MONEY
(September/October 2005 Issue)

If you asked clients: "What do you want most from your career?" many of them would reply: "as much money as possible". The counselor can use the client’s focus on money" as a takeoff point for the client’s expression of her values. There can be a great deal of individuality in how people make their money. One or more of the following questions may be helpful:

(1) In what ways would you most like to make your money?
(2) In making money, which of your skills would you most like to use?
(3) What values would you like to satisfy in making money?
(4) What would be the most interesting ways you could think of to make money?
(5) Would you rather work for an employer or run your own business?
(6) What people make a lot of money whose work you admire?
(7) To what extent are you willing to accept risk and uncertainty in order to make the amount of money you want?

Answers to these questions will shape the client’s unique approach to making money, yet still keep her on track toward earning as much as possible.

Jacob Needleman, in his excellent book Money and the Meaning of Life, says that the American culture promotes material gain as its highest priority. Since money is on every person’s mind in America, it is useful to talk about money with clients. Many clients are afraid to discuss their feelings about money. This is all the more reason to ask: "What does money mean to you?"

Americans love money. Making a lot of money seems to have one or more of these four motivational themes;

(A) Material gain. - Money means you can display your worldly goods, and thereby elevate your status
(B) Winning "the game" _ Money is evidence that you have won the competition, shown that you are smarter; the game is the thing, even more than the money
(C) Security for family _ The more money, the greater comfort and security for loved ones. Given the general chaos of employment, no amount of money is perceived as enough.
(D) Byproduct of working passionately _ Some people make money by not aiming at it; instead their passion for their work brings monetary rewards.

Ask clients which of these four themes moves them the most.

People have many choices to make that involve money. When the choices are for economic survival, they are simple _ do what you have to do. However, when people have disposable income beyond survival, a greater variety of values comes into play. Here are a few guidelines that may be helpful for you and your clients:

(1) Try, try to not compare your income or economic status to others. I know this is impossible, We constantly compare ourselves to everyone and want to be one-up or at least even with those in our reference groups. Economic status is so prized in America that we can hardly resist it. But try.

Comparisons create a lot of psychic pain. You can beat yourself up endlessly by finding people who make more than you do (or appear to). Does that make them better or happier?

(2) Decide how to distinguish between what you need to buy and what you want. How many items are going to wind up in your garage, or basement, unwanted and little used? The advertising culture is practiced in creating "wants" that appeal to you and look as though they are "needs".

(3) Try not to indulge your children any more than absolutely necessary. Resisting the plaintive cry: "But the other kids already have this!" is enormously difficult. Giving children everything they want can lead to an exaggerated sense of "entitlement". The New York Times recently reported an alarming increase in children stealing from their parents. Entitlement gone haywire.

Parents sometimes massage their own egos by showing how many things they can buy for their children. Indulging children can affect a client’s job or career choices by making their choices more intensely money-driven than they might otherwise be. If you’re spending wildly, your career may be constantly playing catch-up.

Some readers will think I am over the line by talking about children, families, and related topics. I only do so because the advertising industry puts so much pressure on our clients to buy, buy, buy that I think clients need to hear some voices indicating that they can resist consumption or at least reflect on it.

"Making as much money as possible" is an interesting place for the counselor-client discussion to start. By using the questions above (and many others), you’ll find out many of the client’s values and the role money is playing in her life. It’s important that money be a central topic in your conversation.

Howard Figler, Ph.D., is the author of seven books, including The Complete Job-Search Handbook [third edition, Henry Holt & Company, New York, 1999], a best seller for many years. He is co-author [with Richard Bolles] of the Career Counselor's Handbook [Ten Speed Press, Berkeley, CA, 1999]. His most recent book is Keys to Liberal Arts Success [Prentice-Hall, 2002]. He can be reached at: Howard Figler, Ph.D., and Associates, 9542 Shumway Drive, Orangeville, CA 95662 USA.
Tel: 916-988-6464;
e-mail: hefigler@pacbell.net.