Good morning and welcome to the Increase Your Impact podcast. I'm Justin Sua, episode 2007.

There is a husband and wife combo, Dennis and Michelle Raina, who wrote a book called Trust and Betrayal in the Workplace.

And they came up with this ladder approach to building trust. And it got me thinking about coaches and athletes and how

coaches, we understand that trust isn't built overnight. It's earned one step at a time, one rung at a time,

one day at a time. And in their research or in their book, they talk about three stages of trust. And it's built on

three types of it. And so number one is contractual trust. The second is communication trust. And the third

is competence trust. And you can think about these as rungs on a ladder, steps on a ladder.

You can't skip them. And as you climb with each

intention, with each iteration, you build a foundation of trust that lasts the test of time.

Now, the first one they talk about is contractual trust. This is essentially following through

on your word. If you tell a player you're going to do something, you do it.

If you commit to their development, you show up consistently, regardless of how you feel,

regardless of the results.

And the authors of the book found out that when leaders meet these expectations, it builds

trust. The second one is communication trust. This comes down to

how honest and transparent are you in your communication. Players don't need you to be perfect.

What they're looking for is for you to tell them the truth. And research across many studies

shows that open communication reduces uncertainty,

and it builds that deep relationship with the person who you're working with. And then finally,

we have competence trust. This is essentially the questions are asking, the players are asking,

can they believe, do they believe that you can help

them improve? Do they trust that you know what you're talking about? And do they trust that

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