The Sale. Джон Гордон

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Chapter 1 Matt's Crazy Life

Matt always woke up feeling anxious, and today was more of the same. He hopped out of bed when his alarm clock went off at the usual time of 5:30 a.m. As he got dressed, his wife, Kendra, rolled over in bed and asked, “How many days did you say you'll be gone this time?”

      “Four days. It will go by quick,” he said as he walked into the bathroom to brush his teeth. After fifteen years of marriage, Kendra was used to Matt’s hectic work schedule and tried to make the most of her time when he was gone. She was thankful he made a great living, but deep down she had a feeling that their lifestyle was not sustainable and was not ideal for their two kids.

      “Alright, be safe, honey,” she said.

      “Thank you. I'll make it back on time this time.”

      “Sure, we'll see about that,” she said. Kendra knew Matt rarely made it back on time from his long road trips. She was starting to resent him and their marriage because of his physical and emotional distance. The previous year, Matt had been away for a total of 250 days. He saw himself as the provider and did whatever it took, including working long hours, to support his family.

      Matt put on his suit, kissed Kendra goodbye, then went to the kids' rooms and told them he loved them. He closed their bedroom doors and left for another business trip.

This time the destination was Tokyo, Japan, to meet with his prospects about a new technology his aviation company, Turnbow Technologies, had developed. After college, Matt had started as an intern at Turnbow, the company his grandfather, Jerry Williams, started in the 1980s. Over the years, Turnbow had become one of the most successful aviation technology companies in the country, known for its outstanding service to clients, great company culture, and mission‐oriented values. The company was regularly rated as one of the top American employers and best places to work. Thousands of people applied to work at Turnbow each year. Matt had always felt destined to work for the family business and never considered other career options.

      Matt's older brother, Luke, graduated with an MBA from Harvard Business School. Luke and two of his friends started a company called Crypto‐Magic, an innovative blockchain technology. A few years after starting the company, they sold it and made millions. Luke was set for life. Matt had always looked up to his older brother and yearned for the life he had. Recently, Matt had felt bombarded by the steady stream of pictures on social media, highlighting Luke's world travels with his wife and three kids in exotic locations where Matt wished he could take his family. Matt believed that if he could just make more money, he would have the level of flexibility and financial security that his brother had.

When Matt started with Turnbow, his goal was to make millions by his 30th birthday; but now he was 39, his marriage was struggling, he was rarely home, the big sale had eluded him, and he felt like he would never measure up to the picture of success he had created in his mind. To add insult to injury, most of the people he worked with didn't even like being around him. He came across as arrogant, and most people felt that he wasn't willing to talk to them unless he thought they could be useful to him in some way. Many employees in the company rolled their eyes at Matt's behaviors at work and avoided him whenever possible. Because Matt's grandfather was the founder and CEO of Turnbow, no one was willing to call him out or hold him accountable for his actions. Even worse, they believed the only reason Matt still had a job at Turnbow was because he was Jerry's grandson. Matt truly loved his grandpa and was always on his best behavior when he was around him; but around other employees he was a different person.

      Matt's fellow employees saw him as an ego‐driven individual who took advantage of others and didn't live up to his commitments. At a recent work event at a local bar, Matt told his team he would pay for their tab. Toward the end of the night, Matt announced that he had to get home to his kids and left without paying the bill, and no one was even surprised. The minute he left, the team seized the opportunity to complain about him and express their mutual disdain. Matt always tended to say one thing but do something else. Although he was competent in his job, his lack of character had seeped into many areas of his life. He fell short of every standard and principle that Turnbow was built on.

      Matt knew deep down that things were not okay, but he had no idea how to rectify his situation. He was blind to his own actions and was unaware of the ripple effect his lack of integrity was having on his work team and his family. They all knew that something had to change.