People do business with people they have confidence in. We believe they are knowledgeable about their craft or profession, and will use their skill in such a way that it benefits us.

What does confidence look like?  What does it sound like? What makes us begin to have confidence in someone?

Much of it comes from our first, immediate impression. What is the person's body language saying ... Is he standing up straight, making good eye contact? Does she offer her hand for a good handshake (nothing wimpy, "dead fish" or too strong)? Is the clothing professional and appropriate for the situation -- how about the shoes, hair, and hands?  

As you talk, is there a genuine friendliness and interest, along with the ability to ask questions and then LISTEN to the answers? What sort of words are used -- good, bad or ugly? Does the person show courtesy to those around him or is he an island?

When you become acquainted, how is the follow-up ... are phone calls and emails returned in a prompt manner? How about the follow-through ... do the details matter?

They should.