Give Them Hope

When I was a brand-new financial advisor, I got paid twice a month with a paper check. I would go to my office mailbox, and there would either be an envelope with a clear window on the front, an indication that there was a check inside, or there would be a plain envelope, which meant no check—just a statement explaining why my income was zero for that pay period. Such was the risk I took when I chose to become a 100 percent commission advisor.

Our office mailboxes were lined up against a wall. Advisors would wait for the mail clerk to put our envelopes in our respective cubbies. On one of those paydays, I was standing next to a colleague, Greg, who had been in the business for ten years. I was only in my second year. He was dressed in a beautiful suit, cufflinks, and Ferragamo shoes. I was not. I was wearing a nice outfit that had been charged to my Ann Taylor credit card and had not yet been paid for.

I noticed my colleague’s envelope had a clear window. Mine did not.

I had optimistically hoped that a few of my cases would have closed in time, but they hadn’t. I was working hard, borrowing money to pay my expenses, and barely breaking even. My efforts did not yet match my revenue in those early years.

Greg opened his envelope, turned to me, and sarcastically stated, “Someday, you might get one of these!” He brazenly showed me his check. It was for $67,000.

Sixty-seven thousand dollars.

In a matter of seconds, my thoughts went something like this:

• Holy *&$# That is so much money!
• Why does he get that much while I get nothing?
• I am so much smarter than him.
• This doesn’t seem fair.
• This business is hard.
• I am so bummed right now.
• This sucks.
• I want what he has.
• How long will it take to get paid that much?
• I must keep working. I need more time. 
• Eventually, it WILL come together, won’t it?
• Why would he show me that check? That was obnoxious.
• I’m kind of glad he showed me that check. It means it’s possible for me.

That moment in my career could have gone either way: I could quit, or I could choose to keep going. 

I chose the latter, thank goodness. But that's because I had other people—not like Greg—who were encouraging me and giving me hope along the way. 

There was a ton of struggle in the beginning. My colleagues seemed successful and confident, and I was neither. I had to keep reminding myself about my long-term vision. I knew I wanted a future where I would be financially stable and have consistent cash flow. I wanted to one day buy nice clothes that I didn't have to charge on my credit card. I wanted to be a provider for my family, fund my future children’s college accounts, and ultimately save for retirement.

In hindsight, I now understand I was not alone in my thinking. Many young people who are new in their careers—regardless of their industry or specialty—feel the same way early on: defeated, frustrated, and sometimes understandably jealous of others’ success.

If you are someone who has “made it,” and you have time and wisdom on your side, please encourage young people to keep the faith. Ask how they are doing. Tell them what it was like when you were them and share humbly and confidently about where you are now.

 We have to remind them how important it is to believe in themselves and keep on going. Even when it’s exhausting. We must remind them that we believe in them. And when they are ready to quit because they’ve lost confidence and haven’t given their careers enough time, we have to remind them, “Hang in there, kiddo.”

If you are new in your business and struggling, I’m here to tell you: Hang in there, kiddo. It takes a long time to make it, to feel confident, and not second-guess your career choice.

I believe it is our responsibility to give them hope.

I know you are busy. I am too. 

But taking a moment out of your day to reach out to a young worker to give them encouragement will matter. Commit to inviting a young person out for lunch at a nice restaurant and offer to give them an hour of your time, just because.

Maybe you think you’re too far along in your career, and you won’t be able to relate to a younger person. You might find yourself questioning whether your perspective is still relevant to a person brand-new in his or her career. 

I bet you $67,000 that it will be.