Last Saturday evening I had the honor of attending the 50th anniversary celebration of my long term consulting client, The Benefit Company. I was asked to say a few words, reflect on my twenty plus years serving this great team of professionals. I won’t go into the specifics of this wonderful event. Just let me say it was totally consistent with the quality that has defined this firm for five decades. Whenever I speak, I always reflect on my words the next day. Usually coming up more with the things I didn’t say than those I did. Oh sure… there were the well deserved compliments, a quip or two along with some of the keys, the core values that have driven TBC to the success it enjoys today. But of the things I didn’t say, on Saturday, one still resonates with me and I want to capture it’s essence here…

In my many years as a business leader, coach and consultant I have worked with hundreds of financial services professionals. Each has been a “thumbprint.” Each has had his/her own unique style and way of approaching life’s pursuits. Leaders, great lieutenants, team members. All different. There have however been two qualities that have emerged in my work with them all that has been common… rather easy to discern.

Each has had either an abundant or a scarcity mentality. As I revisited my words on Saturday, this came to me … front and center. Let me explain by personalizing this concept applying it to TBC’s leaders, John Hearn and Carey Brown. When these two came together in 2009 to guide TBC to it’s next level of growth and success… well, my first impression was, “How’s this gonna work?” As I shared the other night, these two were too much alike. Each successful in there own right, strong willed, both with high egos that would in some way have to be accommodated. But as we negotiated their partnering (and it took a year!) something about these two that gave me needed confidence? Both Carey and John were abundant vs scarcity thinkers. So generous with one another… maybe at times too much so?

Scarcity a fundamental belief that there’s a limited supply of resources, wealth, success in the world. There’s not enough to satisfy us all, meet all our needs. I have to get mine… above all. Now! Before they’re all gone. Before it’s too late.

Abundance a fundamental belief that God provides for us all. There is much to fill all our needs. I can be generous in my outlook. Succeed and thrive by feeding, growing others. Now here is the key to abundance. What I observed last Saturday and in fact throughout my years with Carey and John during our process of building their partnership? I realized one aspect of their interaction… probably they didn’t see… even know it was there.Both vicariously or consciously understood… if each of us gives the other what he needs? I will get what I want. If we both live in abundance vs scarcity… we both will flourish.

Abundant mentality. This characterized their interaction ten years ago. It is still palpable today. This was the key. And oh how this sprung to my mind as I reflected on my words offered Saturday. One thing I did say though. Nothing lasts 50 years… a business, a marriage, a friendship without love. An abundance of it. Congratulations TBC!

So, thanks to The Benefit Company, a long standing principle resurfaced in my mind. Congratulations to all the people present on Saturday. The abundance overflowed. My bet is it will just continue to do so…

Godspeed. Well done 🙏