My father was a businessman. From the time I began to record memories, he taught me what he felt were the most important things a businessman must know and do. The advice, though, applies to everyone, whether you think of yourself as a businessman or not. Do you buy or sell? Do you lend or borrow? Do you interact with people? These things apply to you.
He was not only a businessman, he was also a Christian, not in name only but within every fiber of his being.
The first lesson I remember was the need for honest dealings.
He made it his business to begin a trade by making the other person clearly aware of every flaw or problem or shortcoming in the thing that he, my father, was selling. He then would try to strike a deal where both parties would be equally satisfied. And then he would throw in something more.
Christians are taught to love their neighbors. If one truly loves the other person then one will protect that person from being cheated. Further, this constantly consistent behavior will establish one's reputation as an honest man and a man of character.
Another lesson had to do with values. Never trade until you know the value of the thing that's being traded. And then do a fair deal.
If you offered my father something that he wanted, or that you badly needed to get rid of, he would examine it carefully and then determine its value in the marketplace.
If you were asking too much, he would counteroffer with the actual value of the thing. If you were asking too little, he would tell you so and insist on paying the proper price. And then a little more in case he might be off in his estimate.
Another thing was that he would not do business in secret. Whatever trade he made was made before witnesses. He instilled in me the certainty that, if you have to hide and whisper, there's something very wrong with the deal you're being offered.
He explained these matters to me in terms of the biblical injunctions on which they were based, and in terms of the effect transgression would have on one's character – whether it ever became public or not.
The proper maintenance of one's character was to him like "muscle memory" to a fighter. If one made it a practice to always do right, it would become second nature and not require an effort. It would just simply happen.
If a person asked him for money, or for a thing, and he could afford to do it, he gave it without question unless the person was drunk, in which case he told the fellow to come back when he was sober.
If a person asked for a loan, and it was within his capabilities, he would do it. He would charge the then current interest rate and, if the rate subsequently went down, he would adjust accordingly.
He would not go to court but would find a way to settle a disagreement without so doing.
Why did he do these things?
Because these are things that Jesus said for us to do.
He was, following these principles, quite successful.
Whenever I would question these matters, he would patiently explain, "William, I cannot be responsible for anyone's behavior except mine, and I am fully responsible to God for it. If somebody treats me badly, that is between them and God. My response to their treatment is between me and God. That is the single most important thing."
Another piece of advice he gave me was, before entering a significant relationship or transaction with a man, take him out for lunch and let him leave the tip. If he leaves too little, he may be governed by greed, if he leaves too much, he may suffer from poor judgment. And how did he treat the waitress? With the respect due an equal, or as one "below" him. He told me to engage in ordinary conversation during the meal. People of low character will almost always betray themselves in ordinary conversation if you listen closely. What sort of language do they use? Obscenities? Profanity? Do they seem to be trusting or are they the kind who expects to be cheated - people tend to assume that others act the way they do. A thief will presume you are, at least a little, a thieving sort. An honest man will generally expect that you are too.
Now, one other thing. Let us talk about his views towards giving money away.
He tithed. Ten percent off the top to God. And then he gave to charities that he carefully vetted and determined that they were well and truly run. And lastly, he gave to individuals in need.
I, of course, asked him about these practices and his answer never varied. "William, as long as you are giving it for the right reasons, you cannot outgive God. You will always get more than you give. BUT – if you are giving for that reason, to turn a profit on the deal, you'll go broke in a heartbeat. If your heart is true, you'll prosper."
I try, as much as is possible, to follow all these guidelines. It has worked for me for a very long time. Do with it as you will. I most sincerely hope you do what's right and prosper as did he.
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