The Parable of Robert’s Second Shot
Robert sold industrial HVAC filters and repair parts. It was not glamorous work. At cocktail parties, when people asked what he did, their eyes glazed over before he finished saying "airflow resistance ratings." But Robert didn't care about glamour. He cared about tonnage, lead times, and the quiet dignity of a compressor that did not fail at 3:00 PM on a July Friday. He also loved golf. Loved it the way a surgeon loves a clean scalpel, with precision, respect, and zero confusion about its purpose. Robert had two ironclad rules. Rule One: Never talk business on the golf course. Rule Two: Never think about golf in the office. His colleagues thought this was strange. His competitors, when they heard about it, smiled smugly. What a fool, they thought. He's leaving money on the green. See, the other salesmen in the industrial HVAC parts game lived by a different creed. They took clients to country clubs. They closed deals over putts. They bragged about the $200,000 order ...