Honesty And Integrity Have Become Rarities

In all aspects of life, we seem to be witnessing a certain loss of the basic human qualities of honesty and integrity. We have come to accept as a "fact of life" that our politicians often lie, that our government lies, and that many people lie much more often than they tell the truth. It is indeed a sad commentary that many of us find it so "refreshing" to come across a "straight shooter," who "tells it like it is."

I sometimes believe that the often vilified President James Earl Carter, because of the public's reaction to him during his Presidency, may in some ways be one of the reasons that there are so few politicians who tell you what they really think. Whether someone liked Carter or not, agreed with him or not, liked his policies or not, or thought he did a good job or not, few would doubt either his honesty or sincerity. In fact, many unbiased observers believe that one of the main reasons that arch enemies, Israel's Manachem Begin, and Egypt's Anwar Sadat, came to a "peace agreement," was because they both believed that Carter was an "honest broker." Isn't it strange that a man so heavily criticized during his Presidency, and so attacked within this country, became the most sought after mediator for so many foreign disputes? Perhaps, the lesson to be learned is that it is okay to be honest when you want to accomplish something, but it is not a politically wise decision?

I go to a local mechanic for nearly all the work on all our family cars. While most of us complain about the questionable honesty of so many mechanics, this shop has repeatedly demonstrated that they are honest and honorable. While in the short run, on a particular sale, they may make less money than the less honest mechanics, in the long run, hopefully, word of mouth will bring them many referrals because of so many satisfied customers.

Years ago, when I developed a sales training program for a financial services company, I taught representatives that, in the long run, whatever commission they might make from one sale will never compensate for the long-term damage done to their reputation by mistreating or misinforming even a single client. I kept reminding them that referrals and repeat business was the difference between success and failure. And, that way you can always get a good night's sleep!

When I look back on my consulting business, and why I have so many satisfied and repeat clients, and receive so many positive referrals, is that my personal attitude is that I would always rather lose business than sleep. I yearn for a time when that is the rule, not the exception