Today's episode of Sell With Authority is another part of our special series on trust and distrust in the agency sales process. Throughout this series, we've explored how agencies build and sustain trust — in their sales process, through their content, and inside their culture.

When trust is present — your sales pipeline flows. But when trust is absent? There's friction — momentum stalls.

In today's conversation we're going a layer deeper. Beyond the mechanics of trust — into its root system.

Belief.

Before a right-fit prospect says yes — they have to believe something about you. They need to see a reflection of their own values in what you stand for — and how you show up everyday.

Our guest expert today has spent more than three decades helping brands uncover that connection. Mark Bubula is the Co-founder, President, and Chief Strategy Officer at Friends & Neighbors — a nationally recognized branding agency known for helping brands uncover and activate their most powerful human beliefs.

Mark's perspective is so valuable for this series because trust isn't built through clever messaging or consistent communication alone.

Trust is earned when your audience believes what you believe — and can feel those convictions in the way you show up, lead, and serve.

Mark reveals the why behind what makes brands truly connect — and how belief becomes the foundation that fills your pipeline with right-fit prospects.

What you will learn in this episode:

• Why belief — not just communication — forms the root system of real trust
• How to ensure your internal brand culture is in sync with the brand promise sold to prospects
• What "brand anthropology" really means — and how hiring PhD anthropologists changed Mark's approach forever
• Why focusing too little on your agency's soul stalls your growth
• How your agency can create a "message multiplier" — going beyond the same old values to something truly human
• The truth about building trust automatically

Resources:

• Website: http://friends-neighbors.com/
• LinkedIn Personal: https://www.linkedin.com/in/mark-bubula-4081052/
• LinkedIn Business: https://www.linkedin.com/company/friends-&-neighbors/
• Facebook: https://www.facebook.com/friendsneighbors
• F&N Med: https://friends-neighbors.com/fn-med/