Who Can You Trust?

Whatever task you’re performing as a fleet professional – whether it’s purchasing equipment, hiring new technicians or presenting your case for a budget increase – you have to work with a wide range of different types of people to accomplish your objectives.

But how can you tell who you can trust? Try using a system called “The Six Signs of Behavior Prediction,” which you can learn more about in the book “Sizing People Up” by Robin Dreeke, the former head of the FBI’s Counterintelligence Behavioral Analysis Program. Here’s an overview of what to look for with each of the six signs.

Sign 1: Vesting

1. They talk in terms of your best interests.
2. They talk about how they can help you fulfill your goals.
3. They pay full attention to you while you’re talking.

Sign 2: Longevity

1. They try to connect with you on a personal level.
2. They ask about your long-term goals.
3. They talk in terms of how you would fit in their future.

Sign 3: Reliability

1. They’re genuinely confident because they know what they’re doing.
2. They’re transparent about their mistakes and weaknesses.
3. They follow through on what they say they’ll do.

Sign 4: Actions

1. Their actions match their words and commitments.
2. They treat people fairly and do everything they can to avoid favoritism.
3. They are the same person in public as they are behind closed doors.

Sign 5: Language

1. They’re easy to understand.
2. They talk more about you than themselves.
3. They make you feel comfortable when they talk.

Sign 6: Stability

1. They’re consistently calm, especially under fire.
2. They take responsibility and don’t throw other people under the bus.
3. They offer you options, not orders.

The bottom line: When it comes to trusting people, we often follow the advice of “listen to your gut,” which, Dreeke said, can cloud our judgment. Instead, do this: Trust but verify. Assume you can trust the person but check your gut with these six signs.

Sean M. Lyden
Editor