Charley Johnson had become successful by following the real rules of selling. He went to work for Smith Reality when he was twenty three. When he had been there a month his boss asked him why he hadn't sold a single house. Charley told him he hadn't been able to match what his prospects wanted with the houses he knew about because he didn't know the town well enough. His boss told him that was a backward way to sell houses and gave him six months to either sell what was available or quit.
In six months he had sold ten houses and three commercial properties- his way.
In three years he bought a share of Smith Realty and later the same year he bought the whole business and hired new salesmen. He taught them to sell- his way. He wasn't a millionaire but he was confident that his way was right and that he would become one.
Nancy had come to the dance alone in a taxi as she often did. Sometimes a friend would take her home but tonight they all had other dates. So she called a taxi to take her home. She was still waiting near the door when Charley came out by himself.
"Do you need a ride?" he asked.
"Well, I did call a taxi. Where is Mary?"
"Oh, she rode home with Cathy."
"I would like a ride if it isn't too much out of your way."
"Not a problem. I'll have Tim bring the car around." He called the escort on his cell phone.
His Buick was not new or old but it did remind Nancy that Charley was doing well. He looked twenty five but Nancy knew he was thirty something. His black hair had no streaks of silver and his body was slim and lithe, a dancer's body.
