what Jay has to say, what I say will make a lot more sense.” Is she saying she got all this from some seminar?
“Well, if he really helped you that much, I’ll go,” Rick decided.
As the two rose to leave, a sharply dressed man approached their table.
“Hi, Michelle,” he said. “I saw you from the foyer and I wanted to let you know I was here for our 1:00.” The two hugged and Rick noticed Alan tuck a tendril of Michelle’s hair behind her left ear. “Alan, this is Rick Masters. He’s a real estate agent. Rick, this is Alan Hubble, he’s an attorney at Hubble, Rogers, and Spence. I’ll be right back, but you two should exchange cards.” The men obeyed and made small talk as Michelle slipped off to the ladies’ room.
“Hubble, Rogers and Spence,” Rick said. “That’s downtown, right?”
“Top floor of the Rogers Bank Building,” Alan smiled. Well, good for you, Rick thought, resisting the urge to roll his eyes. “So how do you know Michelle?”
“Oh, you know, I’m an agent so I know lots of lenders,” Rick said nonchalantly.
“Well, she’s quite an up and comer,” Alan smiled. “Did she tell you the numbers she did this quarter?”
Rick smiled and nodded, trying to think of a way to end the conversation, when Michelle returned.
“Well, it’s been a pleasure, Michelle. Nice to meet you, Alan,” Rick offered, starting to think about the rest of his day.
“Rick, absolutely!” Michelle smiled. “We talked all business today, but next time I want to hear more about your goals and what you do for fun. I’ll see you Friday!”
Fun? Rick watched Alan and Michelle head to their booth before turning towards the door.
“Goodbye, Mr. Masters,” Katherine called to him.
“Goodbye!” Rick smiled and called back, surprised at the enthusiasm in his own voice. He reached for his car keys and realized that for the first time in weeks, he no longer felt tired. Maybe he’d head into the office after all.
| JAY MICHAELS SPEAKS | 2 |
“When the student is ready, the teacher will appear.”
CHINESE PROVERB
BY THE TIME FRIDAY CAME, Rick was his tired, listless self again. Still, he couldn’t back out of this event. Naturally he could think of a million excuses that sounded plausible; but Michelle had left a voicemail, sent an e-mail, and mailed a card reminding him. Canceling now would be beyond tacky, and Rick still prized his integrity even if he felt like his dignity was bleeding to death.
He was shocked to find the convention center parking lot nearly full when he arrived fifteen minutes early. He entered the building and looked around. I’ve never seen this place so crowded. There must be something else going on too. Yet a glance at the signs seemed to reveal that everyone was there for the same event. Not only that, the crowd seemed eerily friendly. People were hugging, exchanging warm handshakes and even kisses on the cheek. It felt more like a family reunion to Rick: someone else’s family reunion. What am I doing here?
He found the registration table and received his packet from a cheerful young woman. In it he saw a black rubber bracelet just like the one he had glimpsed on Michelle’s wrist at lunch. I hope I can find her. Rick didn’t mind being alone, but something about the intensely friendly conversations around him made him feel left out. He needed Michelle to help him make sense of all this. He examined the black band and was reading it when he felt a tap on his shoulder.
“There you are!” Michelle said, giving him a quick hug. That was nice. Does she ever not smile? “I’m so glad you made it!”
“Me too!” Rick said quickly. Truthfully, he had been glad she wanted him to come, even if he felt a little hesitant about being there. “I appreciate all the reminders.”
“Well, I think you’re really going to enjoy it. Oh, and thanks so much for e-mailing your broker. I called him and we’ve got the “Lunch and Learn” scheduled.”
“Oh, good, it was no trouble really,” Rick said, trying to sound casual. “Anyway, I’ve never seen this place so full.”
“I saved you a seat close to the front with me and a few others. Let’s head up there before they get started.”
Rick followed her into the main auditorium and down towards the stage. Wow, we’re in the “Reserved” seating. I guess she does know some people. Rick was very glad he was headed there with her, instead of sitting by himself in this crowd.
When they arrived at their section, Rick shook hands with a few new people. Oh, there’s Alan, he noticed, looking down the row. What’s a lawyer doing here? Rick felt a small twinge of disappointment that he chose to ignore.
The crowd began to hoot and holler as the lights dimmed and some music began to play. It was strange to feel so much energy at a business event. Do they think we’re at a rock concert or something?
An introductory video played, which stirred up everyone even further; and finally, Jay Michaels himself jogged to the center of the stage and waved to the crowd. He was of average height and build, dressed in a black suit and mock turtleneck. Rick realized that he had half expected to see a movie star or celebrity athlete emerge. He found himself rising with everybody else to give a thunderous standing ovation. The intensity was reaching a fever pitch with shouts and cheers. Rick felt chills run up his spine, despite himself. It reminded him of the time his high school football team had made the playoffs for the first time in ten years.
“Thank you!” Jay started. To Rick’s surprise, instead of quieting down, the roar got louder. The back and forth continued for what seemed like several minutes as Jay continued to greet the crowd and they welcomed him in return.
“Welcome, members of the Generosity Generation!” Jay began. “I am so excited to share the Seven Levels of Communication with you and show you how to go from relationships to referrals. Even veterans and Ambassadors in the crowd will spot many new items tonight as we continually improve our game!” More cheers. Jeez, these people really love this guy.
Jay raised his hands and the crowd quieted almost instantly. It was time to get to work. Rick noticed nobody took their seat. Jay continued, “As many of you know, I always start my day and my presentations with affirmations. They focus our minds for the task ahead. Let’s get started!”
Oh, great, Rick thought. He had tried affirmations before, staring in the mirror every morning and telling himself he was stronger and better. It had done nothing. Here goes nothing, he thought.
Jay passionately said the affirmations and then the crowd repeated them. A loud clap followed each. Rick mouthed along, and glanced to his side to see what Michelle and her row of fans were doing. They were enthusiastically participating, although he caught Alan looking at his BlackBerry several times. He can’t be here for anything but Michelle.
The affirmations continued. “I do it now!” Jay shouted.
“I do it now!” The crowd responded.
