Module 09

The FATE Model of Behavior

Focus, Authority, Tribe, Emotion

Core Question

What if there were a sequence — a specific order — that earns trust every time?

Overview

The FATE model reveals the four forces that shape every human interaction: Focus, Authority, Tribe, and Emotion. Master the sequence, and trust follows naturally.

"Trust precedes the sale. Always."

— Steven Sisler

Learning Objectives

Understand the four components of the FATE model
Apply the correct sequence in client interactions
Recognize when the sequence is broken and how to repair it
Use the FATE model to diagnose trust failures

Key Concepts

FocusAuthorityTribeEmotionThe FATE Sequence

Module 8: The Trust Architecture Module 10: The Art of Being Real