22 Jul The Secret to Persuasion Without Pressure: Build Trust Intentionally with Derek Seckinger

In today’s competitive and hyper-connected world, everyone is selling something—products, services, ideas, even themselves. But the people who truly win in the long run aren’t the loudest or most aggressive. They’re the ones who master trust-based persuasion.

In a recent episode of The A to Z Podcast, I had the privilege of sitting down with Derek Seckinger, a seasoned commercial real estate leader and relationship builder. We explored a powerful question:

Can you persuade without pressure?

Derek believes the answer is a resounding yes—and his approach is both refreshing and deeply effective.

Trust Starts With You

Before selling a product or service, Derek insists you must first sell yourself. That means showing up as someone who is genuine, empathetic, and committed to your client’s best interest.

“Trust comes from showing you’re not just looking to close a deal—you’re looking to solve a problem, build a relationship, and be a resource,” Derek shared.

Educate First, Sell Later

Derek doesn’t approach clients as a salesperson. He approaches them as an educator. He’s found that when you offer value upfront—through insights, clarity, and useful information—you position yourself as a partner, not a pusher.

In his words:

“When people see that you’re helping them make informed decisions, they stop seeing you as someone who’s selling to them—and start seeing you as someone they can trust.”

In-Person Still Wins

While virtual tools have made outreach easier, Derek makes a compelling case for going old school—getting out there, shaking hands, and being seen.

We discussed a powerful stat:

• 58% of credibility is based on visual cues

• 35% from your voice

• Only 7% from your words

That means email and text might only be giving you 7% of the influence you could have in person. If you’re in a business that involves large transactions or long-term partnerships, that face-to-face time could make all the difference.

It’s Not Just About Technique—It’s About Integrity

Yes, there are scripts and tactics out there. But as Derek emphasized, what matters most is internalizing what works for you and approaching people with curiosity and kindness.

It’s not about rehearsing the perfect pitch. It’s about having real conversations, being present, and genuinely wanting to serve.

My Biggest Takeaway

What struck me most was Derek’s mindset:
Even a “wrong” prospect is never a wasted call. Every connection is a chance to plant a seed, gather insight, or be remembered as someone who brought value.

Trust doesn’t have to take years to build. When approached with intention, empathy, and authenticity, it can be sparked in minutes.

Watch the Clip:

Here is a link to watch the full interview.

And if this resonated with you, I invite you to:

• Share it with a colleague

• Comment with your biggest takeaway

• Reflect on how you’re currently building trust in your business

Let’s lead with purpose—and persuade with integrity.

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