Podcast Summary: Help Wanted – "How To Build Trust Instantly"

Hosts: Jason Feifer (Entrepreneur Editor-in-Chief), Nicole Lapin (Money Expert)
Date: February 26, 2026

Main Theme & Purpose

This episode of Help Wanted dives into the counterintuitive but powerful approach to instantly building trust in professional (and personal) situations: being open about your limitations rather than trying to present yourself as the perfect fit. Jason Feifer shares personal stories and insights to illustrate how vulnerability and honesty, rather than perfection, can foster true credibility and lasting relationships.

Key Discussion Points & Insights

Why Trying to Be "Perfect" Backfires

[03:13 – 04:45]

• Jason recounts his initial approach as a keynote speaker:
  He would attempt to position himself as the ideal choice for every potential client, even if their request didn't match his expertise.
• Result: Clients disappeared; he almost never landed the gig when over-selling.

Quote, Jason (03:45):
“When you try to do that—when you present yourself as perfect—people grow skeptical.”

The Power of Admitting Limitations

[04:46 – 05:50]

• Shift in strategy: Jason started telling clients when he wasn't the right person for their event.
  • He honestly said, “I don’t have the expertise that you’re looking for. I know that goes against my own interests, but my top priority is making sure that you get the right person for your event, even if it is not me.” [05:15]
• Two common outcomes:
  1. Clients appreciate honesty, ask more about his real expertise, and sometimes hire him for those areas.
  2. Jason refers them to other relevant speakers, building goodwill — sometimes resulting in future bookings.

Going Further: Even When You ARE a Fit, Point Out Your Limits

[06:10 – 07:00]

• Jason shares a recent story:
  For a credit union association gig, he told clients:
  “I don’t know much about credit unions, so I'm not going to be the most fluent on that subject.” [07:00]
• Client’s Reaction:
  They loved his outsider perspective and saw value in his fresh take.

Everyday Example: Restaurant Recommendations

[07:05 – 07:45]

• Analogy:
  When a waiter claims "everything is amazing," the recommendation loses value.
  • When a waiter honestly says, “That dish isn’t so great. I’d recommend this one,” trust immediately increases.

Quote, Jason (07:25):
“If they're willing to tell me what is not good, then I am more trusting when they say what is good.”

Why Honesty Builds Trust

[07:46 – 08:20]

• People aren't seeking perfection—they're seeking trust.
• Candid self-awareness signals that you care more about the other person's outcomes than your immediate gain.
• This honesty distinguishes you from competitors who are just selling.

Quote, Jason (07:55):
“People don’t prioritize perfect fits, they prioritize trust.”

Embracing the Courage to Be Honest

[08:20 – 08:35]

• You will lose some opportunities by being honest—but those are not the best fit anyway.
• Openness leads to higher-quality opportunities where you can deliver real value.

Quote, Jason (08:25):
“The trust that you build by being upfront leads to better opportunities, ones where you can actually deliver exceptional value.”

Notable Quotes & Memorable Moments

• On skepticism and “perfection”:
  “When you present yourself as perfect, people grow skeptical.” (03:45, Jason Feifer)

• On honesty in the sales process:
  “I don’t have the expertise that you’re looking for. I know that goes against my own interests, but my top priority is making sure that you get the right person for your event, even if it is not me.” (05:15, Jason Feifer)

• Waiter analogy on trust:
  “If they're willing to tell me what is not good, then I am more trusting when they say what is good.” (07:25, Jason Feifer)

• Core thesis:
  “People don’t prioritize perfect fits, they prioritize trust.” (07:55, Jason Feifer)

• Summary insight:
  “The trust that you build by being upfront leads to better opportunities, ones where you can actually deliver exceptional value.” (08:25, Jason Feifer)

Timestamps for Key Segments

• [03:13] – Introduction: Why building trust quickly matters
• [04:10] – Jason’s early mistakes trying to be a "perfect fit"
• [05:15] – How admitting limitations builds trust
• [06:10] – The “outsider” story and its successful outcome
• [07:05] – Restaurant waiter analogy: the value of honest recommendations
• [07:55] – People ultimately want trust, not “perfection”
• [08:25] – Willingness to lose some opportunities leads to better ones

Final Takeaway

If you want to build instant trust—whether in business, networking, or personal relationships—the surprising strategy is to acknowledge where you aren't perfect. Candidly reveal what you can and cannot do. Prioritize the other person’s real needs over making the sale, and you’ll become the kind of person people want to do business with, time and again.

For more work advice or to have your own questions answered, reach out to the hosts via the Help Wanted helpline.