There's No Substitute For Trust

My first job was in the summer of 1962. I was 10 years old. What I learned in that job lasted a lifetime. If you want your share of success and a life worth living, copy it.

My job was to prepare, serve and collect the money for a hot dog business. We had a ton of repeat customers because the hot dogs and fries were delicious.

One day, a regular customer came in and said, “I want a hot dog with mustard.” My next words were said with a smile; “You want fries with that? They’re really good.” That was my first upsell, and maybe the first-ever fast food upsell!

He said ok. I knew immediately, even at 10, why he agreed. Listening. He knew our hot dogs were good, so he was open to suggestions. Credibility. He knew me and I had eaten the fries. Why would I lie? They WERE delicious.

Those two things lead to TRUST. He trusted me.

This isn’t just about sales or only for salespeople. When you work with people, in any capacity, your interactions with them will be sub-optimal if there is no trust.

Trust moves business.

If people think you are sincere, honest, and have their best interests, they will trust you. Of course do your due diligence. But eventually, it comes back to trust.

- Will you do what you said you would do? - Do you know what you are talking about? - Do you have their best interests at heart?

Trust will open countless doors during your career. When the doors open, the opportunities show up that are not available to those less trustworthy.

I’ve built a life around trust and its importance in business and life. Did I always get it right? Nope. Have I said some things I regret to this day? Unfortunately.

But you choose your North Star knowing with undercurrents, your ship will sometimes drift.

Living with the intention of being trustworthy doesn’t mean you’ll always get it right. It means doing the best you can to stay on course. Even when it means losing or walking away from a deal. There is nothing more important.

I was paid $0.75 an hour for that job. And I earned a lifetime of success because of it.

Save this post if it’s ever time for you to get back on track when you start drifting from your North Star.