Chris Widener - The Art of Influence: Persuading Others Begins With You

GRANDMAS GIFT

It was a perfect Sunday summer afternoon for a barbecue to honor a young man who had worked so hard to achieve his dreams. The sun was shining and the temperature hovered around seventy-five degrees. Friends and family were gathered together, some of whom had not seen each other for years. Kids played in and around the swimming pool and the smell of burgers wafted through the backyard. Perfect.

Marcus Drake had a lot to be thankful for. His parents, Bill and Margaret Drake, were classic middle-class, middle-America folks whod worked hard to give their children a good life. Bill was an insurance salesman and Margaret had been a homemaker, staying home to take care of Marcus and his brother, Jack, who was two years younger. Margaret was part cook, part cleaning lady, part nurse, and part taxi driver to the two boys who were the love of her life. Bill was there for most of the boys games and school events and did his best to get home for dinner with Margaret and the boys every night. The Drakes had the classic Ozzie and Harriet existence.

The barbecue was to celebrate Marcuss graduation from Northwesterns Kellogg School of Management and everyone was thrilled to be there. Few of the Drakes had gone to college, let alone business school. No, the Drakes were a simple family.

Marcus, however, wanted a different kind of life. He always had, in fact. In high school Marcus had been a three-sport athlete, lettering in football, basketball, and baseball, and had usually made all-league. But he wasnt good enough to get a full ride to a major college, so he decided to focus on school rather than sports in college.

Marcus grew up watching TV shows that showed the lifestyles of business moguls and for as long as he could remember had wanted to become one himself. He had read Forbes and Fortune since his early teens. He was a natural entrepreneur, first launching a blackberry-picking and distribution operation, then building a lawn-mowing companynot to mention his forays into the proverbial hodgepodge of door-to-door sales. In each of these ventures, Marcus was the business owner who got other kids to do the work. No doubt about it, hed wanted to run a business his whole life.

He did well in college, majoring in business and graduating with a 3.5 GPA. He played intramural sports to keep his athletic skills sharp and to keep the weight off from too much pizza and studying. After college he worked for a large corporation for three years and eventually applied to Northwestern, where he graduated with honors. Marcus felt like he was set for life. From here on in, things were only going to get better.

Most people would consider Marcus brash. Everyone who met him certainly liked him, but lets just say no one would accuse him of being short on ego. He had big dreams, knew where he wanted to go, and did everything he could to get there. He knew he had a lot going for him: He was smart, funny, and optimistic about the future. Today was a day to sit back and enjoy, along with his friends and family, where all his hard work had brought himto a stellar platform from which to launch the next stage of his life.

As Marcus sat and pondered his future, a hand slapped him on the shoulder and a voice boomed, So, whats next, Bigshot? The hand belonged to Marcuss Uncle Fred, an insurance salesman like his brother, Marcuss dad.

Not much, Uncle Fred. Maybe start and sell a few companies, get rich, buy a nice little island in the Caribbean, and then, oh, you know, take over the world. What do you think?

Uncle Fred laughed that big booming laugh and tilted his head back. If anyone could do, it would be you, boy. I always knew you were destined for greatness. Now that you got that fancy-pants degree, its just a matter of time, he said. Really, though, whats your plan?

Well, actually, most people who graduate from business school go on to become consultants, which I dont really want to do. I want to start my own business.

Oh yeah, what kind?

I have an idea that I think could be really big, but its gonna take some money to get it going.

Lay it on me.

Well, its kind of complex, but basically it comes down to helping companies from America connect with businesspeople in other countries who are seeking investments. Id be putting the main players together and Id also be able to use what Ive learned about international currency trading. See, when money goes from one currency to another, it loses a percentage in the exchange. I think that there are some ways to increase the efficiencies in the exchange. I think it would especially benefit nonprofits that move billions of dollars around the world for things like disaster relief, mission projects, and things like that. I think I could potentially save organizations billions of dollars.

Wow, that sounds hugeand well over my head! Its not too big for you though. Go get em! With that, he walked off, presumably to get another burger.

A long line of well-wishers made their way to Marcus throughout the afternoon. His cousins were slightly envious and the older relatives were very proud. All in all, though, the family was thrilled for Marcus. It did feel a little weird to some of them, what with the whole MBA prestige thing going onthey had just never considered themselves that kind of familybut they were excited to see how high Marcus could soar.

At one point Jack pulled his brother aside. Whats going on, bro?

Not much. Just chillin. Whats up with you?

Just eating! Have you tried Aunt Susans potato salad? Its awesome. That was Jack for you. Always about the food. Marcus was always about the money and Jack was always about the food. They had similar personalities and ran around together, but Marcus was just a little more, shall we say, focused. In fact, Im about to get some more. And maybe another plate of chicken wings. Want some?

No, Im good. I have my fans to attend to!

Always the superstar, Jack said as he disappeared to get another plate.

All afternoon people had been piling gifts on a table near the sliding glass door that led into the kitchen; definitely one of the best perks of graduation. After everyone left the Drakes sat down to relax in the living room and watch Marcus open his gifts. Also joining them that evening was Margarets mother, Beatrice, who was visiting from the little town in North Dakota where she lived. Marcus got the typical graduation gifts: travel kits, luggage, pens, stationery, and the like. His mom and dad gave him a very expensive briefcase that he had not so inconspicuously pointed out to his mother while on a trip to the mall the previous summer.

After all the other gifts had been opened, there remained just one. Beatrice got up and began to leave the room. I will be right back. I left my gift in my room. I think you will like it. As she left, Marcus thought about his grandmother. He didnt know her all that well. His grandpa had died when Marcus was five and since she lived so far away and didnt like to travel, he hadnt seen her that often. As Marcus was growing up, he always thought Beatrice smelled like flowers. That really was the extent of it. That and the fact she always mailed him five bucks for his birthday, like virtually every grandmother in America.