By Kurt Vetters
Graduation season always fills me with hope. The bright, scrubbed faces of the next generation of American workers file across the stage and into the pursuit of the American dream.
The survey I just took, obligatory after any event or experience, asked me to list my age group. I am now in the next to last column, 55-65. Next is the dreaded 65 and older column. So, I think now is the time to pass on my rules for getting ahead in the American economic system. I hope they prove useful, no matter where you are in your career or life.
1. Always try to be on the debit side (income side) of the balance sheet.
In accounting, you either bring money in (debit) or you cost money (credit). Typically, workers who bring in the money are more highly compensated and valued. Don’t get me wrong, all the functions in business matter. But those that find ways to add value to the enterprise by bringing in the dollars are the most highly prized. Examples are salespeople, physicians and nurse practitioners, lawyers who bring in the clients, business owners who manage the customers and take risks to get the business, craftsmen and artists who bring in the buyers through their talent.
Not everyone is cut out to be a rainmaker, but those who succeed in these endeavors typically are rewarded financially. And they have pretty good job security.
This attitude can apply to many jobs if you let the concept soak in. “How can you make the company money?” should always be your primary attitude because it will spark thoughts and ideas that will get you noticed. It will move you from the credit side of the balance sheet to the debit side. It could be as simple as working hard to make sure customers see you, notice your enthusiasm and competency, and want to come back because of you.
If you strive to be a teacher, strive to be the teacher that word spreads that you are the best, and parents will ask for you by name. That is making rain. If you are a mechanic at an auto dealership, try to meet the customers when they pick up their car, and make sure they know your name. Introduce yourself, give them some commentary on their car. Make them want to come back to you and ask for you by name.
If you are an accounts receivable clerk hidden in a back office with no customer interaction, then figure out who your customer is. It might be the salespeople you support. It might be the team of a specific important customer’s accounts payable department. Get to know them. Make sure they know you. Don’t let yourself be an anonymous, replaceable cog in the wheel.
Be someone who adds value to the experience of working with you.
2. You only get one chance to make a great first impression.
The human brain is hard-wired to make assumptions using clues that first-meetings give us. That first meeting can decide the fate of your future with that person, and perhaps their relationship with you for the rest of your life. So always put your best foot forward.
In the army, I met a young man who never properly learned to shake a person’s hand or look them in the eye when meeting them. I spent many days coaching him on this basic skill. And in the business world I am always amazed at how callous people treat the first impression. Good workers should always be ready to meet their next client or their next employer at a better job.
3. Friends and family are just that. Don’t make your living off them.
Many young people get into positions where their first sales calls or business interactions are with friends or family. These are fraught with danger. You don’t want to lose a friend because of a business dealing, and I have seen families torn apart by work relationships gone bad. Multi-level marketing schemes are the worst at this. Use caution.
It is a fact, however, that many first-time jobs for people are targeted for you to sell products to those close to you, those that can’t say no or are trying to help you get started. You should be careful around these dealings and make sure they are appreciated for being a stepping stone in your career, not the end result. And remember their kindness later on as you become successful.
Navigating the working world is a great adventure and the second biggest game of life you will play (I save the first for finding your life partner, raising your children and keeping life-long church and family relationships). Try to know the rules going in. A couple of books I recommend are “Rich Dad, Poor Dad” by Robert Kiyosaki and “The Only Investment Guide You Will Ever Need” by Andrew Tobias.
Good luck out there, whether you are starting your career or in the 65+ age bracket. My mom went back to school in her sixties and received an art degree. It changed her life. Its never too late to learn!
Kurt Vetters, a longtime resident of Greenfield, is a U.S. Army veteran, author and local businessman. He can be reached at [email protected]. Send comments to [email protected].
