THE ANATOMY OF GREATNESS (IV)

Some go for it; others yearn for it, yet both hunger.

Anything may not be possible, but more things are possible than we imagine if only we will imagine them fully and seek them daily. For instance, I was unemployed in the early 90's. So, instead of seeking work I decided to create it for myself, which is what real dreamers do daily. My background was in telephone sales, more commonly called, cursed perhaps, as telemarketing. I decided to use this experience to help Greensboro car dealers sell more cars.

After spending a week at the library creating sales literature, I searched the phone book for prospects. My approach was empirical and sophisticated. I used their name as the nexus. If it nudged, I called it. My plan was to take their old customer files --five years or older-- and invite them to test drive the latest model of their previous purchase. We would give them a cheap gift and lavish praise for their opinion. The idea being that dissatisfaction would settle the instant they sat.

Two weeks later I had my first appointment with Bob Dunn Ford. Since I didn't have a car myself, at least one that ran, I borrowed a friend's. After an hour of talking with Mr. Dunn, I left his office with a $3000 check with another $3000 due 90 days later. (I didn't even have an account to deposit the money). Looking back, it seems crazy because he never requested references, identification or anything else substantiating. Maybe my enthusiasm sufficed. Or maybe he was as desperate for change as I was.

Whatever the reason it worked. I also hired two ladies from my church to do the calling, convincing him to pay them from his payroll, which he gladly did. He also provided office space. Meanwhile I busied myself with securing another contract, going by weekly to check on them and to meet with him. I drove a different car each time because I had to use whose ever was available. I'm sure his staff thought I had money. That's how they looked whenever I entered the lot.

Yet I was just spending the social capital I had accrued. Things would have soared if it weren't for Desert Storm, which started shortly after the project. Still, at the end of 90 days Mr. Dunn was pleased with our results though uninterested in renewing our agreement. In fact he furnished a remarkable letter of reference that I used in pursuing other projects. I didn't get one but I did get through what would have been an even tougher time otherwise.