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Keeping Your Word: Contracts, Commitments, and Character - Episode 13 · Profit and Principle

• 0:00
  SPEAKER_00: Here's a scenario that more business people have faced than would ever admit it.
• 0:05
  SPEAKER_00: You make a commitment, a price you quoted, a timeline you promised, terms you agreed to, a handshake deal that both parties walked away from with clear expectations.
• 0:17
  SPEAKER_00: And then circumstances change.
• 0:20
  SPEAKER_00: Costs go up.
• 0:22
  SPEAKER_00: The project turns out to be bigger than you anticipated.
• 0:25
  SPEAKER_00: A better opportunity appears that competes with the one you already committed to, and you find yourself doing the math on whether you're actually going to honor what you said.
• 0:38
  SPEAKER_00: In most business cultures, what happens next is called renegotiation.
• 0:43
  SPEAKER_00: You go back to the other party, explain that things have changed, and propose new terms.
• 0:49
  SPEAKER_00: Sometimes that's legitimate.
• 0:52
  SPEAKER_00: Circumstances genuinely shift, and honest renegotiation is a normal part of business.
• 0:59
  SPEAKER_00: But sometimes what gets called renegotiation is something else.
• 1:04
  SPEAKER_00: It's the slow rerouting of a commitment you made when it was convenient, because honoring it now costs you more than expected.
• 1:14
  SPEAKER_00: I'm Dr.
• 1:15
  SPEAKER_00: Daryl Stein, and this is Profit and Principle.
• 1:18
  SPEAKER_00: And today we're closing the ethics and integrity section of this series with what may be the most personally demanding topic we've covered.
• 1:28
  SPEAKER_00: Keeping your word.
• 1:30
  SPEAKER_00: Not just when it's easy, not just when nothing has changed, keeping your word when you've done the math and realize that the cost of honoring what you said is now higher than you anticipated, and you do it anyway.
• 1:45
  SPEAKER_00: Three passages of scripture today, and one of them from Psalm 15 describes a standard of commitment keeping that is genuinely uncomfortable.
• 1:56
  SPEAKER_00: Here's what you walk away with: a clear picture about what God says, about the sanctity of your word, and two practices that will strengthen the reliability of your commitments before they are ever tested.
• 2:09
  SPEAKER_00: So why does this matter in business?
• 2:12
  SPEAKER_00: Let me give you the business case because it's more concrete than most people realize.
• 2:19
  SPEAKER_00: Your word is your lowest cost business development tool.
• 2:23
  SPEAKER_00: When people trust what you say is what you'll do, when they can count on your commitments, when your timelines are real, you spend less energy managing relationships because those relationships don't require the overhead of verification.
• 2:39
  SPEAKER_00: Clients don't need to build in buffer for your estimates.
• 2:43
  SPEAKER_00: Partners don't need to add margin for slippage.
• 2:46
  SPEAKER_00: Employees don't need to interpret what you said against what you probably meant.
• 2:52
  SPEAKER_00: The organization runs cleaner, faster, and with less friction at every level.
• 2:59
  SPEAKER_00: Broken commitments, on the other hand, have a cost that is consistently underestimated.
• 3:04
  SPEAKER_00: Here's why.
• 3:06
  SPEAKER_00: The person on the other side of your broken commitment does three things.
• 3:11
  SPEAKER_00: First, they adjust your expectations for future dealings with you.
• 3:16
  SPEAKER_00: They now know to assume your commitments are provisional.
• 3:20
  SPEAKER_00: Second, they tell people.
• 3:23
  SPEAKER_00: The research on this is consistent and sobering.
• 3:27
  SPEAKER_00: A negative experience gets shared far more widely than a positive one.
• 3:32
  SPEAKER_00: And a broken commitment is a story people tell in detail.
• 3:36
  SPEAKER_00: And third, they make a permanent deposit in their mental ledger for your organization, one that colors every future interaction.
• 3:46
  SPEAKER_00: None of that is recoverable with an apology.
• 3:50
  SPEAKER_00: Relationships can survive broken commitments, but they survive them differently than before.
• 3:56
  SPEAKER_00: Something changes in the foundation.
• 3:59
  SPEAKER_00: And the leader who breaks commitments habitually, even with good explanations, even with legitimate reasons, eventually finds that the people around them have quietly stopped taking their word at face value.
• 4:11
  SPEAKER_00: That's a form of reputational bankruptcy that doesn't show up on any financial statement, but it is absolutely real.
• 4:20
  SPEAKER_00: The flip side is equally true.
• 4:22
  SPEAKER_00: The leader who keeps commitments when it's hard, who honors a price quoted when costs rose, who meets a deadline when it becomes difficult, that leader earns something that cannot be purchased.
• 4:35
  SPEAKER_00: They earn the reputation of a person whose word is a reliable instrument.
• 4:40
  SPEAKER_00: And in business, that is foundational to everything.
• 4:44
  SPEAKER_00: Let's take a look at what Scripture says, and we're going to begin at Matthew chapter 5, verse 37.
• 4:51
  SPEAKER_00: And it says this let what you say be simply yes or no.
• 4:56
  SPEAKER_00: Anything more than this comes from evil.
• 5:00
  SPEAKER_00: Jesus is speaking in the Sermon on the Mount, addressing a culture that had developed an elaborate system of oaths, different levels of commitment based on what you swore by.
• 5:11
  SPEAKER_00: Swear by heaven, that's more binding than swearing on earth.
• 5:15
  SPEAKER_00: Swear by Jerusalem, that's more binding than swearing by your head.
• 5:20
  SPEAKER_00: The system created, in effect, a hierarchy of promises.
• 5:25
  SPEAKER_00: Some you really meant, and some you could walk away from with a clean conscience because you'd chosen the right formulation.
• 5:33
  SPEAKER_00: Jesus cuts through the whole architecture in a single sentence.
• 5:37
  SPEAKER_00: Stop calibrating your commitments.
• 5:39
  SPEAKER_00: Your yes should be yes.
• 5:41
  SPEAKER_00: Your no should be no.
• 5:43
  SPEAKER_00: The reliability of what you say should not depend on what you add to it.
• 5:48
  SPEAKER_00: No qualifications, no escalating oath, no performance of seriousness to signal that this time you really mean it.
• 5:58
  SPEAKER_00: The Greek word here translated evil is the same word used elsewhere for the evil one.
• 6:04
  SPEAKER_00: Jesus is saying that the whole system of graduated commitments, where some promises are real and others are negotiable, come from a corrupted place.
• 6:15
  SPEAKER_00: It's not the design.
• 6:17
  SPEAKER_00: The design is simpler and more demanding.
• 6:20
  SPEAKER_00: Your word should be reliable because it's your word.
• 6:23
  SPEAKER_00: Full stop.
• 6:24
  SPEAKER_00: For the business leader, this is not a minor point.
• 6:28
  SPEAKER_00: Jesus is calling out an entire category of behavior that is completely normalized in modern commerce.
• 6:35
  SPEAKER_00: The commitment that sounds firm but has exits built into the language.
• 6:40
  SPEAKER_00: The agreement that's technically binding but carries an understood flexibility.
• 6:47
  SPEAKER_00: The yes doesn't quite mean yes.
• 6:50
  SPEAKER_00: He's saying that the whole approach is corrupted at the root.
• 6:55
  SPEAKER_00: Let's take a look now at Psalm 15, verse 4.
• 7:00
  SPEAKER_00: And the latter part of it says, who swears to his own hurt and does not change?
• 7:07
  SPEAKER_00: This is one of the most searching phrases in all of Scripture.
• 7:11
  SPEAKER_00: And it appears in a psalm that answers a specific question.
• 7:22
  SPEAKER_00: In other words, what does the person look like who lives in close relationship with God?
• 7:28
  SPEAKER_00: David's answer unfolds through a series of character descriptions, and one of them stops many of its readers cold.
• 7:36
  SPEAKER_00: He honors those who fear the Lord, and he swears to his own hurt and does not change.
• 7:43
  SPEAKER_00: The Hebrew phrase means literally he swears to evil for himself and is not substitute.
• 7:51
  SPEAKER_00: This describes a person who has made a commitment that is turned against them.
• 7:55
  SPEAKER_00: The deal went sideways.
• 7:57
  SPEAKER_00: The commitment is now costing them, and they do not change course.
• 8:02
  SPEAKER_00: They do not renegotiate.
• 8:05
  SPEAKER_00: They absorb the loss and honor what they said.
• 8:08
  SPEAKER_00: This is not describing someone who enters commitments naively.
• 8:13
  SPEAKER_00: It's describing someone whose yes is so thoroughly a yes that even when honoring it becomes personally costly, they honor it.
• 8:21
  SPEAKER_00: Because the alternative is to be the kind of person whose word can't be trusted when the conditions change.
• 8:28
  SPEAKER_00: And that, David says, is a defining characteristic of the person who walks closely with God.
• 8:35
  SPEAKER_00: For the business leader, the test of your commitment is not whether you honor it when circumstances say favorable, the test is what you do when they don't.
• 8:46
  SPEAKER_00: Now finally, let's take a look at Ecclesiastes chapter five, verses four and five.
• 8:52
  SPEAKER_00: It says, When you vow a vow to God, do not delay in paying it, for he takes no pleasure in fools.
• 9:00
  SPEAKER_00: Pay what you vow.
• 9:01
  SPEAKER_00: It is better that you should not vow than that you should vow and not pay.
• 9:08
  SPEAKER_00: The preacher is writing with the weary, clear-eyed wisdom of someone who has watched human nature closely for a long time.
• 9:17
  SPEAKER_00: And his counsel here is direct.
• 9:19
  SPEAKER_00: If we're not going to do it, don't say it.
• 9:22
  SPEAKER_00: Don't make commitments you don't intend to keep.
• 9:26
  SPEAKER_00: The vow left unpaid is worse than the vow never made.
• 9:30
  SPEAKER_00: The context is specifically about vows made to God, commitments made in the temple, promises offered in moments of need or gratitude.
• 9:42
  SPEAKER_00: But the principle that the preacher is applying is anthropological.
• 9:46
  SPEAKER_00: There is something about the human soul that is damaged by the habit of making commitments that don't hold.
• 9:53
  SPEAKER_00: It cultivates a kind of moral softness, a reflex that reaches for the commitment as a social tool without recognizing the weight it carries.
• 10:03
  SPEAKER_00: The person who makes many vows and keeps few of them has, over time, trained themselves to speak with their mouths without engaging their will.
• 10:13
  SPEAKER_00: The warning is we're taking seriously in business.
• 10:17
  SPEAKER_00: Every commitment you make, every deadline you announce, every price you quote, every timeline you promise either trains you toward reliability or toward the comfortable habit of the provisional yes.
• 10:32
  SPEAKER_00: The preacher's counsel is not to stop making commitments, it's to stop making commitments you don't intend to keep.
• 10:40
  SPEAKER_00: To let the friction of genuine commitment making slow you down before the word leaves your mouth.
• 10:46
  SPEAKER_00: Because the word that does leave your mouth needs to be the word you're going to honor.
• 10:52
  SPEAKER_00: I want to give you a contrast that plays out every day in the business world in situations far less dramatic than scandals or lawsuits.
• 11:02
  SPEAKER_00: Two marketing agency owners, I'll call them Victor and Gail, both quote a significant project at roughly the same price.
• 11:10
  SPEAKER_00: Midway through the execution, both discover that the scope has grown substantially beyond what was anticipated at the proposal stage, and both face the same decision.
• 11:20
  SPEAKER_00: Absorb the cost overrun, or go back to the client and ask for more.
• 11:26
  SPEAKER_00: Victor goes back to the client.
• 11:28
  SPEAKER_00: The conversation is framed well.
• 11:31
  SPEAKER_00: He explains the scope change, documents the additional work, and presents a change order.
• 11:37
  SPEAKER_00: Now technically he's not wrong.
• 11:39
  SPEAKER_00: The scope did change.
• 11:41
  SPEAKER_00: The conversation is professional, but the client who has been in business for 20 years, here's something underneath it.
• 11:48
  SPEAKER_00: The price I was given wasn't real.
• 11:51
  SPEAKER_00: It was an opening position.
• 11:54
  SPEAKER_00: Now Victor gets his change order approved, but he doesn't get the next project.
• 11:58
  SPEAKER_00: And when the client refers colleagues, Victor's name doesn't come up.
• 12:03
  SPEAKER_00: But Gail, she absorbs it.
• 12:06
  SPEAKER_00: She makes the call internally that her team underbid the project, that the scope creep was partly her team's failure to define it tightly enough, and that honoring the number is the right thing to do.
• 12:18
  SPEAKER_00: She delivers the project on budget as quoted.
• 12:21
  SPEAKER_00: It costs her margin on that engagement.
• 12:24
  SPEAKER_00: What it earns her is something the client tells his colleagues verbatim.
• 12:28
  SPEAKER_00: Gail quoted it and delivered it.
• 12:30
  SPEAKER_00: The number she gives you is the number.
• 12:33
  SPEAKER_00: Gail didn't lose money, she invested it.
• 12:37
  SPEAKER_00: She invested it in the kind of reputation that it takes years to build, it cannot be manufactured in any other way.
• 12:46
  SPEAKER_00: So how do we apply this?
• 12:48
  SPEAKER_00: Well, I have two different practices, one prospective and one retrospective.
• 12:53
  SPEAKER_00: So here's the first one.
• 12:59
  SPEAKER_00: The preacher's counsel from Ecclesiastes is clear.
• 13:04
  SPEAKER_00: It is better not to vow than to vow and not pay.
• 13:08
  SPEAKER_00: This week, before you make a significant commitment, whether it be a deadline, a price, or some type of deliverable, add one deliberate step.
• 13:19
  SPEAKER_00: Ask yourself, do I actually have a line of sight on what it will take to honor this?
• 13:25
  SPEAKER_00: Have I built in enough margin for what I don't yet know?
• 13:30
  SPEAKER_00: Most commitment failures in business aren't failures of intention.
• 13:33
  SPEAKER_00: They're failures of forecasting.
• 13:36
  SPEAKER_00: Leaders who consistently overpromise don't usually do it cynically.
• 13:41
  SPEAKER_00: They do it because they quote from the optimistic scenario rather than the realistic one.
• 13:48
  SPEAKER_00: They commit to timelines based on everything going right.
• 13:52
  SPEAKER_00: They price based on the clean version of the project.
• 13:56
  SPEAKER_00: Here's a practical test.
• 13:58
  SPEAKER_00: Before your next significant commitment, ask what would have to go wrong for you not to deliver this.
• 14:04
  SPEAKER_00: If the answer is almost anything could go wrong, and I could be in trouble, your commitment isn't ready to leave your mouth yet.
• 14:12
  SPEAKER_00: Make it more conservative.
• 14:14
  SPEAKER_00: Honor it completely, and then do it again.
• 14:18
  SPEAKER_00: Now here's the next thing you can do: identify one existing commitment under pressure and address it now.
• 14:26
  SPEAKER_00: Almost every experienced business leader, if they're honest, has at least one commitment in active circulation that they know is under pressure, a timeline that's slipping, a price that is being squeezed by costs they didn't anticipate, a promise made to an employee that hasn't yet been delivered.
• 14:45
  SPEAKER_00: Don't wait for the other party to notice.
• 14:48
  SPEAKER_00: This week, take the initiative.
• 14:50
  SPEAKER_00: Evaluate what it would actually cost to honor it as it's made.
• 14:54
  SPEAKER_00: If it's possible to honor it, honor it.
• 14:57
  SPEAKER_00: Absorb the cost, find the resource, and deliver what you said.
• 15:02
  SPEAKER_00: If circumstances have genuinely changed in a way that make honoring the original commitment impossible, have the honest conversation now, proactively, before you're in default.
• 15:14
  SPEAKER_00: That conversation, when you initiate it rather than being forced into it, is a completely different conversation.
• 15:22
  SPEAKER_00: That one says, I take my commitment seriously enough to address this before it becomes your problem.
• 15:29
  SPEAKER_00: Neither of these is comfortable.
• 15:31
  SPEAKER_00: Both of them are the practice of the person that Psalm 15 describes, who swears to their own hurt and does not change.
• 15:41
  SPEAKER_00: I want to close this series on ethics and integrity with something I think needs to be said plainly.
• 15:47
  SPEAKER_00: The standard scripture holds out in these episodes: honest dealings, transparent relationships, no compromise of values, accountability structures you build before you're required to, and commitments you honor even when they cost you.
• 16:02
  SPEAKER_00: Well, this is genuinely high.
• 16:05
  SPEAKER_00: It's not the standard of the average business.
• 16:08
  SPEAKER_00: It's not the standard your competitors are necessarily operating by.
• 16:12
  SPEAKER_00: And some of the time, operating by it will cost you something in the short term that the less scrupulous competitor doesn't have to pay.
• 16:21
  SPEAKER_00: And that's real.
• 16:22
  SPEAKER_00: I'm not going to pretend otherwise.
• 16:25
  SPEAKER_00: But here's what I've watched over time in leaders who build their businesses on this foundation.
• 16:31
  SPEAKER_00: They build things that last, the client base that stays through difficult seasons, the team that executes without being managed at every step, the reputation that generates referrals without being asked for them.
• 16:45
  SPEAKER_00: The freedom, and this is no small thing, of never having to remember which version of the story they told, because they've only ever told one version.
• 16:55
  SPEAKER_00: The person Psalm 15 describes, who dwells on God's holy hill, is not someone who's found a comfortable middle ground.
• 17:04
  SPEAKER_00: They're someone who decided that their word, once given, was no longer negotiable.
• 17:10
  SPEAKER_00: And that decision, repeated consistently, becomes the most durable thing they've ever built.
• 17:17
  SPEAKER_00: Let me pray for you.
• 17:19
  SPEAKER_00: Father, I pray for every leader listening right now who is trying to build a business on something solid, who wants their name to mean something, who wants to hand something real to the people who come after them.
• 17:32
  SPEAKER_00: Give them the courage to let their yes be yes and their no be no.
• 17:38
  SPEAKER_00: Where they have commitments in circulation right now that are under pressure, give them the wisdom to address them honestly and the strength to honor them faithfully.
• 17:48
  SPEAKER_00: Protect them from the gradual drift towards the provisional yes, the commitment that sounds firm, but that has exits built in.
• 17:56
  SPEAKER_00: And remind them that the standard you call us to is not a burden, but a foundation.
• 18:02
  SPEAKER_00: That the leader whose word can be trusted is the leader who builds something that can last.
• 18:07
  SPEAKER_00: In Jesus' name, amen.
• 18:10
  SPEAKER_00: Well, I thank you again for joining me for another episode of Profit and Principle.
• 18:14
  SPEAKER_00: If you haven't yet been to our website, profitandprinciple.com, I encourage you to give us a visit over there.
• 18:20
  SPEAKER_00: You'll find a few different resources available to you absolutely free.
• 18:24
  SPEAKER_00: I post a weekly blog there that further unpacks the content of each episode.
• 18:29
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• 18:33
  SPEAKER_00: And then there's a one-page PDF you can download as well that you can use as a resource for a one-on-one study with others or just study on your own.
• 18:42
  SPEAKER_00: So I hope you'll take advantage of those resources.
• 18:45
  SPEAKER_00: Finally, I know that your time is a valuable commodity, and I thank you for listening to this podcast.
• 18:51
  SPEAKER_00: And if you find value, please share it with a friend and leave us a rating and review on your favorite podcasting app.
• 18:58
  SPEAKER_00: I would greatly appreciate that.
• 18:59
  SPEAKER_00: Until next time, I hope you have a blessed week.