"Bruce, Gretchen Chaldony is on line one for you."
"Thanks Linda, I'll get it from here."
"Hello Gretchen."
"Hi Bruce – got another client who needs your help – can we get together next week on Wednesday at 9 in my office – I'll fax your office all the usual information today – that sound good?" One thing I will say about Gretchen, she can make a question a command easily.
"Let me check Gretchen" I placed her on hold. I already knew it would work, and I am pretty sure she did as well. But for the sake of appearances, well. "I will have to do a little juggling, but I can make it then."
"Thanks Bruce – you are a dear. See you then." Click. She was gone.
Gretchen Chaldony was one of the most expensive and one of the best estate attorneys in town. That woman's firm really knew it's stuff, and she herself specialized in mega estate planning only. I knew this was going to be a large case, requiring a tremendous amount of work. Good thing I had hired good people. As I sat at my desk, I reflected on how my life had gotten to this point. And to think, it all started as a volunteer coach of a little girl's softball team a few years ago..............
Let me start by telling you about me. My name is Bruce Roberts. I am an overweight, out of shape ex-jock who is losing his hair. I tell you this because I want you to know I have no delusions about who I am or what I am. I am a financial planner, or at that time was trying to be. In the course of the previous 5 years, I had built up a nice little practice. I was not anywhere near the big time, nor did I have any aspirations to be. I made an OK living, had a part time receptionist/secretary/assistant, and lots of free time. So much free time in fact, when my daughter wanted to play softball, I said I would coach when no one else would.
On that fateful day, I was sitting in my office. Playing solitaire on the computer, wasting time until lunch. I did that a lot. Linda buzzed me. "Bruce, there is a woman on the line – a Susan Taylor Klingem. I checked, and we don't have a client with that name." Susan Taylor Klingem – I knew that name. Her daughter Leelee was on my softball team. At the start of the season, I had handed out my philosophy along with contact numbers. And someone was actually using it. I was amazed.
"I'll take it Linda." I put the phone back in the cradle and waited for the ring.
This woman was something else. Rich didn't describe her. Her husband Tom was one of those guys – we all know one – who just was a great guy who made a bunch on money. I wasn't exactly sure what he did at the time, but I knew it was in real estate. He came to all the practices and games, clearly doting on Leelee. I liked the man. He was very unpretenscious, just a regular guy who could make things happen in the real estate world. I had no idea how much he made things happen, as his idea of flaunting his wealth was to try to buy the kids ice cream after games. I had set up a rotating snack schedule, but he still kept telling me "a kid can't ever have too much ice cream." Well, I knew for a fact I was living proof you could. But Tom wouldn't take no for an answer, and the kids did enjoy the extra treats.
Now Susan was the exact opposite, she was wealthy and she let you know it. She was not a big woman, very slim and petite. Always made up nicely. Not much in the chest department, but not bad either. The one physical feature she has was she had one nice rear end. Very nice. Probably from all the working out – or plastic surgery. Didn't care. It was nice. And the clothes, the cars, the houses, the tan, well, you get the picture. And here I was waiting to talk to her.
I picked up the phone on the second ring. "Bruce Roberts, may I help you?"
"Bruce, Susan Taylor Klingem here. Tom and I wondered if you would by chance have some time we could schedule tomorrow – we are considering changing planners and would like to talk to you." Holy shit. The Klingems wanted an appointment – with me. This was huge – very huge.
"Well, Susan, let me see. Tomorrow is already crowded." I paused for effect.
"Bruce, I know it is short notice – please – we will take any time you have since it is such short notice." Warning bells should have sounded, but I was too blinded by my apparent good luck.
"Well Susan, I can squeeze you in at 10 tomorrow morning – will that work?" I tried to sound like this was a routine thing, as the only thing I had scheduled at 10 the next day was more solitaire. "And why don't I just stop by your home, since I will be in the area. That will save you a trip downtown as well."
"Great Bruce, Tom and I will see you then." And click, she was gone.
Either she figured she thought I knew where she lived, or I would look up the actual address. I pulled out my roster, got the address, and buzzed Linda. "Linda, I will be out of the office in the morning. I am meeting with the Klingem's – they are looking for a new planner."
"No shit?" She replied.
"No shit" I put down the receiver and smiled. This was the break I thought I wanted.