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David Horsager Shares Secrets of How Trust Can Influence the Bottom Line in Upcoming Talk

Presented by University of Mary

January 26, 2012

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It’s amazing what a big difference one small word can make. It’s caused peace agreements to fall or flourish, relationships and marriages to strengthen or weaken, and businesses to either rise or fall.



David Horsager, author, business strategist and speaker, believes “trust” can impact the success or failure of just about anything. Large companies, small businesses and non-profit organizations can make sales faster, create deeper relationships with customers and build a stronger bottom line when they improve trust, said Horsager, author of the new book, “The Trust Edge” (http://www.DavidHorsager.com) and upcoming speaker at the University of Mary’s Gary Tharaldson School of Business in the Matt & JoAnn Butler Hall on Thursday, January 26, 2012, 11 a.m.



As a highly sought after speaker and author, Horsager shares that trust is foundational to genuine success of any kind. Trust has the ability to accelerate or destroy any business, organization, or relationship. The lower the trust, the more time everything takes, the more everything costs, and the lower the loyalty of everyone involved. However, great trust brings superior innovation, creativity, morale and productivity. In the 21st century, trust has become the world’s most precious resource.



“Trust is not a soft skill. Trust really affects the bottom line. Look at Tiger Woods who lost millions of dollars in endorsements when he lost public confidence,” said Horsager, who delivers keynote speeches on trust to companies like Wells Fargo, ING, Mercy Medical Centers and U.S. Department of Homeland Security. “Trust is the competitive advantage you gain when others believe in you.”



Trust applies to leadership, employee management, sales, customer service and brand management, said Horsager, who researched the book as part of his graduate program.



“People pay more for a trusted brand. They come back and tell others. People follow the trusted leader and buy from the trusted sales person. Trust affects the bottom line more than anything. In fact, a lack of trust is your biggest expense — and you don’t even know it,” he said.



To gain what trust expert Horsager calls “The Trust Edge,” a person needs to encompass eight different pillars. This helps to build trust in the workplace so that customer satisfaction improves, employee motivation is sky high and the sales force is energized. Those pillars are:



1. Clarity – People trust the clear and they mistrust the ambiguous.

2. Compassion – People put faith in those who care beyond themselves.

3. Character – People notice those who do what is right instead of those who do what is easy.

4. Competency – People have confidence in those who stay fresh, relevant and capable.

5. Commitment – People believe in those who stand through adversity.

6. Connection – People want to follow, buy from and be around friends.

7. Contribution – People immediately respond to results.

8. Consistency – People have to see the little things done consistently.



“We found that the greatest leaders of all time – from business to military to sports – used all Eight Pillars,” said Horsager. “Trust was the singular uniqueness.” Unlike many books on leadership and management, the advice given in “The Trust Edge” is actionable, not solely theoretical.



“David Horsager is right on target. Leadership begins from within and fundamentally depends on trust,” said Dr. Massoud Amin, distinguished professor and director, Technological Leadership Institute, University of Minnesota.



About David Horsager



David Horsager is a St. Paul-based business strategist, professor, keynote speaker and author of the new book The Trust Edge: How Top Leaders Gain Faster Results, Deeper Relationships, and a Stronger Bottom Line (Summerside Press, Sept. 2011). You can see more about him online at www.DavidHorsager.com.