In the past, people believed that “There are more deals closed in the golf course than in the Board Room“. The business pace was not as fast as it is today, technology was not as advanced so business was not a 24/7 thing, people had more time to hang out and relate to each other. Still, even in the middle of nowadays’ crazyness, when there is a chance to play with executives in corporate sponsored tournaments or charity events, nothing is better to build trust and empathy than a round of golf.
I personally experienced it during my years as an Account Executive with a global corporation. I remember when I did not know how to play golf. My people would have fun and mingle with customers in the golf course while I was working on my laptop in the Club House, waiting for the shotgun tournament to be over and the reception/dinner to start. The players would come back excited and frustrated, re-energized and tired, relaxed and stressed. Golf is a game of opposites and you never can master it. That is why many executives like it. It is challenging and difficult, but rewarding.
Something is wrong with this picture, I thought, I want to have fun too I stated to myself. So I made it a goal to play at that tournament the following year and so my golf learning journey started. I took lessons and practiced endlessly. My coach told me that you need at least 2 years to develop a decent swing. Next year came quickly, and I went proudly to the course in a foursome with one of my employees, the CIO and the CMO of an Insurance company in NY. I barely could get the ball airborne and yet nobody cared. Since we played scramble, only the best shot out of our four shots would count. We had great conversations and built trust and empathy.
Since then I played in every tournament I could. I have met wonderful people, developed great relationships, trust, partnerships. I realized that 99% of people that play golf struggle with the game, but want to get better. There is something about struggling together that makes people bond together and establish lasting ties. You can discover people’s personalities, resilience levels, patience, and even character by playing golf with them.
Abraham Lincoln said that: “If you want to test a man’s character, give him power”. There is a variant of this saying by writer P. G. Wodehouse: “To find a man’s true character, play golf with him”. I totally agree with it. Not only can you reveal people’s personalities but you can also have more intimate conversations. There is something about the relaxing atmosphere of a golf course, the close contact with nature, the breeze in your face that makes people lower their shields and open up.
As you can see, golf is more than skill and fun, it tests the more important trait of a human being, his character. What a great way to see first hand who you are doing business with, who you are selling to, who is selling to you, who you are partnering with, who your friend is, who to trust.
Business is about trust and empathy. What better way to build them than through a fun activity like golf?