I was only twenty-two when I was hired to head up the local fundraising drive for the volunteer fire department, starting after graduation in June. The part time job didn't pay much, but for me it was the first rung on the ladder.
All through school, I was the popular and successful Captain of the Cheerleader Squad for the varsity football team. Fundraising was my first job in the real world.
The fire department seemed to be a very worthwhile cause. In addition, I knew the experience would provide contacts and references to help me get into a good MBA program or land an entry-level job in professional sales. Of course, those dreams depended on meeting all the objectives before the funding campaign was over at the end of the year.
By September, about half the community goal of fifty thousand dollars had been raised, but I quickly learned that the first half was the easy half. Most of the likely donors had already written their checks. Where would the rest of the contributions come from?
I was desperate for a new prospect, a person or organization not yet tapped out, especially anyone with above average wealth. There didn't seem to be much chance of that when I did my third review of the rows and columns of the town government property tax database. It made my eyes water.
But that October day was different. For some reason I noticed a line item, "EGLNST" with a type code of "U" meaning Undetermined.
Who or what was EGLNST? The only one who seemed to know anything was the Town Treasurer. He gave me the sketchy basic facts behind the minimal information in the property records.
~~~~~~
Hidden in a large, wooded acreage on the outer edge of town, the rustic Eagle's Nest mansion stood isolated and alone. The former hunting lodge had been built years ago for a very wealthy man from Atlanta. Within the last year, it had been renovated and converted to a men's club, a mysterious organization with few ties to the local community.
The private club paid their annual taxes in advance, one of the larger tax bills in the county. I was able to confirm their contributions to other local charities, enough so all the important groups in town had a positive impression of them. But they showed no interest in participating in local affairs and no one knew much about them. I had completely overlooked them until that third review.
I tried in vain to find a contact I could call, but finally had to take the direct approach. I drove out there mid-afternoon on a Friday, hoping to find someone.
Looking through the bars of their closed gate, I could only see the driveway curving out of sight through dense trees. But I did find an intercom on one of the huge stone pillars that framed the driveway entrance.
There was a keypad with the intercom, but it required a code I didn't have. I pressed the call button, hoping someone would answer.
"What is your business?" boomed from the speaker, startling me.
"I would like to speak to the manager of Eagle's Nest," I said, trying to be businesslike despite my nerves.
"Regarding?"
"I represent the fire department annual fund drive. I want to enroll your club as a sponsor."
"Your name?"
"Mandy Hicks."
There was a pause of a minute or so before the speaker boomed again.
"Welcome Mandy Hicks. When the gate opens, please drive to the main building."
I followed instructions, reaching the mansion's parking and front entrance. The structure was large, but dull and uninteresting from the outside. I walked up the short staircase to the main landing where I faced a blank wall with its central slab door.
I swept my long honey blond hair off my face and stood tall in my heels, looking up at the huge, intimidating barrier. My heart was pounding in my chest, so hard that I clutched my coat tight against me to contain the pulsing.
Much was riding on this meeting, my best chance to advance the struggling fund-raising effort, to show we weren't dead in the water. One good contribution from Eagle's Nest could be used to leverage others.
I rang the bell.
The door opened. A good looking, fortyish man said pleasantly, "Ms. Hicks, please come in."
He led me through the darkly paneled hall to an office. Along the way, he introduced himself as Mr. White. He motioned me to a comfortable guest chair as he sat behind the desk.
I draped my folded coat over the back of my chair. He offered water but I declined, too nervous to get sidetracked.
"My purpose is to ... to ... " I struggled to say anything coherent in the intimidating atmosphere.
"You said you want a sponsor for the fire department. Is that right?" he asked, coming straight to the point.
"Yes. So sorry. I'm making a mess of things," I admitted.
"Don't worry. Is this your first sales job?"
I nodded. "Until June I was at State, a student."
"Well, don't worry. You're doing fine. You can't get anywhere in the world if you don't ask for what you want. You are here and that's the biggest step."
I remembered some sales techniques. Find common interests, build a relationship.
I asked, "Can you tell me more about the Eagle's Nest Club?"
"Not much to tell. Our members want a secluded place to relax and enjoy our down time doing what most appeals to us."
"So, sports? Wine tasting? What?"
"Well, a little more specialized. But, time is limited. You'd better tell me what I could do to help your cause."
"Of course."
I explained our annual drive for the sole fire department in the area and how the money would be used. I pointed out the benefits to Eagle's Nest, especially the enormous good will they would gain by being known as a sponsor.
"How much?" Mr. White asked.
"Well, we need another twenty-five thousand dollars to reach our annual goal, but even if I could put you down for a thousand dollar sponsorship it would help. Will you do that?"
My heart sank when he said, "A thousand? No, I'm sorry, that's too steep."
But my hope was restored an instant later, when he added, "I can authorize five hundred. Will that help?"
I jumped up, full of joy. "Yes, of course. I'm so happy, so grateful. Thank you, thank you."
I went around the desk to embrace him with a hug. He chuckled at my enthusiasm.
"I'm sorry," I explained, blushing. "I was a cheerleader, Captain in fact. I get excited when we run up the score."
We shared a high-five before I returned to my chair.
The atmosphere in the room had improved. It didn't seem so dark and gloomy anymore, morphing toward cozy and reassuring.
He then asked, "How motivated are you to reach your stretch goal?"
Puzzled, I responded, "What do you mean? Is there a way to increase your contribution?"
"Oh, yes," he said. "Among our members even the whole twenty-five thousand isn't a large amount."