Tipping Point or Tripping Point

Perspectives Dallas Chapter of ASTD Membership Newsletter April 2008 Table of Contents

Tipping Point or Tripping Point:

The Six Biggest Hurdles Facing Consultants and Coaches

And How to Step over them with Ease©

Part Five

“As you go to work, your top responsibility should be to build trust.” Robert Eckert

“The moment there is suspicion about a person’s motives, everything he does becomes tainted.”

Mahatma Gandi

It was a cool spring night as we warmed up for our individual events at our dual track and field competition with Leesburg High School. The opening event, the 120 yard high hurdles, had Gus Spilios and me as the two hurdlers representing our school. Before that night, we had trained with focus and we knew if we could win or place well in our two hurdling events, we would set the pace for our team and ultimately win the meet.

That night my personal goal was to run my best time. If I could cross all ten hurdles with ease while keeping a strong stride, I knew I could accomplish my goal and potentially win the race. The gun went off, I crossed hurdle after hurdle after hurdle, and suddenly I leaned into the finish line…the winner! It was my best race ever up to that date, and my coach was elated. The team followed our example, and we won the meet.

Over the past four months we looked at five of the biggest hurdles you face as a consultant or coach. You saw specific tips to help you step over them with ease. In this closing article of the series, we’ll review the last of the six hurdles and once again coach you on how to clear this one to win your own success race.

Bridging the Chasm

Have you ever felt as if you were separated from your client by an invisible chasm? It can be an almost palpable feeling that there is a distance between you. Most often that chasm is caused by a lack of trust. Coaching and consulting are relationship services that require high levels of credibility and trust. At the very heart of a strong and successful client relationship is a deep and abiding trust that sets the tone and tenor of all communication and interaction. The final hurdle for you to cross is what we call ‘The Trust Trench’.

In today’s business world, it is more difficult than ever to establish a connection and to cross that trench. Because of what we see and hear in our interactions with others as well as what the news constantly blares at us, skepticism and distrust runs high. Everyone wants to be known, liked and trusted, but too often we stumble in achieving those ends because we don’t know how to establish a relationship based on earned trust. But there are answers and some simple ways to cross this trench.

The recent book The Speed of Trust, written by Stephen M.R. Covey has presented the best, most comprehensive insights on building trust that is available in the marketplace. He shares that the two cornerstones of trust are built on Character and Competence. Each of these has two elements in their composition. Character means the foundation is composed of integrity and intent. Competence follows, built on capabilities and results. These are, as Covey puts it, the four Cores of Credibility and lay a strong foundation for a long and lasting trust relationship. Without them cost soars, speed is reduced, and relationships flounder repeatedly.

“Technique and technology are important, but adding trust is the issue of the decade.”

Tom Peters

Coaching Tips that Work

You already know this hurdle is critical. Thus, it’s important to have strong principles to follow in making decisions that will build your trust and credibility rather than damage it. These principles are built on strong values and deep beliefs and when lived consistently will give you the speed and focus to cross this final hurdle.

Here are five principles to aid you in crossing The Trust Trench hurdle with ease.

If you find there is no genuine match with your clients needs and your abilities, you smile and walk away, yet preserve the relationship for future opportunities. And as a possibility, you make recommendations of someone you trust who can meet their needs and even go so far as to connect the two. This offers a better and bigger way of building trust and relationships amongst many for the future. Become known as an unselfish resource, and your trust quotient will rise. What you sow is what you reap, and it works every time.
Repeatedly ask the question, ‘if I were in their shoes, what would I want from my coach/consultant’? It’s simply living by The Golden Rule. It comes down to doing what is right no matter what the costs may be and how it may appear. You can then sleep at night and relish the outcomes which will typically be much better for the long term for everyone.
When in doubt, ask. Asking without presumption, asking to build insight, asking to clarify questions or eliminate doubt keeps the integrity and intentions of all in clear view. There will be many obstacles or pitfalls quickly traversed with the consistent use of good questions followed by great listening. “Seek first to understand, then to be understood” is a life principle that will always serve you well.
Show, in a variety of ways, that you care more for the clients and their ultimate benefit than you do for their money and the recognition of the job. Learn about the person or people you are dealing with, who are much more than a title or position at work. Small remembrances make a big difference in long term relationships that turn into large and ongoing contracts because your character is established and unquestionable.
Do what you say you will do. Never over-promise nor under-deliver. Present results that are expected, on time and in a way that goes above the basic contract and expectations of the client. You will separate yourself from the crowd and brand yourself as a trusted resource for future business.

The only way to build trust professionally or personally is by being trustworthy.”

Gerard Arpey

Winning Your Race

As a coach or consultant, you face a variety of hurdles every day you are in business. Some you cross with ease and others may cause you to stumble or even fall. These six hurdles can be stepped over with ease when you have the right knowledge, attitude, skills and habits in place. When you cross hurdle after hurdle you will eventually win your race and show yourself ready to enjoy the winner’s rewards. I’ll see you at the awards ceremony.

About the Author: George Hendley works with coaches, consultants and business leaders who are successful, but not satisfied. He is an award winning mentor and Diamond level distributor for Inscape Publishing and is in the top 1% of sales leaders in the world. George is a coach, consultant and author and expects to publish his first book in 08’. Contact George at 972.234.4377 or George@georgehendleypresents.com. Sign up for George’s free ezine at http://tinyurl.com/27kep7.