By

Dr. Tony Alessandra

Garry Schaeffer
Phillip S. Wexler

Preface
This book was planted with the seeds of inspiration and grew by virtue of
research and creativity. The inspiration was the notion that street smarts plays a
tremendous role in everything from survival to success in every walk of life. Next,
we identified the characteristics of street smart people and set out to find
corroboration for our theory.
The research was comprised of interviews with people whom we believed
were street smart. They ranged from CEO's, business owners, and management
consultants to university professors, actors, political activists, and undercover
cops. Our interviews always began with the question: "What do you think are the
characteristics of street smart people?" Without fail, our interviewees identified
the same traits again and again. We were thrilled, flattered, and convinced we
had distilled street smarts down to its essence.
Each interviewee had a unique way of fleshing out some or most of the
characteristics of street smarts. Their stories were fascinating and many were
incorporated into this book.
The creativity came later in our choice of a style in which to tell our story.
We chose an allegory because we hoped it would be more entertaining and
memorable.

Acknowledgements

The authors would like to thank the street smart people who were
generous with their time and their knowledge. We were very fortunate to have
interviewed them:
Steve Allen
Bill Arens...
Wayne Arnold..
F. Lee Bailey
David Brenner..
Robert Clohessy..
Frank Collura
Tom Dreesen
Dr. Gerry Faust..
Geraldine Ferraro
Dennis Franz.
Dr. Paul Hersey
Abbie Hoffman.

Victor Kiam...
Gerry Kurtz...
Dr. Lois Lee..
Sid Levitz..
Jay Miller..
G. Dale Murray
Dr. Michael O'Connor
Eddie Spizel.

Dale Stein.
Dr Robert Sternberg
Jonathan Tisch
Carl Westcott
Bob Wysong.

Entertainment Renaissance Man: actor, comedian, songwriter,

the original host of the "Tonight Show"
Former Pres., Meridian Educational Sys; former ad agency
owner
DEA Supervisor; former undercover cop
Trial attorney
Stand-up comedian
Actor; "Hill Street Blues," "Ohara"
Former Chicago undercover cop; Founder, Westec Security
Stand-up comedian
Management Consultant; Founder of Courseware
Former Congresswoman; 1984 Vice-presidential candidate
Actor; N.Y.P.D. Blue; "Hill Street Blues;"
Speaker/consultant/author of The Situational Leader
Political activist of 20 years; best known for his role in the
demonstration of the 1968 Democratic National Convention
and as a defendant in the Chicago Seven conspiracy trial
"The man who bought the company" former CEO of
Remington Products
Former Dir. of Comm. for N.I.M.H. (during Nixon Admin.)
Founder/Exec. Dir. of Children of the Night
Former President, Levitz Furniture
Professional mime; educator
Former C.E.O. of Murray Industries/Chris Craft Boats
Former V.P., Resource Development for Carlson Learning Co.
Pres. of Spizel Advertising and Public Relations; pioneered the
use of professional athletes for celebrity product endorsements
on radio and TV
Founder, Westec Security; owner of three other businesses
ranging from real estate development to printing
IBM Professor of Psychology, Yale University
President, Loews Hotels
Founder, Automotive Satellite Television Network
Former Chicago attorney

Dr. Tony Alessandra

Garry Schaeffer
Phillip S. Wexler

I
graduated Summa cum Laude from the University of Wisconsin School of Business,
but good grades didnt begin to prepare me for life in New York City. My wake up call
came right off the boat, so to speak. In Kennedy Airport, my briefcase was stolen.
Some guy ran off with it when I turned my back for five seconds; well, maybe 10. How
stupid of me. There's a lesson they dont teach you in any school. Welcome to New
York!
My next eye-opener came when I went for a beer around five o'clock. I had some
time to kill before looking at an apartment. I sauntered into a neighborhood bar, sat
down, sipped a brew, eavesdropped on some conversations, and lost myself in other
peoples lives.
A husky man of about 50 came in and sat next to me at the bar. The bartender
knew him well. She poured him a beer and refused to take his money.
Frank, your drinks are on the house for as long as you live, she said.
At the rate Im going, that may not be long! Frank laughed, shooting her a
knowing smile. I should have brought back-up before coming in here. I was
intrigued. Loosened by the suds, I leaned over and asked, Excuse me, but, Id love to
know why you get free drinks here. Unless, of course, its too personal.
Its personal, he said, but I dont mind telling you. He shifted to face me.
I almost got killed the last time I came in here! he whispered. Im a cop. About
two weeks ago I stopped by to show Louise the latest book of mug shots to see if she
could identify the guy who held her up last month. As I walked through the front door, I
was confronted with one guy with a shotgun and another guy at the bar with a .45.

Theyre sticking up the joint! The guy with the shotgun had just fired a shot into the
ceiling. Theres plaster all over the place and theyre threatening to kill everybody in
the bar.
As I walk in, Louise blurts out, Officer, its a hold up! The guy in front of me spins
and fires! I thought he hit me, but it just passed through my sleeve. Now my instincts
are coming into play and I have to make a decision. If I draw my weapon, Im dead.
Theres no way Im going to Wyatt Earp it. So my instincts told me to fall straight
forward and hit the ground, preferably with my face. I knew if I did that, Id break my
nose and bleed. So I did. I was in a pool of blood. My adrenaline was pumping.
Meanwhile, the guy with the shotgun ran behind the jukebox.
The officer whose squad car covered this district was an Irish guy whose sight
was so bad I had to shoot at his target to help him get through the police academy. He
was the first one through the door. Just as he sees the guy covering the bar with the
.45, he slips on my blood, and as hes falling, he shoots and hits the perpetrator right
between the eyes!
My mouth was wide open.
The cop is laying next to me, and Im whispering, Pssst! Patrick! He puts his gun
to my head and says, Dont move or Ill blow your head off. He thought I was one of
the perps. I said, Its Frank. Theres another perp behind the jukebox. Patrick says,
Where? and spins around and fires a shot through the jukebox, hits the guy in the
head and hes dead too! Blind as a bat, and he kills both guys with two shots. While
slipping! He didnt even recognize me until I showed him my badge!
Come on, I said, youre pulling my leg, right?
Not at all, the cop assured me. Look. He pointed to the ceiling. Sure enough
there was a four-foot hole where the plaster was missing.

Thats incredible, I said, the thing that gets me is, how did you think to fall
forward and hit your nose on the floor? The police academy doesnt train guys to do
that sort of thing!
After youve been in this line of work for a while, he said, you learn to think
quickly on your feet, or your nose, if necessary. If youre going to survive, youve got to
have street smarts.
Suddenly I had a sense of really being on to something hot. His words echoed in
my head, Youve got to have street smarts. New York. The airport. My briefcase.
Street Smarts. Ah ha!
The cop turned his attention back to the bartender and I figured my time was up. I
paid the tab, thanked the cop, and left.

om and I met on the street. The little brat was sitting on the stoop reading
the sports page when I walked up to his building to see an apartment.
"Hey, Gringo!" he shouted as I approached. "You must be the guy that wants

to see the vacancy, right?" Tom said. "Is it true you're from Wisconsin?"
"Yes," I said in my most dignified bravado, "and my name is Charles."
"What ya say, Chuck-E-Cheese!" he roared. "Damn, I never thought I'd meet
anyone from Wisconsin."
He turned on the cornball routine, acting as if I were some kind of country
bumpkin from reruns of The Beverly Hillbillies. He even asked if I played the banjo.
New Yorkers sure have a strange way of putting out the welcome mat.
"Come on up, the owner's waiting for you," the kid said.
"Are you his son?" I asked.

"No way," he shuddered. "I just help out. Come on, he should be done emptying
the rat traps by now."
He didn't crack a smile, but I assumed he was joking. The owner was in the
apartment cleaning up. It was a small, furnished one-bedroom. He showed me
around, which took 15 seconds, and I told him I would take it. We talked for a few
minutes and then sat down at the kitchen table to fill out a rental agreement. He asked
me for the first and last month's rent and a cleaning deposita hell of a lot of money
to fork out. I couldn't believe it; and I almost agreed to his terms.
The kid was standing behind the owner, making faces and all kinds of gyrations. I
wondered why this kid was practicing break-dancing at a time like this.
"Look, I just got my M.B.A.," I told the owner. "I start work at the Bank on Monday. I
could give you a check for half now and..."
The kid's eyes were bulging. He was shaking his head violently and gesturing
with thumbs down. He pointed toward the bathroom. I suddenly realized what he was
doing.
"Would you excuse me for a minute," I said, "this morning's coffee seems to have
caught up with me." I got up and went to the bathroom. The kid followed.
"You're about to get ripped off, cheese-dip!" he said after we closed the door. "The
owner is a thief. Don't give him that much money."
"What can I do?" I asked. "It's his apartment and I want to rent it!"
"Don't you know anything?" the kid said. "Make a deal!"
Okay, so I was a little naive. Give me a break! For the past six years my head had
been buried in books. And when I wasn't studying, I was playing basketball.
"Why should he compromise?" I asked the kid. "He's the one who can afford to be
independent. After all, the law of supply and demand is in his favor."

"Don't get legal with me," the kid said, "he likes you and he'd rather rent to
someone he likes than to someone he doesn't like. The deposit doesn't mean as
much as having someone who won't wreck the joint."
"How can I negotiate?" I said frustrated. "What have I got to offer?"
"You have a lot," the kid assured me. "Offer to paint the apartment at your expense.
Offer to sign a lease rather than rent month-to-month. Tell him you'll help me take out
the garbage cans twice a week."
"What am I, 13 years old!" I told the kid.
"Hey, it's not so bad," he said defensively. "It sure beats living on a farm and
shoveling all that horse..."
"Listen," I interrupted, "what's a reasonable deposit to give him? What am I aiming
for here?"
"I've seen him accept first month's rent plus $750," the kid said. "Try for that."
We flushed the toilet and I resumed my position at the bargaining table. The
owner was getting impatienthe glanced at his watch and also gave the kid a dirty
look.
"As I told you on the phone," I said, "I just moved here. I just got out of school, so I
don't have a lot of money. I really like the apartment and you can see that I'm the kind
of person who will keep it clean. In fact, I'll go a step further. I used to work with wood.
In my spare time, I'll refinish the furniture for you in exchange for a lower deposit."
The owner's eyes grew wide. He told me he had a storeroom with a dozen
antiques that he would love to have refinished. I told him I would do them for him at my
leisureno charge.
"I'll tell you what," I said, "I'll give you the first month's rent, starting today, and $400
as a deposit." I intentionally threw out a low number, figuring he'd raise it. To my
surprise, he agreed to my terms. I signed the rental agreement and cut the check. The

kid was gloating and making faces at the back of the owner's head. I also felt
triumphant, but didn't show it.
After the owner left, the kid and I gave each other high-fives.
"How do you know the owner so well?" I asked.
"My old man used to be the super," he said, "before he split. Now me and my
mother do it. I know everything about this building, and the neighborhood. If there's
anything you want to know, just ask me."
"How'd you get to be such a shrewd negotiator?" I asked.
My father taught me that a long time ago," he said. "When I was about eight, there
was this bicycle I wanted in a store. It was 75 dollars. I had 50 bucks from selling
newspapers all summer. I told my dad about it and he sent me to the store and told
me to ask for the owner. He said the owner was the only one who could change the
price of the bike. My dad told me to offer him 50 dollars for the bike. I did and got
turned down. A week later I was talking about the bike again so my father sent me
back with the same offer. Still no deal. A week later my father said, `Be creative.' That's
all he said. I went back and offered 50 bucks plus three months of window washing.
That deal he liked; I rode the bike home that day."
To be Street Smart...
Look for flexibility in situations that seem to have none; dont assume a price, fee or
deposit is firmly fixed; negotiate with a give and take attitude; ask for what you want! If
the answer is NO, ask again. Maybe they didnt understand the question!

The next time I saw the kid he was sitting in his usual spot on the stoop, reading
the sports page. I had just returned from the grocery store and had two bulging paper
bags in my arms. As I approached the steps I could see him smirking.
What is it now? I asked, slightly amused.
Oh, nothing, he said coyly. I guess you want a hand, right?
If you dont mind, I said.
Are you kidding, Cheese-Whiz, he said nonchalantly, even my mother pays me
to help her.
At the top of the stairs I began fumbling for my keys. One of the bags started to
slide down to my leg. My arms were aching from the weight and I knew I was going to
drop everything.
Help! I yelled. Just for a second!
For ten bucks I will! he yelled back.
Are you crazy! I snapped.
Come on, I just saved you a thousand dollars! he shouted.
Okay, two bucks, NOW! I barked, just as one of the bags gave way, but he was there
in a flash to catch it. Nothing broke and everything was under control.
Now, I dont mind, he said calmly.
I opened the door to the lobby. This way, I said as I headed for my apartment.
Two bucks was just for the rescue, he said boldly. Deliverys extra.
I looked him square in the eyes and said quietly, Two bucks is for delivery to my
door. He started to put the bag down. I thought Id go for broke. Hold it! Whats your
name again?
Tom.
How old are you, Tom?

Fifteen.
You want to live to be sixteen! I didnt wait for an answer. I was afraid hed say he
didnt care. Follow me!
He followed me to my apartment. I now know whynot because my threat fazed
him, but because he intended to do so all alonghe wanted to see my apartment,
now that it was lived in.
Thanks for your help, I said when we got to my door.
Arent you going to be a good neighbor and invite me in for tea? he smirked.
Ill invite you in and pay you the two bucks I owe you, I said, opening the door,
Just dont steal anything.
Tom walked in and was immediately transfixed by my old Larry Bird poster.
Wow, Bird! I love B-Ball too! he said as he dribbled an imaginary ball and
swished jump shots from the three-point line.
We talked about basketball until we were famished, then split a frozen pepperoni
pizza. We told each other our life stories and, believe it or not, his took longer to tell
than mine. The kid was only fifteen and already he had at least two novels in him. It
was ironic, he had the life stories and no desire to write and I had the desire to write
and no adventures to tell the world. Not yet.
By the way, I asked him, why do you cut school so much?
Give me a break, will ya? he said, I get enough of that from my mother.
Your mother must be a smart woman, I said defiantly. I saw him tune me out so I
changed the subject. You read the sports page every day, dont you?
Yeah, Im gonna be a sports announcer someday, he said.
Well, stop wasting your money buying the paper, I said in a feigned reprimand.
He looked at me as if I had offered him property in the New Jersey swamps. Ill give
you my morning paper when Im done with it.

Hey thanks, he said, starting to relax again. And for you, Ill...see that you dont
get ripped off.

Weeks passed. One day I returned home from work early and found Tom in front
of the building dribbling a basketball and teasing one of the neighborhood girls.
You didnt go to school again! I yelled, sounding more like a father than a friend.
You and your school! he countered. Did you close that big deal today?
No, I said, feeling a sharp jab of disappointment.
A lotta good schools done you, he said. You and your degree! I bet I could have
closed that deal.
He could have closed the deal! What a jerk. The possibility was more than I
wanted to contemplate at the moment, so I walked past my building and around the
block several times before returning. Tom was still outside when I got back. I
apologized for hassling him about school and he apologized for razzing me about the
blown deal.
You know, Bird and Magic and all those guys did go to school, I told him. In fact,
college is a great training ground for athletes...and sportscasters.
Yeah, well, there isnt a whole lot of things I dont already know that school is
gonna teach me, he said arrogantly.
If you want to be on TV, you have to be able to speak properly, I told him. Before
he had a chance to rebut, I said, It seems to me that you and I can work out a deal
here. His eyes grew wide. I have some of what you need and you have some of what
I need. Lets work together.
What do I have that you need? he asked.
Youre street smart, I said. He gloated, obviously liking the label.
What do you have that I need? A college degree? he asked skeptically.

Thats right, I said. Ill tell you what. If youll take some of my advice, Ill take
some of yours. You see, you might have been able to close that deal today, but you
couldnt have gotten in the door. I got in the door, but couldnt close the deal.
That night I was brushing my teeth before going to bed. One thought lead to
another and I imagined the undercover cop falling on his face to save his life. Then I
thought of the kid and his smooth street style. What a new and unique world this
wasthe big city where there is so much more than meets the eye. I was fascinated
and felt a welcomed challenge. There was a lot to be learned here.

10

II

IF YOURE SO SMART, HOW COME YOURE NOT RICH?

Real World Intelligence versus Book Learning

he next morning during breakfast I read the paper in the usual orderfront
page, sports, business, and op-eds. On the second page of the business
section a headline jumped off the page: STREET SMARTS COUNT MORE

IN MANAGEMENT, PROFESSORS SAY. Whoa! I read on.

According to Drs. Robert Sternberg of Yale and Richard Wagner of Florida State,
street smarts is a far better predictor of managerial success than academic
performance. They even said a very high I.Q. could be a detriment to managerial
success.
At first I was skeptical, but a moment laterconsidering everything I had
experienced so far in New Yorkthe idea rang true. I tore out the article, threw it in my
briefcase, and went to work after leaving the newspaper for Tom.
After work I ran to the library and did some digging. I found a couple of articles by
Sternberg on intelligence. I was fascinated by his insight. His theory of intelligence
went beyond the traditional notion of I.Q. He believes there are three facets to
intelligence: abstract intelligencethe ability to analyze, deduce, and think logically;
experiential intelligencethe ability to creatively combine different experiences to
solve a problem; and contextual intelligencethe ability to use ones environment to
play the game. The latter, intelligence within a context, Sternberg also calls street
smarts, practical intelligence, or tacit knowledge.
The library was about to close by the time I regained awareness of my
surroundings. I took the photocopied articles home and continued reading before

11

bed. I had trouble falling asleep that night, so to lull myself to sleep, I imagined myself
in a supersonic jet, soaring over the ocean towards an exotic destination.

The flight was brief and the destination less than exotic. The plane landed at the
airport in New Haven, Connecticut. From there, Charles took a limo to Yale University
to meet Dr. Robert Sternberg.
Thank you for taking the time to see me, Dr. Sternberg, Charles said as the
professor pointed to a chair in the book-lined office.
My pleasure, Dr. Sternberg said. I enjoy talking about my work.
I remember reading that your concept of practical intelligence has nothing to do
with life in the big city, Charles said.
I dont think street smarts has anything to do with big cities or small cities,
Sternberg replied. Its no longer a negative term that conjures up images of street
gangs or con artists. There is no denying that street smarts has its roots in the
impoverished areas of inner cities, places in which people had to develop certain
abilities just to survive physically; but just as blues singers are no longer slaves,
street smart people are no longer just city-dwellers. They are born, raised, live, and
work in all types of environments.
I use the term much more generically. In any pursuit in life there is a formal
knowledge base and an informal knowledge base. The formal knowledge base is
what youre told. Its what you get in the manual when you start a job. Its what you get
in the course work in college. Informal knowledge is everything they dont bother to tell
you. And usually thats the stuff that makes the most difference. Its the stuff they cant
say and wouldnt say if they could. Thats why we call it tacit knowledge. Its what you
learn from your environment. You might say its the unwritten rules of life.

12

Theres street smarts for country life and theres street smarts for city life. Theres
street smarts for being a business executive and street smarts for students. Even
students need street smarts in order to write papersthey need to know whats going
to sell their professors.
If its so important for everyone, why dont schools teach it? Charles added.
Schools tend to over-focus on the formal aspects of intelligence, the abstract
thinking. Theyve always believed that, in developing kids, the idea is for kids to get
good grades. Now Im not denying the importance of education, and good grades are
very important, but grades arent the whole picture. Often what happens is the people
who have the highest grades are the ones who make the least money. In fact, 'B'
students end up earning more money than the people at the top of the class. You
know the old saying, If youre so smart, why arent you rich? Just look around at
some smart people and youll see what I mean.
Why is it the B students are more successful than the A students? Charles
asked.
Because people in the middle have more of a balance between abstract
intelligence and practical intelligence, Dr. Sternberg continued. They are people who
do more than just study. They get involved in student politics, sports, theatre, and
other interests that give them real-life experience. When they get out of school, they
have more social skills and savvy about how things are done in the real world.
Clearly, then, you need a balance, Charles said.
People with academic knowledge and no street smarts are missing half of a
complete package, Sternberg said. And street smart people without education are
also missing half; these people, in fact, are the type who often end up going down the
troubled road and becoming criminals. The ideal combination is the best education
you can get plus street smartsthats what you find in super-achievers.

13

Its kind of like a car, Charles said, that needs power and steering to get
anywhere. In people, street smarts is the thrust, education is the direction.
Thats a good analogy, Dr. Sternberg said.
So how do I learn to be street smart? Charles asked.
One of the critical things is just your attitude, Sternberg continued. You must
have an attitude that this is something that matterssomething you can use to your
advantage. So a big part of learning is motivational. Its almost a prerequisite for
developing it. Then you have to seek out the information from other people, from your
environment, and from within yourself. The first is done by observing street smart
people and asking questions of mentors. The second is done by paying attention,
both inwardly and outwardly. You have to let the knowledge you already have come
outand we all have more than we might give ourselves credit for.

To Be Street Smart...
Get motivated! Find people to use as role models. Be observant. Ask questions.
Listen closely.

I think its important to realize just how broad this concept is, Dr. Sternberg
continued. It really does apply to every occupation imaginable, even if youre in the
arts or science. Too many artists and scientists dont realize that they, too, have to sell
themselves. I have a friend who is an artist. Believe it or not, he makes a great living
painting scenes on fingernails. Theyre very detailed, intricate scenes that women pay
him $10 per nail to paint. He has his own beauty shop, but decided he wanted to go
back to art school to get a graduate degree. He hired a manager to run his shop so he
could go to art school in California. One day he got an invitation to dinner from one of
his professors. He was very excited because he thought he was being singled out

14

and given the opportunity to learn at the feet of the master. At dinner there were three
or four other professors from the art department and he was really impressed with
himself. It turned out, the reason they invited him was so they could learn from him
how to make money with their art! There he was studying to be a better artist and all
these supposedly great artists were tapping him for his expertise in the real world!

I was rudely awakened by the sound of someone running up the stairs outside my
apartment, then came the predictable slamming of the newspaper against my door. I
was getting tired of the paperboy waking me up every morning at 5:30, but this
morning was different. The edge was off my anger. In fact, I didnt even care. I had the
vague feeling I had dreamed something profound, but couldnt recall what it was.
Normally I would find this disturbing, but this morning I felt a calmness about it and
simply trusted the message in my dream would return.
At work that day I began to look more closely at the people in my department. In
particular, I was looking to see who was street smart and who was not. My plan was
to figure out what made the street smart people tick. I wanted to know how they
thought and behaved that was different from everyone else.
It was a Friday, so after work a group headed to a local pub near Wall Street. I
ordered a drink and joined the tail end of a conversation between two people in my
department who I thought might be street smartmy boss and the V.P. of marketing.
They had been talking about finesse and style. We all agreed that sometimes its not
what you do, but how you do it.
You know, I think Ive got a lot on the ball, I told my elders. Hell, I graduated at
the top of my class; I played college basketball for four years; I was hired by your
bank.
That might have been a mistake, my boss quipped.
15

I'm amazed by a neighbor of mine, a kid of 15 who seems to be the most savvy,
street smart person Ive ever met. The kid makes me look like a babe in the woods.
Be careful of your book learning, my boss said, because its only part of the
package. And dont be too impressed by the fact that you graduated Summa cum
Laude.
Im beginning to realize that, I continued. There are a lot of important abilities
that my education has neglectedit took a 15-year old kid to show me that a rental
deposit was negotiable! So Im going to do what it takes to learn to be street smart. I
even had a dream about it last night.
Thats great, the V.P. of marketing interjected. Pay attention to your dreams!
Theyre often your intuition coming to the surface and offering solutions to problems
that you take to bed with you. Some of the greatest discoveries of all time were
inspired by their inventors dreams. Use them as a tool.

To Be Street Smart...
Listen to your inner voice.

16

III
YOU GOTTA TURN UP YOUR RADAR
Heightened Awareness

took a cab home because I didnt think it was a good idea to walk the streets of
New York half-in-the-bag. As a neophyte city-dweller, if I were going to be
mugged, Id at least want to be sober for it.

I was eating a fast-food burger and reading the evening paper when there was a

scratching sound on the door. I opened it and found Tom sprawled on the floor as if
he were dead.
Very funny, I said, come in.
Tom threw a couple of books on the couch.
We were supposed to go over your math tonight, werent we? I asked.
Lets skip it and watch the Knicks game, Tom said anxiously. It starts in ten
minutes.
No, lets do your math, I said. It was difficult enough getting him to agree to be
tutored. The last thing I wanted to do was encourage him to goof off.
Tom was easily distracted, as usual, but I managed to get him to understand
isosceles, right, acute, and obtuse triangles. Afterwards we devoured a Sara Lee
chocolate cake and watched the end of the Knicks game. Sometimes all you need is
the last five minutes.
Tom left and I later fell asleep after Jay Lenos interview with comedian David
Brenner.

17

Charles boarded the supersonic jet and took his reserved seat near the window.
He watched the country race by as they sped to Las Vegas. Upon arrival, Charles was
met by a white limousine that whisked him to a hotel where David Brenner was
performing. In the huge dinner theatre, a maitre d seated Charles at the foot of the
stage. When the show began, David Brenner came out and, before starting his act,
leaned over and shook Charles hand. Brenner began his act with the line that
prompted Charles to call him in the first place.
Next to my parents, Brenner said, the most influential aspect of my life was the
street corner. He went on to talk about street smarts, survival in Philadelphia as a kid,
and other funny bits. At the end of the show a man came over to Charles and told him
Mr. Brenner would see him now.
In the dressing room Brenner introduced Charles to his manager. The three of
them sat down and munched on finger-foods as they talked. David was the same
person he was on stagerelaxed, fast-talking, and poignant.
Street Smartsyou can see it in people, he said. Theres a certain quickness, a
sharpness, a certain paranoia, and skepticism.
Everything to me is the street corner. Any wisdom I got, I got from my father and
my mother, and the guys on the corner. A lot of guys, once they got out of the
neighborhood, they made the mistake of acting like they were never in the
neighborhood. They let the values go. When I finally got out of that neighborhood,
there were a lot of values I took with me.
Whenever Im faced with a business decision or a professional decision, I take it
right back to the street. I ask myself, What would I do in the streets? I went to college
and Im telling you, if I use three percent of what I learned in college, its a miracle; 97
percent of every good move I ever made was from my street wisdom.

18

When youre a kid growing up in the city, in the morning, you have breakfast and
you leave for school. The minute you open that door youre in Hells Kitchen. The first
thing you have to deal with is the neighborhood bully or a stranger on the street
looking for trouble. So the minute you start down that front step, you gotta have your
antennae up for danger just so you can make it to school.
For some reason, I have one of the best radar systems. When I used to live down
on the street as a kid, in our gang, I used to walk in front. I could feel trouble before it
even happened.
I was once driving down to Miami with some friends. This was back in about
1967. We were in a small town in north Florida. We stopped and went into a
restaurant for dinner. We sat down and the menus hadnt even come yet and I said,
Lets get outta town. They said, Why? I said, I dont know, but theres trouble in this
town. So we got in the car and drove out of town. The next morning we read in a
newspaper that some Black kid in that town went to a white-only swimming pool and
there was a huge uproar and the whole town exploded in a race riot.
Everything you do is on intuition. You fly by the seat of your pants. You go on your
gut reaction all the time with everything and everybody. You dont calculate because
you know you really like yourself. Your computer systemyour subconsciousis
gonna take care of you. Feed the information into it, itll digest it and pop the answer
into your brain. Itll tell you what to say, where to move, what to do. Theres no thinking.
I work almost strictly on intuition.
Ive only been ripped off a few times in my life. I once did a gig and the guy
wanted to give me half of it in cash. At the end of the night he said, Do you mind if I
give you some cash and a check? Even though it was a successful club, my intuition
was telling me to ask for all cash, but instead I reluctantly agreed to take the check. It
bounced. I was so angry with myself because I knew better!

19

Always go on your gut reaction. Youre rarely wrong, because if you know yourself
real well and you like yourself enough, youre gonna take care of yourself. If youre
wrong, its only because youre being overly safe and overly protective.
Clearly, street smart people trust their intuition, Charles said, but how do you
know when your intuition is right?
Brenners manager spoke up. Thats a matter of practice. You see, there is a lot
of stuff that can masquerade as intuition. By stuff I mean fears, wishful thinking,
negative thinking, your ego. When your ego is involved, it cancels out your gut. Your
intuition will often point out possible problems, but your ego just adds to your
problems.
So what you do is keep track of your hunches. Write them down and see what
happens. By keeping tabs on which come true and which dont, you will see what your
track record is and learn to recognize how true intuition feels.
Charles added, The VP of Marketing at work mentioned dreams can be used as
a tool. And Dr. Robert Sternberg believes street smarts help you in every facet of life,
including business. I wonder if intuition will find its place in the business world?
Absolutely, the manager added, many researchers, writers and business
people are calling intuition the job skill of the future. John Naisbitt discussed it in his
book, Megatrends, and Roy Rowan wrote a whole book about it called, The Intuitive
Manager. In fact, many universities are starting to teach it. I have a nephew at Stanford
who is taking a class called, Creativity in Business. The purpose of the class is to
enhance students awareness of and confidence in their intuition.
Wow, its really catching on, Charles said.
And it should, the manager continued. research has shown that an executives
ability to use intuition is significantly correlated with a high profit record. There is no
question that street smart people are more willing to trust their intuition than someone
elses facts and figures.

20

You guys sure know a lot about street smarts, Charles said.
This is your dream, Brenner said. We wouldnt want to disappoint you.

To Be Street Smart...
Turn up your radar and pay attention to your surroundings. Keep track of your intuitive
hunches. Write them down, see which ones come truethe truly intuitive ones will
carry the most power and conviction. Admit your fears, prejudices and wishes so you
will not confuse them with your intuition. Practice all of the above!

Back at the airport, Charles boarded the plane for his return flight and noticed
there were more people on board. He took a seat across from a rugged Black man
wearing a three-piece suit. Sitting next to him was the same cop Charles had met
earlier in the bar in New York.
You look familiar, Charles said to the cop.
I remember you, the cop said. How ya doin? By the way, Im Frank.
Charles.
Wayne, the other man said, shaking Charles hand.
What brings you to Vegas? Charles asked.
Government work, Arnold said nonchalantly.
Wayne is with the DEA, Frank said, and Im on loan to them as a wiretap
specialist.
Sounds pretty exciting, Charles said.
It can be, Wayne said, but at this stage its just a routine stake-out. Did you
come to play the tables?
No, Charles said. Im on a mission to learn about street smarts. I came to talk
to David Brenner.

21

Street smarts, Wayne said, giving Frank a knowing look. Why a mission to learn
about street smarts?
To get some for myself, Charles said. From what Ive learned so far, its
something that can help you, no matter who you are, what you do, or where you do it.
Theres no doubt about that, Wayne said. Especially in my line of work, street
smarts is a prerequisite for the job. Ive been on the streets in Chicago, New York, Los
Angeles, you name it, Wayne said. In my 15 years with the department, Ive made
almost 3,000 street busts.
So how has street smarts come into play for you? Charles asked. In undercover
work, you have to be able to protect yourself, Wayne explained. You have to be able
to anticipate someone else doing something. You learn to play your hunches. If
something feels right, you do it, if it doesnt, you dont do it.
So intuition plays a big part in police work, Charles said. Thats something Ive
heard a lot lately.
Absolutely, Frank interjected. In police work, street smarts is considered a sixth
sense. Thats only half the picture. Its also a developed instinct based on visual
observation. You get the chill up your spine; sometimes from intuition, sometimes
from specific stimuli that youre observing.
Let me give you an example. As a cop, you learn what a glance means. You learn
what furtive moves are, such as two guys sitting at a curb who follow your squad car
with their eyes as you drive around the corner; or two individuals in a car who are
moving real quick as you approach them, and then suddenly theyre calm as you pass
by; or when you ask a guy to get out of a car, he hoists his belt in a certain way thats
slightly unusual, suggesting that just maybe hes packing a .357 Magnum in his belt.
All these things have happened!
So how do you develop this skill? Charles asked.
You have to heighten your awareness, Wayne answered.

22

Right, like David Brenner said, you have to have your radar turned up high,
Charles added.
Thats right, Frank said, it means paying attention. You and I can walk into a
restaurant. You see a restaurant full of people. I see a guy sitting at the end of the
counter with his leg half off the stool and his hand in his pocket. I ask myself, Why?
Hes got a cup of coffee in front of him, his silverware is on the right side of his plate to
indicate hes right handed, and his right hand is in his pocket. What Im seeing
doesnt fit. If you were to add to that scenario an old clunker sitting outside at the curb
with someone behind the wheel and the motor running, I would go right to the pay
phone and call the cops because these guys are gonna hold up the place. Its all how
you see things. You and I perceive things differently.
Excuse me, a man interrupted, leaning over from the opposite aisle seat. I
couldnt help over-hearing your conversation. Youre talking about street smarts and
perceptiveness.
Yes, Charles said, Im Charles Green.
Wayne Arnold.
Frank Collura.
They all shook hands.
Im F. Lee Bailey, the man said. As I see it, the definition of intuition is a sixth
sensethat is, the ability to gain information without resorting to the normal five
senses. Its usually ascribed to women. Its really that women, at least until recent
years, have gone through life in a defensive posture, always having to look out for
themselves and be wary of the stronger, more dominant male. So they much more
finely-tuned their ability to forecast whats going to happen from tiny little signals.

23

Yeah, its precisely those tiny little signals that can save your life, Wayne added.
Ive been involved in several shootings. There was one drug bust in Chicago in which
my surveillance did not get the bust signal. I gave the bust signal to my back-up, but
he didnt relay it to the group of cops that were waiting outside.
I went out into a hallway with the drug dealers. I had two guns and a fake cash
roll that was supposed to be $25,000. My surveillance didnt come in. Things were
getting too far along. So I decided to arrest these individuals myself.
So I pulled out one of my guns and I showed them my credentials. I told the guy,
Hey, look, youre under arrest. He immediately says: Theres someone behind you
and hes going to kill you unless you put your gun down. I knew there were two doors
behind me in this hallway. Immediately, I sensed he was lying. His eyes didnt go to
the right places, he wasnt saying the right things, and he was too nervous. He was
looking directly at me when he said there was someone in back of me; he didnt look
past me. And I didnt feel there was anybody in back of me.
There was another dealer standing on the stairs. He also was not looking behind
me. The next thing I thought wasthey always did this on The Lone Rangerthey
got the guy to turn around. So what got me out of there alive was my ability to read this
guys body languagehis face and his eyesand trust my intuition. All that was
based on tiny little signals.
Wow, thats some story, Charles said. How does that tie in to the legal
profession, Mr. Bailey?
We tell new lawyers to watch a lot, Bailey said. People communicate much
earlier with their eyes than they do verballyespecially in my environment, which is
the courtroom. We have to rely very heavily on what we see because the atmosphere
is adversarial. People are trying not to tell you what they are thinking or feeling. Youve
got to be able to read it from body english and, again, from experienceknowing what

24

a person is going through when he begins to twitch or look at the floor or look for help
from his lawyer.
A man came over and picked up the thought. I tell my salespeople to watch a lot.
Lets say youre giving a presentation to a group of executives. As youre talking, you
notice they are occasionally glancing over at one man. That tells you right away who
the decision-maker is.
Watch a lot, Charles thought. That made sense to him. He gave himself credit
for being the type of person who goes into a meeting at work and notices some
details, like whos sitting together. Now he would look for even more clueslike
where people chose to sit and how it affected their level of interaction with the boss. In
the future he would also pay more attention to the bosss eye contact. Who does he
look at, who does he avoid? Who are his favorites and what do they do to deserve it?
Do they answer his questions, come prepared, produce results, or kiss his ass? Who
does the boss call by first name versus last name? How are the rookies treated
compared to the others?

To Be Street Smart...
Be a people-watcher; look for the tiny little signals that reveal what people are thinking
or feeling; pay attention to eye contactit says a lot about how comfortable a person
is with himself, you, and a situation.

The discussion continued as a man in front of them turned and leaned over his
seat. Forgive me for interrupting, he said, its been my experience that street smart
people are able to get closure quickly. They see the whole even though they are only
given some of the parts. They see this, this, and this, and are able to fill in the gaps to
come to a conclusion. At the same time that they see the big picture, street smart

25

people are also able to focus on the small details that they need without losing sight
of the big picture. This is called a Gestalt focus; it allows you to size up people and
situations quickly, which is an indispensable skill no matter who you are or what you
do.
Thats true, another man said, coming over to join the conversation. You see,
based on accumulated experiencethe good and the badthe successes and the
failureswhen you meet somebody, you start to form opinions; you either like him or
you dont; you trust him or you dont; you think hes a crook or you think hes trustworthy. And these judgements arent purely emotional. Unconsciously you search
back in your databank, which tells you, I once knew a guy who acted like this and he
stole a $1,000 from me. So immediately your guard is up.
You see, from your life experiences you construct mental categories into which
you fit new people and situations. On the one hand, these generalizations can create
the tendency to be closed-minded and judgmental. On the other hand, they save you
from being taken advantage of, wasting your time, or being naive every time a new
situation arises. Thats why you have to learn by your experiences and integrate them
into everything you know.
You mentioned experience, Charles said, but what about someone like me who
has limited experience in the big city? What can I do to learn how to see those tiny little
signals, read people, and see the big picture?
The first thing you do is you observe your environment, he answered. Now Im
not suggesting you walk around like youre paranoid, looking here and there like a
nervous wreck. I am saying you should focus your awareness out instead of in. Most
people walk around in their own world; they're myopic. Theyre so caught up in their
own points of view they cant see other perspectives.

26

If you want to see the big picture, concentrate on whats going on around you on a
moment by moment basis. Youll be amazed what youll notice when you take the time
to look.
The other thing you can do is get feedback from people, someone interjected. At
work, be more observant and, when youve observed something that you can get
corroboration on, get it. Let me give you an example. A buddy of mine in the office, a
guy about 45, was looking kind of bad for a week or so. He looked like he hadnt slept
well, he was irritable and I noticed his shirts were wrinkled, unlike before. I put two
and two together and one day said to him, Did you and your wife split up or
something? He said, Howd you know? It was simpleall the clues where there.
Being observant and reading between the lines can help your business and
personal lives, F. Lee Bailey added. Whether youre involved in a complex business
negotiation or a power struggle on your way up the corporate ladder, you have to be
able to anticipate what people are going to do and think. To do that, youve got to get
inside their heads by reading the signals they give; you certainly cant wait for them to
tell you. Once youve done that, then you make a judgment as to what to do about it.
Ask yourself, if I do A, how will this person react? If I do B, how is he going to
respond?
A woman stood up and offered her input. Knowing how others may react is
important, and the flip side of that is knowing that other people will be looking for your
tiny little signals. This is especially true in a negotiation. So a street smart person
knows when to play his cards close to his vest. That kind of anticipation takes place
instinctually in a fraction of a second.
The anticipation youre describing, another man added, is the process of
mental imaging that we all practice. If you wanted to ask your boss for a raise, before
you went into his office you would mentally rehearse what you were going to say and
then anticipate his answer. If you imagined a rejection, you would rephrase the

27

question as many times as necessary until you heard the right answer. Then you
would actually go in and talk to him.

To Be Street Smart...
Anticipate what people might do by practicing mental imaging. Also, ask yourself,
What would I do in this situation? or What are this persons possible responses to
this dilemma? Once you have the answers, prepare yourself for the possibilities.
This is called looking before you leap.
A woman stepped forward, greeted everyone and made a comment. It was
Geraldine Ferraro. You can call it anticipation. You could also call it seeing the big
picture. It means looking to the future and anticipating what you need to do now to get
where you want to be.
Even when I was a kid, my goal was to eventually achieve some measure of
success. To attain that goal, I knew that I was going to have to get a good education.
Tuition was expensive and my family did not have the money to pay for it. At that time,
Pell Grants and student loans were nonexistent. So I studied hard and earned good
grades. My grades, in turn, got me scholarships and I supplemented them by working
part time and during the summers.
Later in life, when I was in Congress, I looked ahead and knew I wanted to run for
the Senate in 1986 against Al DAmato. I was anticipating a problem of raising money
and began doing the basic groundwork to avoid having that disqualify me from the
race. I knew I had to develop a national constituency. The first step was to achieve a
position of leadership in the Houseno small feat for a junior member, but the one
spot that could make it possible was as Secretary of the Democratic Caucus. In 1980,
I ran for it and won. That position lead to being appointed to the Hunt Commission
and the Chair of the platform committee. In those positions I met with democratic

28

fund-raisers across the country. The success I had on the Hunt commission and my
leadership on the platform committee gave me a national reputation. If I had run for
Senate I could have reached out for financial help, however, that didnt come about
because I was chosen by Fritz Mondale as his Vice-President.
They all looked up and realized a crowd had gathered. A hush came over the
forward cabin. Someone from the starboard side spoke up.
Ive had a great time eavesdropping on you guys, the man said. Id like to add
something. Youre talking about awareness and anticipation. Well, one thing that
depresses awareness is habit. We are all creatures of habit. An exercise that will
heighten your awareness is to do things differently. Make Tuesday the day you do
everything contrary to the way you normally do them. When you get up in the morning,
get up on the other side of the bed. Instead of showering first, have breakfast first. If
you drive to work, take a different route; and so on. When you go into the office in the
morning and people say, Hello, how are you?, say something different. Say, Im
fantastic. Or I feel like a pussycat in a fish store! Answer people differently. If you
normally respond to a question by blurting out the answer, on Tuesday dont blurt,
think first.
Its a fun exercise. By breaking the habit, even if only momentarily, you become
more aware of yourself; and that is the first step to increasing your awareness of the
subtlety in others.
A woman cut in. What works for me is role-playing. Its a marvelous exercise for
acquiring new behaviors. When you change your habits on Tuesdays, as that
gentleman suggested, cast yourself in a role that day. Choose a role model and ask
yourself how that person would do it. When I want to be outrageous, I imagine myself
as Joan Rivers. I imagine how she would respond in a given situation. Its a
confidence-builder. Any time you can step out of your normal mode of behavior and

29

still be effective and accepted, you build confidence. Its simply a matter of acting as
if.
A man holding a child in his arms spoke up.
I teach my kids how to be aware. Ill take them out for ice cream. When we get
back to the car, Ill ask them questions about different things that were in the store.
When one of my daughters was little, Id play a game with her when we were watching
television. Id ask her questions about what was happening behind the scenes. What
state was the license plate on the car that just went down the street? What color was
the car? It taught her to look beyond the focal point. I do that all the time with my
children. Now when we walk into a room, the first thing they do is make mental notes.
The more you do that, the more you can start putting things into categories.
And I agree that categories are very helpful if you want to be street smart. Ill give
you an example from my days in sales. When I sold security systems, I could
determine the personality of the buyer in the time I walked through the front door of his
house to the room where the presentation would be made. I did it by what I saw inside
and outside the home. I looked at the car he drovewhat type and if it was clean. If
they were serving food, what was it and who was doing the serving? How much
control did they have over their children? What was the nature of the mans
relationship with his wife? What kinds of things were hanging on the walls? Diplomas
and awards instead of art, I could safely assume he had a big ego. I would assimilate
dozens of pieces of information in those few moments and get a pretty good sense of
his personality. Thats strictly from having awareness and being perceptive. I took the
time to make note and absorb because it was important. Thats something you can
practice.
Another passenger picked up the thought and expounded on it. Street smart
people recognize potential problems before they happen, she said. Someone who
is not street smart walks right into problems. I was fortunate as a child to have been

30

taught about street smarts by my father. For example, I had to travel cross-country by
train once. My father gave me a bunch of rules about how to deal with strangers. He
pinned money to the inside of my shirt and gave me a little for my pockets. You learn
not to carry all your money in one place.
This sense of caution is also relevant to adults. Most people know that when
you let a valet parking attendant park your car, you never give him all your keys
because your house key is on the ring. When you go on vacation, you dont tell the
world, unless you want to send out invitations to every burglar in town.
All these things sound paranoid, but theyre not. If youre street smart you just
naturally think this way. Youre always anticipating.
Talking about anticipation, a woman said, that reminds me of a story I read
somewhere. A young boys friends made fun of him because, when they offered him a
nickel and a dime, he would always take the nickel. They thought he was stupid and
laughed at him. One day a friend took pity on him and said, Let me clue you in. The
dime, even though it is smaller, is worth twice as much as the nickel. So when they
offer you a nickel or a dime, you should take the dime. The boys reply was, I know
that, but if I ever took the dime, theyd quit offering.
For a youngster, thats having a lot of insight! the woman said. Not only was this
kid able to anticipate his peers behavior, he also changed the focus of their game. He
took their focus off the fact that they were losing money and shifted it to his feigned
stupidity. Obviously he cared more about making money than about his peers
opinionsand that shows an incredible amount of self-esteem for a young boy.
A well-tanned gentleman stood up and voiced his opinion. "That young boy was
able to see the big picture. One thing that has always been helpful to me in seeing the
big picture is to try to anticipate both the best and the worst possible outcomes of a
situation when making a decision. Most people are either optimists chasing a
rainbow or pessimists always looking for the thundercloud. You have to do both. You

31

have to have the ability to anticipate and avoid problems, but in a sense that is the
negative side of foresight. The positive side of foresight is to first select appropriate
goals and build a commitment to them. Once you have done that, then you need to
anticipate and avoid problems.
An announcement was made that the plane would be landing soon. One more
man summed up with an astute comment. As far as awareness and foresight go,
people who are street smart understand not only the direct impact of things, but also
the ripple effect. They look at life the way a chess player looks at the boardalways
playing the game three or four moves ahead.
Before everyone sat down, Charles spoke up, Say everyone, this has been a real
pleasure and a wonderful learning experience for me. May I feel free to call on all of
you again? There were shouts and murmurs of Yes, Of course, Anytime. From
the back someone said, See you in your next dream.
During the time the plane landed and taxied to the terminal Charles made notes
on what he had learned so far about street smarts.

To Be Street Smart...

Heighten your awareness. Pay attention to the environment, turn up your radar, and
use your powers of observation. Look beyond the focal point.

Develop your ability to anticipate. Ask yourself, What if...? Look for the ripple
effects of your actions. Think like a chess playerfive steps aheadfor possible
opportunities and problems.

Use your experience and judgement to size-up people and situations quickly and
accurately. When appropriate, dont be afraid to make snap judgements and act.

Learn to trust your judgement and intuition. Keep track of your intuitive flashes as a
way to improve this ability. They will improve with practice.

See the big picture and the small details.

32

IV
THE MEEK SHALL INHERIT...LEFTOVERS
Confidence & Chutzpa

was rudely awakened by a persistent knocking on my door. I jumped up and

answered it. Tom was standing there holding my newspaper.
Ive already milked the cows, watered the pigs, and fed the chickens and youre

just getting up! he said.

Jeez, I must have slept through the alarm, I said groggily, how much time do I
have?
Ten minutes, Tom said, pushing his way passed me and heading for the
kitchen. You get ready, Ill make breakfast.
I hurried into the shower. It was Saturday, so I skipped shaving. Besides, I
wouldnt have to impress anyone at a high school basketball game. Five minutes later
I went into the kitchen and found Tom eating a bowl of cereal and reading the sports
page.
Wheres breakfast? I asked.
Right there, he said, pointing to a bowl, a banana, a box of cereal, and a quart of
milk.
Thats fixing breakfast for me! I said incredulously.
Dont worry, it didnt take long, he said straight-faced. You can return the favor
sometime.
Ill be sure to do that.
We walked along the street like brothers. Tom talked nonstop about the
importance of todays basketball game and I listened, living a bit vicariously. We
stopped at a corner and I was suddenly mesmerized by what was going on. Police

33

barricades had blocked off the street. A film crew was preparing to shoot a scene and
a crowd had gathered to catch a glimpse of the stars. I inched closer to the barricade,
surrounded by hundreds of people. I lost track of Tom as I searched the set for a
familiar face. Rumor had it that a police drama was being shot, but so far no one had
seen any of the cast members emerge from the trailers.
At one point I felt someone push hard against me. I looked around. People were
beginning to resemble sardines, but I kept moving forward. About ten minutes
passed. Suddenly I recognized a face on the set. It was Tom! Tom was on the set
talking and laughing with Dennis Franz and Robert Clohessy! I couldnt believe my
eyes. At one point Tom turned toward me and waved, like an athlete on TV who
sneaks in a Hi Mom on camera.
A while later I heard Tom call from a distance, so I worked my way out of the crowd
and back to the corner where we were last together.
Seen enough? Tom asked pompously.
How the hell did you manage that! I asked in disbelief as we continued walking
to Toms school.
Piece of cake, Cheeze-whiz, Tom smiled. Its called Chutzpa! You dont get what
you dont go after!
But...but how did you get on the set? I asked. There were security guards all
over the place.
Man, you cant let little things like that get in your way, Tom said. I asked
myselfwhats the one thing they probably need. The answer is coffee. So I bought a
dozen cups of coffee and went to the head security guard. I told him they ran out of
coffee on the set and I was the go-fer. He must have wanted a cup himself because
he didnt question me, but he didnt want to let me on the set either! So I told him,
Hey, I spent my own money on this coffee, and Im not giving it up until I get paid. So
he got some woman to pay me. Then I still wouldnt give him the coffee. I told him I

34

was the only one who knew who ordered what. At that point he just threw up his
hands, grabbed a cup of coffee and told me to go ahead in. So I walked around talking
to people and handing out cups of coffee. Boy, was I surprised to find out they actually
did run out of coffee. Man, was I popular!
I couldnt believe it. I had never seen such a smooth operator. Here we were in an
urban jungle of 11 million people and this kid was acting as if it were his own
backyard.
At the next corner there was a pretzel vender. Tom stopped and looked at the
pretzels, then at me.
Charles, Tom said politely, will you lend me a buck?
Sure, I said, reaching for my wallet, but my hand slapped an empty pocket. Hey,
my wallet! My wallets been stolen!
You cheese-dip! Tom said, holding up my wallet. You are such an easy mark!
What the hell! I said, flabbergasted.
I thought Id teach you a lesson, Tom said. You might say I picked your pocket to
keep you from getting ripped-off!
That makes a lot of sense! I said indignantly.
About as much sense as you standing there in a crowd with a fat wallet in your
pocket and your brains in New Jersey, he snapped.
So that was you! I barked. I thought I felt someone fall against me, but I didnt
give it a second thought.
Yeah, well you should have! Tom said. Man, never keep your wallet in your back
pocket like that, especially in a crowded place. Put it in front or leave it home and carry
your money loose in your front pocket. And getting mixed in with a crowd like that was
pretty dumb! You were a sitting duck for all kinds of lunatics!
He certainly had a way of making a point. I felt like a jerk and must have shown it.
Cheer up, Cheese-ball! Tom says lightheartedly, slapping me on the back.

35

Heres your wallet. Ill buy you a pretzel with the profit I made on the coffee.
Tom beamed as he handed the vendor the money and accepted two hot pretzels.
You want mustard?
No, are you kidding, I gagged. Let me get this straight. Not only did you con your
way onto the set, you also made money in the process.
Hey, a guys gotta eat! Tom said, gloating as he bit into his pretzel.
Ill tell you something, I said. The day your education meets eye-to-eye with your
chutzpa, youre going to be one successful dude.
We walked in silence for a while. I kept seeing an instant replay of the mob scene
in my mind, remembering the exact moment when I felt the push of the little brat
pickpocket. I should have paid attention!
I looked at Tom and sensed he wanted to say something. What is it? You have
that look on your face.
Another thing, Tom said with a mouth full of salty dough. You make yourself an
easy mark just walking down the street.
How? I asked.
The way you walk, you look like youre scared of your own shadow, Tom said.
Afraid, I corrected him.
What?
Afraid, not scared, I said.
Wait a minute, its my turn to be the teacher, Tom continued. The problem is you
walk with your head down and you never look at anyone. Everyone knows they could
take advantage of you anytime they want.
I thought about that for a moment, then Tom dropped another bomb.
You cant be afraid of conflict. As a kid from New Yorkthe streets, basketball
courts, the school yard, stickballI learned I had to show someone thats sizing me
up that Im not going to retreat. Im here to stay, not to run away.

36

The way you are on the street, youre probably the same way at work. Man, if you
want to fit in, you gotta make eye contact with the people of the world; even the ones
you feel threatened by. The world is a jungle and you have to look like youre another
animal. And if theyre convinced, theyll leave you alone.
And what if I dont feel like Im one of them? I asked.
Just do it, Tom said, or get eaten alive.

When we arrived at his school I had about an hour to kill before the game. Tom
went to the locker room and I wandered down a hall and found an empty classroom. I
sat in a chair and closed my eyes. I thought about all that happened on the way to the
school. A comment David Brenner had made during a dream came to mind.
Youve got to fake it till you make it, Brenner said. I learned this from a guy when
I was really young. He was funny, he said when you go out with girls when you get
older, youll walk into a club and you wont want your girl to know youve never been
there. Youll want her to think you own the place! Youre gonna have to take her coat to
get checked. So you take her coat and your coat and you head towards where you
think the coatroom is going to be. Now lets say its not there. Lets say its the mens
room youre walking into. So you take a leak and then you walk out and you head to
the second place where you think the coatrooms going to be. And you keep doing that
until you find it. Hopefully it wont be a big restaurant.
I listened to my friend and thought, forget the restaurantthats what lifes all
about. You head for where you think somethings going to be with an air of confidence.
I found a lot of good things happened in my life because I acted all the time like, Hey, I
can handle it. My friends would say, Let Brenner handle it. Brenner can handle it, but
I didnt know how to handle it. I was scared or as unfamiliar or uptight as everyone
else, but since they said, Let Brenner handle it, I said, Okay, Ill handle it. So
37

because they said I could handle it, I would act like I could handle it, eventually I got
the confidence that I could handle situations and I ended up having the real ability to
handle it.
I was beginning to get a handle on the concept. I looked at my watch. There was
enough time for a catnap. I set my alarm and took a snooze.

The supersonic jet taxied out to the runway where a white limousine was waiting.
Charles got off the plane after realizing he was already in New York and didnt have to
fly to Toms basketball game. He was afraid he would be late, so he asked the limo
driver to step on it. There were some other people in the limo. They, too, were in a
hurry to get to the game. The man next to Tom looked familiar.
Excuse me, Charles said to the man, have we met?
Youve probably seen me on TV, the man replied. Im Tom.
Right, Ive seen you on Johnny Carson, Charles said, shaking his hand. Arent
you the comedian who slept in an abandoned car in L.A. before you made it?
Thats me, Dreesen said. You have a good memory.
I cant imagine living like that, Charles told him. I would have been scared out of
my mind.
Ive always been a street kid, Dreesen said, so I can survive wherever Im put.
Sleeping in an abandoned car was something I knew I could manage until my luck
changed. Growing up on the streets taught me that when the going gets tough, the
tough get going.
And what if youre just developing your toughness? Charles asked. Do you fake
it till you make it?
Absolutely, Dreesen said. A street kid is more likely to say he can do something
even when he doesnt know what its about. For instance, if hes asked, Do you have

38

any acting experience? hell say Sure! even though his only experience was playing
a lamp post in a grade school play.
And then hell wing it, Charles added.
Thats right, Dreesen continued. I am not the most talented comedian in the
world. Im a good comedian and I know my craft, but I have more guts than the others,
the same kind of guts I had on the streets. When I got started in this business, I was
half of a Black and White comedy team with Tim Reid, who played Venus Flytrap on
WKRP in Cincinnati. That took a lot of guts. There were no other Black and White
comedy teams. We went to places where white people didnt dare to go. I worked
what was affectionately called, the Chitlin CircuitBlack-owned, Black-operated, allBlack clubs.
When Tim and I split up, I went out to L.A. and slept in an abandoned Rambler
with the front seat down. My wife and I were separated. I was down and out with no
place to go. I slept there for over a month. I went to gas stations and washed up in the
morning. When I made the rounds to the agents during the day, I acted like I was the
most successful guy in the world. A street kid senses you must act successful to be
successful.
In order to make it in show business, you have to be arrogant and humble. In my
case, arrogant enough to believe you can walk out in front of 20,000 strangers and
make them laugh; and humble enough to appreciate it when they do.
There has to be an element of fear in performing in front of thousands of people,
Charles said.
There is, especially at first, Dreesen said. But you never show it. You gotta do
two things. You have to have the total belief in yourself and a total commitment to
yourself. Not only do you believe that you are gonna do it, but you commit yourself to it.
A man sitting on the other side of Charles leaned over and spoke.

39

Its been my experience that cowards and heroes both feel fear intensely. I feel
like a coward sometimes, but I try to act like a hero, the man said. By the way, Im
Robert Clohessy. The three of them shook hands.
Confidence is so important, Clohessy continued. So many things get in your
waythe past, family, lovers, your neighborhood, your environment, bad habitsbut
you have to keep fighting through it. You gotta do what you know instinctively is right for
you. Thats related to learning to love yourself as best as you can. Believe in yourself
and never give up.
When I was 28, I didnt even have a job. That summer I was going up to the
Williamstown Theater Festival (upstate New York) to work for $25 a week. I needed to
do thatto be in that environment. There are a lot of people who wouldnt make the
sacrifice of working for $25 a week, either because of pride or because theyre too
comfortable, but it paid off because I had a small part in a play with Blythe Danner.
That fall, she asked me to play opposite her in a musical that her husband, Bruce
Paltrow, directed. It just so happens Mary Tyler Moore Productions optioned the play.
Right after the production, MTM flew me out to L.A. to audition for some pilots.
This is where confidence comes in. At the same time Blythe Danner made me
the offer to play opposite her, I was hired by a prestigious regional theatre, the
Hartford, to do a play called, Distant Fire. I got one of the five lead roles. My agents
pushed me to do it because it would establish me on the regional theater circuit. I
pulled my hair out for three days and finally said, Screw it, if Blythe Danner asked me
to play opposite her, thats what Im going to do. And that led to coming to L.A. and
getting on Hill Street Blues.
I listened to myself. Actors are so subservient to their agents because they need
them so badly. Saying no to the first job my first agent got me took a lot of guts. And it
was the right choice. I made those kinds of choices along the way, where I reached

40

down and did what I felt was right. Thats chutzpah, thats courage, thats sticking up
for whats right for you. Not in a selfish way; just in a way that feels right.
Chutzpa, Charles mumbled. Theres that word again.
Chutzpayou can call it guts, nerve, courage, Tom Dreesen said. Let me tell
you a story about chutzpa. I wanted to be on a show called Sammy and Company
with Sammy Davis, Jr. I knew if he saw my comedy act hed like me. It was just a gut
feeling I had. My agent tried to get me on the show, but they didnt want me. They
wanted bigger names like Cosby. I begged her to keep trying. Finally, they had a
cancellation on the show and called her to see if she had a comedian. She said,
Please use Tom Dreesen. The producer said, Oh, for Gods sake, send him. They
had a lot of people on the show that day. They put me on toward the very end. The
producer said to me, I saw the tape of your first Tonight Show. Dont do any of that
material about being raised in a predominantly Black neighborhood.
That material was exactly what I had planned to do; a whole routine about what it
was like being the only white kid on an all-black basketball team; how the white girls
jumped rope and cheered versus how the black girls did it; stuff from my childhood.
Five minutes before going on I told him, Thats what Im planning to do. The producer
said No, I dont want you doing that. Johnnys a white host, Sammys black. I told
him, That doesnt make any difference. Ive worked in black night clubs. Anyone else
would have backed down and done different material. He could have kicked me off the
show, but he probably figured, Oh hell, were taping this show, Ill edit the guy out. I
walked out on stage, did that material and afterwards went to sit on the couch with
everyone. Sammy was falling on the floor laughing. On the air, he said, How would
you like to go on the road with me? I ended up going on the road with him as his
opening act for over two years.
A woman seated next to them added an interesting comment. Theres no
denying that street smart people have a lot of moxie and will do things that others

41

might shy away from, she said. But the thing about chutzpah isit can be overdone. Some people are turned off by the appearance of too much chutzpah. No one
likes arrogance. So its important to have chutzpa and the effectiveness it brings, but
dont show it too much. Over-sellers often miss sales as much as those who undersell.
The limo pulled up outside the high school and Charles could already hear the
crowd cheering. They had arrived just in time.

The roar of the crowd woke me up before the alarm went off. I raced for the gym
and got there in time to see the opening toss.
It was a close game from start to finish. Toms team won by two points and Tom
was carried out on his teammates shoulders for sinking the winning shot from the
half court line with one second left on the clock.
A couple of days later I was at work, sitting by the phone, trying to figure out how to
get through to a bank President who had been too busy to see me for the last month. I
was trying to structure a joint financing deal for a client and had hit this roadblock.
On a whim, I grabbed my coat and told my boss I would be back in a while. I went
to the nearest flower shop and bought a nice flower arrangement. I took a cab crosstown to the bank and went up to the presidents office. I already knew his secretary
from innumerable phone conversations.
Joan, Im Charles Green, I said.
Ah, the man behind the persistent voice, Joan said, extending her hand. And to
what do I owe this visit?
These are for you, I said, handing her the flowers. for being so nice and helpful
on the phone. And I have to admit, I was hoping to catch everyone off guard and
actually get in to see him.
42

You know how it is, she said glancing at his calendar, hes booked solid.
What if you told him Im here and am willing to sit and wait until eight oclock if
necessary, I said.
I dont think thats a good idea, she said sincerely. He doesnt like to be
pressured like that, but let me go in and talk to him.
She went into his office and returned a few minutes later with a smile. He said to
give you an appointment for Friday. Can you make it at one?
I would be here at one in the morning if he wanted! I said buoyantly. She thanked
me for the flowers and I thanked her for the appointment. Hot dog! I was one step
closer to the deal.
During the cab ride back to the office I jotted down some thoughts.

To Be Street Smart...
1. You have to be confident. If you dont believe in yourself, no one will.
2. Street Smart people have an air of confidence. In some situations you have to fake
it till you make it. All the worlds a stagechoose your role.
3. Confidence and trusting your intuition go hand-in-hand. The more you do of one,
the more the other develops.
4. You cant be afraid to do or say what you believe in. Dont be afraid to ask for what
you want. If you dont ask, you dont get.
5. Stretch the limits of your normal behavior by doing something unusual once in a
while, especially something that takes chutzpa.
6. Know the difference between confident and arrogance. Too much chutzpa can be
as bad as too little.

43

V
IM OKAY, YOU IM NOT SURE ABOUT
Healthy Skepticism

bout a week later Tom and I were walking home after seeing an actionpacked B movie. We passed a store that had banners and flags
promoting a Going Out Of Business Sale. There was a stereo

blasting rock music and a hawker standing at the entrance encouraging passers-by
to come in and save 50 to 75 percent. Drastic Reductions! Easy credit! Extended
warranties! Save Save Save!
I grabbed Tom by the arm and pulled him toward the store. Come on, I want to
buy a VCR, I shouted over the din.
Are you kidding, he said as he stopped and resisted my pull. Thats not the
place to buy anything!
Why not? I asked. You told me never to pay full price for anything. This place
looks great!
Come on, he said, continuing to walk home. Dont believe everything you see
and hear. That place has been going out of business for years. Never trust a place
like that! Everyone knows their prices are jacked up and then discounted to what they
should be. There are no bargains in this world.
You are so cynical, I said.
I know all about that stuff, he said. I have an aunt who is a sucker for every scam
that comes down the road. My father and mother used to fight about her. She used to
get taken advantage of and my mother would want to bail her out by sending money.
After about the tenth time my father said, No more money! The only way shes gonna

44

learn is if she has to get out of these messes herself. I learned a lot listening to them
fight.
A soccer ball came rolling down the sidewalk, Tom gave it a swift kick. It sliced
and almost crashed through someones window.
My father used to tell me, Dont trust anyone who carries a briefcase, never do
business with a pipe smoker, and dont play pool with anyone named Doc.
I dont get it, I said as we turned the corner.
A guy with a briefcase is gonna want everything in writing, he continued, and you
wont be able to take his word for anything. A pipe smoker cant make a decision. Hes
got to clean his pipe, stuff it, light it, chew on it, and take three weeks to think things
over. A guy named Doc, I guess thats just from the old Cowboy moviesthe pool
hustlers were always named Doc.
We came to our apartment building and found Toms mother, Jacquie, sitting on
the stoop reading Cosmopolitan. It was a balmy afternoon so the three of us sat
outside, drank iced tea, and talked until dusk.
Jacq, I said, Tom and I were just talking about how cynical he is. Would you say
thats a good way to be in the big city?
I dont think its cynicism, she said. I would call it healthy skepticism, and, yes, I
think its a good way to be. After all, there are few things you can accept on face value.
Sad to say, but there are a lot of scams going on out there. Skepticism is just part of
discerning the sincere from the insincere, the good deals from the cons. Would you
rather be naive?
No, I replied. So how do you learn to trust people?
You give them time to prove themselves, she said. A lot of the people you run
across, especially in business, have hidden agendas. Even though people are
working for the same company or on the same project, they may be looking out for

45

themselves first. The world is full of opportunists and a lot of them will stab you in the
back for a promotion or theyll take credit for something you did.
Ive seen that happen already, I told her. I worked on an account with a guy and
found out later he was taking our client out for drinks and to the theatre behind my
back. It was supposed to be a team effort, but he only cared about making himself
look like a super-star.
Thats what Im talking about, Jacquie said. And if you think back, part of it may
be your fault.
How could it have been my fault? I said defensively.
Maybe its wasnt, but people are often their own worst enemy, she said. They
will tell their whole story and, basically, theyre letting it be known where theyre
vulnerable.
So what can you do to protect yourself? I asked.
The first thing is to keep your mouth shut, she continued. Say less. Then think
from the other guys point of view. Ask yourself, What could this person want from
me? Where am I leaving myself open?
Tom spoke up. My father once said to me, there are a lot of people who, if you
give them enough rope, theyll hang themselves.
Gee, I think Ive heard that before, I said.
Six months after he left my mom, Tom continued, she starting seeing this guy
who everyone liked. But I didnt like him from the get-go. I thought about it a lot, but
kept feeling like I couldnt trust him. Everyone else said, You never trust anybody.
Yeah, thats partially true, but there are some people I trust less than others, and this
guy, I got a gut feeling about him that he couldnt be trusted. Everyone said, but hes
so nice and I said, thats one of the reasons I dont like him. He was too nice. I was
suspicious of his generosity. He was trying too hardalways giving me stuff and
flattering me. It made me sick. Anyway, about a year went by. He started asking my

46

mother and her friends to invest in a business he was starting. Hot new idea! This
dude was going to be the next Mrs. Fields Cookies. My mother and I talked about it
and she decided she wouldnt give him a dime, but other people did and he ripped
them off.
Theres a little more to it than that, Jacquie said. He wanted me to co-sign a
loan. He gave me guarantees that everything was kosher, but I told him no. I didnt
even have a gut feeling about it because my emotions were getting in the way. But I
looked at the situation and imagined myself a year later looking back on the events
and I realized it was all too predictable. It had all the makings of a scam.
I always think about what my entanglements with people could do to me. The
minute I get into something I immediately also figure out how Im going to get out of it.
Like Tom said, you have to slowly give people enough rope to hang themselves. Its a
waiting game to see if theyre going to fly or fall. The ones that fly become your
friends.
So you cant judge a book by its cover, I added.
No, Jacquie said, you have to see whats underneath and sometimes that takes
time. But that doesnt mean you withhold judgement every time you meet someone.
Part of having healthy skepticism is relying on your intuition and using the thousands
of little generalizations you carry around with you. Imagine yourself at work. If youre
interviewing a man for a job and he hasnt shaved for the interview, right away you
have to listen to that voice inside thats saying, This guys a flake. If he doesnt have
the smarts to shave, I dont care what his resume says. He may think he's Don
Johnson, but hes applying for a business position, not an acting job.
In a way thats unfair because youre judging the book by its cover, but on the
other hand, itll keep you from making poor decisions, wasting your time, or being
taken advantage of.

47

So sizing people up sometimes requires only a snap judgement and other times
you have to give a person time to show his or her true colors, I said.
Absolutely. It depends on whats at stake, Jacquie agreed. If someone is being
interviewed for an important position, you take the time, do your due diligence. But if
someone is interviewing for the mail room, your standards are much lower, so you
spend less time and make the decision faster.
Its a big problem these days, I said, companies getting burned by employees
misrepresenting their backgrounds. Or they have the credentials, but are
psychologically undesirable. Managers really need a good system for ferreting out the
phonies.
My boss has an interesting system, Jacquie said. There are tests available to
determine whether a person is basically straight, but the test cant tell you if hes a
compulsive gambler or if hes been married six times. His instability doesnt come
out. So my boss applies his own little test. He ends an interview by saying, I sure
have enjoyed our chat. What I like about you is that you are a real straightforward, sayit-like-it-is guy.
Whether hes been straight or not, my boss gives him credit for being honest.
Then he says, I think youre the kind of guy we want, but I have one question for you
and, because you are so straightforward, I know you will answer honestly, okay? And
then he says, What is the one thing about you that you least want me to know about?
And then he shuts up and watches the guy squirm. If the guy says nothing, my boss
figures hes lying, therefore, hes destroyed his credibility. Most of the time that doesnt
happen. Everybody has something to hide. So guess what they say? They bring up the
one thing they dont want you to know. Theyll wiggle, cough, and say, I suppose
maybe the fact that I have a couple of drinks at night, but I dont drink to excess. Then
you know the guys a drunk. Or I like to play poker on Friday nights, then you know
hes a compulsive gambler. Or Oh, I suppose if someone over-paid me ten dollars at

48

the lunch counter, I wouldnt give it back. Then you know hes a thiefhell rob you
blind. They will tell you!
Thats quite a system, I said. Does it work?
It works great, she said proudly, my boss has one of the best staffs in New
York.
Including you.
Especially me!
The three of us got up to go inside. I turned to Tom. Ready to go over your English
homework tonight?
I sure is, he said with his best poker face.

Later that night I microwaved a gourmet frozen dinner and read my snail mail and
e-mail. There was a lot of junk. I had offers for credit cards, magazine subscriptions,
insurance, merchandise, and get-rich-working-at-home offers. I engaged my newly
acquired healthy skepticism and tossed them all. As Tom had said, there are no
bargains in this world. If it seems too good to be true, it probably is.
I felt very peaceful as I slid into bed, despite the pounding outside my
windowsomeone on the street was playing a car stereo too loud. Any other night I
would have shouted an obscenity out the window, if Tom hadnt beat me to it. Tonight,
however, I didnt want to spoil my inner calm. I thought about the nice chat with Tom
and Jacquie that afternoon. They were beginning to feel like my New York family. I
liked that. I also appreciated them for helping me learn about street smarts. Its great
being able to learn from someone elses experience; and, as I was discovering, if you
pay attention, you can learn even more from your own.
I took out a piece of paper and jotted down the essence of our sidewalk session:

49

To Be Street Smart...
1. Street smart people have a healthy skepticism, which makes them hard to take
advantage of.
2. There are times when making a snap judgement is appropriate.
3. There are times when you withhold judgement and commitment to give the full
picture a chance to unfold and reveal its hidden features. With time, people show
their true colors.
4. Stereotypes and generalizations are useful. They serve as data for sizing-up
people and situations. They point out a certain probability of events or behaviors
occurring based on past patterns. They help you make decisions quickly and keep
you out of trouble. You have to know when you are invoking them, however, to avoid
being prejudiced or unfair.
5. Being hard to take advantage of has to be balanced with knowing when to give in.
You dont want to be unyielding and lose opportunities. Sometimes, if you give an
inch, you gain a mile.
The music outside continued as I turned off the light and went to sleep.

50

VI

THINK FAST!
Resourcefulness

he jet landed in Los Angeles after a ten minute flight from New York.
There were many limousines waiting outside the plane. Charles got into
the one that had his name spray painted like graffiti on the side.

He was taken to a television studio in Burbank and given a ticket for a talk show.
Once inside, Charles realized he was in the audience of the Patrick McDougall show,
a Phil Donahue clone. The guest host was Charles neighbor, Tom! He was grown up
and starting to gray slightly. Toms success did not come as a surprise to Charles. He
knew there would be no stopping him once he combined his street smarts with a
formal education.
Todays show was a panel discussion on, you guessed it, Street Smarts. The
technicians were making last minute audio checks on the microphones. It was three
minutes to airtime.
Charles looked around and saw all kinds of people in the audience. There were
young and old people who appeared to be from all walks of life. He thought, Dr.
Sternberg was right, street smarts is something everyone can gain from.
The show began with its theme song, The Street Smarts Samba. The studio
director cued Tom that it was show time. He faced the camera and posed his
hypothetical question to the home viewers.
I want you to imagine this: Youre vacationing in a large American city. One night
you and your spouse decide to go out for a very fancy dinner. The two of you are
dressed to the nines and start driving to the restaurant. Suddenly your rental car
sputters and threatens to die. You pull off the highway and desperately search for a

51

gas station. You find none. The car dies and there you are in a ghetto. To make
matters worse, there are three gang members standing on the corner looking like
vultures waiting to swoop down on you for their evening meal. What would you do?
Were going to find out the answer on todays show. We have with us in the
studio some of the most street smart people in Los Angeles. Will you look at whos
here: Steve Allen; David Brenner; F. Lee Bailey; Tom Dreesen; Dennis Franz; Wayne
Arnold, with the Drug Enforcement administration; Frank Collura, a former Chicago
cop; and who knows who else will call in. Well be back in minute.
During the commercial break the panel members talked amongst themselves
and decided, because the show was only an hour, they would limit the discussion to
one aspect of street smartsresourcefulness.
After the commercial, David Brenner broke the ice. You gotta be able to think on
your feet. In the situation you just described, you have to think fast and get those guys
on your side right away. Distract them from eyeing your thousand-dollar suit and your
girls diamond watch. So you jump out and you say, Hey, any of you guys good with
cars?
Tom nodded in agreement. Thats what I would do. Right away you get them on
your side and you create an atmosphere of competition amongst them. Youre also
boosting their macho images of themselves because everyone knows real men know
how to fix cars.
Steve Allen picked up the ball. What were talking about here is resourcefulness.
Street smart people are glib. Theyre good ad-libbers. For me, I can trace it back to my
childhood. My mother and father were a Vaudeville comedy team. We moved around a
lot and I attended 18 schools, which had its pluses and minuses. One advantage, in
retrospect, was that I was constantly being dropped by parachute, so to speak, into
enemy territory. So I learned to land on my feet and immediately set up shop; and I
kept discovering talents I had never even thought of two weeks before.

52

Unlike everyone else, I didnt have friends for twelve years, but on the other hand, I
did get experience ingratiating myself and meeting new people and somehow fitting
myself in a conscious way.
Sure, Tom said, when youre the new kid in the class you have to impress
everyone right away. You do that either by beating the crap out of them or making them
laugh. With a class of 30 kids, its much more efficient to crack a joke.
You have to be able to wing it, Steve Allen continued, that ability served me well
later when I ended up doing talk show duty in television. It also doesnt hurt if your
specialization in comedy is ad-lib, as mine was.
When the pressure is on, you have to be able to keep your cool, Wayne Arnold
said. In a tight situation, a lot of people think, how can I get out of this situation, and
thats all they think about. It closes down their options. You cant shut down; you have
to go with the flow of the situation, which often means staying there and working with
your environment, namely the people who are thrust in your face.
I busted a guy once and my story for getting to him was that somebody at a bar
sent me to his house. I was supposed to drive up to his house and he would hand the
drugs out of his window. I wasnt suppose to get out of my car. Anyway, I pulled up and
I called his name, he leans out the window and I told him Shorty sent me. He said,
He did? and I said Yeah, I want to get an eighth. He says I got it, but I havent
packaged it up yet, come in.
Instead of following my instincts, which were telling me I shouldnt do this, I got
into my role. When youve been in this business for a while, you start to be somebody
else, you get to lie pretty well. So I went into the house. He opened these steel bars
behind his door, then locked them behind him after I entered. I thought, Why is this
guy locking the bars? He said, Have a seat, Ill be right back. I was in the kitchen and
I heard a dog growling in the other room. The dealer returned with a pistol in his hand

53

and says I dont know you man. I said Well, Shorty sent me. He says, Well, wait a
minute. Where is Shorty?
I said, Hes at the bar down the street. I didnt know if he was there! The dealer
said, Let me get him on the phone. Now realizeI didnt know Shorty. The dealer
called the bar and got the guy on the phone. He said, Who is this guy you sent over
here? I dont even know him. Then he took the phone away from his ear and says,
This guy says he doesnt know you.
The first thing that flashed into my mind was that I couldnt get to my gun fast
enough. This guy had a pistol in his hand pointed at me. So I winged it and said, Let
me talk to him! I stood up and quickly grabbed the phone and started talking to Shorty
as if I knew him. I started cursing him out. Goddamit, man, what are you doing to me!
This guys got a gun. Are you crazy. So suddenly the dealer must have been
convinced that I knew Shorty because he started to relax. I saw him relax. I handed
him back the phone. When he got back on the phone, he turned his back on me and
that gave me the second I needed to get my gun and bust him.
It was a great story. Tom grasped the silence that followed, And on that note, well
take a break.
During the commercial the discussion continued. Frank Collura shared one of his
war stories.
After I left the Chicago police force, I was working undercover in Palm Springs.
One night I was taking two dealers to meet another dealer in the middle of the desert
to make a buy. They all had guns. I had stuck my new miniature walkie-talkie under
the seat, but I forgot to turn it off! Meanwhile, the tail car came up behind me, and
Suspect is turning right on Tahquitz-McCollum came booming out from the walkietalkie under my seat! The guy in the back seat stuck a gun to my head and said,
Youre dead, fucker. So I turned on the other guy, who was a friend of the first, and
said, Do you believe this shit? Hes pulling a fast one. Weve got a narc in the back

54

seat. He sticks a transmitter under the seat and then wants to lay it on me. Do you
believe this asshole! I laid the blame on him and I got away with it! We argued for a
while, accusing each other until finally it got to be a standoff. We concluded that narcs
had bugged the car, and that the motion of the car had popped the transmitting button
out so that it would receive. I pulled it off, and we later indicted both men. And like
Wayne, it was quick thinking that saved my life.
The director cued Tom and they were back on the air. Were in Los Angeles
talking about street smarts, Tom said. Go ahead caller.
You guys are obviously street smart, the caller said, but how does a guy learn to
be resourceful?
How do you develop your resourcefulness? F. Lee Bailey answered. By using
ones imagination and not being a slave to the teachings of others who insist that this
is the way we have always done it. That is the bureaucrats war cry. Youve got to get
used to the notion that, even though you could be ridiculed for it initiallyas many
inventors and other great minds have beenit is a good idea to think up new
methods to attack old problems.
You have to use your imagination and creativity and have the confidence to think
things out and, if they make sense, go forward with them. Dont ask big brother for
advice. In the two environments that are my passions, criminal law and flying, there is
no time to talk to big brother anyway.
A man in the audience stood up. Tom ran to him with the microphone.
One way to become more resourceful is to expect it of yourself. Much in the same
way you would expect it of others. As an employer, I find that its just a matter of letting
people make decisions and putting them in situations in which they have to find their
own solutions.
Heres a simple example: My secretary comes in and says, Weve got a problem
here. What shes really trying to do is give me the problem. I have a rule, which is to

55

always ask, What do you recommend I do? My attitude is, dont walk into my office to
tell me about a problem without first having thought it through and figured out what you
would do. A lot of people are willing to identify a problem, but arent used to being
asked for a solution. If you get into the habit of thinking things through, you become
more resourceful.
That sounds like good advice to me, Tom said, think for yourself! Is the caller
there?
Good morning, the caller said, I believe resourcefulness is probably the most
critical element of success, but one of the biggest problems in business today is that
people tend to find a comfort zone and get bogged down in it, which is not conducive
to being resourceful. To be resourceful, you may have to do something slightly out of
the ordinary.
Tom pointed the microphone at the man in the audience who spoke previously.
Street Smart people are not afraid to step out of the pack and solve a problem
creatively, he said. They are lateral thinkers; they learn to look at things from different
angles.
It is also important to have some level of success, the caller continued. If you
want people to be resourceful, youve got to have them try it and see it work. So a good
management technique is to encourage employees to be resourceful and creative.
Give them role models. Let them rub shoulders with people who are innovative.
Part of resourcefulness is persistence. Its one thing to be creative and look at
things from many angles, but sometimes its simply a matter of persisting until you
find the right solution.
Tom Dreesen offered his insight. Persistenceits often the difference between
comedians that make it and those who dont. A lot of guys I started out with fell by the
wayside. They were just as funny and talented as I was, but they didnt have my kind of

56

persistence. If youre going to survive in this jungle, you have to be tough, you have to
be glib, you have to be able to think on your feet.
You learn those things when youre a kid and theres a bully in the neighborhood
and you know hes gonna kick your ass every time he sees you. One day you say to
yourself, I cant whip this guy, but even if he whips me every time, Im going to make
sure he knows hes been in a fight. Every time he fights me, Im going to give it my
utmost. After a while, this cats going to leave you alone. If for no other reason than
hes going to get tired of getting hit. Thats what persistence isyou keep punching
away.
Let me tell you something, David Brenner began, theres nothing glamorous
about street fighting, but it does give you a certain inner fortitude. I had my first street
fight when I was four and a half years old! When I was older, I was lucky cause I was
funny, so I got out of a lot of fights. You make a guy laugh, and he says, this guys
funny, lets let him go. But I had so many fights. It was such a natural thing. I once
thought, some people dont fight? I mean there are people that dont punch? And I
wondered, theres a world like that? Where the hell is that world?
What you said about fighting building character is true, Tom said. I shined
shoes all night long as a kid. On the way home, they tried to take my money, and they
did take my money a couple of times. My father said, You better learn how to fight. He
never said, Heres more money.
I think any adversity builds character, Tom added, but we dont want to advocate
belligerence. The point isstreet smart people are persistent. We have another
caller
Yes, I agree with everything thats been said, but Id like to add one qualifier.
Street smart people also know when to stop persisting. You have to know when its
okay to give upwhen youre not going to make the sale, for example. In the case of a
business, you have to know when to stay in there and fight and when to jump off a

57

sinking ship. In real life, only a fool goes down with the ship. Like Kenny Rogers said,
You have to know when to hold em and when to fold em.
A man stood up in the audience. Tom ran over to him as he thanked the caller.
If youre not persistent, the man said, you may settle for mediocrity. Persistence
means you dont settle.
What Im hearing, Tom said, is that street smart people think quickly on their
feet and theyre persistent. Im afraid were giving the impression that theyre a bunch
of cowboys making decisions by the seats of their pants. What about the other side of
the coin?
Absolutely, F. Lee Bailey said. Being prepared is a large part of ityou can be
as street smart as you want, but if you havent done your homework, it isnt going to
help you much. Then youre constantly getting into trouble and using your
resourcefulness to get you out, when you should be using it to get the advantage
instead of always playing catch-up.
I have a dramatic way of driving home the need for preparedness in court. I
usually shock my young attorneys by grabbing their notes away before they do their
first cross-examination. If they dont know their witness well enough by then, they
shouldnt be standing up in court. Its like throwing someone out of a boat to teach
him to swim.
In business you can only bluff so far, Frank Collura added. You really need to be
prepared. It cant be all hype. You have to be able to back yourself up with facts.
I pulled off a coup in business and its because I did my homework. After I retired
from police work I was in the home security business and wanted to expand. With very
limited formal education, I had to go to Westinghouse to negotiate a franchise. So I
went to the library and became an expert on franchising and forming corporations. I
found out what would be the most attractive corporate structure to attract financing and
limit liability. When I met with Westinghouse I knew the facts and I knew what

58

questions to ask. That was as important as any of the R & D I had done to develop my
security system.
Whenever possible, have the facts. Street smarts teaches you that, when youre
talking big businessmillion dollar dealsyou cant bluff your way for very long. You
need to seek out information on your own, particularly if you dont have the financial
resources for expert advice. Be prepared. Thats the bottom line.
I believe we have a caller, Tom said. Go ahead.
Being prepared can be something as simple as having the ability to
communicate with people, the man said. When I was young I spent a year studying
and traveling in Europe. I hitchhiked everywhere. I didnt have the money for train fare.
All the other hitchhikers were wearing old army fatigues and knapsacks. Not me! I
wore my Brooks Brothers suit and carried a leather valise. I got the rides. I made it
from Paris to Oslo in two days, which is incredible! On my way back to Paris from
Norway, on the outskirts of Berlin, there was a post where you were supposed to
stand if you were a hitchhiker. Well, there was a line of ten people, mostly Americans,
waiting for rides. I looked at that line and thought, No way! A hundred yards up the
road was a gas station. I went to the gas station. As I walked up, in pulled a Citroen
with an F on the back. As the driver stepped out, I approached him and, in French,
asked if he minded if I got a lift with him. He said, but of course, get in. Well, an
American saw me getting a ride. He came running over and asked, Excuse me sir,
may I get a ride? and the Frenchman said, Sorry, I dont speak English. And away we
went.
Tom chimed in. So you have to be prepared, able to speak the other guys
language, and if necessary, you have to wing it if your plans go astray.
A woman stood up in the audience. Tom ran to her and presented the
microphone with a flourish. Theres a sayingwhen you go on vacation, take twice
the money and half the clothes. Well, in my experience, if youre going into business,

59

also take twice the back-up and half the ideas. The back-up is money and people.
Success in business is usually not due to one person, although one person usually
gets the credit.
That ties in with another form of resourcefulness, Tom Dreesen added. One of
the things a street kid learns at a very early age is that you dont have the answers to
everything. So you surround yourself with people who do. And you pay them. You cant
do it all. A street kid knows you have to dig into your pocket to get by. If I want to
succeed, I go as far as I can with my intellect and my chutzpah, and then I pay people
to take me further down the line; a lawyer, a manager, a publicist. Dont try to do it all
yourself; and have the people you hire checked out. I have an accountant and a
business manager. The accountant checks on my business manager. My lawyer
watches both of them. Its my own set of checks and balances. If Im going to do
business with you, Ill find out who youve dealt with and talk to them.
A man in the audience took over. Im in the advertising business. There are a
couple of things in business, and in life, that are important regarding
peoplecredibility and credit. Credibility is a matter of personal integrity. Credit is a
matter of planting seeds because you never know which ones are going to grow. A
businessperson is only as powerful as his contacts.
Years ago I was hired by the symphony of a large city to boost subscription sales.
One of the first things I did was go to the number one radio station in that city and see
the Vice President and General Manager. He owed me a favor. You see, 20 years ago,
as a kid, he was a new salesman for a radio station in the Midwest. I had just opened
up a market in his area for the Evelyn Woods Speed Reading course. Sometimes
when Im buying airtime Ill ask for the newest salesman. I found this guy who was on
the job for one week and, in one fell swoop, I made him the number one salesman.
He never forgot me.

60

Another time I got to the Mayor of a city through the publisher of that citys major
newspaper because I had helped his daughter find a job three years before that.
Youve got to make contacts and use them. One powerful way to do that is to always
be willing to do favors for people. Thats what the Godfather did, and we all know how
powerful he was.
Is the caller there? Tom interjected.
Yes, hello, came the callers response.
Quickly, please, Tom barked, we have to break for a commercial.
I just want to say that, historically, successful people have been those who have
allies; and their success has been in direct proportion to the enormity of their
following. Thats why support groups are important.
And well be right back, Tom said. During the commercial break a woman stood
up in the audience and Tom gave her the microphone.
Support groups are wonderful ways to learn, she said. What better way to learn
to be street smart than to find someone who is already street smart and use that
person as a role model. You can do it from a distance or, preferably, with that
persons cooperation. Think of how much you could learn if you had a mentor whom
you could ask anything.
A man stood up and added, Im not disagreeing with what that woman just said,
but I honestly believe one thing that sets street smart people apart is they dont have
the dependency on support groups that other people have. Some people cant
function without a support group. Street smart people have the guts to face things
alone. Sure, they like to have the support group, but its just icing on the cake.
And were in Los Angeles, welcome back, Tom said as the show was live again.
Tom Dreesen put things in perspective. Street kids are some of the most flexible
people around. They can work alone; they can have a support groupit doesnt
matter. Ive always felt that Im one of those guys that will survive wherever you put me.

61

I remember when I joined the Navy. The thought of going out to sea for 60 days was
very strange. I wondered, how will I stand it out there? But the moment that ship
pulled away from the pier, I adjusted to the environment. I learned that I can adapt to
almost any environment on a moments notice.
Adaptability means several things, a man in the audience said. It means you
dont fight life. If youre stuck in a situation that you dont like and cant change, you
make the best of it. But adaptability also means youre flexible with people. Street
smart people are excellent communicatorsthey know how to play an audience,
whether its one person or a thousand. They know when they need to be
chameleons.
Ill never forget it. When I was young, I drove a beer truck for my father from the
age of 16 to 21. I learned a lot about psychology from my father, who taught me some
very funny lessons. One time he was showing me my route, and one day we pulled
into a little dive of a beer joint and he said, I want you to watch what happens in here.
We walked in and my dad says, Well, how the hell are ya, Bob? Whats going on? It
was a real earthy conversation with lots of expletivesand my father wasnt one to
swear a lot. We walked out and my dad said, Well, what did you learn in there? I said,
Well, I dont know, I just thought you were kind of a different person than usual.
Seven or eight stops later, we were at an exclusive country club. My father walked
up to the general manager and said, How do you do, John, its good to see you
today. They talked a little about golf and the stock market. When we came out, he
asked me, What did you learn? I said, Well, I sure learned youre a different person
here than you were at the other place. He said, The lesson for today is knowing when
to say shit in public.
If you adapt your communication to the people youre with, youll fit in anywhere.
Its not being dishonestits being sensitive, understanding, and flexible.

62

Tom added a thought or two. When I think of a street smart person, I dont think of
someone who is necessarily sensitive or diplomatic. In fact, I think of someone who is
not afraid to bulldoze his way through life.
Dennis Franz coughed and commented. Its both. The classic tough guy image of
street smarts, like that brooding Mickey Rourke type, is really not valid. There are a lot
of women I know who are street smart. The hard edge that you referred to, Tom, is
merely an outer skin that you wear in order to survive, especially in my line of work,
show business. As an actor, you have to be sensitive, but at the same time you have
to have a hard skin because there is so much rejection. How do you do it? You have to
let it roll off your back and not take it personally. Its a Catch-22 type of business. Your
attitude has to be, I know and they dont. One of these times somebodys going to
see what I know is there.
Rolling with the punches is the only game in town, David Brenner interjected. I
mean there is no way you can beam up. Youre here. Its the only game in town. So
you play it out because you dont always have a choice. I think thats what lifes all
about.
Another aspect of flexibility is the willingness to compromise, Geraldine Ferraro
said. My life has been quite varied, with lots of different careers. At each stage, Ive
become more of a street person. What I mean by that is, inasmuch as I consider
myself smart and I love to learn, I dont consider myself an intellectual. Im a
pragmatist. When push comes to shove, I want to see concrete results. I wont
sacrifice my morals or my standards to achieve a goal, but I will take less and figure,
with time and patience, Ill eventually get it all. Thats hardly an approach about which
great books are written, but it works, and Im realistic enough and street smart
enough to recognize that.

63

Were almost out of time, Tom said. He turned to the panel. Why dont we quickly
sum it up? Weve been talking about that aspect of street smarts that we call
resourcefulness. And we could say being resourceful means...
Thinking quickly on your feet.
Being creative and seeking your own solutions.
Being persistent.
Doing your homework and being prepared.
Surrounding yourself with experts.
Making and using personal contacts.
Being flexible and adaptable.
Being able to talk to anyone.
A willingness to compromise.
Rolling with the punches.
Tom turned to the camera. And there you have it! See you on the street corner.
The theme song came up, credits rolled.

64

VII

WHAT HAVE YOU GOT TO LOSE?

ITS ONLY MONEY
Risk-Taking &
Learning By Your Mistakes

aking up in the morning had become a new adventure. Each day I

looked forward to what I might learn on my new mission. I hopped out of
bed and went through my routine with a new energy.

Work seemed like more of a challenge than drudgery. I was seeing my tasks with

a fresh perspective. At five oclock my boss complimented me on my productive day

and, being Friday, we headed to the pub for happy hour.
After chatting about work, there was a moment of silence. The VP of marketing
joined us, so I took the opportunity to thank him for encouraging me to be open to the
lessons my dreams offered.
If it werent for your encouragement, I told him, I probably would have regarded
my dreams as nonsense. Now I know better, in fact, Ive learned some incredible
lessons lately.
Dont give me the credit, he said. Youre to be complimented for admitting your
ignorance when you told us you wanted to become more street smart. Sometimes the
hardest part of learning something new is admitting you dont know it.
And thats something you can say about street smart people. They are willing to
stick their necks out and take risks. They assess a situation to minimize risk, but they
also realize that risk is an unavoidable part of getting ahead in life.
Ive had my share of flops, I said.
Are you kidding, he said, youve only just begun! Keep taking risks and making
mistakes. You learn far more from your failures than from your successes. When you
65

succeed at something, you dont stop to think about what you did and how you did it
right. You take successes for granted because most of what you do in life is
successful, but failures stand out as monumental, they happen so rarely. Those are
the learning opportunities. You have to blow it a few times before you learn how to do
it right. But if you keep blowing it, its because you havent gone back and looked at
your failures with an open mind.
We ordered another round and he continued on his roll.
In fact, too much success creates arrogance. Arrogance creates more failure
than incompetence does. Take CEOs who are successful at one company and then
bomb at another. The reason that happens is they maximize the fit between
themselves and the first organization over a period of years. Then they try to carry over
the things that worked in the old job, but they dont work in the new one. They actually
end up getting in their own way.
Why do they do that? I asked. These are intelligent, experienced people who
should know better.
So often the problem with adults is attitude, my boss added. They feel they know
it all and that gets in the way of learning new things. They think because theyve been
doing something for 20 years and its worked, no one can tell them anything new. The
attitude is, So who are you to tell me? In that case, theyre stupid. Its not intellectual
stupidity, its attitudinal stupidity, but the effect is the same.
Taking risks and being willing to fail is only half the picture, the VP of marketing
said. The other half is learning by your mistakes. Learning is a cybernetic loop.
Cybernetics are like the way robots work. Lets say I had a robot and it was traveling
across the living room, but suddenly bumps into some furniture. It feeds that
information back into itself, changes direction and goes somewhere else.

66

Listening to him I remembered David Brenners story about finding the coatroom
in a restaurant. You boldly head in one direction. If youre wrong, you correct your
course until you get it right.
My boss spoke up again. Street smarts is knowing when youve gone down the
wrong street. Youve got to know when youve made a mistake and when to back off. I
recently got into an investment that was less promising that expected. It wasnt
something I really wanted to do and its chance of success was not that high. So I
backed out, cut my losses and ran.
But did you learn from your mistake? the VP of marketing asked my boss
facetiously.
Damn right I did, my boss said. You can teach an old dog new tricks.
Something Ive learned is to not think Im a know-it-all. Street Smarts means keeping
your eyes, ears, and the rest of your senses open to the possibilities around you all of
the time, because some of the best ideas come from unexpected directions.
Precisely, the VP said. Thats why I encourage my front-line people to come up
with creative solutions to customer service problems. You will rarely, if ever, hear of a
situation in which an employee was either fired or severely reprimanded for bending
or breaking company policy to help a customer, especially if it resulted in keeping that
customer. But were all aware of cases in which customers are lost because an
employee rigidly adhered to company policy. The point isthe appropriate behavior is
situational. You have to be able to draw on all your resources and take charge. That
involves risk.
Ask yourself, who are the people who move up in the company? The innovators,
the risk-takers, the policy-benders. The people who are willing to take a stand.
My boss added a pearl of wisdom. Someone once told me, Be where the bombs
are falling and dance like hell.
If you want to get ahead in business, I added.

67

Thats right, he said. Youve got to prove yourself in the heat of the battle. No one
wants to be there, but those who surviveno, thriveare the ones who are promoted
to Generals.
On that note I told them I had to shove off and head home. I left some money on
the table, grabbed my briefcase, which was still in sight, and walked toward the door.
As I walked passed the bar an insurance broker I knew grabbed my sleeve and pulled
me toward him.
Charles, he said, buddy, I have a couple of extra tickets to the Knicks game
tonight. Wanna buy em? Theyre great seats!
The word Buddy set off an alarm in my head. Suddenly I was skeptical. I looked
at his tickets. The Knicks were playing Boston and they were great seatscenter court
and close enough to hear the players think. They must have been season tickets.
How much? I asked.
Normally forty, but for you, thirty bucks each, he said.
I could hear the con in his rap. Normally forty, for me thirty. Give me a break. Then I
realized the tickets probably belonged to his fatherI knew this guy wasnt making
enough money to afford season tickets. So the bottom line was they hadnt cost him a
dime. Whatever I paid for them would be found money to him.
Do you know what time it is! I said. It just so happens I have plans for tonight.
He didn't have to know that my plans were to eat dinner and read some magazines.
Come on, he whined, thirty bucks a ticket is a deal worth changing your plans
for.
Ill give you twenty bucks for them, I told him, feigning nonchalance.
Ten bucks each! he protested. Do you know what these are worth!
I knew what they were worth. I also knew, if he could have, he would have sold
them by now. Just for effect, I glanced at my watch.
Fifteen bucks is as low as I can go, he said.

68

Ill tell you what, I said. Ill do you a favor. Remember that woman you wanted to
meet, you know, the one who works in my office. Well, Ill take both of you to lunch next
week so you can meet her. His eyes lit up. But I dont want to spend more than ten
dollars each for the tickets.
Youve got a deal! He thrust his hand into mine and shook it hard.
Now theres one favor I have to ask of you, I said after he gave me the tickets. I
knew he was thinking, Anything, Ill do anything! Youve been putting off giving me that
referral out on Long Island-you know, the guy with the hardware chain who wants to
go public.
Yeah, I just spoke to him a couple of days ago, he said.
I want his phone number, I said bluntly. Right now.
Sure, you can have it, he said as he fumbled with his PDA. Anything else you
want? How about a date with my sister?
I gave him 20 dollars. He gave me the information I wanted. We set up a day and
time for lunch. I left feeling pretty shrewd. I walked home quickly, as there was only an
hour and a half before the game at Madison Square Garden.
Reality, or one possible twist of it, struck home as I turned the corner of my block.
What if Tom couldnt go to the game. He might not be home. There really wasnt
anyone else I felt comfortable inviting on such short notice. The conversation with my
boss and the VP suddenly hit home. Without thinking twice about it, I had taken a risk.
I was proud of myself because, in the process, I had automatically minimized my
possible loss by getting the best price for the tickets and the business referral as part
of the deal. So the worse case scenario might be that Tom couldnt go and I would be
stuck with two tickets if I didnt want to trek to The Garden to sell them. Another way I
could look at it was that I had paid 20 dollars for a very promising business lead. That
being the case, maybe I could consider it a write-off on my taxes. I could see myself in
an audit defending the deduction of two Knicks tickets.

69

I knocked on Toms door and Jacquie answered it.

Hi Jacq, I said as she let me in. Tom was eating dinner. Sorry to interrupt your
dinner.
Thats okay, she said. Will you join us?
Oh, I dont know, I just got home, I said, but guess what Ive got!
Rabies! Tom shouted.
I held up the tickets. Two tickets to tonights Knicks/Celtics game!
Yeeeooow! Tom yelled.
We both looked at Jacquie.
Well, considering you got a B on your math test, she said to Tom, I guess you
can go. Tom let out another whoop.
You got a B on your test! I said. We gave each other high-fives. I knew you had
it in you, you little street rat!
Thanks, cheese-whiz! he said, I couldnt have done it without you!
Sure you could have, I said modestly. Jacquie had already brought a plate and
silverware to the table and was putting dinner in front of me.
I guess Im staying, I said.
Youd be a fool not to, Tom said, stuffing his face with pot roast and gravy. You
see, there is such a thing as a free meal!
I was too hungry to argue the point. Besides, I knew he knew better.

Looking back at the Charles Green who stepped off the plane in New York and
proceeded to have his briefcase stolen, I can see Im a different person now. Not a
superman, but I have a better idea of my abilities, my limitations, and I know how to
move through the system. I feel as if Im in control now. I recognize the games and

70

how theyre played. Ive learned a lot of lifes unwritten rules. Im a lot more street
smart than I was when I moved to this city. And I expect my street smarts to continue to
grow.

71

STREET SMARTS

I. HEIGHTENED AWARENESS
A. Trust your intuition
B. Develop perceptiveness & ability to anticipate
C. Size up people quickly & accurately
D. See the big picture
II. CONFIDENCE
A. Fake it till you make it
B. Use chutzpa when necessary
C. Believe in yourselfBe confident
III. HEALTHY SKEPTICISM
A. Dont believe everything you see and hear
B. Be hard to take advantage of
C. Use your mental categories and generalizations to keep you on guard
D. Give people the time and rope to either hang themselves or prove their
integrity/sincerity
IV. RESOURCEFULNESS
A. Think quickly on your feet
B. Be persistent
C. Be prepared
D. Be flexible
E. Change your surroundings or adapt
F. Surround yourself with experts & contacts
V. RISK-TAKING
A. Be willing to take risks
B. Minimize the possible down side

72

C. Cut your losses and get out if youre wrong

D. Learn by your mistakes

The End

73

Tony Alessandras Audio and Video Learning Resources

Audio Tapesets
New Relationship STRATEGIES
http://www.alessandra.com/relationshipaudio.html
Dynamics of Effective Listening
http://www.alessandra.com/effectlistenaudio.html
10 Qualities of Charismatic People
http://www.alessandra.com/10charismaticaudio.html

Video Tapes
The Platinum Rule
http://www.alessandra.com/platrulevideo.html
Charisma
http://www.alessandra.com/charismavideo.html
Customer-Driven Service
http://www.alessandra.com/custdrivenvideo.html

Collaborative Selling
http://www.alessandra.com/collabsellvideo.html
The Power of Listening
http://www.alessandra.com/powerlistenvideo.html

Video Training Programs

The Platinum Rule Video Training
http://www.alessandra.com/platruletrain.html
Power of Listening Video Training
http://www.alessandra.com/powerlistentrain.html

Web Specials
http://www.alessandra.com/specials.html

Tony Alessandras eLearning* Resources

Platinum Rule email series:
http://www.alessandra.com/eplatruleseries.html
Sales Skills email series:
http://www.alessandra.com/esaleseries.html
Platinum Rule eBook
http://www.alessandra.com/eplatrulebook.html
PeopleSmart eBook
http://www.alessandra.com/epeoplesmart.html
Communicating at Work eBook
http://www.alessandra.com/ecommatwork.html

Non-Manipulative Selling eBook

http://www.alessandra.com/enonmanipsell.html
Platinum Rule eWorkbook
http://www.alessandra.com/eplatruleworkbook.html
Customer Driven Service eWorkbook
http://www.alessandra.com/ecustdriveworkbook.html
Power of Listening eWorkbook
http://www.alessandra.com/epowerlistenworkbook.html
Charisma eWorkbook
http://www.alessandra.com/echarismaworkbook.html

*eProducts are NOT hard copies of books, workbooks, or reports.

They are Adobe PDF files that you download to your computer and
Either read from your computer screen or print out and read.

Tony Alessandra, PhD, CSP, CPAE

Building Customers, Relationships, and the Bottom-Line

Dr. Tony Alessandra helps companies build customers,

relationships, and the bottom-line. Audiences learn how
to outmarket, outsell, and outservice the competition
by applying Dr. Alessandras marketing, sales, service,
and relationship-building skills.
Tony has a street-wise, college-smart perspective on
business, achieving success as a graduate professor of
marketing, entrepreneur, author, and consultant. He
earned his PhD in marketing from Georgia State University and was inducted into the
Speakers Hall of Fame in 1985.
Dr. Alessandra is the co-founder of MentorU.com, an online e-learning company providing
training and coaching utilizing the latest Internet technologies.
Dr. Alessandra is a widely published author with 14 books translated into 14 foreign
languages including The Platinum Rule and The Art of Managing People. He is featured
in over 50 audio/video programs and films, including The Dynamics of Effective Listening
and Non-Manipulative Selling.
Tony Alessandra reaches people - from the Board of Directors to the front-line employees.
He delivers practical ideas and profitable bottom-line results with a lot of snap - so
people can grasp it, remember it, and use it. Recognized by Meetings & Conventions
Magazine as one of Americas most electrifying speakers, Tonys polished style, powerful
message, and proven ability as a consummate business strategist consistently earns rave
reviews.

Topics
Customer Loyalty
How to Get and Keep Customers...For Life
Turn your customers into business apostles, long-term profitable customers
who preach the gospel for your company. Dr. Alessandra focuses on how
everyone in your organization can become more customer-driven and less operations-driven; how to turn moments of misery into moments of magic; and
how to create customer satisfaction, intimacy, and retention. It all starts by
finding loyalty-prone prospects, turning them into a first time sale, consistently exceeding their expectations so they become ongoing customers, and
ultimately converting them into apostles.

The Platinum Rule

Relationship Strategies for Building Lasting Rapport
Everyone knows the Golden Rule: Do unto others as you would have done
unto you. But this habit can turn off those who have different needs, wants
and hopes than we do. Instead, the real key is to apply the Platinum Rule: Do
unto others as THEY would like done unto them! The Platinum Rule is Dr.
Tony Alessandras most requested topic often described as a college lecture delivered in the Comedy Store.

Collaborative Selling
How to Gain the Competitive Advantage in Selling
Selling today requires creating long-term customers rather than one-shot sales.
It has evolved from a transaction mentality to building relationships; from
persuading and telling to problem solving and helping; from low-price selling
to value-added selling. In this dynamic program, Tony shows your employees
how to use the six-step collaborative selling model to dominate their market.

Rave Reviews
3M You were wonderful! You surpassed our highest
expectations. And a standing ovation the audience
was unanimous in its raves!
AT & T It is always a pleasure to work with topnotch
professionals simple to arrange, powerful talk and
very thorough follow-up.
Bell Atlantic People were talking about your presentation hours after it was over and all day on Friday.
Truly an outstanding presentation.
Bridal Marketing Assn. Of America Tony was terrific! My staff swears hes the best ever!
Caterpillar [Ive] become an apostle of Tony.
Digital Equipment Corp. Outstanding! We expected
you to deliver a sales presentation and to create enthusiasm. You over-achieved in both.
Federal Express Everyone and when I say everyone,
I mean every person who was present had nothing but
positive-very positive remarks about your message and
for that crowd, that is excellent!
IBM Your presentation was rated the number 1
session out of 109 electives.
International Foodservice Distrib. Assn. Your talk
was the highlight of the convention.
Johnson & Johnson The raves over your
presentationwent on for the entire week. I cannot
count how many times people told me you were the
best speaker theyd ever heard.
McGraw-Hill CIG Actionable, quick, stimulating
and fun. Nobody has combined content and delivery
to so excite our folks as you.
Merrill Lynch We all loved your message and it was
perfect for the mission ahead of us all.
Million Dollar Round Table Outstanding!
Parke-Davis We needed someone to deliver on a closing motivational speech and Tony exceeded our expectations to a standing ovation.
Snelling & Snelling You left us with a message that
can be immediately translated to added dollars to the
bottom line.
Toshiba Your presentation was a Home Run. You
truly exceeded expectations.
Union Bank of California Tony had the audience in
the palm of his hand during the entire presentation.
He used humor and his engaging personal style to keep
them with him, absorbing his message throughout.
USA Today - you were a smash!

To check availability or request a video demo, contact:

Alessandra & Associates P.O. Box 2767 La Jolla, CA 92038 800-222-4383 Fax 760-603-8010
Holli@SpeakersOffice.com http://www.alessandra.com