There Are No Bounds

After several months, a friend of mine who had a piece of property told me if I could find someone to help us raise the money to build a bowling alley, he would make me the manager. Now, that sounded like a big deal to me! I was young and naive, “Where do you go to get money for construction?” I asked. He told me that you could call on investment banking firms who generally have the money to develop projects if they are interested in them. My friend was leaving “finding the money” part of this project to me. Little did I know that what came next would change my life. I started looking around and found the name, “Melbourne & Cochran Investment Banking.” I got an appointment and on that day walked into a meeting where several men were sitting at a long conference table, and one of those men was Don Small. I had on my best (cheap) brown suit, but I held my head high. I shared with the gentlemen that investing in a bowling alley would bring in a good amount of revenue. Bowling alleys were becoming very popular at this time, and we had a great location. Mr. Small, I could see, was paying close attention to what I had to say. He was in his mid-forties, confident, charismatic, and very well tailored. I was impressed. Towards the end of the meeting, Mr. Small said, “Wally, you’re wasting your time.” I thought they weren’t interested or didn’t like my presentation. Mr. Small either read my mind or saw the disappointed look on my face because he quickly said, “No, don’t take it wrong...here’s my card. I’d like you to come to see me at my office tomorrow.” The next day I went to his office and after we talked awhile he said, “Wally, I’m going to hire you!” “To do what?” I answered somewhat surprised. He said, “To be an investment banker!” “I don’t even know what that is, Don,” I replied. I hoped my lack of knowledge and inexperience would not affect his thinking. Don said, “It won’t take you long, Wally.” I asked, “What would I do?” We continued to talk, and he told me that I would call on banks, institutions, and wealthy individuals, and offer them securities on our municipal bond list. I didn’t know a security from a typewriter but I figured I could probably sell them; however, I did admit that I didn’t know what a municipal bond was. He might as well have been speaking a foreign language. I did not let on that I had mainly worked with my hands. I listened with interest. I had an eagerness to learn what he was offering. Don’s voice was precise; it was obvious to me that he had made the decision that I was the man he wanted by his side. He spoke with self-assurance. “Wally, you can do this, and I’m going to help you.” I knew at that moment he trusted me. He saw something in me and that motivated me to believe I could do anything. “I’m going to give you eastern Kansas as a territory. You’ll travel that territory and sell securities, meeting with bankers, insurance companies, and with individuals who buy these types of securities, get acquainted with them and their needs.” I was paying attention, and my thoughts flowed out of my mouth as soon as I opened it. “Don, I already have a problem...my car won’t make it. It barely makes it around town!” I knew this was a great opportunity, but I had to be honest. I did not want to start something that my car could not finish. Don walked over to his desk chair and sat down. He fumbled with a note pad and looked me in the eye. “That’s not a problem, Wally; my mom is getting ready to trade in her Buick. I’ll keep her car and lend it to you until you get on your feet and get established.” Without hesitation, I said, “Okay!” I could barely hide my excitement; I felt ten feet tall. I was twenty-five years old, and I was now in the investment business. My real life got started that day, and Don Small was the instrument that changed my life.