We are living in a post-trust era. Trust is at an all-time low, and people are more on guard than ever. How does this impact the property management industry?

In this episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with Darryl Stickel of Trust Unlimited to talk all about building and maintaining trust.

You'll Learn

[01:30 ] The Foundations of Building Trust

[06:51 ] Where Uncertainty Comes From and How to Eliminate it

[11:37 ] The Golden Bridge Formula

[21:27 ] The Role of Vulnerability in Building Trust

[31:49 ] AI and the Post-Trust Era

Quotables

"Sales and deals happen at the speed of trust."

"Trust is the willingness to be vulnerable when you can't completely predict how someone else is going to behave."

"There's three levers within us as individuals, and those are benevolence, integrity, and ability."

Resources

DoorGrow and Scale Mastermind

DoorGrow Academy

DoorGrow on YouTube

DoorGrowClub

DoorGrowLive

Transcript

Jason Hull (00:00 )

This is really what property managers sell. They sell trust. They don't really sell property management.

 

Darryl (00:03 )

Yeah.

Jason Hull (00:05 )

All right, I'm Jason Hull, the founder and CEO of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses, helping them add doors,

improve pricing, increase profit, simplify operations, and build and replace teams. We are like bar rescue for property managers. In fact, we've cleaned up and rebranded over 300 businesses. We run the leading property management mastermind with more video testimonials and reviews than any other coach or consultant in the industry. And at DoorGrow, we believe that good property managers can change the world and that property management is the ultimate high trust gateway to real estate deals, relationships,

and residual income. We are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now, let's get into the show. And today, I am hanging out with Darryl Stickel of Trust Unlimited. Welcome, Darryl to the DoorGrow Show.

Darryl (01:26 )

Thanks for having me, Jason. It's a pleasure to be here.

Jason Hull (01:29 )

It's great to have you. So I'm really excited about the topic of trust because I talk about this all the time. In fact, one of my most common phrases that I say to clients when talking about sales is that sales and deals happen at the speed of trust. And so I'm excited to get into this. So give us a little bit of background on you and then we'll get into the topic at hand. So tell us a little bit about Darryl and how you sort of

Darryl (01:45 )

They do, yeah.

Jason Hull (01:56 )

arrived at Trust Unlimited.

Darryl (01:59 )

Yeah. So I was

born and raised in a small town in Northern British Columbia, Canada, fairly isolated community, harsh winter conditions. And so people learned that they had to pull together and it meant that you needed to look out for your neighbor and that if you could help someone, you should. And so growing up in that background, I had a sense of responsibility to others, desire to be helpful.

When I was 17 years old, I was playing hockey in a neighboring community and I was attacked by a fan at the club. And he shattered my helmet, knocked me unconscious. I ended up with a severe concussion and I had a visual impairment. I knew that I was going to become legally blind, which I am now. So my plan had been to think for a living.

Jason Hull (02:32 )

I ended up with a severe concussion. And I had a visual impairment.

Hmm. ⁓

Darryl (02:46 )

And now all of a sudden I had the attention span of a fruit fly and I couldn't think. and so this experience promoted a sense of empathy for me because there were such feelings of, of helplessness and hopelessness. And fast forward a few years and I'm studying psychology and moving towards becoming a clinical psychologist. And people would just come up to me and.

 

Jason Hull (02:52 )

And so this experience promoted a sense of empathy.

I like...

Yeah.

Darryl (03:08 )

start telling me their problems. I'd be sitting on a bus and a complete stranger would sit down next to me and say, I'm really having a hard time.

And so I wanted to understand why that was happening. And I went and did a master's degree in public administration, worked in native land claims in British Columbia. And they would ask me these sort of deep philosophical questions like, what is self-government or what will the problems look like 50 years after claims are settled?

Jason Hull (03:15 )

So I went to understand why that was happening. And I went to do the master's degree in public administration. I worked in native land claims in British Columbia. They would ask me certain questions like what is self-government? What will the province look like 50 years after claims are

settled? The last question they asked me was how do I condescend people who have shafted for over 100 years and should trust us? I thought man, that's

Darryl (03:35 )

The last question they asked me was how do I convince a group of people who have shafted for over a hundred years, they should trust us? I thought, man, that's a

good question. So I went to Duke, wrote my doctoral thesis on building trust in hostile environments. Um, had a couple of leading experts in the field of trust on my committee. And when I finished, they said, you know, when you first started, we first came to us, we had a conversation. We agreed too big, too complex. He never solves it.

Jason Hull (03:43 )

So I went to Duke, wrote my doctoral thesis on building trust in hostile environments. Had a couple of leading experts in the field of trust on my committee. And when I finished, said, you know, when you first started, when you first came to us, we had a conversation. We agreed, too big, too complex, you never saw us.

Darryl (04:03 )

We'll give him six months and then he'll come crawling back to us and we'll let him chisel off a little piece of this and that'll be his thesis. I said, six months in, you were so far beyond us, we couldn't help anymore. All we could do was sit and listen. And here we are years later, we think you've solved it. And so I went and worked for McKinsey and Company, a big management consulting firm, and got to start applying the concepts that I'd learned.

Jason Hull (04:03 )

gave him six months to come from the back to us. we just left with a piece of this. would be the thesis. He said six months in, you were so far beyond us, couldn't help it. All we could do was send him us. And here we are years later, we're all sold. And so I went and worked for McKinsey Company, a big management consultant for him.

Yeah.

Darryl (04:25 )

And then on the way to a client

side, was involved in a car accident, ended up with post-concussion syndrome again, and couldn't work those kinds of hours anymore. So I just started a small company called Trust Unlimited and started helping people better understand what trust was, what it is, how it works, and most importantly, how to build it.

Jason Hull (04:36 )

started helping people better understand what trust was, what it is, how it works, and most importantly how it goes.

And that's quite the journey. That's quite the story. And so now this is what your, this is your gig. This is what you focus on. You focus on helping people understand trust. Yeah.

Darryl (04:52 )

Yeah, it's what

I've devoted my career and my life to. And so for the last 20 years, I've been helping nonprofits, private sector, public sector, Canadian military got me to help them figure out how to try to build trust with the locals in Afghanistan. Yeah, so I've been trying to help solve problems.

Jason Hull (05:10 )

Well, let's make this one of those opportunities for you to help some people that are listening figure out this challenge of trust. Because trust, really feel like, is fundamental and foundational to any relationship and to sales and to growing a business and all of that.

Darryl