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Day In Day Out


Guest articles > Day In Day Out


by: Daniel Milstein


In my early career I developed a relationship with Gail and Joe Owen. Joe was the owner of Golden Rule Mortage, a Florida-based mortgage company. The Owen's treated me like family and through their support, we came to jointly open a Golden Rule branch office in Ann Arbor.

In the start-up phase of Gold Star, I was constantly reminded of the Owens' previous support, but we could no longer rely on their highly organized backroom operations. In order to accomplish my never-ending 'to do' list, I followed a schedule that was quite taxing, even for someone like me who thrives on long hours and extra challenges. I typically worked until about 9:00 p.m. most nights, then went home to visit with my family and sleep (more like a nap) for a couple of hours. Then it was back to the office to work until morning when I would take a quick nap on my office couch. One of Gold Star's early risers, Runu Chakravarty, would quietly enter my office at about 7:00 a.m., turn on the lights and exclaim cheerfully, 'Good morning Dan, another new day!'

I was consumed with organizing all phases of our business: creating employee contracts, establishing loan origination systems, negotiating lender arrangements, and, of course, maintaining my own volume and processing some of my loans. Even though I had many managerial responsibilities, sales was still my favorite part of the day. I would always stop whatever else I was doing to take a customer call. It was an exhilarating, challenging and tiring period in my life, one I clearly relished. I was committed to doing everything possible to ensure Gold Star Mortgage would succeed on a grand scale.

Working nights often entailed late night dining excursions. I would join a few other stalwart employees for a visit to the White Castle 'restaurant' across the street. It always amused me to watch the puzzled expressions of the bar crowd and other after hours patrons who probably wondered what these 'suits' were doing there. Of course, we felt at home, discussing Gold Star business with each other and waiting for our burgers and fries, so we could rush back to the office for a few more hours of work.

Through my hard work, late nights, and commitment, Gold Star has developed into a successful firm and I was named one of the top originators in the U.S. I knew that success comes with commitment, perseverance, and passion, something all small business owners should share.


Daniel Milstein is the bestselling author of ABC of Sales. For more information, visit:

Contributor: Daniel Milstein

Published here on: 09-Sep-12

Classification: Sales


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