Learn first, then Do!

I have been in the Operator business for over 30 years, and I have met thousands of Operators and Drivers. Many of these meetings have been face-to-face across my desk. Though I acknowledge that there are probably individuals who have met more drivers than I, my sampling is significant enough to warrant appreciation. 

Based on all that I have seen, there are too many Operators who “play” at their business. They enter the business without research or mentoring and their continuation in the industry is without adequate guidance. It’s a little like Operators who ONLY learn through experience, rather than seeking advice and perspectives. Gaining an understanding of your craft is critical to success in any venture, trucking or non-trucking. Making a good choice is not a matter of experience as much as it is a matter of proper preparation for success. 

I’m of the belief that almost anyone can be a successful Lease/Owner Operator provided they want to learn the correct habits to succeed. There are very few individuals who hold a commercial driver’s license who cannot also be a successful Operator. A successful driver operates a highway tractor for a “boss” who generally makes money on their labour. Moving to a Lease/Owner Operator is only changing control of certain choices and managing cash flow. If the successful Operator doesn’t change their behaviour at all, the financial success that was to be transferred to the Operator rather than the other “boss”, disappears. Though there may be individuals who disagree with this basic concept, I stand on this belief because of my experience. 

Learning is almost always a matter of setting aside pride rather than a matter of intellectual capacity. Expressing the words “I’m not a numbers guy” in response to learning proper cash flow is a reflection of pride, meaning, “I don’t have to learn”. It’s a very subtle and often overlooked form of pride but it is a matter nonetheless. People who humble themselves to learn will almost always succeed; those who make excuses for not applying themselves is pride or simple laziness. It’s much better to just say the truth… “I don’t want to learn” and then not be an Operator then think you can survive without learning just because you give yourself an “excuse”. That type of behaviour is “playing” at your business, not being successful almost deliberately or deceptively. I find “intellectuals” usually to be the most self-deceptive.

Many years ago, I was told the story of a successful driver who after two years was called into the payroll office and was asked about a series of un-cashed payroll checks (of nearly six months). The rather “simple-minded” driver had a habit of only cashing payroll checks when he needed it rather than when he got them. Six months of checks over a two-year period means he saved 25% of his earnings, a very impressive amount. 

This driver, though very “simple-minded”, was a financial success because of his actions, not his intelligence. Proper money management is a simple concept. More money flowing in than out is a concept too many people do not wish to learn. Too often I’ve seen new operators on one day say, “I’m not a numbers guy” and then the next day roll into the parking lot with a new F150. Obviously, at some point, he thought he knew enough about numbers to buy a new half-ton. He was “too smart” for his money. He would have been far better off living a “simple-minded” life.

Don’t get me wrong, sometimes I’m not perfect at managing my own money. I think too much, deceive myself willingly… but I have a healthy fear of my overconfidence and usually return quickly to a “simple life or simple-minded behaviour”. Most people do it occasionally but living within one’s means is usually living a humble life, forgiving yourself and quickly abandoning hubris.

There has been a lot of talk about MELT lately (Mandatory Entry Level Training). I would rather see MLLT (Mandatory Lifelong Training) though I admit the mandatory would be hard to enforce on some people… not because they don’t have the brains but because they don’t have humility. I pray that never be an accusation directed at me.

Simply put though, if you don’t understand something you probably shouldn’t do it; you should increase your learning and habits first. You should probably keep asking questions until you DO understand and do it. Learning how to be a good driver is difficult, but, if you can learn that… you will have plenty enough brains to be a successful operator. Remember, it’s not a matter of brains, it’s a matter of humility and appropriate actions. Learn to do the right things and you will be successful.

About the Author:
Robert D. Scheper is a leading Accountant and Consultant exclusively serving the Lease/Owner operator industry in Canada. His first book in the Making Your Miles Count series “taxes, taxes, taxes” was released in 2007. His second book “Choosing a Trucking company” is the most in-depth analysis of the independent operator industry today. He has a Master’s degree (MBA) in financial management and has been serving the industry since he and his wife came off the road in 1993. His dedication, commitment and strong opinions can be read and heard in many articles and seminars.

You can find him at www.makingyourmilescount.com or 1-877-987-9787.