For years, I’ve been able to guess the needs of my clients. I always make sure that once I end my presentation, or after I send them a proposal, they’re ready to sign. That they need me as much as they need air or their next sale.

I become their only way to survive the business world and become successful. Without my services, they’re never going to achieve their next milestone.

Is it true?

Maybe not, but I like to make them believe I’m indispensable. Also, I deliver what I promise. Always. That’s why 23 Media Inc. is where it is now. Some clients aren’t easy to persuade. Others just hire us on the spot.

Tony Gyles needs a classification of his own. Complicated and difficult to read. Tony owns Gyles Estate Winery in North California. His product has been on the market for several decades.

However, he only sells locally and to a few places here in Denver. As the family grows, he’s trying to grow his business too. This is where my company comes in. We plan on rebranding his winery and coming up with a campaign that’ll put him on the map.

If only he could help me help him. He’s one of the most unpredictable people I’ve encountered. Some days I feel like he’s browsing agencies to get ideas, and then he’ll hire someone to implement them. If that’s the case, he’s smarter than I thought.

Today’s meeting is yet another fiasco. Yesterday he personally called me and said, “Come over tomorrow, around eleven thirty, so we can discuss this further.”

I don’t even know what he meant with his call. The possibilities are endless. If I’m lucky, Tony might finally say something along the lines of: here’s what my company is looking for us? What can you do for us? 

When I arrive at his office, it’s almost eleven thirty. I wish I had arrived at eleven because I have the feeling this guy is going to kick me out by noon with the excuse he has to have lunch with his wife since he’s done that before.

But who can blame him? If I had a wife, I would want to spend every second of the day with her. My woman hates me, but she can’t accuse me of not wanting to be with her.

As I enter his office, he stands from his chair and extends his hand. “Miller Archer, it’s such a pleasure to see you. I’m surprised you didn’t arrive at ten and try to persuade me to sign your contract.”

“Am I that predictable?”

“This isn’t our first meeting. I’ve come to understand how you work.”