The psychology of why one message gets ignored and another makes someone stop.
The chase.
The timing.
The feeling of pulling a client back from the edge with the right pitch, the right tone, the right story.
I loved all of it.
Some boys grow up wanting to be ballplayers or firefighters.
I grew up wanting to be like my Uncle Todd.
Todd was my mom’s older brother, all handshake and confidence, the kind of man who could sell ice in a blizzard and make you thank him for the favor.
He wore polished shoes, drove nice cars, and always smelled like aftershave and leather seats.
When I was ten, he took me with him one Saturday to a local fair where he was helping a small business owner promote a new booth.
He let me hand out flyers.
He taught me how to smile first and talk second.
