The First Thing the Best Leaders Do to Build Trust In a New Role

“What do I do to prepare for a new role?”

Nancy is 2 weeks out from beginning a leadership role at a new company. Because of the work we did prior to securing this job she's got perfect clarity and a big vision for her work, her division and the inclusive, accessible and equitable place she wants to take her industry.

She's got her goals, is ready to go but asks:

How can I show up as Student Body President when I'm still the new kid in school?

Every new business relationship starts with conversations. And I’m not talking about talking.

As Nancy will discover, conversations, at this initial stage, are about listening.

Listening -- you might think -- how is that doing something?

And yes, while listening is (falsely) considered "passive" there are many ways to make it active.

Here's the shift:

Instead of:

• just hearing people’s (their words pass through your brain
• or let them run while you waiting until they stop talking so you can speak formulate what you'll say next)

You actually respond through:

• body language (smiling, nodding, eye contact)
• words (restating, saying "okay," asking smart questions)

Not only does this help people know that you understand and comprehend what they’re communicating, it helps build TRUST AND RAPPORT.

Actively listening and asking smart questions is the balance between doing something and doing nothing.

While it may not look as heroic as taking massive action, understanding key stakeholders builds a foundation of trust necessary to ever get a shot at proposing massive action. By mirroring and asking key questions to unlock insights for ourselves and those we speak with, we communicate our value by saying very little at all.

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