Insta-Trust: The Proven Trust Building Process to Create Instant Rapport & Long Term Relationships

by Larry Jacobson

The Proven Trust Building Process To Create Instant Rapport & Long Term Relationships.
 
You are a licensed professional, a salesperson, or someone else whose livelihood depends on making deals. Regardless of the field in which you work, your income requires you to bring in new business. Although you are excellent at the technical aspects of your job, many new parties won’t give you a chance to work with them. What’s the problem?
 
The problem is you are spending way too much time selling yourself and your skill set instead of engaging with the person sitting across from you as a human being with a distinct personality and specific needs. In this fast-paced world, you need to gain trust quickly in professional interactions. How do you do that? You build Insta-Trust.
 
Insta-Trust is a groundbreaking approach to trust-building that offers clear-cut strategies for personalizing your outreach to potential clients and generating successful negotiation outcomes. This client-centric method primes you to quickly assess the personal and professional needs of the person with whom you would like to do business. Using the eleven personality archetypes detailed in the book, you will learn to diagnose an individual’s personality type and seamlessly adapt your communication strategy to suit it. As an Insta-Trust Impactor, you will master relationship-building techniques so that you can efficiently and sustainably build goodwill with potential clients, close more deals, grow your business or network, and expand your impact.
 
We all make fast first impressions of others. This book ensures you use this to your advantage by helping you make a favorable impression that builds bridges and brings in more income.
 

180 pages, Kindle Edition

Published February 21, 2023

Reviews

[Alexander · Rating 5 out of 5]

Larry Jacobson, EdD, JD’s new book is Insta-Trust: The Proven Trust-Building Process to Create Instant Rapport & Long-Term Relationships. “An oral surgeon receives a referral from one of her referring dentists asking her to remove an impacted wisdom tooth…The oral surgeon is getting ready for a short video chat with the patient to discuss the procedure. How should the oral surgeon proceed? The obvious objective of the video chat is to explain the procedure to the patient and the various options available in terms of pain management during the procedure. That is the technical end of the discussion. However, where most professionals fall far short is recognizing that most patients/clients are more interested at the outset in learning about them as a person than in learning the nuts and bolts of how the professional does their work,” Jacobson writes, in effective analogies, at the beginning of the read. Then, he states the following. “Initial trust building focuses on things that the other person can assess quickly, whether in person, by phone, by email or by video chat. As developed in depth later in the book, there are three elements of trust that can be assessed quickly by another person. First is whether you appear to be competent. Second is using active listening to glean the concerns (real, imagined, material and psychological) of the other person. Third is demonstrating a collaborative mindset where your role is not as a savior, a savant or a soothsayer, but as a partner working with the other person to help solve their problem. Quick trust can be built even before integrity assessments as long the competency, active listening and collaborative approaches are used by the professional.”

By focusing on the universal micro, concurrently drawing a line to the varied, macro context(s), Jacobson is able to lay the communicatory groundwork for an unusually effective leadership and business advice book. Part of what makes this possible is his ability to never not resort to emotionally resonant semantic tricks. In this case, that’s a good thing. It humanizes the material. It makes it compelling, not just on an intellectual level, making Jacobson’s point come full-circle. “Don’t you hate to be sold?” he writes. “Doesn’t it make you feel cheap and unwanted? You bet. What does it mean to be sold? It’s simply when the salesperson conveys little interest in you, your problem and your solution, and gives the impression they are a whole lot more concerned about how much money they are going to make off of selling you a good or service. They convey an attitude that what is good for them must be good for you. Of course, nothing is further from the truth. Your bullshit meter is on super high when you are being played. Trust never occurs when a potential customer or client feels they’re being sold. Trust in new relationship situations does not begin with a sales pitch. Trust begins with an educational process on both sides’ part. Trust builds slowly and can be lost quickly. Trust gathers steam when the client begins to let their guard down and talks freely about their real concerns. When trusting relationships build, it is like a snowball rolling downhill with speed. In other words, great momentum leads to a powerful result.”