In his classic, The Science of Getting Rich, written way back in 1910, Wallace D. Wattles explained a key principle for advancement in business, regardless of where one starts or how little money or connections they begin with. One advances… by advancing (providing value to) others:
“And, in so far as your business consists in dealing with other people…the key thought of all your efforts must be to convey to their minds the impression of increase…convey the impression of advancement with everything you do, so that all people shall receive the impression that you are an advancing man and that you advance all who deal with you…You can convey this impression by holding the unshakable faith that you are in the way of increase and by letting this faith inspire, fill, and permeate every action. Do everything that you do in the firm conviction that you are an advancing personality, and that you are giving advancement to everybody…feel that you are conferring benefits on all.”
I recently read a fantastic article on Time.com written by Charlotte Alter. It describes the journey of Kat Cole who began as a hostess for Hooters at age 17 and became CEO of the billion dollar-plus Cinnabon, Inc. at the age of 32. How she did it was textbook right out of the pages of Wattles’ book. (Though it wasn’t actually her goal – at 18 she was waiting tables there in order to help pay for college where she was studying to be an engineer.)
Earlier in his book Wattles discussed a concept he called being “too big for your present place”:
“You must begin to do what you can do where you are, and you must do all that you can do where you are. You can advance only by being larger than your present place…The world is advanced only by those who more than fill their present places.”
This is a key concept and had much to do with Kat’s rapid rise to success. If you read the above-mentioned Time.com article you saw that everything she did was not just beyond but way above and beyond her job description. Thus, she became too big for her present place. She had to advance. And, she continued to advance. She was… the advancing woman!
Exceptional Value And High Character
Kat certainly embodied “The Law of Value” from John David Mann’s and my, The Go-Giver, which states, “Your true worth is determined by how much more you give in value than you take in payment.”
But, let’s look at another aspect of Kat’s advancement. “The Law of Influence” from that same book says, “Your influence is determined by how abundantly you place other people’s interests first.” This does not mean you are self-sacrificial; it does mean that focusing on bringing value to others is congruent with your values.
One of Kat’s personal values is loyalty. Although she was offered a great job by another private equity firm that she wanted and was about to accept, when she found out the current company was about to be sold (which would be a bad time to leave them), she stayed to help them through the sale. Doing so entailed detailing with 14 other firms.
The result was that she became known as a person of huge value by the other firms as well and suddenly her influence grew exponentially. Now she was in greater demand than ever!
As Wattles succinctly stated in his chapter entitled, The Advancing Man:
“No matter what your profession, if you can give increase of life to others and make them sensible of this gift, they will be attracted to you, and you will get rich.”
Great things don’t happen in a vacuum. People create these opportunities for advancement. And, they do so, as Wattles stated, despite their circumstances. (You can read more about Kat’s personal situation in the Time.com article.)
An Advancing Man?
As I pulled up to the drive-through window of the local fast-food restaurant I sometimes frequent, I was greeted by a smile from a young man, probably not much older than the previously discussed hostess. He read back my special order to me, making sure he had it correct. I thanked him for caring enough to make sure he got it right.
“That’s our job, sir. We want to make sure it’s perfect and that you enjoy your meal.” He said it as though he meant it, and I have no doubt he did.
I was impressed. More than just the desire of my happiness with the dining experience, he knew how to communicate his desire for my happy dining experience.
He provided me with great value via his attitude. He gave me the impression of increase…I suspect he’ll be advancing soon.
Update: Soon after this post was published, Kat was promoted to Group President of Cinnabon’s parent company, Atlanta-based Focus Brands, owned by private equity firm Roark Capital. In her new role she’s responsible for five franchise food brands in addition to Cinnabon: Auntie Anne, Carvel, Moe’s Southwest Grill , McAllister’s Deli and Schlotzsky’s. Focus has more than 4,000 fast casual locations worldwide. Yes, Kat Cole continues to be … The Advancing Woman.
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Great post Bob! Dani Johnson notes to “bloom where you are planted”. This is a similar concept and one I enjoy. I like how Wallace explained this concept of becoming too big. As such, I have added his book to my reading list. I enjoyed reading the correlation to the Five Laws. Always a joy to read your thoughts. Thank you for sharing! Have a great weekend.
Shell: Indeed, that is the very essence of Mr. Wattles’ advice and Kat’s example, isn’t it? Great point by Dani! Shell, thank you for your kind words about my posts. I appreciate that a lot! Regarding buying “The Science of Getting Rich” be sure that you get one that states it’s the “original version.” Because its copyright expired many authors have republished it with their own comments and/or interpretations or with updated language. If you want it in the original language Mr. Wattles used and with no outside interpretation within the text, be sure and read through the descriptions. This one http://amzn.to/15iIoWQ looks like it might qualify but I’m not sure.
Most people forget about …
convey the impression of advancement with everything you do, so that all people shall receive the impression that you are an advancing man and that you advance all who deal with you
and think about themselves. I can’t imagine how many times I have said that to people. Thank you!
Igor: Thank YOU for sharing your thoughts and comments with us!
Great article Bob and a fantastic story. We always hear about value added proposition sometimes we forget about the people who truly live that. Incredibly inspiring.
Ken: Thank you. And, great point. Kat is certain the embodiment of a living value added proposition, isn’t she?! I love how you put that!
Thanks, Bob, once again for an outstanding resource and perspective. The Wattles’ references are right on and the article is inspiring. Her 9 tips link in the Time piece have some outstanding ideas. Would have missed this without you.
Craig: Thank you for your kind feedback. Greatly appreciated!
I’m often reminded of Rachel – who did every job “as if” she loved it. And your brilliant use of “act as if” comes up as advice for me often. If we’re spending all our energy hating where we are it doesn’t leave much energy to get where we want to go, does it?
Dixie: Brilliantly, Brilliantly stated, my friend. Thank you so much!
Great article, thanks for sharing!!! This is just what I needed to hear before I start my busy day.
Thanks for sharing and reminding us of these wonderful Laws……love it…
Dr. Kevin: Thank you! I love hearing that! 🙂
Jay: My pleasure. Thank YOU. So glad you enjoyed the post and Kat’s awesome example!
Nice write-up and great advise. One thing I always advised the people that worked for me over the years was: If you don’t like what you are doing here for your job, let’s talk about it. If we cannot fix that in this organization, you need to take it on as a challenge to fix it in another organization. That did not always lead to the easiest path forward for me and my company in the short term but in the long term both of us were better off!
Charlie: Thank you for your kind feedback on the post, as well as for sharing your leadership experiences with us. Very appreciated!
Bob I have studied Wattles book SGR ever since Lloyd Conant gave it to me while we were sitting in his kitchen in 1968. Kat Cole’s story as you have shared it is one of the best examples of what Wattles lessons will do for a person when they are properly applied. Thank you for sharing….BP
Bob: WOW! What an amazing compliment coming from you. Since it was about 15 years ago there’s no way you would (or should) remember this, but you gave me my original copy of Science of Getting Rich! Every page is marked, notated, and pretty much separated from the book by this point. 🙂 When I refer to it or quote from it from stage the audience usually laughs when they see I first have to take the elastic band off of it that is holding it together. LOL. Your lessons that you taught from that book have been invaluable to me in understanding and applying Wattles’ principles. Thank you for everything!
{Note: Bob Proctor is the man whom the character Pindar, in The Go-Giver, is based on.}
So easy to shrink within yourself and “go home” when faced with adversity or rejection. It can, instead, be the opportunity to “go big!”
Thanks for sharing.
Deborah: Thank YOU. Great point!