#35: Trust as a multiplier, with Stephen M.R. Covey

Stephen M.R. Covey is back with more great insights on trust. On this episode, we’ll hear him share the story of how he found the value of trust – and what it was like to grow up a “Covey.”

Stephen’s dad was Stephen R. Covey – as in, the groundbreaking book The 7 Habits of Highly Effective People. Stephen M.R. Covey became CEO of his dad’s company, Covey Leadership Center, then orchestrated the merger that created FranklinCovey.

Trust leads to success. That was the key message from Episode 34, aimed directly at insurance and financial advisors, who have to work harder than those in many other industries to gain trust.

Trust is an economic driver. It’s a multiplier. And trust equals credibility.

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SHOW NOTES:

4:15  We start with the story of how Stephen showed there are no “little things” in a meeting with a major prospect in his very first sales job.

7:50  Stephen talks about the importance of listening: seek first to understand, then to be understood.

8:40  Stephen says it was “a gift” to be the son of Stephen R. Covey, and talks about how he seeks to honor his father’s legacy.

11:00  Stephen talks about some of the challenges he faced in his early days leading the Covey Leadership Center.

12:25  Within a few years of taking over, Stephen doubled the company’s sales and increased its profits 12-fold.

15:50  Many people probably believe that you can’t learn trust – but Stephen insists you most certainly can.

17:35  Trust isn’t just about selling to clients – it’s about your whole life.

18:50  “You can’t talk your way out of a problem that you behaved your way into.”