“First, I quickly realized that George Grunfeld was completely worthless. He knew even less about the brokerage business than I did, and every word that came out of his mouth was utter nonsense. Lester, however, was a different story. He was knowledgeable enough, but he was completely devoid of charisma. He spoke in a low, squeaky drawl, and his words came out slowly, painfully,as if a turtle were speaking.
“I found it hard to keep my mind in one spot, so I just sat there, pretending to listen, sneaking peaks at Mike out of the corner of my eye. Lester had painted him out to be some kind of operations guru, but up until now he'd said only a few words. From a physical perspective, I was entirely unimpressed. He was dressed in a cheap blue suit and an even cheaper rayon shirt, and his hair was askew”— kind of like yours, Bastard, although Mike's hair was salt-and-pepper, while yours is a plebian shade of mud brown-“although, in retrospect, I should have known an old Wall Street war dog when I saw one.”
“What's an old Wall Street war dog?” asked the Bastard.
“It's someone who's worked on Wall Street for far too long and who's been through bull markets and bear markets, someone who's seen the dizzying excesses and the crash-and-burn stories. It's someone who's seen countless men go from rags to riches and then back to rags again, and then back to riches once more. He's seen the hookers and the drugs and the ludicrous gambling, and he's seen Wall Street go from the dark ages of fixed commissions and physical stock delivery to the modern era, where discount brokerage firms compete with Merrill Lynch and stock trades settle electronically.” I shrugged. “There are only a few true old Wall Street war dogs left in the world, because most of them have already died of either a heart attack or cirrhosis of the liver. But if you're lucky enough to actually find one, they're worth their weight in gold.
“And Mike Valenoti was one of this dying breed. Perhaps I should have known it the moment I laid eyes on him. I should have noticed the battle-ravaged look in his eye as he sat there listening to George's and Lester's inanities. He kept his chin tucked between his collarbones and his shoulders slumped over, as if he were about to fall asleep. And then there was Mike's nose, which was a real showstopper! It was coated with red spidery veins and was the size of a sweet potato! Yet, on the flipside of that, Mike had the most intelligent brown eyes I'd ever seen. They were utterly piercing, and you could tell just by lookingat them that he wasn't missing a trick.
“Anyway, not to belabor the point, the simple fact was that Mike and I hit it off fabulously that day. We spoke exactly the same language, and it was the language of Wall Street. When he started a sentence, I finished it, and vice versa. In fact, by the time the meeting was over, I'd given Mike a full-blown sales pitch, pretending he was a customer. And, of course, it completely blew him away, as it did Lester.
“But I think what's even more important about this day is the effect Mike had on me. Suddenly, I felt like the old Jordan again.” I shrugged. “Whatever the case, I knew I'd sounded sharper than sharp that afternoon, so it came as no surprise to me when Lester called me at home that night and told me that I should consider opening my own brokerage firm. Apparently Mike had pulled him aside after the meeting and said that he'd work for me for free-meaning for no up-front salary. All he wanted was a small percentage of the profits. In return, he would build me a first-class operations department to rival any firm on Wall Street.
“Lester, too, was willing to work for free. He would file all the necessary forms with the NASD and then accompany me to my membership interview. In return, all he wanted was a shot at representing the companies I took public. Whether or not they decided to use him wasn't my responsibility. I just needed to make the introduction; he would do the rest.”
“What about Grunfeld?” asked OCD.
I shook my head. “George was out. In fact, it was the first thing Lester brought up. He served no useful purpose, squeaked Lester. He was a helluva nice guy, but he was deadweight. Between Mike and me we had everything we needed to run a firm.
“Anyway, I told Lester I would think about it, although, deep down, I really didn't have any intention of going through with it. I was still gun-shy from the meat-and-seafood debacle, and I figured I'd just wait and see for a while.”
“Where are we now on the time line?” asked the Bastard.
“Early September,” I replied, “which is when things start to really heat up. First, Danny passed his broker's test, and I called him up to my apartment for a training session. Sitting on my living-room couch, I began.
“‘Okay,’ I said to him, ‘here's the deal: The first key to selling stock is to learn to read from a script without sounding like you're reading from a script. You follow me?’
“ ‘Yeah,’ he said confidently, ‘and it's no problem whatsoever.’
“‘Good,’ I shot back. ‘Just pretend you're an actor on a stage: You raise your voice and lower your voice; you speed up and then slow down. You keep your clients interested, hanging on your every word. And don't even thinkof picking up the phone until you know the answers to all potential objections. You can never sound stumped, Danny—ever!’
“He nodded confidently. ‘I got it, buddy. You don't have to worry about Danny Porush. He can sell ice to an Eskimo and oil to an Arab!’
“ ‘I'm sure he can,’ I agreed. ‘But, remember, you have to know this script like the back of your hand. You can't stutter; it's the first sign of a rookie salesman, and a client will smell it right over the phone.’ I smiled at him, while Denise looked on with anticipation. I had told her what a great salesman Danny was, in spite of never actually hearing him sell before. But he had a very cocky demeanor about him, so I just knewhe'd be great.
“With coffeepot in hand, Denise smiled at Danny and said, ‘You want me to go into the kitchen, so I don't make you nervous?’
“And Danny waved her off. ‘Please, Denise, this is like shooting fish in a barrel for a guy like me!’ And Denise shrugged and said, ‘Okay, well, I'll just stand here and listen, then.’ And Danny nodded, and I handed him a script for Arncliffe National.
“ ‘Okay,’ I said, ‘just pretend you're pitching me over the phone, and we'll role-play back and forth.’
“He nodded and took the script from me, then cleared his throat with a couple uhumsand uhus.Finally, with great confidence, he said, ‘Hi, is Jordan there?’
“ ‘Yeah,’ I replied quickly, ‘right here. How can I help you?’
“Danny rolled his neck, like a prizefighter stepping into the ring. ‘Hi, Jordan, this is Danny Porush calling from… calling from… calling from, uh, the—uh—the—uh… the In… Investors’ Center. How… are you today?’ and then he paused and started sweating.
“Denise said, ‘I think I'll go into the kitchen and leave you two boys alone.’ And a suddenly humble Danny replied, ‘Yeah, I, uh, think that's a good idea, Denise. This is a bit harder than it looks,’ and then he wiped a bead of sweat off his brow.”
“Come on!” said OCD. “You're exaggerating; he couldn't have been thatbad!”
I started laughing. “He was, Greg! In fact, he was so bad that, when he left the apartment that night, Denise said, ‘There's no way he's gonna make it, honey. He sounds retarded. I mean, why was he mumbling all night? Why couldn't he just speak up like a normal person?’
“ ‘I'm not really sure,’ I answered. ‘Maybe he's got a rare form of Tourette's that only comes out when he sells,’ and Denise nodded in agreement.
“Anyway, I made it a point to go to work the next morning, because I wanted to witness the carnage firsthand, and that's when something oddhappened, something very unexpected. I was sitting a few feet from Danny, trying to contain my laughter. He was doing the old, ‘Hi—uh, this is, uh, Da-anny Por-ush. How, uh, are you?’ But then, after about five seconds, suddenly— snap!—he completely stopped stuttering and he started sounding totally unbelievable. Almost as good as me, in fact, but not quite.” I winked at my captors.