Trust Is an Equation, Not a Vibe
Diagnose advisory trust gaps across credibility, reliability, intimacy, and self-orientation.
Trust is built through observable behavior, not general warmth. The Trust Equation says trust rises with credibility, reliability, and intimacy, and falls with self-orientation. Advisory work depends on all four. Credibility answers, do they know what they are talking about. Reliability answers, do they do what they say. Intimacy answers, can I be candid with them. Self-orientation answers, are they serving the client or performing for themselves. The mechanism matters because advisory failures often masquerade as expertise gaps when they are trust gaps. A brilliant recommendation can be rejected if the client feels exposed, rushed, or used as a stage…
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