Trump: How to Get Rich

I allow people to run their ideas by me. I don’t have a lot of time, so they have to be prepared and succinct. I’m sure that’s the protocol of any busy CEO. So if you’re going to be bold enough to present your idea, make it as clear as possible, and don’t take it casually. Think of it as a presentation that could cost you a lot of money if you were to lose the client. Your boss’s time is important, and you won’t win any points by wasting it.

Learn to recognize the fine line between being pushy and being intelligently assertive. It can be an issue of timing—pay attention to what’s happening around you and pace yourself according to that rhythm. I try to develop a tempo when I’m working. Someone who interrupts it is not going to receive a warm welcome.

Also, remember this: The boss has the big picture; you don’t. So if your idea doesn’t meet with hurrahs, it could very well be that a similar idea is already in development or that your idea is not in step with plans that have already been made. This shouldn’t discourage you, because your initiative will always be noticed. But recognize when not to press an issue, and don’t expect a lengthy explanation of why.

I like people who don’t give up, but merely being a pest is detrimental to everyone. Once again, fine-tune your discernment. Know when to ease up. Keep your antennae up for another idea and a more appropriate opportunity. Sometimes we hesitate with good reason.

There was one former employee who I liked a lot, but he reminded me of a jumping bean. He couldn’t keep still for more than three seconds at a time. Even riding in the car with him became an ordeal, because being in an enclosed space seemed to warm him up even more and then he’d really get going. I finally learned to avoid him as much as possible, and that’s too bad, because he was a great guy. But enough is enough. Too much will cause people to tune you out—or wish that you would move to another state. Last I heard, the jumping bean was living in Montana. I only hope they have enough space there to contain him, and every time I hear about UFO sightings in Montana, I have to laugh. I know who it is.

One last thing: If your boss says no to an idea, pay attention. Most likely, there’s a good reason. No one disregards a terrific idea. It just might not be the right terrific idea for the company you’re with. Maybe you’re meant to go off on your own as an entrepreneur. Let that be an indication to you. It could be the beginning of your career, rather than the end of it.

Focus on the Talent Instead of the Title

People who work for me know there’s a lot more to me than my public persona. I’m not one-dimensional, and if you realize that the people around you aren’t either, you’ll be utilizing the hidden potential that just about everyone has. Whether they want to use it or not is up to them to a certain extent, but it’s also up to a leader to recognize it or at least to give it a chance to unfold. Most people don’t like to stagnate, and if you want to keep your company moving forward, look around you now and then for fresh possibilities within your organization. Never let someone’s job title be the sole indication of their worth.

People at The Trump Organization have transcended their positions on many occasions. Matthew Calamari, the executive vice president of operations, started as a security guard. After getting to know Matthew, I realized he had a lot more to offer than his job title warranted, and he has proven me right. He’s a dedicated and trustworthy worker, and any CEO in his right mind would want to have him around. As an executive VP, he is in charge of building operations and runs my entire security organization. He is in charge of major building projects, with his brother Michael and Andy Weiss. Their most notable recent accomplishment is the new building on the site of the former Delmonico Hotel at Park Avenue and Fifty-ninth Street. I’m calling it Trump Park Avenue. Catchy, right?

Vinnie Stellio, who was hired by Matthew Calamari, started as my bodyguard and is now a vice president. He has just what it takes to be an effective executive, which was clear to me, if not immediately to him. Vinnie would often drive executives, architects, and contractors up to Westchester to look at developments I was building. Now they report to him. I am perhaps the largest owner of land in Westchester County, and now it’s Vinnie who keeps his eye on it all.

With Matthew Calamari, an executive vice president at The Trump Organization.

John Tutolo, president of Trump Model Management, our modeling agency, started as a booker and now has what many guys would consider a dream job.