Page 58 - The Way to the Top

family. The sale is limited to one per customer and will take place three
weeks from today, first come, first served. Nine A.M. sharp!”

Everyone looked intrigued, and after I ended the meeting, I could still

hear the buzz from my office.

Two weeks before the day of the sale, I added fuel to my fire by
worrying aloud to a few salespeople, “I’m a little concerned that we might
not have enough to go around.” My whisper campaign created a virtual
frenzy.

A week before the sale, accusations began to fly that someone had
gotten hold of “The List” and that she was already telling her customers
which apartments were the best ones. I quelled the rumor at that Monday’s
meeting.

“No one has the list!” I stated emphatically to the crowded sales floor.
“I repeat, No one has the list! There’s only one list, and it’s safely locked
in Esther Kaplan’s drawer. Esther, please show them!” With that, Esther
played magician’s assistant and walked over to her desk, where she
unlocked the drawer and pulled out the sheets of typed paper. As she held

them up and turned from one side of the room to the other, fifty
salespeople wiggled forward for a better view.

“Thank you, Esther,” I nodded. “Now, please lock it back up!” Everyone
watched as Esther put the list into an envelope, put the envelope in the

drawer, locked it, and dropped the key into her purse. “Everyone will get
the list next Monday morning, nine A.M. sharp!”

FEBRUARY 1991, NEW YORK CITY

“Stand back!” Tresa Hall, a former flight attendant, commanded the
chaotic, shoving throng of buyers. “I repeat, stand back and clear the
doors!”

I was shocked to see the crowd of buyers stretching to the end of the

block. “Excuse me, excuse me, please, excuse me,” I repeated as I made