Back in the early '70's I started a Burglar & Fire Alarm biz (Securotronics Corp) from my home in Evanston, Ill.

I kept seeing photos of Clem Stone in the papers (he was the founder of Combined Insurance Co and later, Success Magazine and...a great philanthropist) In every photo there was a BIG cigar in his hand or mouth.

I thought that IF I could get an alarm installed in Mr Stone's home...he'd be a great center of influence.

An idea popped in the ol brainium;
"I wonder where he gets his cigars? I'll bet they are VERY special....and I'll bet he orders them special. If I could get some of his cigars I could offer those as a "door opener" to get to give my alarm presentation and estimate."

So...I went to the street his insurance biz was on and noticed a small "Cigar Store" a few doors down from his office. (In those days they were called "Cigar or Tobacco" stores)

I went in and asked the clerk if Mr Stone bought cigars here. The guy said he did and he had just placed an order for his SPECIAL HAVANAS. I asked what those cigars cost ($50 a decanter of 25... TWO BUX A GAR....in THOSE DAYS)

Thinking quickly....I asked if I could add a decanter to that order and could I pay an extra $50 for the tobacconist to DELAY calling Mr Stone that his order was in....for ONE day. I wanted to use the decanter I bought as a GIFT for Mr Stone.

The tobacconist agreed. A week or so later, the tobacconist called me on a Friday morn and told me the cigars were in and he would wait to call Mr Stone until Monday morn.

I rushed over...picked up my decanter...paid the $50 "delay" fee and the next morning (Sat) at 10am I was knocking on Mr Stone's lakefront mansion.

The huge metal and glass door opened and here's this small woman in a black & white maid's outfit. I handed her the decanter and told her, "Hi! These are for Mr Stone for FIVE minutes of his time. Tell him if it goes beyond 5 min it's because HE has asked me to stay. Would you relay that to him, please?"

She took the decanter and CLOSED the door. I thought, "Oh well, I've wasted $100 on frivilous things before."

Just as I was getting ready to take a step off the porch I hear a high-pitched voice (he had a very high-pitched voice) inside saying..."You, out there...open the door....come in here!"

I opened the door and there was Mr Stone, standing at the top of this staircase in his silk smoking jacket, holding my decanter of cigars AND one was lit in his hand.

"C'mon up young man...let's see what you have!"

As the leader of a small army insurance salespeople, he was VERY interested in MY way of prospecting and WHERE did I get the idea of offering a gift of his favorite cigars for a few minutes of his time and WHAT motivated me...so... I spent the next hour or so talking about ME.

He then asked me to go around with his secretary and come up with a "security plan"...which I did and not only did Mr Stone buy my system but he became my BEST referral. In fact, because of him I was able to get into some of the best homes on the NorthShore of Chicago and my alarm biz prospered greatly.

So...thanks for mentioning one of the truly GREAT human beings ever to come down the pike.

Don Alm

> Well, I didn't know he was still alive, but
> Clement Stone died at 100 on Sept. 3, 2002.
> You can check
> http://www.chron.com/cs/CDA/story.hts/nation/1560974
> for more info.

> Oliver




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