57 Things I’d Tell My 31 Year Old Wholesaler Self

I’m no spring chicken.

While not quite over the hill, I can sometimes see the top of it.

And, having experienced a thing or two about a thing or two, here are the 57 things that I’d tell the 31 year old wholesaler that I once was.

1. Operating with a high degree of urgency is an important deferentiator.
2. Not everything is urgent.
3. Sticktoitiveness aka tenacity are requirements of this role.
4. Be judicious when deciding which advisors you’ll be tenacious in perusing.
5. Remove your ego; chasing the wrong advisors is a time sucking trap.
6. Always over deliver.
7. Never be late.
8. The amount of money you make is often stunning.
9. Improperly managed, that money is meaningless.
10. You need to amass enough of it to say ‘f you’, at any time.
11. Find the right opportunities that never require you to say it.
12. Work for folks that help you grow, test you, encourage you, and offer you both direction and accountability.
13. Run away from oppressive and negative coworkers.
14. Integrity is everything.
15. Yours will be tested, frequently and in ways you don’t yet know.
16. Run as hard and fast as you can.
17. Stop to smell the roses along the way.
18. Take a stand for the things you believe in.
19. Be discerning in what you choose to fall on your sword for.
20. Publically towing your firms’ party line and messsge is important.
21. Constructive and candid feedback, privately offered, to the right leaders at the right time is valued…greatly.
22. Share what you have learned along the way.
23. Invest in your internal partners. The investment will be repaid economically and emotionally for years to come.
24. Take the job seriously.
25. Stop taking yourself so seriously.
26. Laugh. A lot.
27. Take care of the physical you.
28. Do what you say you’ll do.
29. Do it when you say you will.
30. Be a great student of the business.
31. Don’t neglect COIs.
32. Top to bottom, treat everyone in the home office with courtesy and respect.
33. You’re not that important.
34. Stop slogging through situations that make you miserable.
35. Don’t bring your work misery home with you.
36. Find a healthy and productive outlet for your stress.
37. Don’t over indulge.
38. Be a superior listener.
39. Be present when you’re home.
40. Manage the company’s budget like it’s your own money.
41. Never fudge an expense report.
42. Learn all the best travel hacks.
43. Stay in the best hotels your budget and travel policy will allow.
44. Take your office days.
45. You’re whining, even though you don’t think you are.
46. Learn how to manage up.
47. Exercise your creative muscles and use them to your advantage.
48. Dress better than any other wholesaler.
49. Shine your shoes.
50. Be the best speaker in your territory and your firm.
51. Your speaking skills aren’t as good as you think they are.
52. Do one more appointment, even if you’re “done” for the day.
53. Submit your expenses on time, every time.
54. Do your call reports/system notes every day vs. at week’s end.
55. Never fly by the seat of your pants, always be prepared.
56. Your next natural career step may not be management.
57. Enjoy the ride, because you’re going to blink and it’ll be over.