Character is crucial!

There is an ancient Hawaiian belief that each child born has a bowl of perfect light. If the child tends to his/her light, it will grow in strength. If, however, they become envious, jealous, angry or fearful, they drop a stone into their bowl of light and some of the light goes out. Light and the stone cannot hold the same space.

If the child continues to put stones in the bowl, the light will go out, and the child will become a stone. If at any time the child tires of being a stone, all he or she needs to do is turn the bowl upside down and the stones will fall away, and the light will grow once more.

Character development is crucial, not only in life but also in business. In the business world, your character is like a compass that guides your decisions and actions. Here’s why character is so important:

Trust and credibility — People are more likely to trust and do business with someone who has a strong character. Trust is the foundation of any successful relationship, whether it’s with customers, employees or partners. Once you establish your character, it follows you everywhere. A good reputation can open doors, while a bad one can close them.

Long-term success — Businesses built on strong ethical foundations tend to have more sustainable growth. They attract loyal customers and dedicated employees who share similar values. Character helps you navigate through tough times. It’s easier to bounce back from setbacks when you have a solid moral foundation.

Decision-making — A well-developed character provides a set of guiding principles that help in making tough decisions. It ensures that your choices align with your values and ethics. It helps maintain consistency in actions and decisions, which is crucial for building a reliable and trustworthy brand.

Personal satisfaction — Acting in accordance with your values brings personal satisfaction and peace of mind. It’s easier to sleep at night knowing you’ve done the right thing. Maintaining your character boosts self-respect and self-esteem, which are important for personal and professional growth.

Influence and leadership — Leaders with strong character inspire others to follow suit. They set a positive example and create a culture of integrity within the organization. When you act with integrity, you empower others to do the same, creating a ripple effect that benefits the entire organization.

In my early years in business, I had the opportunity to observe two salespeople who were both exceptionally talented. Let’s call them John and Mike. Both were equally skilled in their craft, but their approaches to business and character were starkly different.

John was known for his integrity and honesty. He never made promises he couldn’t keep and always put the customers’ needs first. Even if it meant losing a sale, John would advise a customer against a purchase if he believed it wasn’t in their best interest. Over time, John built a loyal customer base. People trusted him, and word-of-mouth referrals became his primary source of new business. His clients knew they could rely on him, and that trust translated into long-term success.

Mike, on the other hand, was more focused on short-term gains. He often exaggerated the benefits of his products and made promises he couldn’t deliver on. While this approach initially brought him quick sales and impressive numbers, it wasn’t sustainable. Customers soon realized that Mike’s promises were empty, and his reputation began to suffer. Complaints started to pile up, and his customer base dwindled as people lost trust in him.

Years down the line, John was thriving. His business had grown steadily, and he had a network of loyal clients who valued his integrity. Mike, however, struggled to maintain his business. Try as he might, restoring his reputation and character was not as easy as “turning over his bowl of stones” before he hit rock bottom.

Mackay’s Moral: Reputation is precious; character is priceless.

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Harvey Mackay is the author of the New York Times bestseller “Swim With the Sharks Without Being Eaten Alive.” He can be reached through his website, www.harveymackay.com, by emailing [email protected] or by writing him at MackayMitchell Envelope Co., 2100 Elm St. SE, Minneapolis, MN 55414.