"Shoot 'em straight": Larry Winget on building trust with your clients

By Paul Wilson

Trust Project


Bestselling author Larry Winget, the "pit bull of personal development," has a lot to say on personal responsibility and the role it plays in Americans' financial lives. But he also has some thoughts on trust.

Producers fights a constant battle to build and maintain the trust of their clients. According to Winget, the most important factor is simply telling the truth.

"I think people will trust you more when you shoot ‘em straight and so that is the element of trust," he says. "Tell me the truth. If it’s bad, tell me it’s bad. Tell me what I should have done differently and what we can do now to fix it. The most important question when facing any situation is, “What are we going to do next?” It really comes down to “next.” That’s an important four-letter word."

He notes that there are no guarantees in life (or in financial services). It's okay to tell clients this while emphasizing that you are doing everything you can to stack the deck in their favor. They will appreciate the fact that you're being honest, rather than feeding them a line or trying to sell your pitch.

If you really want to build trust with a client, regardless of what industry you’re in, you tell them the truth all the time, every time. That’s what clients are looking for, is to build trust based on honest communication."

To listen to the complete interview, click here.