Rachel's husband was a real estate agent. Brian had been in the business for ten years and always bored the hell out of us when we socialised with them. He was forever complaining about the hours he had to work to clinch the deals. He also liked to brag about how good he was at it, and how he could beat most of the other agents in the area where we live. I was sick of it! I told him he was being a dickhead, and that anyone could sell real estate. He cracked the sads and told me I didn't know what I was talking about. That did it! I told him I could outsell him anyday - and if he was willing to take me on, I'd show him that anyone, even me, could sell as many houses as him.
Without boring you with the details, I completed my agents' course and he gave me a job at the office in the next suburb from where he worked. "Right smartass" he said as I sat in his office. "Let's see who is better and see if your actions are as loud as your words!"
"No problem" I boldly said, not so sure of myself now. After all, I'd had a couple too many wines when I had made my statement. However, I knew I wanted to beat him really bad, so I said, "Ok, let's see who sells the most dollars in property within the next three months.."
"You're on" said Brian. "And to make it interesting, how about a little wager?"
"What did you have in mind?" I asked...interested to know what the arrogant bugger was getting at. "The loser serves drinks at the winners party....dressed in whatever the winner buys for them to wear...sound fair?"
"You're on" I quipped.
I knew this arrogant prick was fantasizing about seeing me in some kinky gear serving drinks to his mates, but I was determined to knock him down a peg or two. Inside my belly was churning, but I was keen to make him squirm. "Good Luck" Brian said as he shook my hand...lingering a little long, and then escorted me to the door. "I'll be in touch" he said as I walked to my car. I swore to myself I would do whatever it took to win this bet. I wanted to show him who was boss!
When I walked back in to my office I began to wonder what tactics I should use to clinch the deals I would have to make to beat Brian. The branch where I was located was mostly staffed by men. There were only two girls, Shirley, the receptionist, a woman in her late fifties and the classic secretary - coffee, typing, answering the phone, etc. Janelle was a different kettle of fish altogether. She was late 30's I guessed, and wore classic but sexy suits to work everyday. She also wore high heels almost every day and her legs were long and slender. I found myself watching the way she worked the clients whenever I could. I figured she cold teach me more than any of the men about how to sell real estate. I was wrong!
At our very first staff meeting, I got a much clearer understanding of the office politics. Shirley was there to take the minutes. I sat next to Janelle. The other male staff sat round the table. There five in all. Without going in to too much detail, two were the senior management, in their late fifties like Shirley. Two were rather young and attractive looking single men in their early thirties. Both wore classy suits and drove flashy cars. The last member of staff was Al, short for Albert. He was in his late forties, podgy, dressed in rather old fashioned suits, and liked to smoke those damn smelly cigars out the front of the office each afternoon chatting to the locals as they shopped. The meeting was very routine, and before long I noticed that Al was not taking much notice...of the meeting that is. Instead, he was smiling in my direction and text messaging someone on his cellphone. I smiled politely and tried to concentrate on what the boss was saying. Before long the meeting ended and we were given a list of potential clients each. Being the newest member, I was given the lowest value properties. "Great" I thought. How the hell was I to beat Brian if I was only given shitty places to sell? Still, I was determined to do my best and went to work.
As I left the meeting, Al put his arm on my shoulder and whispered, "Kid, with a body like yours, selling is gonna be a cinch! Let me know if you need any help!" And with that he was off, waddling out the door and in to his car...a flashy new BMW that was parked right out front. In the first two weeks I sold two houses. I was pleased to get a start, but knew I would need to do much better if I was to beat Brian. In my email on the Monday of the third week, there was a message from Al. It read, "Dee, you're working very hard. Well done. But...if you want my advice, you need to change your strategy. Meet me at Kits for lunch and I'll tell you what I mean.- Al." I was interested and confused at the same time. What did he mean? Why was he interested in helping me? I decided to go anyway to find out more.
I arrived at Kits and noticed Al straight away. How could I miss the stream of cigar smoke? I walked across to his table and sat down. He stood and commented on my attire. "Nice skirt...conservative but nice. How ya been kid?" He always called me that, and in a way I guess I was flattered. "Good thanks. I'm having fun but I can't seem to get many deals done."
"Ahh, that's why we're here Kid" he smiled. Now let's eat!
We enjoyed a lovely lunch together and I got to know Al better. He was a father of three kids, and had raised them on his own since his wife had died quite young, leaving him with the children. "Kid", he said, "I learned to fend for myself at 26. I had three kids, a small house, and my beautiful wife passed away. I made a decision then that I would do everything I could to provide for my kids and make them happy. God knows they deserved it after watching their mother suffer." It turned out Sally, Al's wife, had died of cancer. His three children, he and his nanny, called Janice, lived together in a lovely old house in the hills. I asked him how he found time to be a good dad and to provide for them selling real estate? "Kid - the secret is not how many hours you work, but how you work the hours that you do!" Totally confused, I asked him what he meant exactly? "Well, let's just say that I choose my clients very carefully, and I give them whatever it takes to make a deal." I was intrigued! This porky little man was not only obviously very caring to his kids, but he was mysterious as well. I quizzed him some more.
"Kid..Dee...it's like this. Anyone can sell anything if they want to. I guess the difference between me and those two other schmucks in the office is my attitude. If I sense a client needs a little something extra to convince them to buy, I give them the extra! No good being a stuck up bitch like that Janelle. No wonder she's still living in an apartment with no view! You gotta go the extra distance if you want to make the big bucks kid...and believe me, you can make BIG bucks if you do it right." We finished lunch and Al took me for a drive. He showed me the area and which properties he had sold. They were all mansions or huge factories. Not one of them was small or average looking! I was baffled. "I tell you what Dee...I'm meeting a client tomorrow afternoon. I never work nights or weekends - that's my kids time. If you want to come with me tomorrow, you can get a few pointers from the champ! Whaddya say? Wanna learn the best way to make money without working that fine ass of yours off?" I was flabbergasted! "I...I guess so" I stammered. "Great - that's settled then. I'll drop by the office and pick you up at 2.00pm."
He dropped me back at the office and I went back to work in a daze. I had no real idea what he was on about, but knew I wanted to learn his tactics! I went home that night and rang Brian to see how he was going. "Doin' great Dee" he said. "I've sold nine houses in the first two weeks. How you going honey?" he asked with a sarcastic and arrogant tone in his voice. I lied and told him I'd sold four before hanging up. "Bastard" I thought to myself. There has to be another way to beat him!
When I arrived at work the next day, Shirley passed me three messages. Two were from potential clients, and so I rang them and made appointments. The third was from Al who'd ducked in and out of the office for a few minutes earlier. I presumed it was about the meeting that afternoon, so I rang to find out. He was on his cellphone as usual. "Dee - good to hear from you. Listen, this meeting this afternoon..." My heart sank a little as I thought he was going to cancel. .."...can you go home and get dressed in something a little more revealing honey?" Just like that! "I saw the suit you're wearing as I dropped in this morning and it doesn't really fit the client we're meeting. This guy's 35 and single and looking to buy a penthouse apartment near the docks. I want to make a really good impression with him ok?"
"AAhhhh...ok" I stammered back...not really knowing what to say! "Ok Kid...see you at two - I'll pick you up at your place!" And with that he hung up. I sat dazed and confused...but a little heated in the loins at the same time.