Chapter 45

The gym was already packed when we showed up at 6:30. The three of us warmed up on the elliptical until treadmills were available. A lot of hotel guests were working off the previous night's booze. We were working off the previous evening's great Italian dinner, and would have to do a repeat the next morning.

We had a decent hotel breakfast, and were at our table drinking coffee in the lounge, when my phone rang. It was the Construction Supervisor who had a couple of men who he thought would be good to begin our models and inventory homes. My thoughts were to have each foreman develop two crews and be building one model and one inventory home at the same time. We could up the build rate if we could get more crews.

I told the Construction Supervisor to see if we could get together for lunch and to pick a place somewhere near where he was. I told Don, after he and his wife arrived, "We need to find a place for you to have lunch with your people and out of town visitors like me to have lunch. A fast business lunch can resolve and smooth out a lot of problems. It will relax whoever's with you and you'll get a better insight into what your objective is. It's almost like multi-tasking."

I said to the three with me, "Now we have to see if there is room at one of the developments where we can have a construction yard for materials and an office trailer for a secretary."

Don said, "The south corner of the large north side development has an area on the other side of that small lake and a stand of trees that could hide what you want. It won't bother anyone since there's no other development on the other side.

"I believe we need to be thinking of homes close to five hundred thousand and up in both of the development areas. Make the home look massive and a Texan will like it. Texans like big, or at least what looks big." Don's wife was a good example as she was a tall, big-breasted woman with a Texas smile.

The man with the Title Company for sale came to the hotel lounge and brought his business records for the past three years. He told me that the accounting firm hired by the Mooney home office had already come to his business to look at his operation. He thought that I should be receiving a report within a week.

There wasn't a lot of negotiation required because the man really didn't want that much for his business. What he wanted was whoever bought his business also bought the land he owned where it was located. There were three other buildings on a city block, although the office was in a suburban area. He had three separate appraisals of the property and all three looked to be close to each other. He explained he had bought the property when that area had been wide open space and it was populated now. He had built the buildings to pay the taxes and reimburse himself for the purchase. That had been over the last twenty years, so he said that the buildings now needed to be updated if they were to compete with the other nearby business properties. I asked, "What do you think of possibly having a block full of condominiums for those who don't want a free standing home and want to live close to a business district?"

The man sat and thought for a long while, and finally said, "A complex like that would have to be unique with individual units facing away from each other and all with their own garage. Most Texans want more space, but even areas like San Antonio are developing more apartment complexes. The condos out on the market so far are more like apartment buildings. Make it unique and you might be able to do it. One approach I've considered in the past but never had the resources to pursue is to, first, make each condo look like a Victorian row house, with some architectural details to give it a period appearance, second, angle them a few degrees so that the front entry of each is invisible from the neighboring condos for privacy, and finally to use alley access for parking."

The next question for the Title Office owner was, "I need to hire an accountant to keep track of our expenses and to give me financial information on a continuing basis. This person can be of either sex, but must be very detail oriented. I demand a continuous flow of information that can be used by the other departments in the office. The Office Manager and real estate Sales Manager depend on those numbers."

The man was smiling by the time I had finished describing who I wanted. He said, "I have a niece who is a CPA and is working as an auditor for a large accounting firm here in San Antonio. She is much too sharp to spend the rest of her career with that kind of firm. The partners are all good old boys, if you know what I mean, but Jennifer doesn't fit the mold they want a partner to fit in. They treat the women of that company as if they were working toys. Those who don't go along with the program are gradually forced out. Let me give her a call and she can meet you. You'll like her, but don't be a typical guy and flirt with her much. She's friendly, but more so toward her own type, if you get my drift."

I thought that I should send her to Connie for a couple of weeks to learn what I like to know and give Connie a treat.

"Do call her, Mr. Tormain. See if she can meet us for lunch tomorrow or even for supper tonight. Mooney is a buyer from the knowledge we have of your title operation, so consider it sold. I'll get back to you on the property tomorrow. Mooney might be interested in attempting to do something like building condominiums in a new market. It'll give us a chance to experiment. Now, unless you might want to join us, I need to join my Construction Supervisor and some potential workers for lunch."

Frank Tormain said he should get back to his office to prepare his people to work for a new company that has guaranteed employment to them all. I told him, "Make sure you emphasize to your people that we might need more clerks as we increase sales, so they should keep their eyes open."

Frank said, "That's the perfect thing to tell them so they will know that their job is very secure."

The five of us drove out to the new building site. The Construction Supervisor saw us and gave us an update tour showing how the building was progressing. This office was going to be physically larger than Austin, but I wondered if it was going to be big enough for the business I anticipated we would have.

There was a small family restaurant less than a quarter mile from the office that was able to put a table for nine together. Bud Jones, the hoped to be Construction Manager, had another potential foreman come to lunch. Bud knew that we had three properties ready so we would want at least three foremen.

The place was perfect for business lunches, although we had to have a table put together for a large group to sit together. They had booths along the walls and one corner booth that I thought would be perfect to seat up to five people.

I described to the three men what I wanted to have happen. I also told them that I was going to need someone to oversee setting up a construction trailer and the organizing of a material yard. The trailer would need phone service as well as Internet, electric, water, and sewer connected to the development's infrastructure. Bud said he was at a point with the new building where he could be spending more time offsite now.

"Okay, Men; I'm going to hire you on Bud's recommendation, so you all owe him a beer. This is what I want to happen. First, you three fill out the online application and use the e-mail function to send it to me. Our sleuths in the home office will find any bad stuff you have in your background, so be straight with me. Bud is going to buy a construction trailer and you three are going to get it hooked up. Use the contractor who is building infrastructure at the development now to hook it up, including running any new services needed. Build a secure shed for expensive materials and an overhead cover, like a pole barn, for what we don't want to get real wet. We're going to need a secretary for construction to keep track of personnel, time cards, inventory, and material ordering for all three developments. This person has to be able to handle a bunch of construction men, be bilingual, knowledgeable about PCs, and be punctual. You guys all know the value of showing up on time. I want the construction office to close at five or possibly earlier. Most construction crews begin at seven and the person I'm looking for has to be onsite by six forty-five. I want someone who is willing to work a nine hour day and the person we hire will be paid well. We'll shorten the hours a little and hire a second person if we find that we are exceeding what one person can do, but that additional person we hire has to be as tough as the first. Under the new Labor Department regs, we'll either pay this person overtime for that extra hour a day or enough in salary, over $50,000 per year, that they won't qualify for overtime."

Bud said, "I want to meet this person you're describing."

I bragged to the men, "We have these people in Mooney construction offices all over the country. The little girl in LA has four assistants, and is tough as nails. She'll confront a big burly carpenter, plumber, or laborer and set him straight. There is someone out there for us here."

One of the foremen said, "I have your person. My niece is just like you described, but is constantly being shut out because she isn't gorgeous and is a little on the crude side. I know she busts her butt for the companies she's worked for because their people all wish that she had never been let go. Try her. Use her to get some of the work done for the construction trailer and yard. You'll be able to see how she works out."

"Have her call me and tell her about the Internet application site."

"Okay, Guys; Bud is going to be the leader for right now, and each of you will become site foremen. You have to have workers to be a foreman so begin finding them. Bud says each of you has extensive experience building upscale homes. I want you to build the absolute best quality possible, so get the absolute best craftsmen possible. You know what you need and who gets along. Mooney doesn't care where the men come from, except that they must be legal and should understand and speak a little English. Don't even bother to try to sneak an illegal in because the home office will immediately find out and you'll lose your own job. Now, make arrangements to meet out at the development in the morning, and let's get started.

I looked at the man who had the niece, and said, "Make sure she calls me right away. I don't fool around and I like to see progress made."

"One last thing, Bud's going to be the Construction Supervisor, but Don Baker is where the buck is going to stop. Don will be the Manager of this office, and has a lot of experience right up the road in Austin. You're lucky to have an experienced man to lead this office."

I stood and everyone else stood. I paid the tab and tipped our waitress while people filed out. I made sure I took a couple of business cards for the location as this would be Don's best place to conduct a lot of business.

We drove back to the hotel where we sat in the lounge again. I had my laptop and was able to connect to the hotel Wi-Fi. I wanted to read the bartender's application. He should come in by two if he wanted to be considered for the Finance Manager's job. He had filled out the online application and Dorothy had seen it, along with Jack Tandy's, and had run them both through our investigative program and sources. She had a note on Albert Kennedy's report. 'I think I know this kid's parents. Hire him if they run a restaurant. He was an outstanding teen, but didn't want to go into the restaurant business.'

Jack's report was good, but he had been the subject of a 911 call by his soon to be ex-wife. There was no physical contact at that time, but she was afraid he might be abusive since she had thrown all his clothes out of the house for what she claimed was non-support. They must have made up as that was almost a year ago.

This was another reason I didn't get married when my friends were all tying the knot. I thought of them and knew almost half had split. I knew my siblings were in tenuous marriages, and they were the ones who needed to be sure they were fulfilling their spouse's idea of a good partner to share in the supposed wealth.

Don, Georgia, and I were checking our accomplishments so far, and felt we were far ahead of where we had expected. We agreed that we needed to visit with the Title Office Manager, and we hoped Frank Tormain's niece would call.

Albert came up to the table, and asked, "Have you had the opportunity to look at my resume and application?"

"Sit down, Albert, or do you want to be called 'Al'."

"I answer to either. I really didn't get a chance to do some bragging on your application or in my resume. You need to know that I was the bank's top Regional Loan Manager and sold more loans than any branch in the country except New York City. The bank was pretty stingy with money, so I had to have near perfect credit applications and solid background for customers to get loans. I didn't have one bad loan in the four years I worked for the bank. I'm proud of what I did and was disappointed that they wouldn't move me to another bank."

"Well, you should get prepared to work for Mooney, Albert. We're about two months away from opening our doors. I have an idea about this, but the latest I want you to give notice is a month from now. I'm going to have you visit with my Finance Manager in LA when you are clear of here. You need to go to Austin a few days to see how a smaller operation works when you're done in LA. Your office will be between the two. Depending on an idea I have, you may be able to begin selling loans fairly soon."

Albert sat back in his chair and closed his eyes, holding his hands up toward the ceiling. "Thank the heavens for a real job. I don't mind bartending as it got me through college, but this type of job has no future. I did some checking on Mooney and found they are being very aggressive lately, with their LA office leading the way. One business article even mentions your name, Brad."

Al leaned over and said, "I'm part of the restaurant group, and the restaurant manager is the guy who hires and fires. I don't want to give him notice until I'm ready to leave. He usually just lays you off immediately when you give notice. I'm not sure why, but that's his modus operandi."

I told the young man, "I'll have something for you to do if he gets wind of your intentions and lets you go. We treat our people like gold. We'll have to review the contract you'll work with, but I think you'll like it."

I had Georgia take Don's wife up to her room so she could freshen up for the day when Al went to begin his shift.

My phone rang and I saw it was a local number, so I answered, "Brad Johnson."

"Hello, Mr. Johnson. My name is Jennifer Tormain. I'm Frank Tormain's niece and he said that you might have an opportunity for me. He briefly described what you might have and I have to tell you that I'm interested. When can we meet? I can't neglect the job I'm doing right now, but I could meet later in the day, tomorrow for lunch, or even for breakfast. I'm very eager to find that job that would be my utopia."

"How about coming to the hotel and accompanying several of us to supper. I have the new Office Manager with his wife, the new Sales Manager, and the new Construction Supervisor all having supper with me, my secretary, and an associate. Can you join us?"

She was flustered, and said, "Oh my, you do work fast. Uncle Frank said that you don't mess around. I like that and yes, I'll meet you at your hotel in less than an hour. I'll see you then. Uncle Frank said you would be in the lounge near the back."

"That's where we'll be, Jennifer. Come see us."

I thought to myself that I could just about have this place ready to get started if Jennifer works out. I turned to Don, and said, "What would you think if we were to sort of go into business early, and then do a grand opening in the new office?"

"How would we do that, Brad?"

"I'm thinking one of Frank's buildings isn't being used, so we could clean it up real quick and begin hiring those we need. You'll have most of the components with only a decorator and an architect to get. I'm thinking that the Title Office Manager will know some appraisers who you might want to hire, and I'm sure she knows a dependable survey crew. You can wait until you get into the new building to start your Insurance Office, but you'll need to get that started. Jack can be building up his sales force, and we can move forward very fast. We could open this temporary office with laptops and then use them on the sales desks in the new building. What do you think?"

"That's pretty far out, Brad, but I like it. We could actually have sales and closings before we open the office and the first model built with Jack pushing sales and his obvious ability. We'll call this a wet run instead of a dry run."

I told Don, "I want you to bring your wife again tomorrow and find somewhere to move to now."

"Tell you what, Brad; I have a nice home right now that we're comfortable in. We'll choose a home to build or that is built when we get the models up in the new developments. We bought an inventory home in Austin that will bring us a lot of money. I've been able to pay it off with bonuses and commissions. I'll commute until the time is right for us to move here. I'm sure that will be soon, but I want June to be comfortable with this new job. You can't believe how excited I am to get this opportunity."

I didn't have a drink as Don would be driving back to Austin tonight, and I didn't want him impaired. I could have something later if I wanted.

The two women came to the table with Georgia dressed in the dress she had on last night. Both women had fresh makeup on and were smiling. Don told June what I had wanted and what he was going to do. She told him that he could get a small studio here and just come home on weekends and one night during the week until the inventory homes are built if the drive began getting to him.

Jack Tandy showed up next in a really nice looking suit, good tie, and shiny shoes. He had a fresh haircut and looked prosperous. I discussed my idea of what we might be able to do before the building was complete with Jack, and he became very excited. He asked, "Can I continue to sell for a while if we were to do this, and will I be eligible to receive the Manager's commission?"

I said, "Spoken like a real salesman. Just hire who you can and begin producing. I have to get a finance man up to speed and we're going to need at least one decorator to be in charge so all our customers are being offered some decorating help. The custom homes have both a decorator and an architect to help them and often build up the sale. You're going to enjoy our operation."

I kept thinking about how we'll really need accounting help in order to keep us on track. We would be Mooney's first office without an office.

A lady about five, five, and a hundred thirty or so, came to the table and announced, "I'm Jennifer Tormain, and I'm the person to watch your finances. I just finished talking to a lady named Connie in Los Angeles, and she says I'll love working for Mooney, so when do I start. I filled out the online application, and a lady named Dorothy called me and said that she was impressed with my app and resume. She told me to call Connie and to find out more about the company. Connie called you a slave driver, Brad, but that you were fun to work with or for."

"You don't, or rather won't, work for me, Jennifer, but you will work with Don. Look who's here, Bud Jones, our Construction Supervisor, with a young lady." I stood to seat Jennifer and shook Bud's hand. Bud introduced his foreman's niece, "This is Judith, or 'Judy' Talon. Judy, this is Brad Johnson, Regional Manager; Don Baker, the new Office Manager, his wife, June; Georgia, Brad's secretary; Donte an associate; and I don't know this man."

I said, "This is Jack Tandy, our new real estate Sales Manager."

Judy Talon had nodded at each introduction and said, "My uncle was bragging that he was going to work for Mooney, so I looked you up. He had said you were looking for a construction secretary and thought I might be the perfect person, so I invited myself. I'll answer any questions you may have, Mr. Johnson. I filled out the online application, so that's done and you can check me out."

We ordered some coffee, ice tea, and a couple of diet Cokes. We were just chatting when my phone went off. I excused myself from the table and sat at the bar to talk to Dan. "Hey, Stud, we're out of your house and on the way home. You're worth using up some of this expensive SAT phone time."

Albert had already figured I wasn't drinking with the others, but he pointed to the bottle of Beefeaters and a small glass. I smiled and nodded, so he put ice in the small rocks glass and filled it with the clear life giving liquid.

Dan continued, "Everything you're proposing is more than we could imagine. Your wheelchair bound architect says the property is perfect for four high-rise buildings on the corners, ten four-story luxury condos, an open air recreation area, and an enclosed office with additional recreation area. We're figuring on almost ten years to build all this out. We checked out the property we bought for zero lot line housing, and it's perfect for cluster condos. It's already zoned for what we want, so that won't be a problem. As is typical, we'll be paying through the nose for fire hydrants and sewer system upgrades, but you have the right idea. The properties are perfect for what we want. And Ken also has a guy on the inside at the County to let us know how much is being bid. We'll prepare our bid for what we propose and elevate from there as necessary."

I told Dan, "We're going to submit for permitting on those condo clusters right away. I want us digging before our bid is processed so that they know we're serious."

"We found some property on the north side that will be perfect for an office, so we bought the land and found four properties that will be great locations for developments while we were shopping. Get some more crews and build that office. You can begin some models and inventory homes too. How are you doing in San Antonio?"

"I have the basic staff accounted for. I've purchased a Title Company and have the opportunity to do something unique. We're two months away from opening the new office, but I want to buy the city block the title office is on and use it for condos similar to the high-end condos we're planning in LA. I want to use one of the buildings to house the people I've found before we do that, though. I want them to do more than look at each other and do a few days with my people in LA. I want them to begin selling pre-owned, financing, and closing. I want this office paying for itself while we're building models and inventory homes. Can I buy the block of property from the guy who owns the Title Company?"

"I shouldn't make this decision on my own, but since I'm probably the only sober partner on the aircraft, I'm saying 'do it'. You know how to do the purchase. Just run it through finance in Indy. The thought of having a producing office before it ever opens is a hell of an idea. It's actually very exciting."

I wanted to caution Dan, "Don't do that again. I almost had a stroke over this place being so close to opening. I might be pushing too hard, but I do that anyway when there are loose ends. Like I said, don't do that again."

"We all thought we would have a new Regional Manager by the time the office was built, Brad. It just didn't happen, and our only resource was you. You've not only come through once again, but you're also exceeding the plan by finding a way to get revenue early and use the people you've found. It's time for me to join the rest of this aircraft in a booze-induced celebration. Try to write us a report and a proposal for the property you're buying.

"Back to LA for a second, Brad. The partners' plan is to have a real skull session about how to use sixteen city blocks. You realize that's about forty acres. We are going to have a psychologist, and one of the partners is a psychiatrist, so we're going to have some eggheads analyze how to do this as well as those of us that are drooling over all the profit to be made. We'll be doing that this week and then get with Ken to work on our ideas."

Dan continued, "Make sure you send Personnel all the information for each position you've committed people for and begin getting contracts. Do yourself a favor and send all these new people to LA to work in that office for a few days. That's enough, goodbye."

I finished my second drink and went back to the table while still staring at my phone. I told all those looking at me with some form of anticipation, and said, "All systems are go, so we need to begin the process of opening a pre-sales office."

"Let's go to the restaurant and have some delicious Italian comfort food. I think I'd better tell Albert something first though."

I stopped at the bar and leaned over to him, "Give your notice. We're opening earlier to get some experience and revenue moving, and I need to send all of you new people to LA for a few days. Pack business casual for three days, and let me know when you're free."

Al let out a whoop that was heard throughout the lounge. I took care of the bill and left a nice tip.

I described how we were going to move forward faster now during our meal. I told Judy Talon to have a conversation with me after we ate and were back at the lounge. I asked Jennifer how much notice she needed to give. Her reply was, "Most accounting firms would like a month, but this bunch will tell me to leave when I want. So I'm ready, Brad. When do I get to go to LA to learn from Connie?"

Jack asked, "Do you think I could go to LA also to get an idea of a really busy office? I want to learn how to make this one a real mover and shaker."

I told them all, "I want all of you to go to LA for three days, so plan on two nights. Let me get my LA HR person to get you reservations. Today is Tuesday, so the earliest would be tomorrow through Friday. That's too soon, so let's plan on you flying out Sunday night and coming back Wednesday evening. I want all of you to be off and running when you get back. Don will try to have your temporary office set up. Jennifer will need all your receipts so she can get you reimbursed. Eat at the hotel in LA if possible, because it is close to the office. Lunches are usually courtesy of the office."

I called the company's automated night attendant in LA and left Connie a voicemail while we were at the table. I would back that up with an e-mail with more details.

We all walked back to the hotel, where we said goodnight to Don and June, as well as to Jennifer. Bud and Judy came in with me so we could sit in the lounge and talk. I had a drink and both Bud and Judy had a beer this time. I described to Judy what I wanted her to do. I used a legal pad to outline each step and how she was to get vendors paid such as for the fence, the overhead cover or open pole barn, office trailer, phone, Internet, and PCs. Judy asked, "Do you think I can do all this stuff?"

Sure, why not? You have the resources; just rent or lease an office trailer first. The foremen are supposed to be immediately getting utilities to the trailer, and all you have to do is to order the electric, phone, and internet. I'll get you a cell phone if you don't have one. Use it to call the number I'll give you to get electronics. A guy will come and hook you up. The foremen will order materials when they have the blueprints and permits and we have crews. You shop for the materials with the local vendors and bring them in. I'll also give you a number for the home office so that you won't have to worry about credit if you have any issues. You're going to be busy if you want the job, Judy."

"If I want the job? My goodness, Brad, I'd blow you right here for a job this good."

"Watch your mouth, Judy. You're in public and not in the Navy any longer."

The burly lady blushed, and softly said, "I'll be good."

"Well then, one, do you have a cell phone?"

"Yes Sir, I have a smartphone with a lot of time and gigs. I can use it to do most things that will be necessary. Just give me a list of the numbers and go over everything with me again in the morning. I'm too excited to remember much."

I pointed at the paper I had been writing on, and said, "This will get you started. Meet the foremen at the jobsite in the morning and go from there. I have to see a few people in the morning, but will be checking in with you later in the day. I'll want to make sure that we're on track."

Georgia said, "I want something to drink now," when those two left. "How about you, Donte, want something?"

He smiled and said, "I'd like to have one of the favorites with Brad and family now, but I'd die for some good sushi."

I went to Albert and asked, "You wouldn't happen to have a cook who could make some sushi, would you?"

Al laughed and said, "Wait a second. You'll love this."