How to Win Friends and Influence People - Referral Marketing.pdf

pictures possible, amassed a fortune of a hundred million dollars, and made himself one of the most famous businessmen on earth. Yet in spite of all these tremendous accomplishments, he craved little recognitions even as you and I. To illustrate: When Eastman was building the Eastman School of Music and also Kilbourn Hall in Rochester, James Adamson, then president of the Superior Seating Company of New York, wanted to get the order to supply the theater chairs for these buildings. Phoning the architect, Mr. Adamson made an appointment to see Mr. Eastman in Rochester. When Adamson arrived, the architect said: "I know you want to get this order, but I can tell you right now that you won’t stand a ghost of a show if you take more than five minutes of George Eastman’s time. He is a strict disciplinarian. He is very busy. So tell your story quickly and get out.” Adamson was prepared to do just that. When he was ushered into the room he saw Mr. Eastman bending over a pile of papers at his desk. Presently, Mr. Eastman looked up, removed his glasses, and walked toward the architect and Mr. Adamson, saying: “Good morning, gentlemen, what can I do for you?” The architect introduced them, and then Mr. Adamson said: “While we’ve been waiting for you, Mr. Eastman, I’ve been admiring your office. I wouldn’t mind working in a room like this myself. I’m in the interior-woodworking business, and I never saw a more beautiful office in all my life.” George Eastman replied: “You remind me of something I had almost forgotten. It is beautiful, isn’t it? I enjoyed it a great deal when it was first built. But I come down here now with a lot of other things on my mind and sometimes don’t even see the room for weeks at a time ." Adamson walked over and rubbed his hand across a panel. “This is English oak, isn’t it? A little different texture from Italian oak.” “Yes,” Eastman replied. “Imported English oak. It was selected for me by a friend who specializes in fine woods ." Then Eastman showed him about the room, commenting on the proportions, the

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