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In episode 12 of “Yates in Your Face” (#YIYF), Greg Yates talks about learning the language of trust and knowing when a verbal commitment will turn into results.

Have you ever had a conversation that seemed positive and productive and then….nothing? No results, no momentum, and no follow up. Learning how to read your team members’ true intentions starts with knowing how to uncover their true beliefs.

If you’ve been struggling to know who on your team is really committed to the cause, Episode 12 of “Yates in Your Face” will unlock a powerful breakthrough in your leadership.

Transcript:

I used to do business with a very wealthy guy who pretty much controlled everyone and everything around him. If you were in his orbit, he had a way of keeping you on a string because he wielded a lot of influence and power. His words carried a lot of weight. But, after doing business with him for a couple of years, I learned something that saved me a lot of time and a lot of misery.

They say everybody has a “tell.” They say something in a certain way, with a certain voice, pause or tic and what’s coming next is a head fake.

This guy had a beautiful way of “seeming” to agree with you, even when he intended to do nothing at all. You call the question and instead of saying no, he would say, “we could do that.”

It took me a couple of years to figure out it had nothing to do with actually “doing” it. He merely said he “could” do it. It was a powerful twist. It left people feeling good, feeling they had reached the desired response, when in fact, it meant nothing.

But then, you’ve got a few of these same characters on your team, don’t you? The head nodders. The rah rah supporters who never even approach the front lines. They signed on for the mission and you’ve shared it. And, they are more than happy to let you accomplish it. But you’ve been interpreting their responses as buy-in. You heard them say, “we could do that,” without realizing they had no intention of pushing forward themselves. They would ride along at best.

Be careful who you count as allies, team members and supporters. Learn to listen and to ask the questions that uncover true beliefs. Otherwise, you’ll be the one holding the bag when you expected your team to show up. You’re going to war and you need to know who is with you.

Learn the language of trust and the power of shared commitment.

There is no leadership without a unified team.

About Greg

Greg Yates has been a Chicago area businessman for over 30 years. He’s the author of the book, "Broken - How Being Broken Unlocked The Greatest Success of My Life". He has simultaneously owned 14 different businesses in a variety of industries; including real estate, manufacturing, payroll, and technology. Greg has also been an investor and a board member. He attended Olivet Nazarene University. He has a passion for flying. He’s had a pilot’s license for over 30 years and owned a variety of airplanes. Greg and his wife Vicki have been married over 37 years. They have a son, a daughter and seven grandchildren.

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