The Four Pillars of Trust in Sales & Coaching скачать в хорошем качестве

The Four Pillars of Trust in Sales & Coaching

In this episode, Larry and Cody break down one of the most misunderstood concepts in sales and coaching: trust. Before any certainty can be built — before someone can believe you, follow your guidance, or buy from you — they must trust you. The conversation begins by clarifying why trust must precede certainty, and why even the most logical clients won’t hear you until they first believe in your intentions.  They then dive deep into the Four Pillars of Trust: propriety, commonality, credibility, and intent. Using detailed examples — from the impression your clothing makes, to how you relate authentically to clients, to knowing when to confidently say “I don’t know” — the hosts show exactly how coaches, trainers, and service professionals can earn trust intentionally rather than hoping it forms by accident. These are the same interpersonal skills that separate average coaches from professionals capable of leading meaningful behavior change.  Finally, Larry and Cody discuss the real-world application of these pillars inside Active Life’s coaching and enrollment systems. They talk about how intent shapes energy, how desperation can be sensed even subconsciously, and how the best sales conversations come from unbiased advocacy — guiding people toward the right solution, not just a sale. The episode closes with a powerful reminder: mastering human connection isn’t just good for business — it’s essential for becoming a true professional.  Chapters 00:00 — Trust vs. certainty: what matters first 01:14 — Why most professionals underestimate trust-building 03:16 — Hearing vs. listening in a sales conversation 04:07 — The Four Pillars of Trust explained 07:20 — Propriety: how your appearance and behavior signal professionalism 10:07 — Commonality: creating connection without forced small talk 13:56 — Real examples of relatability in discovery calls 17:20 — Credibility: confidence, humility, and the power of “I don’t know” 21:14 — Speaking like your clients think, not like a textbook 22:31 — Intent: why desperation kills trust 24:39 — How to prepare yourself mentally before a consultation 26:21 — Setting an unbiased frame at the start of every call 27:20 — Practicing trust-building everywhere you go 28:12 — Outro + CTA to join Active Life Professional This is the Active Life Podcast where two fitness professionals with decades of experience tell their stories and hope to give you some tips and insights into what it takes to be successful for you and your clients. Follow Larry Gaier -   / larry_thehuman   Follow Cody Ringle -   / cody_ringle   Follow our main channel -    / theactivelife   Active Life Professionals help people who won’t take “if it hurts, don’t do it” for an answer. Want to learn how to get out of pain without giving up your active life, go to https://activelifeprofessional.com/fi... Are you a coach or trainer who wants to learn how to build a fulfilling coaching business helping people get out of pain without giving up their active life? Head to https://activelifeprofessional.com/al... Follow Dr. Sean Pastuch @   / drseanpastuch   Follow Active Life RX @   / activeliferx   Follow Active Life Professional @   / activelifeprofessional