126 Savvy nervous, demotivated and sometimes paranoid. They can spend a lot of time checking things out and covering their tracks. So how do you develop trust? There is a school of thought which believes that trust is binary: you either have it or you don't. And some say that, once broken, it can never be regained. A percent- age of the population trust immediately ­ they find it easy ­ and it's only when that trust is proven to have been misplaced that it breaks down. Others take a long time to develop it, being naturally more cautious. But regardless of your personality type, trust tends to breed trust: as with respect, if you trust others, the chances are they will trust you. But you also need to be consistent, both in terms of how you deal with people and in `walking the talk'. If you say something is important, you must act accordingly ­ otherwise people will accuse you of paying lip service. If you are confided in, you must