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.

• 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

• 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/

Today's episode of Sell With Authority is another special in our series on trust and distrust in the agency sales process. You've been hearing from agency leaders who are leaning into this issue with real candor, real context, and real stakes.

When trust is present — your pipeline flows.

But when trust is absent? There's hesitation. Uncertainty. Second-guessing. Deals that should move forward stall instead.

Our special guest expert today is Ari Galper, Founder of Unlock The Sales Game and one of today's leading authorities on trust-based selling.

For more than two decades, Ari has helped business leaders replace outdated sales tactics with authentic, trust-first conversations. His perspective is a powerful addition to what we're building in this series.

Ari helps us see what it looks like to communicate and lead in ways that help people feel safe saying yes.

He believes trust doesn't take time — it takes truth.

And he teaches that trust isn't built through persuasion — it's built through presence.

When we listen deeply, speak honestly, and align with what's true for the other person, we create connection instead of resistance.

That's the kind of trust that doesn't just win a deal. It turns conversations into partnerships.

• Why "trust" isn't something you build with time but with truth and presence
• Mindset shifts to break out of the commodity trap agencies face every day
• The real danger of the "trust recession" — and why it's changing the rules of the agency sales process
• Trust-based questions to get to the truth
• How agencies can stop the cycle of free consulting and start commanding premium conversations from the get-go
• Why you should act more like a doctor than a vendor
• How to differentiate your agency simply through your sales approach — not just your services

• Website: https://www.arigalper.com/
• LinkedIn Personal: https://www.linkedin.com/in/arigalper/
• LinkedIn Business: https://www.linkedin.com/company/ariai/

Today's episode of Sell With Authority is part of our special series on trust and distrust inside the agency sales process. Over the last several weeks, you've heard from agency leaders who are willing to lean into this issue — honestly, transparently, and without shortcuts.

When trust is present, the pipeline flows. Right-fit prospects show up prepared. Momentum builds.

But when trust is missing, everything slows down. Friction increases. Growth stalls.

Which makes today's conversation a perfect fit for this series.

Our guest is Greg Star, Founder of Driven Authentic Branding Solutions and co-founder of Carvertise — a company that skyrocketed from zero to $19 million in revenue and earned a spot on the Inc. 5000 list.

Greg's story is about transformation, and facing real challenges. It's about what happens when authenticity is expressed with purpose and perspective.

In this conversation he breaks down why trust is both the architecture and the obstacle — and why LinkedIn is one of the most underutilized opportunities for agency leaders to build real authority and reputation. His insights are grounded in research, data, and practical how-to's you can apply immediately.

• How authenticity directly impacts your sales pipeline
• The key difference between company content and personal posts
• The secret behind 8x more engagement on your personal LinkedIn profile
• A rock solid recipe for LinkedIn posts to double your audience — and start conversations with right-fit prospects
• How vulnerability and sharing your origin story fuels connection and keeps your agency top of mind
• The confidence gap: why leaders hesitate to show up and steps to overcome "self-aggrandizing" anxiety
• Posting cadence recommendations (HINT: consistency is a non-negotiable)

• Website: www.drivenbranding.ai
• LinkedIn: https://www.linkedin.com/in/greg-star-5911b562/