Persistence

[Beyond the Bets]

I read a book by Donald Trump several years ago, and included in the book was this little story from Bill Zanker, who founded something called "The Learning Annex." I transcribed the excerpt and share it with folks from time to time because I think it's excellent and a great reminder that "no" is often the precursor to "yes."

From Zanker:

"I learned how persistence works long ago, when I was building the Learning Annex in the early 1980s. I wanted the owner of the famous New York food store Zabar's, Murray Klein, to speak on "How To Create a Great Food Market." I thought New Yorkers who love food—and there were plenty—would flock to this class. Zabar's was (and still is) a great New York food institution on the Upper West Side. I called and went to see Murray Klein, and in a very New York way he dismissed me and my request while he was busy yelling at the fish cutter to make the slices thinner.

Walking home, feeling rejected, I got an idea. The next morning, I called a florist and told them to deliver $200 worth of flowers every day to Zabar's, with a note to Murray Klein saying, "Please teach at the Leaning Annex." Remember, this was the 1980s, and $200 bought a lot of flowers. I told the florist, "Keep delivering the flowers every day until I tell you to stop." By day nine, I started panicking that I was down $1,800 already, with not a word from Murray Klein.

Then the call came. "Zanker," Murray said, "What's it going to take for you to stop sending me those damn flowers? There's no room in my office anymore!"

I said, "Give me one night of your time!"

Murray said, "I love your chutzpah. I'll do it."