Strong leaders know how to build trust. A leader is someone we want to follow. We trust and respect them. With that in mind, here is what I have found to be the most powerful trust builder: Listening
Good leaders are excellent listeners. Rather than giving speeches, they spend more time asking questions and listening to understand. In doing this, they seek common ground. As Tony Robbins says, “People who are like each other tend to like each other”.
Nearly two decades ago, The Chrysler Corporation needed a new Chairman. Robert Lutz had been the heir apparent, but was passed over for the position. The board thought Robert Eaton would do a better job, and he was chosen instead.
When Robert Lutz learned that he was not getting the job, he was quite upset. Mr. Eaton could tell he wasn’t happy. Let’s just say the conversations weren’t all that warm and fuzzy. This concerned Mr. Eaton, since he regarded Mr. Lutz as a genius of marketing and design. (PT Cruiser/Dodge Prowler). Mr. Eaton decided to take Mr. Lutz out for lunch.
During their lunch conversation, Mr. Eaton asked Mr. Lutz questions about his likes and interests. He discovered that he and Mr. Lutz shared the same hobby: They raced cars. That was just the spark that was needed. They began to race cars together, and became close colleagues. From that point, the company began a strong growth pattern, and in just a few years, became one of the most cash-rich corporations in America.
