I’ve noticed something interesting lately. 
Many of our new clients are referrals from current ones — and we’re able to close them twice as fast as cold leads! 
That got me thinking about Stephen M.R. Covey’s concept of the 𝑺𝒑𝒆𝒆𝒅 𝒐𝒇 𝑻𝒓𝒖𝒔𝒕.
He said trust isn’t just a soft skill — it’s an economic driver.
It directly affects two things: 𝐬𝐩𝐞𝐞𝐝 𝐚𝐧𝐝 𝐜𝐨𝐬𝐭.
And I’ve seen that play out in real life.
𝐖𝐡𝐞𝐧 𝐭𝐫𝐮𝐬𝐭 𝐢𝐬 𝐥𝐨𝐰:
Everything takes longer. More meetings. More doubts. More layers of approval. Costs go up.
𝐖𝐡𝐞𝐧 𝐭𝐫𝐮𝐬𝐭 𝐢𝐬 𝐡𝐢𝐠𝐡:
Things move quickly. Less friction. Fewer questions. Costs go down.
Covey even captures it in a formula:
(𝑺𝒕𝒓𝒂𝒕𝒆𝒈𝒚 × 𝑬𝒙𝒆𝒄𝒖𝒕𝒊𝒐𝒏) × 𝑻𝒓𝒖𝒔𝒕 = 𝑹𝒆𝒔𝒖𝒍𝒕𝒔
Low-trust environments pay a “trust tax.”
High-trust environments enjoy a “trust dividend.”
You can have the best plan and team…
But without trust, everything slows down.
𝐓𝐫𝐮𝐬𝐭 𝐢𝐬 𝐭𝐡𝐞 𝐡𝐢𝐝𝐝𝐞𝐧 𝐞𝐧𝐠𝐢𝐧𝐞 𝐛𝐞𝐡𝐢𝐧𝐝 𝐠𝐫𝐞𝐚𝐭 𝐫𝐞𝐬𝐮𝐥𝐭𝐬 — in sales, in teams, and in leadership.
How are you building trust in your business right now?
