A Polished Performer
Lesson #1 – Enthusiasm Sells.
You don’t need to spend a fortune on training or sit in a classroom to learn the art of selling. The best lessons are all around us—you just have to pay attention.
I keep notebooks of lessons I’ve learned from ordinary encounters with extraordinary people…just like this one: the best shoe shiner in Texas.
Here’s what happened…
It was a hectic day at DFW airport. As I hurried toward the terminal exit, running late after a delayed flight, a deep, booming voice cut through the noise:
“Shine ’em up…Shi-i-i-i-i-ne ’em up!”
There he was—leaning casually against his stand, dressed in his familiar oversized blue smock and dark Jimmy Cap. His eyes scanned the crowd like a seasoned sales pro, searching for his next customer.
“Today’s special…Shine one shoe, get the other shined for free” winking at the man walking past him.
I wanted to keep walking. But, he spotted me, paused, and waved his arms in the air with a wide grin.
“City of Brotherly Love…OR so they say!” he called out, his infectious laugh echoing through the terminal.
I couldn’t resist his charm. I been in his chair a few times and he remembered me from the many passers by.
Sitting in his chair was never just about getting my shoes shined. It was an experience. The first time we met, he asked where I was from. When I told him Philadelphia, he launched into a spirited debate about the city’s reputation, citing infamous Eagles fans and their snowball incident with Santa Claus. His energy was electric, his banter irresistible.
The service usually takes a little longer than a shine should — on account that his right side moved a little slower than his left, however, sitting in his chair was something I cherished. For a few minutes, time felt as if it stood still. He’d ask me questions about my travels, then waited for my answer. I always walked away a little wiser and more motivated to go to work…in what looked like a new pair of shoes.
I can still recall that first encounter — he finished the shine saying “I’ll show you brotherly love” then unexpectedly reduced the price. I became a frequent and loyal client.
That day, as I walked away $15 lighter and twelve minutes later, I realized the power of his approach. He wasn’t just shining shoes; he was building connections, one smile, one conversation at a time.
The lesson? Enthusiasm always sells.
Whether in a busy airport or a corporate boardroom, the energy you bring to your work can make all the difference. It’s what turns an ordinary interaction into an extraordinary encounter—and keeps people coming back for more.
Bring all you got today!
