Facilitated by: Jeffrey S. Pawlow

Mind-Set Mediocre Leader: I get things done because I’m the boss (formal authority). Great Leader: I get things done through personal influence and credibility (informal and moral authority). 4

Trust From the Inside Out 5 THE 5 WAVES OF TRUST

The First Three Waves of Trust 1.Self Trust. The trustworthy leader has personal credibility. 2.Relationship Trust. The trustworthy leader knows how to build trust with others. 3.Organizational Trust. The trustworthy leader builds a credible team or organization. 5

Trust Dividend ‪ High trust speeds things up and decreases cost. 7

Trust Tax Low trust slows things down and increases cost. 7

Self Trust THE 5 WAVES OF TRUST

Self Trust: The 4 Cores 1.Integrity (Who am I?): Congruency in values, beliefs, and behavior; deep honesty; humility and courage. 2.Intent (What is my agenda?): Genuine concern and caring for others; fundamental motive or agenda; seeking mutual benefit; acting in others’ best interests. 9

Self Trust: The 4 Cores 3.Capabilities (What do I know?): The capacities we have that inspire trust; talents, attitudes, skills, knowledge, style. 4.Results (What is my track record?): Our track record—past and present; getting the right things done while avoiding Trust Taxes and reaping Trust Dividends. 9

Relationship Trust THE 5 WAVES OF TRUST

Extending Smart Trust What is your propensity to trust? Your propensity to trust is a function of your own life experience, inclinations, and attitude toward others. What do I analyze? Analysis is a matter of the mind—how you understand a person’s Integrity, Intent, Capabilities, and Results (track record). 19

Extend Smart Trust 19

Organizational Trust THE 5 WAVES OF TRUST

Organizational Dividends and Taxes 23

The Trust Dividend 3x Total return to shareholders for organizations with high trust is almost 3x higher than that of organizations with low trust. —Watson Wyatt study 23

Your organization’s systems, policies, and practices become powerful symbols that can create or destroy trust. Great leaders constantly work to create symbols of trust and remove symbols of distrust. Systems and Symbols 24

Trust From the Inside Out 5 THE 5 WAVES OF TRUST

Mind-Set Great Leader: I get things done through personal influence and credibility (informal or moral authority). 4