I’ve learned a painful lesson throughout my career: blind trust can be a business killer. As someone who has built and led companies like the Leigh Steinberg Sports & Entertainment agency, I’ve seen firsthand how misplaced trust can devastate even the most promising ventures.
Too many times, I’ve ruined businesses simply because I trusted people without verifying what they told me. It’s a mistake that has cost me dearly, and one I’m determined to help others avoid.
The Danger of Blind Trust
Being trusting isn’t inherently bad. In fact, it’s often considered a positive trait in leadership. But there’s a critical difference between being trusting and being naïve. Trust should always be paired with verification – especially when your livelihood is at stake.
When someone tells you “our revenue is up 300% this year,” your immediate response shouldn’t be congratulations. It should be curiosity. What was your revenue last year? How did you calculate that percentage? Who provided these numbers? What systems tracked this growth?
These aren’t signs of distrust – they’re demonstrations of interest. And being interested is far more valuable than being blindly trusting.
The Power of Being Interested
Being interested means asking questions. It means digging deeper. It means not taking statements at face value, especially when those statements affect your business, your money, or your future.
Here’s what being interested looks like in practice:
- When presented with impressive statistics, ask about the methodology behind them
- When told about amazing results, request to see the raw data
- When hearing about new opportunities, investigate the track record of those involved
- When considering partnerships, verify claims independently
- When making investments, conduct thorough due diligence
This approach has saved me countless times after learning my lesson the hard way. Being interested isn’t about being suspicious – it’s about being smart.
Protecting What Matters
Your business, your investments, and your career deserve protection. That protection comes not from walls of distrust but from a foundation of informed decision-making.
I remember a potential partnership that looked incredible on paper. The other company claimed massive growth, an impressive client roster, and technology that would complement our offerings perfectly. My team was excited. The numbers looked great.
But I had learned my lesson. I asked questions. I requested verification. I wanted to see their client contracts, speak to their customers, and understand exactly how their technology worked.
When it’s your money, your business, your livelihood on the line, you have not just the right but the responsibility to verify what you’re told.
The partnership never materialized – because most of their claims fell apart under scrutiny. Had I trusted without verifying, I would have tied my business to a house of cards.
Finding the Balance
This doesn’t mean approaching every interaction with suspicion. Rather, it means recognizing when verification is necessary. The bigger the claim and the higher the stakes, the more important verification becomes.
Some practical ways to balance trust with verification include:
- Establish clear reporting processes in your business
- Create systems that make data transparent and accessible
- Develop relationships with trusted advisors who can offer second opinions
- Learn enough about key areas (finance, marketing, operations) to ask informed questions
These practices create an environment where trust can thrive because it’s built on a foundation of transparency and accountability.
The Path Forward
I’ve learned to be more interested than trusting. This shift in mindset has transformed how I approach business decisions and partnerships. It’s not about assuming people are lying – it’s about ensuring I have complete information before making decisions that affect my future.
The next time someone presents you with impressive claims or exciting opportunities, remember to be interested. Ask questions. Seek verification. Protect what you’ve built.
Your business deserves nothing less than your full attention and diligence. Trust is valuable, but interest – genuine, probing, verification-seeking interest – that’s what will protect and grow your success.
Frequently Asked Questions
Q: Isn’t asking too many questions a sign of distrust that could damage relationships?
Not when framed properly. Asking questions from a place of genuine interest rather than suspicion actually strengthens relationships. Explain that you’re trying to understand fully because the matter is important to you. Most legitimate business partners will respect thoroughness.
Q: What specific questions should I ask when someone presents business growth statistics?
Ask about the baseline numbers (what was the starting point), the time period measured, the methodology used to track growth, who compiled the data, whether there were any unusual factors that might have inflated the numbers, and how sustainable they believe the growth is moving forward.
Q: How do you balance being interested without micromanaging your team?
Focus your verification efforts on high-impact decisions and major claims. Create systems that provide transparency without requiring constant questioning. Set clear expectations for reporting and documentation so verification becomes part of your normal business process rather than an exceptional act of distrust.
Q: What are some red flags that should trigger deeper verification?
Be particularly vigilant when you hear claims of extraordinary growth, when someone is reluctant to provide supporting documentation, when timelines keep shifting, when explanations are overly complicated, or when you’re being rushed to make decisions without proper time for due diligence.
Q: How did you rebuild your approach to trust after experiencing business failures?
I developed a framework that allows for optimism while requiring verification. I now separate claims into categories based on impact and risk, with higher-stakes matters receiving more thorough verification. I’ve also built a network of trusted advisors who can provide second opinions and additional perspectives when needed.
