By Tom Knox
“They told me the reason I was successful was because I was believable.”
Of all the feedback I’ve received over the years, those words have stuck with me the most. They didn’t say I was the smartest person in the room, or the most aggressive closer. They said I was believable. That trait, I’ve come to understand, is the true currency of leadership.
Early in my career, I was fortunate to work with some of the most iconic brands in the world, brands like Toys R Us, Morgan Stanley, and CNN. I didn’t walk into those rooms with decades of experience under my belt or a big-name title behind me. But what I brought to the table was something just as powerful: credibility.
Those leaders trusted me. Not because I had all the answers, but because they could tell I was giving them the real story. I was honest about what I knew and, perhaps more importantly, what I didn’t. I didn’t oversell or sugarcoat. I listened carefully, spoke directly, and followed through. Over time, that consistency built something money can’t buy: believability.
You can’t declare yourself believable. It’s not something you announce—it’s something you earn based on your actions, your tone, and your track record.
Being believable means:
This applies whether you’re running a Fortune 100 company or advising a five-person startup. People want to work with leaders they can trust and trust starts with believability.
In my last blog, I mentioned how Pinpoint’s approach is defined by listening first. We follow up our listening with action. Our clients don’t come to us for buzzwords or a performance. They come to us because they know they’ll get transparency. Straight answers. Smart strategy rooted in reality.
We don’t shy away from the hard conversations. If something isn’t working, we say so. If there’s a better path forward, we show it clearly and without spin.
That no-nonsense approach is baked into our DNA because it's how I’ve always operated. And I’ve seen firsthand how it earns trust, not just in the moment, but for the long haul.
What’s the latest buzzword I’ve heard? “Single source of truth.”
In today’s healthcare and benefits landscape, trust is everything. Rising costs, complex options, and a flood of information make it harder than ever for employers to feel confident in their decisions. Add into that the growing influence of AI, and you’ve got an industry looking for clear direction from partners they can trust.
That’s why believability matters more now than it ever has. Employers are looking for partners who aren’t trying to sell them something, they’re looking for someone who will guide them with clarity and conviction.
At Pinpoint, we take that responsibility seriously. We don’t believe in fluff. We believe in facts, alignment, and straight talk. That’s how trust is earned, strong relationships cultivated, and results happen.
If I’ve learned anything over the years, it’s that your reputation is your resume. People follow leaders they believe in. Not the loudest voice. Not the fanciest title. The one they trust.
If you’re looking to lead, start by being someone people can believe. Speak truthfully. Act consistently. Own your mistakes. And never underestimate the value of being the real deal.
Because in the end, believability isn’t just a trait. It’s the currency of leadership.
Not sure how to get started? Here’s a great article from LinkedIn about it. Check it out and then drop me a line with your thoughts.