Georgian Terrace Hotel

Rucker's great ability to close sales had not yet been discovered because we didn't have anybody to close.

So one day, we show up at the opportunity meeting at the Georgian Terrace Hotel, walk in, and as usual, by ourselves.

And Bill Dempsey says, Mr.

Gray.

He was ordering you around.

Both.

So two or three nights later, we walk into the Georgian Terrace Hotel, and Rucker and I have five prospects between us, which is five more than we'd had in the previous six months.

I still didn't give the opportunity meeting that night, but we used to invite him to the meeting script to get him there.