Walter E. Johnson: An Amazing Life

HARD WORK AND DETERMINATION 299 same thing. April Bailey, Teressa Morales, and John Hernandez are great examples of many in the bank. I go to a lot of events and it is surprising how often I see these and other employees. A few years ago, I had a CFO who wanted to be President. One day, he visited with me at 5 p.m. on his way out of the office, telling me that he was very upset that it appeared that I was showing a lot of favoritism to another employee. It was quite apparent that I was grooming the other employee to be the next President. I explained to my CFO that he was right. This other person was usually in the bank before 7 a.m. every morning and often left at 8 or 9 p.m. many nights. Every day he would walk out with a briefcase full of papers. I asked the CFO if he ever kept those kinds of hours? He said, “No.” I asked him if he had a briefcase. He said, “No.” I said, “That is the difference between your commitment to our success and the work ethic of someone that is going to be able to run this company someday.” He did not take it well. There was no disputing that he knew I was right. He was actually a great guy but he did not have the commitment, passion or work ethic that it was going to take to do the job. Love What You Do It is not that difficult to have great work ethic when you are passionate and love what you do! How fortunate! —WEJ Choose a job you love, and you will never have to work a day in your life. —Anonymous When I think about my life and all the breaks that I have had, there is no doubt a contributing factor was the work ethic that I showed versus that of my very capable peers. It is much easier to do a great job, to provide the effort and the work ethic when you have a job that you like and are working with associates that you can consider friends and team players.

300 AN AMAZING LIFE That is what we have at AMEGY BANK… in spades. I often feel sorry when I meet someone that talks about how they dislike their job or how they dislike their boss. I can’t imagine anything worse than spending your entire lifetime knowing you have to get up and go to work, spend all day there, and doing something you don’t like, or working with people or an organization for whom you have no respect. I did that once and it was no fun, so I quit after nine months. That is simply horrible way to spend your life. I have been so fortunate as a banker because I typically wake up before the alarm goes off. For most of my life I have gone to work with great anticipation, excitement, enthusiasm, and could not imagine any job that I would ever take that would be more fun. Meeting people, reviewing deals—some easy, some tough—is a challenge. Being able to express my input, and have people listen and understand that if we make a loan under consideration, we might change a person’s life or help him grow a business that would be important to the city. Throughout my life, I am asked often if there is anything I would do different. The answer is absolutely no. But if I had not become a banker, I feel sure that by now I would be a general contractor erecting houses and buildings because I love the challenges. I love being creative; I like working with my hands; I like solving problems; and I like making things happen. Even today, I am a banker but I do a lot of these other things on the side. I think I have mentioned in the book already that I build crane-served buildings down by the Port of Houston and parking lots for 18-wheelers. At one time I built houses, again because I like being creative. I still own all the properties except for the houses. I like dealing with my tenants and counseling with them. It is easy to fall into a trap when you get your first job if you make a mistake. Earlier I mentioned two jobs that were short term because I realized that I had made a mistake. I left those companies within less than a year. I believe if you make a mistake, you deal with it and move on. Unfortunately, from time to time, I interview someone asking for an opportunity to join the bank, yet they have been with their former employer for eight or nine years and say they hated it every day and want to make a change. But by the time they have invested eight or nine years into a company, they are at a salary that they cannot start over. Obviously, we cannot pay someone who is 35 years old what we pay a novice in our business, and they need the salaries that our 35-year-olds are making. They have to start at

HARD WORK AND DETERMINATION 301 the beginning and earn their stripes, and that may be the salary that they get coming out of college. I feel sorry for them. They are trapped and they cannot get out. They have families and responsibilities. They know that they are going to be stuck in a lifetime of unhappy employment. My advice, which I am asked for often, to any young person is you chose your employment very carefully. Be sure that the company you are going to work for is going to give you a lot of education (like Amegy does) to make you extremely productive in their company so you can excel. But if you find, at an early age, that the new job is not a fit, then cut the cord and go find something that you find exciting every day for the rest of your employment life. Amegy has many employees that have been with us for 20 or 30 years and many that were hired right out of college. It is so rewarding to me to see how many of our people went through our training program a few years back and are filling leadership positions. Be Tenacious Many of life’s failures are people who did not realize how close they were to success when they gave up. —Thomas Edison Tenacity is one of the more critical aspects of a successful life. One of the most successful business development officers I ever knew was J. V. Carr, who worked at First City and worked for me at Allied for many years before coming to Amegy. We called him “Mister Tenacious.” He is now Senior Vice President at Amegy. Jay was “Mister Tenacious.” He would work a good prospect for years. Jay took prospects fishing, hunting, to ball games, until they literally “gave up.” Jay always said that the very best prospects were usually happy with their bank, because they were a good customer. Jay was really smart in his techniques. He would often take a different officer with him each time he visited a contact. He knew it was important for the: • prospect to know he was a team player. • customer to realize we have a lot of accomplished professional bankers. • prospect to create some depth in relationships with his “future bank.”

302 AN AMAZING LIFE Jay would also take me, or other executive officers to meet the prospect. I am sure, over a few years, Jay’s prospects would know more bankers at Amegy than at their own bank. Jay always said that some of the best business that he ever developed was with companies he called who said they were not interested in moving their business because they were very happy and extremely well taken care of by their current bank. Absolutely, they were a good banking customer. He was tenacious and knew that just because they were not interested in doing something now did not mean that they would never be interested. After a couple of calls, it is important to take an associate with you on the next call; two people make a better call than one person. Then after a few months, go back and take another associate with you. And in a few months go back and take another associate with you. After a few months you need to take me, Scott, Steve, Laif, or David with you. Now they have met some of your associates, your supervisor and some of the bank’s administrators. By this time, they are beginning to think “WOW!!” this bank really wants my business. This bank knows more about me than my own bank does and I know more people at Amegy Bank than I do at my own bank. Great works are performed not by strength but by perseverance. —Samuel Johnson

CONTINUOUS LEARNING 303 Continuous Learning Learning is not attained by chance; it must be sought for with ardor and attended to with diligence. —Abigail Adams Anyone who stops learning is old, whether at twenty or eighty. Anyone who keeps learning stays young. —Henry Ford At Amegy, there is constant education taking place. Our staff has continuous learning all the time. It helps them do a better job meeting customer needs as well as giving themselves confidence in their ability to professionally address all of a customer’s needs while also cross-selling all of Amegy’s products and services. In 1982, a futurist and inventor by the name of Buckminster Fuller authored a book in which he claimed that, in all the millennia leading up to the year 1900, human knowledge doubled approximately every century, yet by 1945 it was doubling every twenty-five years, and by 1982—the year after this book appeared—it would be doubling every twelve to thirteen months.11 In the past few years, reports have widely circulated online that IBM has calculated the current rate of human knowledge growth to be substantially more accelerated: doubling every twelve hours, or twice a day.12 Whether or not this information is precisely accurate, the trend is clear—the world is in the middle of a seismic shift. Industries and occupations are changing, technology is rapidly evolving, societies are adapting, 11 Buckminster Fuller, Critical Path, St. Martin’s Press, 1981. 12 Jeffrey S. Selingo and Kevin Simon, “The Future of Your Career Depends on Lifelong Learning,” Forbes, Oct. 9, 2017.

304 AN AMAZING LIFE and the skills needed to thrive in a job, or even to understand its fundamentals, are a constantly moving target. How can people stay relevant? How can they keep informed, and able to navigate this ever-unpredictable planet on which we all live? Moreover, how can business owners and leaders be equipped to guide their organizations into a future that is perpetually in flux? The answer is to get a good education and embrace continuous learning. Preparation and Education Many people have a goal to achieve, but those who win will always be those who have prepared themselves for success. —WEJ A tenacious person most often achieves more than a passive person. —WEJ A huge key to success is being the chosen one to fill spots where opportunities become available. Over and over, I was chosen because I knew that the key to success was always preparation. —WEJ I became a banker in 1961 after three years with a Factoring Company. I was still going to the University of Houston, taking additional educational courses that I thought would be important to my career—whatever it might be—in the future. I took 21 hours of accounting and many advanced English grammar courses. I often wonder what drove me to spend all the time to do the things I did to prepare myself for the future. I did not know of anyone who was doing such things. No one had suggested it, and I did not have a mentor. I just did it, and it felt good! After joining the bank, I attended the American Institute of Banking for four years to learn all I could about the banking industry. Knowledge builds. As a result, lifelong learners are better equipped to lead others in learning—to model for them the many reasons to never stop learning, or to make an investment in their education. This is exactly what I

CONTINUOUS LEARNING 305 was led to do. Too often I see young people at the end of college determine that is enough education. After they have finished, they say, “I am glad to be done with that. I have accomplished my goal!” This, however, is the wrong point of view. I want to encourage kids to never quit believing in the power of education. I believe that to be really successful, education is not a byproduct of what we do in life and is instead a focus, a direction, a goal and a challenge. —WEJ In my banking life, I have known a number of incredibly successful men, entrepreneurs with no schooling or education past high school, and some even fourth grade! I am talking about multi-millionaires with incredibly successful companies. Were they educated? Most certainly! Knowledge is just a different form of education! —WEJ These men gained knowledge because they were curious. They learned from experience, they explored opportunities and they discovered a niche they could exploit. But above all they were tenacious. As a matter of fact, no one has ever accused me of being smart… but I do have an incredible amount of knowledge. While much of that comes from learning about hundreds of businesses over 55 years of banking, much of it is a result of being naturally curious. No one taught me how to build my portfolio of houses, crane-served buildings, truck yards, and now the rail terminals I am currently engaged in. I went to the night school, of some kind, for over eight years after I finished TCU. When I attended American Institute of Banking (AIB), I was on their debate team and, ultimately, taught credit analysis at the school. We debated an assigned topic against college kids across Texas. I loved it but it took a lot of education about the topic. We had to be curious enough to expect every conceivable counter argument or statistic the opposing team might throw out. It was very challenging and required focus, concentration, and knowledge. It would have been so much easier if we had iPhones with “Siri” and Google, like today!

306 AN AMAZING LIFE At Amegy Bank, absorbing new information and practicing new skills are ways to stay effective and efficient, keeping the bank a leader in our industry. More than just a necessity in the workplace, learning is an essential part of what it means to be human; it strengthens our minds, uplifts our spirits, and enables us to make better choices. Learning pushes us to become something greater than we are now. Learning is also a way to acquire necessary knowledge, to gain perspective on issues, and to better relate to people who might see things from a different point of view. The alternative—to be satisfied with the status quo and closed off to change or improvement—is antithetical to how Amegy Bank sees its partnership with the community, which is also always growing and changing. You can always improve your life. Never stop learning, I’m 84 and I have never stopped. Continuous learning helps individuals to recognize and take advantage of opportunities, and it stretches people in positive ways, helping them to reach their full potential. It encourages innovation, experimentation, and the boldness to try new things even when they present an element of risk. For the lifelong learner, even failure can be worthwhile because it imparts such valuable lessons for those willing to look. In the professional workplace, as elsewhere, continuous learning confers a slew of advantages. For one thing, it allows the learner to stay relevant, with a knowledge base and skill set well suited for functioning in the twenty-first century. The world changes so quickly that, without effort to stay up to date, one risks becoming obsolete. Another benefit of continuous learning is that lifelong learners, like me, are better equipped to lead others in learning—to model for them the many reasons to never stop learning, or to make an investment in their education. This is exactly why I was led in 2018 to establish the Walter E. Johnson scholarship for community commitment at Bauer College at the University of Houston, which awards three scholarships of $5,000 to each student. It is also the reason in my will (planning after death) I am leaving a significant sum to the University of Houston for needy and deserving student scholarships. When I graduated from TCU, that was the beginning of my education, not the end. I wanted to help kids be as successful as possible. I wanted to encourage kids to never quit believing in themselves and the power of education. They need encouragement to be the best they can be to achieve a successful life.

CONTINUOUS LEARNING 307 This is more than just a habit to be put into practice; it is a mindset. It is a way of life. Learning can come in a wide variety of forms, everything from reading the newspaper to speaking to a knowledgeable friend… from listening to a podcast to networking with colleagues. Perhaps because it requires an open mind, it fosters a culture in which ideas are encouraged, differences are celebrated, and collaboration is possible. When businesses work to cultivate a team of lifelong learners, it empowers those individuals to rise to the occasion whenever problems are met… because solutions can be creatively found. It also reminds those workers that they are valued, that their own betterment and growth is important. This all helps to create a positive force for change that can develop considerable momentum. And, really, it should be enjoyable. Learning is fun! You should never stop! It keeps people on their toes, prompts them to make discoveries, and rewards them with satisfaction and intellectual stimulation. The best learning is engaging and intriguing, tailored to a person’s interests and goals. Continuous learning keeps people moving in a world that is likewise full of motion. So, just as the globe keeps on spinning, learning should never have an end date, never be completed. It is not a one-and-done task to be checked off… it is a lifelong approach that brings out the best in everyone. You should never stop! Intellectual growth should commence at birth and only cease at death. —Albert Einstein The Importance of Being Well-Read Reading is essential to those who seek to rise above the ordinary. —Jim Rohn One of the best ways to practice being a continuous learner is through independent reading. There is so much that can be learned through the written word. Reading broadens your mind, especially if you choose books and articles on a wide variety of subjects. Reading helps you understand current events as well as the past. It can also help you develop a vision for the future.

308 AN AMAZING LIFE My personal list of things I “MUST READ” are: 1. The Houston Chronicle—daily 2. The Wall Street Journal—daily 3. The Economist—weekly 4. The Houston Business Journal—weekly 5. The New York Times—daily, most days These news sources themselves, if read religiously, provide a pretty good education in world and business events. In my opinion, the biggest enemy we have today is the TV, especially Netflix. The Netflix shows seem to never have an ending. They are captivating, going on and on and on. But reading a good book, for me, is much more rewarding. For all my business life, including my time now at 84 years old, I like to read. I always have one or two books that I am reading. I do not, however, advise reading fiction when there is a world of real-life stories available that are captivating and often deliver a message. There is so much to be learned from history. I have enjoyed reading the biographies of Thomas Jefferson, Alexander Hamilton, George Washington, James Madison as well as other Founding Fathers. Undaunted Courage: Meriwether Lewis, Thomas Jefferson, and the Opening of the American West by Stephen E. Ambrose is an incredible book to read, because when Captain Meriwether Lewis, Jefferson’s personal secretary, was asked to go out and explore America, he had the tenacity to learn what he needed to become a taxidermist, a botanist, an astronomer, and a surveyor, all skill sets he would need to be successful in his assigned task. This is such a great example of Abraham Lincoln’s quote, “If I had eight hours to chop down a tree, I would use six of the hours sharpening my axe.” Lewis had to gather the knowledge and skills to acquire everything he needed for himself including how to find food and how to make boats to cross rivers when the horses could not go any further. He had to learn to negotiate with the people that had never met a white man. And he did it. He mapped America, naming the lakes and rivers and locating them crudely, but with near accuracy, on a map. He brought back plants he had discovered and animals he had skinned. It is an incredible book of tenacity, perseverance, imagination, and curious mind.

CONTINUOUS LEARNING 309 History can prompt questions about what is possible to happen again in the future. —WEJ I mentioned earlier about reading about World War II and going to the museum in New Orleans, Louisiana. It is important, in my opinion, to realize how dangerous the world can get for us if we ignore politics and dictators and do not take an active part in doing our part in running this country and influencing others. And to take an active part, we need to be knowledgeable about the past so that we can make good decisions based on the experiences and lessons learned by previous generations. The quote, Those who do not learn history are doomed to repeat it, a variation of the well-known quote, Those who cannot remember the past are condemned to repeat it, by 19th century writer and philosopher George Santayana, can prove to be true if we do not study the past and learn from previous successes and mistakes. History is a way to acquire knowledge that no one teaches. —WEJ Another book I read recently, The River of Doubt: Theodore Roosevelt’s Darkest Journey by Candice Millard, is about Teddy Roosevelt and his 1913 journey down the River of Doubt in Brazil, an uncharted tributary of the Amazon that snakes through one of the most treacherous jungles in the world. This is a captivating story of courage, danger and reckless behavior as Roosevelt faces the dangers of Indians armed with poison-tipped arrows, piranhas gliding through the waters, and boulder-filled rapids that had to be negotiated. Roosevelt and his men faced unbelievable hardships with three dying along the way. Roosevelt was even brought to the brink of suicide at one point along the journey. I also enjoyed reading about Andrew Carnegie and Thomas Frick in Meet You in Hell: Andrew Carnegie, Henry Clay Frick, and the Bitter Partnership That Changed America by Les Standiford. It is a story about two of the most important industry giants in our history, Carnegie, one of the world’s richest men, and Frick, the ruthless coke magnate, and how they dominated the steel business. Set against the backdrop of the Gilded Age, the book captures the dangers of steel manufacturing as well as the toughness of the business world at that time.

310 AN AMAZING LIFE Many times, these kinds of books give one insight into the ego of people who became very rich after starting with nothing. In all cases, the books point to tenacity, perseverance, courage, entrepreneurship and again, a curiosity that let them discover ways to make money, build a business, and do things that no one else had thought to do. Reading definitely broadens your mind and gives you something else to talk about when you call on people. I expect I have had literally hundreds of people ask me about a book that I had mentioned to them. I enjoy asking my prospects what they read. I specifically like it when they tell me about a book they recommend that is about real life. So many times, before the meeting is over, we spend an interesting few minutes talking about books. These kinds of discussions give you more insight into the other person. It also gives you an opportunity to connect with that person, picking up a book and taking it to them or returning one that you borrowed.

READING TO BROADEN THE MIND 311 Reading to Broaden the Mind In my opinion, well-read people are often more interesting people. —WEJ A reader lives a thousand lives before he dies… the man who never reads lives only one. —George R.R. Martin. You don’t have to burn books to destroy a culture. Just get people to stop reading them. —Ray Bradbury Reading, I think, should be a major focus in everybody’s life. For one, it provides us with mental stimulation. It is the opposite of what people do nowadays, skimming the surface, browsing the Internet at breakneck speeds. Reading, on the other hand, allows us to improve our focus and concentration. It feeds one’s curiosity. It is highly motivating to live, through reading, the adventures and discovering America like Columbus, navigating the globe like Magellan, or mapping America like Lewis and Clark. I am captivated by history of our forefathers and how perceptive they were in forging the Constitution that in 1787 that we live by today. It is so interesting to read of the trial and tribulations and the risks and rewards of min in history who achieved fame and fortune, like Andrew Carnegie, Morgan, Henry Clay French as well as men who created the railroads, the first highways, the shipping industry or a book of many unknowns today called, “The Men Who United the States.” There is so much to be learned from history and I find it intriguing to escape from reality and join the exciting challenge faced by leaders that not

312 AN AMAZING LIFE only formed the businesses we know today but won wars so we can be free. There are no more important books in my opinion than the many about Hitler, the Nazis and World War II. That said, as we get older, in particular, we have to use our brains and keep them agile. I cannot think of a better way than reading. Personally, I thoroughly read The Wall Street Journal and The Chronicle daily and The New York Times often. The Economist is also a weekly must-read for me. I find this to be a pleasure to go through these, filling my head with information. Reading obviously gives us knowledge, allows us to learn from others. So it is important to fill your head with something worthwhile. For example, I have read biographies of great historical figures—George Washington, Lincoln, Hamilton, Grant, Teddy Roosevelt, and Jefferson. I have learned a great deal from these men. Reading, I believe, allows us to change ourselves. In the process, books become a part of us. Some of my personal favorites: 1. Meet You in Hell by Andrew Carnegie and Nathanial Fleck 2. Undaunted Courage: The Discovery of America 3. The Rising Tide: The Mississippi River 4. The Great River: The Rio Grande 5. The Men Who United the States 6. Why Nations Fail 7. The Path Between the Seas 8. Team of Rivals 9. Magellan and Columbus 10. 1776 by David McCullough, my favorite author 11. The Endurance: Shackleton’s Incredible Voyage Other fun books—real stories and fiction based on fact: 1. The Guns of August—WWII 2. Berlin Noir 3. The Garden of the Beast—about Hitler 4. The Second World War 5. Return to the Reich—WWII 6. The Heart of the Sea 7. Boys in the Boat 8. Unbroken

READING TO BROADEN THE MIND 313 If you only read one book this year, please read The Endurance: Shackleton’s Incredible Voyage—a true story of endurance, bravery, determination, perseverance and intrigue. I love all of these… and so many more. No matter how much stress I might have had at work, it would slip away if I got the chance to lose myself in a book. A well-written novel can transport you to other realms. An engaging article can distract you and keep you in the present moment, letting tensions loosen away. As I said in the quote above, I also would argue that reading makes us more interesting. People who read always have something to say. It is a home for the curious, a good home, indeed. The more that you read, the more things you will know. The more that you learn, the more places you’ll go. —Dr. Seuss, I Can Read With My Eyes Shut! Reading is essential for those who seek to rise above the ordinary. —Jim Rohn I have had many occasions when the conversations were getting dull, and I would mention the topic of reading good books, and before you knew it, everyone was deeply engaged. —WEJ On many calls, before I left the prospect, we were both engaged in trading info about books to read. —WEJ I have often sent a favorite book to a prospect. It’s a great way to say thanks. —WEJ

LOYALTY 315 Loyalty Loyalty means nothing unless it has at its heart the absolute principle of self-sacrifice. —Woodrow T. Wilson Lack of loyalty is one of the major causes of failure in every walk of life. —Napoleon Hill Nothing is more noble, nothing more venerable, than loyalty. —Cicero I spent 18 years at one job and now 31 years at another. My Dad worked for the same company for over 50 years. Amegy has a number of people who have worked for me 40+ years. We also have lots of people who have been with Amegy for 20 or 30 years. I have been married for 63 years. So, what makes people stick around? I contend it is mostly loyalty. I know for a fact that a vast majority of our employees are amazingly loyal to Amegy and Zions—and to Scott, Steve, Laif, Dave and me… the list goes on. In any organization or family, things do not always go just right, or exactly how you want them to go. Sometimes you have a co-worker, or even a supervisor, that you do not agree with, or even a customer that drives you crazy. And that is often true in a long-term marriage. The person that is loyal will honor his commitments, for better or for worse, for good and bad, and will give it time for things to get better. The loyal person will find a reason to stick with whatever commitments they have made and look at the good side of a situation because he or she likes so many other things about the situation, or the company where they work. A person that is not loyal is typically an unhappy soul, in my opinion. If they are not loyal toward the company they work for, then you can be sure they do not give it their all, do their best, and strive for excellence.

316 AN AMAZING LIFE Rather, they simply bide their time and do the minimum to earn their pay. Having said that, I firmly believe for us to have loyal employees we have to earn their loyalty. Loyalty is a two-way street. I cannot imagine a company more loyal to its employees than Amegy. Harris, Scott and Steve consistently think about their employees first. They ask themselves What can we do, while running a very efficient and profitable company, to give our staff reasons to be loyal? Loyalty is earned by the way we treat others. It is earned when our employees and customers see us exhibit compassion and commitment. They should observe our incredibly strong ethics and realize we are role models that they want to emulate. I think we also create loyalty when our staff realizes that we never ask them to do anything we have not done ourselves. There are no jobs beneath anyone in our management team. There should be no employees that question our commitment regarding loyalty, helpfulness, and concern about their well-being. When Hurricane Harvey hit Houston a few years back, it almost brought tears to my eyes to see how our supervisors, as well as hundreds of employees, pitched in to help those in distress, including employees, customers, and, in many cases, people they had never met. It was terribly heartwarming. One of the most ethical, trustworthy, and loyal leaders in any company in America would have to be Harris Simmons, Chairman and CEO of our parent bank, Zions BanCorp. Just witness the fact that during the 10 months of COVID (so far) he has not asked that any of our companies insist that employees return to work. In this $80 Billion asset company, he puts our 10,000 employees first out of loyalty to them and their families. He has amazing love for his people and surprisingly finds time to visit even some of the smallest branches to let them know he cares. Obviously his loyalty breeds loyalty and people like me would walk through fire for him. I have witnessed many things he has done out of empathy for staff that many CEOs would never do. That’s why we have so many long time tremendously loyal employees who do their best every day for the company, their clients, and their fellow associates. These are all traits of a very successful company environment... and it starts with leadership, loyalty, commitment, passion, and always trying to do what’s fair and right. Also, Harris, Scott and Steve are really quick to find ways to reward our staff for commitments of time and effort beyond the line of duty. These examples are surely ways to build loyalty within our staff. No wonder our

LOYALTY 317 staff is loyal to the company and its management team. When we started Amegy, Yvonne and I worked at least 80 hours a week for years. Yvonne ran the vacuum after work, hosted the luncheons for our customer meetings, and did all the jobs of a typical waitress. She built our own desks and other furniture out of a box (except early attic things we purchased). Every Monday, all the staff had their needed supplies and sodas stocked in the refrigerator—all done by Yvonne. It was not long before the entire staff pitched in to help. We saved rubber bands and paper clips. It was an “all hands-on deck” effort and many of our longtime employees still laugh about it. There is no question in their minds that we are a loving, loyal group. I am sure that there are unique traits in loyal people. Unanimously, they have a positive outlook on life. They are able to overlook daily irritations and annoyances. If complications arise, they are willing to find solutions to problems and move on. Loyal people usually value commitment and want to commit to a vision. They are willing to do their best to be sure the vision can be realized. They are willing to work shoulder to shoulder and often lend a hand to their associates that need a little extra help to keep the pace. They are able to accept uncertainty and recover from disappointment. They can adapt to change and move forward. They are reliable and they will finish the race. You cannot buy loyalty; you cannot buy the devotion of hearts, minds, and souls. You have to earn those things. —Clarence Francis There was an article in The Wall Street Journal a few weeks ago about a big company that had egregious salaries for upper management. Coronavirus was causing a drop in sales and even though they were extremely profitable, they told the staff there would be a substantial reduction in salaries due to the virus, while at the same time the management took salary increases. I expect that following those disclosures, the company will never perform to its former capability and the loyalty of those employees will never by earned by management again—if it ever was. In my opinion, I am an incredibly loyal person. I would never mistreat a person and would always put my friends and staff first in line before me and my family. To me, loyalty is the same as morality, ethics and honor.

318 AN AMAZING LIFE I will never forget when I had my apartment complex and in the middle of the night, a smoker set it on fire, displacing 25 families. By morning, those 25 families had doubled up with other tenants—so commendable. I set up a card table in the yard and gave each displaced family $1,000 cash so they could go get a new start at nearby apartments. These people were poor. They did not have first month + last month’s rent for deposits. I felt compassion for them and was loyal to them. I think of this story from time to time and it always makes me feel good that I did that. The $25,000 I paid out was about three or four months of profit at the time but I got that much joy out of it. Today, I am one of Houston’s major fundraisers for charity throughout the city. I do it because I like it. It makes me feel good.

HAVING A POSITIVE MENTAL ATTITUDE 319 Having A Positive Mental Attitude A strong positive mental attitude will create more miracles than any wonder drug. —Patricia Neal Attitude is a choice. Happiness is a choice. Optimism is a choice. Kindness is a choice. Giving is a choice. Respect is a choice. Whatever choice you make makes you. Choose wisely. —Roy T. Bennett I t probably is not a surprise to anyone that I have a positive outlook on life. I tend to focus on all that is good in life and expect positive results. I approach life’s challenges with a positive outlook, not necessarily avoiding or ignoring bad things but making the most out of the circumstances that arise. I try to see the best in other people and view my own abilities in a positive light. I believe having a positive attitude is an important characteristic to have if you want to be successful in life. In this chapter, I would like to share some of the benefits of optimism and a positive mental attitude. There are also a few words of wisdom regarding how to develop and cultivate a positive outlook on life. Optimism I f you want to be a salesman, it is of great benefit if you were born an optimist! Fortunately, I was born an optimist, and I think the best salespeople are optimistic and enthusiastic. I am always optimistic that everyone will want to bank at Amegy. In business, there will be difficult days and hard times. Although it is not always easy to see the silver lining in the stressful circumstances, having a positive attitude can help you push

320 AN AMAZING LIFE through the rough patches. It is important to believe and understand that struggles, and even failures, are not the end but often the beginning. When things go bad, it rocks my world but I grow, see new things, and begin again. Optimists are able to pick up the pieces and move on. I was born an optimist and to me, the word “No” means “maybe” and it becomes a challenge to conquer the obstacles that keep the answer from being “yes.” A positive, optimistic attitude also allows me to be open to new ideas and new experiences. I consider new possibilities, examine new options, and create new solutions. Optimism is also contagious. Having a positive attitude can inspire everyone around us to see the possibilities. If you can see the glass as half full instead of half empty, it can perhaps cause others to catch the vision too. Optimistic leaders can motivate and engage their employees. A positive team is willing to move forward and work together to accomplish goals. And an important side benefit of optimism is that it makes us all generally healthier. Optimists generally have better blood sugar and cholesterol levels. They exercise more and have healthier body mass indexes. They are less likely to succumb to substance abuse as well. And perhaps they will also influence those around them to be healthier too. Negative, anxious people are stressed and unhappy, often depressed, and they tend to develop medical issues such as hypertension and heart disease. And they spread that negativity and stress to those around them. Nothing is worse than being in a room where you can cut the tension with a knife because of that one negative person. Nothing pleases them and they tend to focus on what is wrong instead of what is right. Negative people can make people not even want to come to work much less give their best effort. People do not want to be around them and cannot wait to escape at the end of the day. Being optimistic does not mean you will always see rainbows. Everything will not always be great. There will still be difficult times. Everyone has them. But optimism maybe helps me deal with those times a little more easily. Benefits of a Positive Mental Attitude I would like to share with you some of the many blessings that have come from having a positive mental attitude throughout my long and wonderful life. Having a positive attitude as you go through life can have an enormous impact not only on your mental and emotional health but

HAVING A POSITIVE MENTAL ATTITUDE 321 also on your physical and social health. Here are some of the benefits of having a positive mental attitude: 1. People with a positive mental attitude are often more successful. Having a negative outlook on life can have a significant impact on your ability to be successful. People with a positive mental attitude tend to focus on solutions rather than problems. Difficulties are seen as opportunities to find a positive, desirable outcome. Positive thinkers are motivated to find a solution to the obstacle or difficulty that has come along. They have a can-do attitude and expect to find their way through. Focusing on the problem rather than looking for a solution can often block the very mental processes needed to find that solution. People with a positive mental attitude are often more creative in their thinking which leads them to come up with constructive and often inspired solutions. 2. People with a positive mental attitude find happiness, joy and contentment. Approaching difficulties with an optimistic belief that there is a solution also affects one’s emotional state. There is less stress and calmer in the storm when there is the belief that a positive outcome is possible. This hopefulness comes from a belief in yourself but also a faith in God who has promised that all things will work together for our good. Resting in that certainty, people with a positive attitude are able to move forward with more confidence and perseverance. In spite of the circumstances, they can experience happiness, joy and contentment. 3. People with a positive mental attitude will often be physically healthier. Studies have shown that having a positive mental attitude can also have a huge impact on a person’s physical health. This may be largely due to the negative impact that stress has on our physical health. Stress and worry as well as a generally negative outlook on life can cause one to have less energy. The weight of the world’s problems can wear a person out to the extent that they become listless. They cannot find the energy to do everyday things. Hopelessness can then lead to depression which can then lead to a very unhealthy lifestyle. When someone does not feel good, they might tend to exercise less. They also might not eat properly, turning to comfort foods or even alcohol, tobacco or other unhealthy substances. People with a positive mental attitude tend to have better coping skills to deal with stress and negative events in their lives. They tend to live healthier lifestyles.

322 AN AMAZING LIFE They engage in more physical activities and have a healthier diet. 4. People with a positive mental attitude often live longer. Over time, negativity and stress can also have an impact on the longevity of our lives as well. People with a positive mental attitude often have lower blood pressure and better cardiovascular health. They also tend to have a stronger immune system. Oncologists have often said that a positive mental outlook was a key factor in the prognosis of cancer patients. Those who had a positive mental attitude were able to take the pain better and were able to persevere through the regimen of treatments because they were hopeful of a positive, desirable outcome. A positive mental attitude can often give a person an advantage when it comes to dealing with life-threatening illnesses. 5. People with a positive mental attitude are fun to be around. One of the greatest benefits of a positive mental attitude is that it attracts people instead of pushing them away. No one likes to be around a person who is always negative and always looking for the worst outcomes. Family, friends, co-workers and even spouses tend to show more love and respect to those who exhibit a positive outlook on life. People with a positive mental attitude also tend to work harder and more effectively on maintaining good relationships with those around them. As a result, these people tend to have more friends because people like being around them. 6. People with a positive mental attitude inspire and motivate others to have a positive mental attitude. People who focus on solutions rather than problems often inspire and motivate others to see the bright side of things as well. They can have a strong influence on those around them. A positive attitude can be contagious. It can often inspire and motivate others. That is why those who have a positive mental attitude often make great leaders and managers. A Positive Attitude Leads to Success and Happiness A positive attitude helps you cope more easily with the daily affairs of life. It brings optimism into your life and makes it easier to avoid worries and negative thinking. If you adopt it as a way of life, it will bring constructive changes into your life, and makes you happier, brighter and more successful. With a positive attitude you see the bright side of life, become optimistic, and expect the best to happen. It is certainly a state of mind that is well worth developing.

HAVING A POSITIVE MENTAL ATTITUDE 323 Positive attitude manifests in the following ways: • Positive thinking. • Constructive thinking. • Creative thinking. • Optimism. • Motivation and energy to do things and accomplish goals. • An attitude of happiness. A positive frame of mind can help you in many ways, such as: • Expecting success and not failure. • Making you feel inspired. • It gives you the strength not to give up, if you encounter obstacles on your way. • It makes you look at failure and problems as blessings in disguise. • Believing in yourself and in your abilities. • Enables you to show self-esteem and confidence. • You look for solutions, instead of dwelling on problems. • You see and recognize opportunities. A positive attitude leads to happiness and success and can change your whole life. If you look at the bright side of life, your whole life becomes filled with light. This light affects not only you and the way you look at the world, but it also affects your environment and the people around you. If this attitude is strong enough, it becomes contagious. It is as if you radiate light around you. Simple Tips for Developing a Positive Attitude: • Choose to be happy. Yes, it is a matter of choice. When negative thoughts enter your mind, just refuse to look at them, doing your best to substitute them with happy thoughts • Look at the bright side of life. It is a matter of choice and repeated attempts. • Choose to be optimistic. • Find reasons to smile more often. You can find such reasons, if you search for them. • Have faith in yourself and believe that the Universe can help you. • Associate yourself with happy people.

324 AN AMAZING LIFE • Read inspiring stories. • Read inspiring quotes. • Repeat affirmations that inspire and motivate you. • Visualize only what you want to happen, not what you do not want. • Learn to master your thoughts. Attitude Quotes • It isn’t what you have or who you are or where you are or what you are doing that makes you happy or unhappy. It is what you think about it. —Dale Carnegie Oh, my friend, it’s not what they take away from you that counts. It’s what you do with what you have left. —Hubert Humphrey Attitude is a little thing that makes a big difference. —Winston Churchill Life is not happening to you. Life is responding to you. —Author Unknown Happiness is an attitude. We either make ourselves miserable, or happy and strong. The amount of work is the same. —Francesca Reigler If you don’t like something change it; if you can’t change it, change the way you think about it. —Mary Engelbreit He who has so little knowledge of human nature as to seek happiness by changing anything but his own disposition will waste his life in fruitless efforts. —Samuel Johnson

HAVING A POSITIVE MENTAL ATTITUDE 325 The only disability in life is a bad attitude. —Scott Hamilton If you aren’t fired with enthusiasm, you will be fired with enthusiasm. —Vince Lombardi I don’t like that man. I must get to know him better. —Abraham Lincoln Try to look on the bright side of things; if the bright side is not immediately evident, keep looking. It is better to be busy than depressed. —Dr. Idel Dreimer Learn to smile at every situation. See it as an opportunity to prove your strength and ability. —Joe Brown The only difference between a good day and a bad day is your attitude. —Dennis S. Brown Every day may not be good, but there’s something good in every day. —Author Unknown Very often a change of self is needed more than a change of scene. —Arthur Christopher Benson If you have the will to win, you have achieved half your success. If you don’t, you have achieved half your failure. —David Ambrose

326 AN AMAZING LIFE If you have nothing to be grateful for, check your pulse. —Author Unknown No power in society, no hardship in your condition can depress you, keep you down, in knowledge, power, virtue, influence, but by your own consent. —William Ellery Channing A person will sometimes devote all his life to the development of one part of his body— the wishbone. —Robert Frost You can’t stop the waves, but you can learn how to surf. —Jon Kabat-Zinn The greatest discovery of my generation is that a human being can alter his life by altering his attitudes. —William James Change your thoughts and you change your world. —Norman Vincent Peale When you feel dog tired at night, it may be because you’ve growled all day long. —Author Unknown Enjoy the little things, for one day you may look back and realize they were the big things. —Robert Brault We awaken in others the same attitude of mind we hold toward them. —Elbert Hubbard

HAVING A POSITIVE MENTAL ATTITUDE 327 I think, what has this day brought me, and what have I given it? —Henry Moore Your choices of action may be limited, but your choices of thought are not. —Abraham–Hicks I have learned to use the word impossible with the greatest caution. —Werner von Braun Where the loser saw barriers, the winner saw hurdles. —Robert Brault I will not let anyone walk through my mind with their dirty feet. —Mahatma Gandhi The soul does not absorb negativity by accident, always by choice. —Dodinsky Look for something positive in every day, even if some days you have to look a little harder. —Author unknown Count your joys instead of your woes. Count your friends instead of your foes. —Irish Saying Misery is a communicable disease. —Martha Graham

TEAMWORK 329 Teamwork Talent wins games, but teamwork and intelligence win championships. —Michael Jordan No one can whistle a symphony. It takes a whole orchestra to play it. —H.E. Luccock Great things in business are never done by one person; they’re done by a team of people. —Steve Jobs On June 6, 1944, over 150,000 soldiers invaded five beaches in Normandy, code-named Utah, Omaha, Gold, Sword, and Juno. These forces were made up of American, British, Canadian, and French fighters, who attacked following a great Allied amassment of troops and equipment, a series of air strikes and bombings, a carefully executed ploy to deceive Adolf Hitler into believing the invasion would come elsewhere, and a coordinated strategy of unbelievable complexity that required the cooperation of multiple nations and hundreds of thousands of people. Despite staggering losses, those brave soldiers succeeded. Today, we remember it as the turning point of the Second World War, an operation that gave France back to its people, delivered hope to the Allies all over the globe, allowed their forces to finally go on the offensive, and ultimately led to triumph in the European Theater and victory in the war. It was the largest amphibious attack in history. It was a battle of grim consequences. It was D-Day. And D-Day will go down in history as one of the greatest illustrations of the power of teamwork ever recorded. The thousands upon thousands of people who planned and carried out the invasion came from every background, multiple countries, different creeds and religions and cultures. Yet they joined forces with those around them, they trusted in

330 AN AMAZING LIFE their leadership, and together they achieved something historic. Something heroic. Something seemingly impossible. No one reaches victory alone. The Importance of Teamwork •Teamwork is the ability to work together toward a common vision, the ability to direct individual accomplishments toward organizational objectives. It is the fuel that allows common people to attain uncommon results. —Andrew Carnegie Anybody that thinks they are going to be great all by themselves has a false illusion of what success means. You can only do so much as one person, but if you get a team, and you get other people working with you, believing with you, and they want to be part of the team… then it becomes contagious. That is the only way you can ever be successful— through teamwork. Amegy Bank really works as a team and I have met so many wonderful team players. You can be sure that in a long-term banking relationship something is going to go wrong at some point. In most cases, the people you are calling on do not know but one or two of their bankers at the most because they are not as focused as we are on developing relationships and being a team player. It certainly is a way to do business. At Amegy, I tell every prospect that we are team players, and we like each other and support each other. During every call I make, I talk about the team not about me. It is a fact that we are a team with many services. I always stress the fact that one of our goals is to make the customer more efficient—to simplify their life by giving them more and better information through our technology. Our chief interest is in serving them well. When they ask how we are going to do that, you need to be sure you have the answer. I always stress the point that our customers often find our Treasury Management Team is in the efficiency business and can have a lot of services to help their bottom line.

TEAMWORK 331 In fact, you might say that Amegy Bank only exists because of teamwork… that is, because of the trust and accountability that is required in order to put a piece of your future prosperity in the hands of someone else. Although Amegy has grown to more than $14 billion in assets, over two thousand employees, and more than eighty-five branches, it was not always so big; like most things, the bank had to start small. So small, in fact, that it needed a boost just to begin. When we started Amegy Bank, it was a very difficult time. I was trying to raise $12 million in capital to make this happen. I was literally living in my car. In 1990, if you were in Houston then, you would know that the city was absolutely in shambles. The oil rig count had dropped from 5,700 down to less than 500 in a 90-day period. We had over half a million people without jobs. But even in this challenging and uncertain business climate, I pushed forward—but I did not try to go it alone. I reached out to colleagues and friends, sharing my dream for a sincere, smart, and personal bank… one with a heart as big as Texas, truly dedicated to the betterment of its community, while offering the same array of products and services as the larger banks. I found 125 investors ready to help give this bank its start, and from their joint contributions—which ended up being $22 million—Amegy was born. Next, I assembled a talented team of bankers, ones who would not be intimidated by challenges, but would instead collaborate to overcome them. They were hard working, skilled, and visionary individuals who understood the importance of relationships—with each other, with their customers, and with the community in which they all lived and worked. It is about partnership. It is about teamwork. I surrounded myself with self-starters. They had to be team players and I owe much of my success to the team around me. In February of 1990, the new bank opened its doors with one branch, one computer, and twenty bankers, ready to make a difference. This would be one of their measures of success: to value teamwork and relationships more than the bottom line. Eventually, this ethos would grow the bank into an organization that saw markers of success in unlikely but rewarding ways—such as its employees receiving wedding invitations from clients, or by the countless times that a customer called a banker “my friend.” Those at Amegy had the opportunity, time and again, to come alongside local businesses, giving them the needed push to reach higher and do more. Success is better when it is shared, and so community engagement

332 AN AMAZING LIFE and service are top priorities for Amegy. I have chaired many fundraising campaigns for Houston organizations, such as Boy Scouts of America, Memorial Hermann Healthcare System, Star of Hope, and others. The money is a tool to accomplish good purposes, but at the end of the day, it is not really about the dollars—it is about the human impact, the interaction. This is why I encourage business students to learn the value of networking, of making connections with other people. You never know when your paths will cross again, or when one of you has a need the other can meet in a mutually beneficial way. An appreciation for relationships and collaboration has been the driving force behind the “Community Bank Partnership” that Amegy offers, in which its bankers offer personalized solutions to clients and local businesses by taking the time and care needed to really understand local families, communities, and industries. Volunteerism and giving are a core piece of the bank’s identity. We want to help the underdog, people who are down and out, as well as people who are successful. I have been enormously successful and feel like I should give back. It is part of my culture to share what I own as a result of what I have achieved. All of this is part of the overall embrace of teamwork. Of course, this sort of team may not be composed of soldiers on a beach, far from home— instead, they might be walking next to us on the sidewalk, contributing ideas in a meeting, asking for financial support through a difficult time, or offering entrepreneurial solutions to a community concern. Whatever they look like, one thing is sure: a group of people coming together can accomplish something far greater than any individual could achieve alone. Alone we can do so little, together we can do so much.  —Helen Keller The Greatest Example of the Value of Teamwork One of my very favorite stories concerns turning a disaster at Amegy into a roaring success when I forced a large group of workers to become team players—by bribing them. We had just won the bid to acquire a large block of business from Harris County which was expected to be very profitable, but instead it was a near disaster. The transactions actually were garbage when they were brought in by Harris County and they left Amegy in even worse shape. We had over 30 people working a night shift and

TEAMWORK 333 they were not compatible, cooperative, or team players. They had absolutely no pride in their work, and their low pay certainly did not improve their morale. I quickly realized that this contract was going to result in a very negative financial result for five very long years. This realization was made clear to me near Christmas when my Human Resource manager asked if we should really give all these employees the $100 Christmas bonus they were expecting. I was shocked at the low amount and asked how a mere $100 was motivational. She replied that they would be thrilled to get $100. So, I developed a plan to try to remedy the situation. I divided this nightshift staff into six 5-person teams, and we established performance expectations. Each quarter, the individuals who hit their goals would get $100. If everyone on a 5-person team reached their goals, then that team also got $500. The turnaround was amazing. Team members started aggressively helping those that were lagging behind. The next turn of events occurred when team leaders formed a committee and asked to go see Harris County to see if they could show them adjustments they could make in their process that would help Amegy provide them with better results. Ultimately this group was one great team and became extremely efficient. The end result was a very happy Harris County that gave us more and more new business until we had it all. We made a lot of money, had very happy employees, and ultimately many of those employees got promoted to even better higher paying jobs in the company—because they were winners and had learned the value of being team players. Also, our manager learned a very valuable lesson. Teamwork wins every time.

HIRING FOR EXCELLENCE 335 Hiring for Excellence The secret of my success is that we have gone to exceptional lengths to hire the best people in the world. —Steve Jobs Building Allied Bank, and later Amegy Bank, to become premier banks took a number of years. As I progressed along the twists and turns of the journey, it was essential to bring others on board who could assist with the management of our banks. We sought out people who had the expertise to make our bank better and who also shared similar beliefs about the culture we were trying to build. One of the main priorities was to look for people who held qualities that did not have to be managed with a lot of oversight. I was willing to provide additional training and even mentor new team members but if they had certain characteristics already, it was easier to build on those. I developed, over the years, a short list of the types of qualities needed by those who would help me manage my companies. The table stakes, or minimum entry requirements, for people in management positions in my companies are that the prospect must be honest, have high integrity, and be loyal. These are the basic qualities all team members must have in order to work for me. They are characteristics that take years to develop and so it is important that an applicant already have these before they step through the door. While it is important to have a lot of specific experience in the banking industry, there are other core values important to long term success. Honesty Honesty is the first chapter in the book of wisdom. —Thomas Jefferson

336 AN AMAZING LIFE Honesty means always telling the truth. People who work in our banks must be straightforward and transparent in their conduct as well as in their words and actions. They must be free of deceit, truthful and sincere. Misrepresenting the facts, taking short cuts, and not following proper procedures for transactions cannot be tolerated. Providing misleading information or sugarcoating the facts is also not acceptable and cannot be tolerated. Some customers may not meet the necessary qualifications—at that time—for being approved for a loan. The truth may be disappointing, and it may be hard to swallow, but it must be upheld in order to move forward with a plan of action or a solution to the problem. Integrity With integrity, you have nothing to fear, since you have nothing to hide. —Zig Ziglar I ntegrity is the most important ingredient in a person’s character. Trust is the glue that holds all relationships together—and trust is based on integrity. If someone lets others down a number of times, they are no longer trustworthy; they are unreliable. No one is perfect, and mistakes are made. People do sometimes miss deadlines but if there is a delay, a person of integrity will come forward as quickly as possible and advise those who are expecting something. A person with integrity does what he says he will do. It is important for him to keep his word because his word means something to him. A person with integrity also accepts responsibility for his actions and admits his mistakes. He does not try to shift the blame or throw someone else under the bus. He also does what he can to correct his mistakes. A person of integrity stands up for what is right and does what is right. Other Important Characteristics While honesty, integrity and loyalty were the table stakes for team members who wished to work for Amegy, there were also some other qualities and skills that were attractive and useful to have in a new possible hire seeking employment with our bank. People who desired to work for the bank also need to be:

HIRING FOR EXCELLENCE 337 • Experienced and intelligent • Energetic • Willing to work hard. • Personable and have people skills • Problem solvers • Passionate about their job. • Curious Experience and Intelligence I hire people brighter than me and I get out of their way. —Lee Iacocca I t is always helpful if a prospective employee has some background knowledge and experience in the banking industry. Understanding the big picture—how the loan process works and knowledge of regulatory guidelines—can help the person be a more productive and useful employee. Understanding the common problems and pitfalls of lending can also be useful so that the employee can recognize situations that need to be handled in order to avert major problems. But intelligence can also mean the ability to acquire and apply knowledge and skills. Book smarts are an asset but a good combination of common sense and “street smarts” can be very useful. Intelligence can even trump experience, especially if that person can quickly learn a job and end up doing it better than someone less intelligent who was doing a similar job elsewhere. Experience is valuable, but brains are the horsepower that drives the business. Energy People who have a lot of energy and enthusiasm can infuse an entire organization with that energy. It is contagious. High energy people can transform people, teams and entire organizations. They can instill confidence because they are confident themselves. When everyone is tired, this person can help keep everyone on track to see the light at the end of the tunnel. High energy professionals can raise the bar of performance, elevate results and make hard work fun. As an entrepreneur and business leader, I want high-energy people on my team.

338 AN AMAZING LIFE Energetic salesmen can help expand the customer base; energetic strategists can envision and execute initiatives in the workplace; and energetic leaders can motivate non-performing groups to achieve greater results. High energy people are also particularly suited for training new hires, educating team members and winning support for new initiatives. Since I considered specialized banking training to be very essential in providing continuing education for our team members, I was especially interested in making sure the delivery system was top-notch. High energy is not just found among people who are fit and have a commanding physical presence. Sometimes it is the people with strong, forceful minds who provide the energy to move forward and persevere through the various challenges that come with developing and growing a bank. When I consider the high-energy individuals, who bring out the best in others, certain characteristics stand out. High energy people are intense and eager to move forward and achieve results. They are adept at learning new things and often have a competitive drive to grow and excel. They are firm in their convictions and have a vision about how to lead people to excellence. They often are good judges of character when it comes to people, but they are not judgmental. They are also very good at accurately assessing a situation; they rarely miss pertinent details. They provide the energy needed to move toward a solution because they do not wallow in the quagmire but start looking for ways to get out of it. Strong Work Ethic There is no substitute for hard work. —Thomas A. Edison Hard work has often been the answer to solving problems that have arisen in life. When faced with adversity, putting your head down and getting back to work may be what is needed. It is very important that new persons wishing to join our team have a strong work ethic. It is important to the success of the bank. Working in the banking industry often required us to work hard and put in long hours. A person who does not have a strong work ethic will hinder the completion of projects and may very well burden the other members of the team. A person with a strong work ethic is able to stick with the task until it is

HIRING FOR EXCELLENCE 339 accomplished. They do not need constant supervision or repeated direction and respect the fact that others also have work to do. They are problem solvers who can overcome any obstacles they encounter. People with a strong work ethic get to work on time. They are always on time and prepared for meetings. They put forth consistent, good effort while they are at work and do not take excessive breaks. They continue to work hard even when they are tired and even though no one is watching them. They do not stop until the job is done and done right. Their work is always delivered on time and on budget. Once the job is completed, a person with a strong work ethic will not remain idle but will seek out other work to be done. Persons with a strong work ethic also tend to keep their cool and act professionally no matter how tight the deadline or how heated the tempers. They always maintain their sense of humor even as they take their work very seriously. They are ready to move forward after the situation or crisis is resolved. Good Personality and People Skills Most skills can be learned, but it is difficult to train people on their personality. —Richard Branson People skills are, in short, the various attributes and competencies that allow one to work well with others. By having a well-rounded personality and set of experiences, it is usually possible to relate to almost anyone. While on the surface these characteristics may be summed up by notions such as ‘likeability,’ or having a ‘good personality,’ it is often more than that. In general, good people skills are defined as the ability to listen, to communicate and to relate to others on a personal or professional level. They treat others with courtesy, politeness and kindness. They do not belittle, criticize or insult others; they know the boundaries of what acceptable banter is and what is over the line. Sometimes it may mean that you have to be willing to agree to disagree; you understand their position even if you do not agree with it. It may also mean that you are able to keep a level head in stressful situations. Good people skills also extend to include problem-solving abilities, empathy for others and a willingness to work together toward the common

340 AN AMAZING LIFE good. They are very important when much of the work is done through collaboration by teams of people. People skills come down to how people interact with others in a way that promotes productivity and success in the workplace. They encourage other team members to express opinions and ideas. They also respect others and enjoy working with other people. They appreciate the efforts of their co-workers as well as their bosses. Problem Solvers with a Curious Mind I want people on my team who have the ability to be problem solvers. People who are curious and have enough smarts to process information and analyze situations quickly are a valuable asset. When faced with a problem, they are able to look beyond the symptoms and diagnose the problem’s root cause. They are able to systematically troubleshoot situations. They are able to think creatively when a solution is not readily apparent. They want to solve the problem as soon as possible and are able to identify appropriate steps toward that solution. They do not dwell on the issue; they look for a path forward. Then they move forward, persevering to implement the solutions they devised. They also take steps to ensure the situation does not occur again. When interviewing a person for this characteristic, one of the things I look at is their past performance. A candidate’s past behavior is often the best predictor of his future behavior. Asking them about a past complex problem they faced and what they did about it often provides great insight. Asking them about an instance in which they were able to anticipate or prevent a problem from occurring can also be useful. And finally, asking them to provide an example of how they were able to suggest a better way of doing something at a previous job can also provide a way to gauge their problem-solving abilities. Passion for the Job I can safely say, I don’t remember a time that I was not anxious to start my day as a banker. —WEJ Passion enables a team to perform ordinary tasks in extraordinary ways. Knowing what to do drives performance but knowing why you do it ignites passion. Passion enables people to find ways to achieve their goals.

HIRING FOR EXCELLENCE 341 In order to keep working hard, one has to be motivated. Motivation is the desire to do things. From a business perspective, motivation consists of the internal and external factors that stimulate desire and energy in people to continually be interested in and committed to a job, role, or subject and to exert persistent effort in attaining a goal. Motivation is the driving force of it all; it is what makes you get up in the morning ready to work those long hours. At the core of motivation, however, lies passion. If motivation is the motor that gets the car moving, then passion is the fuel. Sure, there are other factors that can increase motivation—such as monetary incentives. But there is definitely a difference in the quality of work between someone driven by passion and someone driven by money. Passion wins. For some, passion may be tied to a specific industry but for most people, their passion is tied to their desire to lead, teach or help others. And that kind of passion can often be pursued in a variety of jobs or industries. Often the key to success is when people are following their passion. When people are pursuing their passion, they are often happier. When someone is passionate about something, they give more energy, work much harder, get more creative, search more diligently for solutions when problems arise and inspire others who work alongside them. Each of these helps increase a bank’s chances of success. Passion also means dedication and perseverance. Many enterprises close because their owners and staff lose faith and give up too early or are not willing to work harder. There are many success stories of people who say, “I couldn’t give up on my dream, so I kept going and eventually succeeded.” All in all, motivation and passion will help you get things done. And getting things done is crucial in the banking business. When people are genuinely passionate about the problems your bank is trying to solve, they will be energized by any challenge that stands in their way. People who have a lot of fuel to keep the motor running help us get when it needs to go. I have had many outstanding and productive team members throughout the years because I took the time and care to hire those people who had the “right stuff” to contribute to the bank’s overall success. Quality team members are a key ingredient in the formula for success in any business, now and for the future.

MENTORSHIP 343 Mentorship Tell me and I forget, teach me and I may remember, involve me and I learn. —Benjamin Franklin The delicate balance of mentoring someone is not creating them in your own image but giving them the opportunity to create themselves. —Steven Spielberg I t may be because I did not have mentors early in my career that I felt called to do what I could to help the newcomers who joined our bank. I remember how difficult it was to learn and understand all the facets of a new job. I felt that our leaders must be mentors to offer some instruction or words of wisdom, based on previous experiences, to those we hired as new employees, it might shorten their learning curve and get them up to speed more quickly. They could then make significant contributions to the success of the bank sooner. I wanted us to do everything we could to help them be as successful as they could be because the success of the bank was important to us all. I wanted the bank to be the best bank in the area and I knew that to reach that goal, we needed to invest in those people who would be interacting with the customers. They are the face of the bank so it was important to make sure they were as prepared and equipped as possible. The truly motivated and best employees, those that rise above and excel in an organization, have a zeal to help others. They are the big players, employees who shine above the rest and achieve the most success. And those who continue moving from good to great are those who are willing to mentor others. They understand that when others shine, it does not take away from their radiance. They understand that the successes of other team members help the overall organization be better and that is a win-win for

344 AN AMAZING LIFE all. Mentoring new employees so that they can achieve those successes strengthens the overall team and can help the overall organization achieve more success. Mentoring can be an important part of building your team, contributing to the mentee’s individual success as well as the success of the organization. So, what does it mean to mentor someone? What things should you do to be an effective mentor for a new employee? Here are a few comments about being a mentor and some suggestions about how you can have a positive impact on those your mentor. A mentor is someone who is a trusted advisor. To be that kind of person means that you have to invest time and effort in getting to know the person you are mentoring. A relationship has to be cultivated so that they trust you enough and feel comfortable enough to open up and share ideas as well as concerns. Many people today are very guarded, and rightfully so, when it comes to opening up to someone else in the workplace. In today’s competitive and driven business world, what you share with someone might come back to be used against you. Mentors actively listen to understand and offer wise counsel as to the merits and weaknesses of a particular course of action. Listening is a skill that has to be developed because it is very easy to be distracted and not really hear what the other person is saying, or not saying. Common distractions today include everything from technology to focusing on what you want to say next instead of what the other person is saying. It is only when you really hear the other person that you can offer effective counsel. Mentors are also available to support and advise someone when they need it. People who are too busy to stop what they are doing and interact with others do not make good mentors. While some mentoring relationships are long-term, growing and developing over a number of years, other mentoring is done as a situation arises. Someone might need your help working through a specific problem. But you have to make yourself available and deliver that support in a way that makes sense to them while always keeping that person’s best interests in mind. Here are some effective methods you can use to be an amazing mentor: 1. Approach each mentorship on an individual basis. Every mentoring relationship is unique because every person you mentor is a unique and different individual. Take your time to assess your own personality and communication style. Gain more understanding of how you approach your world. Think about your readiness to be a

MENTORSHIP 345 mentor and think about what kind of commitment you can and want to make. Also get feedback from the person you are mentoring as to their needs. 2. Set expectations together in the very beginning. Discuss areas where you might be of assistance and establish a plan for future discussions and strategies regarding growth in those areas. Once those goals have been accomplished, re-evaluate to establish new expectations and goals. Mentorships can be short term or long term depending on the needs of the mentee. Make sure they know you are there for as long as they need you. 3. Seek out classes or projects related to skills your mentee wants to develop. Great mentors look for situations, even create situations, where their mentees can get involved to learn some of the skills they have been hoping to learn. It does not matter how much or how little experience you have in your mentee’s current or desired job or industry, you can still give them helpful resources to succeed. This will help your mentee learn how to develop ownership over something, including how to execute and reach a goal on his or her own. 4. Take a genuine interest in your mentee as a person. You can give generic advice without really knowing a person, but to stand out as an effective mentor, you need to get to know your mentee on a personal and deeper level. Ask open-ended questions to dig deeper. This will help you build a strong relationship and help you understand who they are as a person, their likes and dislikes, how they interact with others, etc. Individuals approach their world in different ways and it is helpful if you know the mentee well enough to help them make effective adjustments to be more successful. 5. Do not assume anything about your mentee—ask. It is easy to fall into stereotypes or not see a situation from another person’s perspective. Great mentors recognize that it is their responsibility to break through common assumptions by asking questions and digging deeper. This is especially true if you are mentoring someone who is in the early stages of their career. Once you have gotten an honest and clear picture of the background on a problem, you can share helpful, relevant feedback—without making decisions for your mentee. 6. Improve your emotional intelligence. Emotional intelligence is a big part of being a mentor. The best mentors know how to unlock information by asking the right questions and read their mentee’s

346 AN AMAZING LIFE body language. A mentor may have to make adjustments in his own thinking, perhaps be more open-minded. The answers that worked yesterday may not necessarily be the answers that will work today, and the new employee may have knowledge or skills they can share with you. 7. Know when to wait before giving advice. When you are mentoring someone, you might feel pressured to give them advice straight away. But not all feedback is helpful feedback, in fact giving unhelpful, or unwelcome, feedback can be detrimental to your relationship. Sometimes it can be more effective if you give the mentee time to really understand a situation and consider the pros and cons of various options on their own. Then they might be ready to discuss and you can give advice at that time. 8. Be honest and forthcoming about mistakes you have made. Being open to sharing your own mistakes and failures is one of the best gifts a mentor can give. Not only is it helpful information for problemsolving purposes, but it also helps build trust, gives them permission to share their own mistakes without fear of condemnation. Letting them see that you are not perfect and have made mistakes in the past strengthens the relationship overall. 9. Celebrate their achievements. Because people often look for or call upon a mentor to help them with tough situations, many mentorship conversations revolve around the negative stuff. When you take the time to highlight and even celebrate your mentee’s successes and achievements, you’re not just balancing out the mood of those conversations, you are also building your mentee’s confidence, reinforcing good behavior, and keeping them focused and motivated. 10. Give more than they ask. The best mentors selflessly offer their time and wisdom. It can be hard to ask for help if you feel like you are a burden on someone else. Give advice or help freely, and make it clear you are happy to do so. This can be a huge help to easing those anxieties so they will come back again when they need help. 11. Solve for the long-term. Work with your mentee as if you will be their mentor forever. That mindset will make it easier for you to give them long-term guidance, which will help them make decisions that outlive their time with you. This is particularly important if you want to have a larger impact on your company and perhaps the entire industry. Your contributions live on even after you step away.

MENTORSHIP 347 12. Lead by example. Be a positive role model. Your mentee can learn a lot from you by simply observing how you behave. They will pick up information about your ethics, values, and standards; style, beliefs, and attitudes; methods and procedures and perhaps learn to emulate those things that have helped you be successful.13 Being a great mentor takes practice and patience. The more you work with a given mentee, the more you will learn a lot about them. At the same time, you’ll learn a lot about yourself—how effectively you can explain ideas in a way others can understand, how well you’re able to control your emotions, whether you’re able to provide a vision that motivates others. In the end, being a mentor will likely be as rewarding an experience for you as it will be for your mentees. It certainly has been for me. The mediocre teacher tells. The good teacher explains. The superior teacher demonstrates. The great teacher inspires. —William Arthur Ward We make a living by what we get; we make a life by what we give. —Winston Churchill 13 Lindsay, Kolowich, “How to be an Amazing Mentor: 12 Ways to Make a Positive Impact on Others,” Blogspot, September 5, 2017. https://blog.hubspot.com/ marketing/mentor-tips-positive-impact