To make effective decisions, look beyond professional stereotypes

You’ve probably been taught not to stereotype people based on their race, religion, or gender. But when you make a professional or business decision, are you still making decisions based on stereotypes?

“Insurance sales reps need to be sociable.”

A successful insurance agent for many years, Hal has developed a base of happy and loyal clients. Hal can be described as an introvert. He rarely speaks unless spoken to, and then speaks briefly and softly. His clients have learned that he is a loving and dedicated agent who never misses a beat.

“Accountants sit quietly and crunch numbers.”

These days, accountants, especially those in large companies, have to become experts in client relations. They are often expected to steer the business towards the consulting division of the company.

“Do you want to travel? Be a travel agent!”

Once upon a time, when no one cared about safety and airlines gave us more than an inch of legroom, I loved to travel. When looking for ways to combine my love of travel with a career, I often heard, “Become a travel agent.”

Surprise! Travel agents rarely travel. After all, someone has to stay in the office and answer customer calls. One major benefit involves “fam” or familiarization trips, when agents are invited as a group to preview a new resort or discover a new place. There is rarely time for leisurely sightseeing.

These days, a corporate travel agent is more traffic cop than friendly guide, enforcing the rules of the company that pays her commission: “The direct flight costs two hundred dollars more than the connecting flight to the two hours.” scale. Looks like you have two hours in Cleveland.

After dealing with hundreds of less than enthusiastic employees, an agent told me he was leaving the industry, probably for the more serene life of a collector.

“Big cities are hostile.”

Any place will feel hostile to newcomers. I have lived in several of the largest cities in North America and found helpful and caring people everywhere. Often companies are more useful simply because there is more competition.

“The desert is all sand and cacti.”

In the high desert of New Mexico, where I live, we have green trees, flowering plants, and snow in winter. We have abundant fruit trees and sometimes have to rake leaves in the fall.

“Small towns are conservative, you have to join a church and a country club, and you have to be married.”

Some probably are. My town has fewer than twenty thousand people, but I know many very happy residents who forgo churches and country clubs in favor of coffee shops and art galleries. We have a lot of single people and a sizeable gay population. Generalizations? Well, almost everyone has a dog or cat and you will find numerous households with multiple pets.

How can you avoid stereotypes?

Traditional career tests are often based on outdated or stereotypical views of careers. Location stereotypes tend to be perpetuated by people who have never visited, let alone lived there.

I encourage anyone contemplating a life change to follow the Rule of Six. Talk to at least six people who have real, hands-on experience in the path you want to take. If they shut up and say they’re too busy to talk, you’ve already learned a lot.

Most people will start with a light-hearted, party-oriented spiel. Dig deeper until you start to uncover negatives and caveats.

On the rare occasions that you hear a lot of negative things, keep going until you discover something positive.

Harry nearly gave up on his goal when four people talked about the problems of getting clients for a unique consulting business. After we talked, he realized that they had all spent the same amount of time marketing, and they weren’t very good at it. He broadened his search to gain a new perspective.

The bottom line

It always amazes me how many “experts” base their recommendations on stereotypical versions of careers and places to live. This is why you may be recommended to become a funeral director or florist when you really belong in outside sales.

There is no substitute for collecting your own information from people who have been there and come back. If something sounds too good, or too bad, to be true, it probably is.