relationship, for that matter -- is not about one party sacrificing.  A successful relationship is symbiotic, featuring a mutual benefit, a willingness to act for that mutual benefit, and an act of trade.  

What is the opposite? The act of taking.  Someone who demands your respect, your trust, your business, without having demonstrated his character or credentials, has not only not earned your business, but is demanding something FROM you. The code word is trust. The stated meaning is "trust me." The real meaning, the scary but true meaning, is "Give me." It's no different from the stickup man who points a (presumably) loaded gun at you and demands, "Give me all your money!" 

Thank you,

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