Seven lessons learned from gemstone dealers

By Rabbi Yehuda Ceitlin

Every February, a red carpet is rolled out at the Tucson Convention Center, signaling the opening of the AGTA GemFair as part of the annual Tucson Gem, Mineral & Fossil Show. Some 65,000 guests from around the world descend upon southern Arizona to buy, sell and trade colored gemstones, cultured pearls, and exquisite jewelry at the various expos.

Observing sellers last year provided me with some valuable life lessons.

1. Begin the day with agility. As the sun rises each morning of the expo, sellers arrive early and swiftly prepare for the day ahead. They build beautiful booths and get ready to welcome the crowds, making do with what they have.

“Whatever one is happy doing, he does it with agility,” the Baghdadi scholar known as the Ben Ish Chai taught, encouraging us to begin the mornings with joy and enthusiasm.

2. Welcome everyone with a smile. Buyers come to the expo looking for a good deal, but many of the sales happen thanks to the sellers’ upbeat attitude and interpersonal skills.

The Ethics of Our Fathers tells us to “receive all people with a pleasant countenance” (Avot 1:15). The commentator HaMeiri adds that even if one isn’t actually thrilled to meet a fellow, fake it: “put on a happy face.”

3. Don’t forget the VIBs (very important buyers).

While it’s nice to be welcoming to everyone, a group of people at the expo called the VIBs — very important buyers – gets all the attention they need and then some. After all, closing a deal with a VIB may be worth hours or days of smaller purchases.

A principal in Jewish law called “Ikar v’tafel” distinguishes between “primary and secondary” for reciting blessings on foods. The VIBs in our life - the people we love, the commitments we make, and the causes we care about - should be treated with top priority.

4. Don’t be deterred by a slow start. The first day or two of the expo tends to be slow, but the sellers aren’t concerned. “It takes time to warm up,” one of them told me. “They came here to make a purchase, but they need time to get familiar and feel at ease.”

“Warming up” is essential. When it comes time for us to pray, we don’t just jump in from a cold start. Instead, we begin with a series of introductory “Verses of Praise,” acknowledging G-d and awakening our attachment to Him before moving on to the core prayers.

5. Don’t be flustered by glitz. When my young children toured the expo, they were enthralled by the large shiny stones and the unique ones shaped like animals. But both sellers and experienced buyers know that glitz doesn’t equal quality.

We are well advised when we are told to “Look not at the vessel, but at what it contains” (Avot 4:20). It’s worth taking the time to inspect quality.

6. See opportunity everywhere. To the sellers, there’s no such thing as a chance encounter at the expo. Everything from a chat in the parking lot to an encounter over lunch is seen as a potential business opportunity.

The Ba’al Shem Tov, founder of Chassidism, taught that every encounter we have takes place because of Divine personal providence. Every encounter is an opportunity to learn a lesson or make a difference.

7. Place your treasures in trusted hands.

When it comes to closing time, the sellers carefully place the gemstones into velvetlined cases. A team of security guards then takes the merchandise to be stored for the night under heavy (and well-insured) protection.

We have a similar routine at the conclusion of our day. “Into Your hand, I entrust my spirit,” King David said (Psalms 31:6). As we go to sleep, we entrust our souls to the care of our keeper, and we are confident that He will return them to us in the morning - for another bright new, happy and successful day.

- Rabbi Yehuda Ceitlin is the Outreach Director of Chabad Tucson.