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But there’s a gray-haired lady in a Chanel suit with an LV briefcase over there. Look—she’s the commander, ordering those pilots around. H-e-l-l-l-o CEO!

It’s a Happy Health Plan booth. Here’s what I want you to say. I’ll be Edgar, and she’ll be Charlie. (I know Charlie McCarthy’s a boy, but it’s a girl’s name too. Besides, she’s wearing a suit. We’re just pretending, anyway.)

Edgar: Hi! I couldn’t help but notice how impeccably you’re dressed. I was wondering if I could give you a hand setting up your booth.

Charlie: Thank you. We’re just waiting for the crew with the printed materials, so the booth is practically done.

Edgar: You look like an executive with Happy Health Plan.

Charlie: That’s right. It’s a happy day at Happy!

Edgar: I’ve been amazed by your success in attracting the large corporations to Happy. What’s your secret?

Charlie: It all starts with our people. We pump laughing gas into our air handling system, so everyone smiles. It’s contagious and incurable.

Edgar: I read about that. It’s such a healthy idea. But I’ve studied your history, and you also have the best medical coverage for large businesses.

Charlie: That’s right. I’m impressed with your knowledge! I was originally with Smile Medical Plan and learned the business there.

Edgar: Well, I’m honored to meet you! My name is Edgar Bergen. (Bingo! Magic Four Hello [Do 1] quick! Out with the right hand.)

Charlie: I’m Charlie McCarthy, Edgar. I’m the CEO of Happy Health.

Edgar: I’d never have guessed you’re so, so . . . approachable!

Charlie: Why, thank you, Edgar! What kind of work do you do?

Edgar: Well, right now, I’m an independent contractor in the Happy Health brochure distribution business. Other times I’m a service representative for Tower Manufacturing.

Charlie: And what do you service?

Edgar: It’s actually who. I visit our distributors and explain how to install custom bearings on racing bikes before they deliver them. Tower is a medium-sized bearing manufacturer located in three eastern states. Our corporate office and factory are here.

Charlie: How long have you been with Tower, Edgar?

Edgar: Well, Ms. McCarthy . . .

Charlie: Please, call me “Charlie.”

Edgar: Okay, Charlie. I’ve been there four years, and I’m bumping my head on the ceiling.

Charlie: Why is that?

Edgar: I guess it’s because I was so dedicated to the success of our distributor network that I trained the team too well. I’ve outgrown Tower because it can only sell so many custom bearings. With the system I developed, I could easily service ten times as many distributors. I’m a key employee at Tower and really enjoy the people I work with. I’m just someone who really wants to make a difference where I work. To increase the bottom line and make every day more successful than the day before. I’ve been fortunate to meet or exceed every goal we’ve made.

Charlie: Edgar, you’re the kind of person we need at Happy. We’re in a service business too. Success is all about serving others, don’t you think?

Edgar: That’s one of my favorite sayings. I say, “Service is the way to succeed.”

Charlie: Oh, there’s my driver over there. I’m late for a videoconference. Listen, Edgar, how can I get in touch with you?

Edgar (reaching left hand in left front pocket genie-style): Here’s my card. I’d love to hear from you.

Charlie: Here’s one of mine. My vice president of provider services, Donna Know, will be calling you within the next few days. I’m sure the compensation will be no problem. We pay in accordance with the value of our associates.

Edgar: Thanks! I’d like very much to talk with Donna. Would you mind if I help unpack and stack the brochures when they arrive? I’d like to learn as much as I can about your business.

Charlie: That’s so thoughtful of you. Maybe I’ll have you train our new hires too.

Edgar: Best wishes for success in the job fair!

Charlie: Thank you. It’s already been a success!

Now see how easy it is? But it’s not as spontaneous as it seems. I religiously followed the 10 Convention Commandments.