This journal column discusses an article written by Robert F. Hurley that was published in the September 2006 issue of Harvard Business Review titled “The Decision to Trust.” There are a number of different factors that relate to whether people will trust one another. These factors are the result of a complex mix of personality, culture, and experience. The individual person or situation is another factor that can influence trust. A current research survey of 1,000 clients of financial advisers led by Julie Littlechild shows that there is a very high level of trust. There are a number of things that advisers can do and communication techniques they can use to move the needle on trust. There are a wide range of positive outcomes that are associated with a high level of trust.
See Marie Swift and Julie Littlechild, Building Trust Through Communication, Journal of Financial Planning, November 17, 2015.
Special thanks to Jim Hillhouse for bringing this article to my attention.
