It was going to be one of those career making cold calls, but not in the way most would think of as a success. A calm voice answered asking how to direct the call, “I’d like to speak to Mr. C, please”.

“And the reason for your call?” “I would like to better understand the ownership of XYZ in the company holdings.” A moment went by and a strong voice replied, “If you really want to know, be at my office in half an hour.” Mr. C. was a legend, incredible business sense, incredibly successful; the type of success dreams are made of. He quit school at the age of 15 to support his family. His journey from growing up through the depression to being awarded an Honorary Doctorate from the University of Calgary and being named to the Order of Canada; it was an honor to meet him to say the least.

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“Have a seat”, Mr. C. said. “I don’t have much time and I don’t usually take appointments like this but today I’m making an exception. I have some bad news for you. I am not opening an account with you, nor are you going to be my advisor so let’s get that out of the way. I’m going to pass on to you some things I have learned over the years and maybe if a little of this sticks with you for more than a few minutes, some future success may be yours.”

“Now, you had a question about XYZ in the company holdings? Here is your first lesson; we invest in people, people we believe in that share and understand what we’re trying to accomplish. If you surround yourself with good people, you’re well on your way. Remember that you are the results of the books you read, the people you associate most with and a curiosity to pursue how things could be better. We hold shares of XYZ because Founder, Mr. T., has a vision of how this company could flourish, what he wants to do resonates with our thought process but first and foremost, we believe in him and his abilities. People, surround yourself with good people. That brings me to my next point and if I have to end this meeting abruptly, you’ll understand. A very close friend of mine is not well, in fact, he may die this week. I am waiting for a phone call any moment now that will tell me what time I am able to go see him, likely for the last time. If that call comes, it’s not personal, I need to end our meeting. And here’s the thing; some might consider my life a success but never forget, money is only good for the choices it allows you. Some things cannot be bought. If I could give up some of my success and allow my dear friend to spend another day with his family I would do it in a heartbeat but no matter how much success you have, it will not buy you or anyone else another day. Never forget that.”

The phone rang and as he expected, it was the call he was waiting for. He stood up, asked for my business card and apologized that he had to leave to visit his friend. “One last little nugget for you...” he said with a wink, “never underestimate the power of a handwritten note.”

A couple weeks later an envelope arrived. In it was a handwritten note on beautiful stationary “From the Desk of Mr. C” I was still hopeful he was inviting me back to open his account but instead, the message was simple, “It was a pleasure to spend time with you and thank you for listening to me ramble, I hope those thoughts are the seeds of future success for you. Stay honest, stay curious. Your friend, Mr. C.

Mr. C. passed away two years later. I didn’t get to tell him that by any measure, our meeting was an overwhelming success.