“...but they just give you the names – I don’t understand it,” he marveled as he looked wonderingly from me to the forty names on the screen and back again at me. “They wouldn’t do that for me!” he assuredly exclaimed, shaking his head back and forth.

“Why wouldn’t they?” I asked, turning in my chair and facing him across the small desk, from where he was watching me in action on the second day of the training seminar in Dallas last year.

He looked at me and answered, “I dunno, I just don’t think I could do it like you do it. I don’t know I could sound like you sound...”

“How does she sound?” his manager asked, popping his head in the door and overhearing our exchange.

“She’s so – smooth,” he hesitated, searching for just the right word. "She makes it sound like why wouldn’t they give her the names – she makes it sound like she belongs inside the organization!” he exclaimed, gathering his thoughts and picking his words. “She makes it look so easy!” he laughed.

Looking back at me, he asked, “Is it really that easy?”

“What do you think?” I questioned his question. “What about my approach looks so easy?”

“Well, you don’t say very much, like you told us you didn’t, yesterday in class...” he said, thinking as he went along. “And you don’t lie –I’m surprised about that, I really am. I have to tell you, I thought you’d have to tell some whopper of a story to get them to tell you anything...” he continued. Taking the thing apart, he continued. “All you do mostly is call, and then say, ‘This is Maureen Sharib, can you please tell me...?’ and most of the time they do!” he almost wailed. “I just can’t believe it!”

“It is easy, Larry,” I confessed, “but there’s a trick to it. I have tens of thousands of hours of practice doing this – I wear my craft like a second skin – I believe they are going to tell me what I want to know when I make that call and am surprised when they don’t. It goes across."

He looked at me and shook his head. “I see that – you sound so confident when you call, it’s almost scary! You’re deadly, aren’t you?” he asked, admiringly.

“Thank you,” I beamed, shaking my head in the affirmative.

“Fortune befriends the bold.” ~ John Dryden

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