I had a “notion” of wanting a very nice car one day, but it wasn’t until I went to the Jaguar dealership to meet one of my clients who worked there, that the dream took hold in my heart. George (my client and top salesman there) asked me to come by to get the signature I needed from him instead of him stopping by my office. This was near Christmas time. When I got there he was in the midst of a transaction where a gentleman was buying a shiny red convertible Jaguar for his wife to be delivered to their home with a bow on Christmas Eve. She didn’t know she was getting it. Needless to say, that stretched my heart and my mind…a man buying his wife a luxury car and she didn’t even know she was getting it. I imagined how thrilled she would be as she looked out the window and saw the car coming down the driveway with a bow on it. Dailyjaguar.com
“People really live like that” is what I thought. Of course George tried to get me to test drive one and I said no way. He told me I didn’t have to wait for a husband to give me one; I could have one on my own. He must have thought I was much more prosperous than I was at the time and looking back, inwardly I guess I did feel that way. Before I left he tried a couple more times to get me to do the test drive. I don’t know if he was trying to encourage me or impress me (smiles). Our birthday is on the same day and he’s a great guy. He gave me the shiny brochure to take home with me. When I got to my apartment, I tore out the picture of the one I loved and put I put it on my refrigerator. I put one of my address labels on the picture to say it would be mine and I wrote down my 40th birthday as the date. It was still just a notion, but I did not know how powerful that simple act of faith would be. Each day I saw it, but didn’t really see it if you know what I mean. I went about my daily tasks of putting my life back together again. Little did I know that this act of placing the picture of the Jaguar on the refrigerator would change my life in so many ways!.
At the time, I was working to get back into the “black” again. I had just started my real estate career and my accounts had gotten behind because it took me almost 7 months before I made any real income. I figured out that 11 sales would bring me to the black and I rolled up my sleeves and went to work. Something miraculous happened because the clients kept coming and coming. I remember the day I “crossed over.” Everyone had been paid in full and there was money left over. It was a day of rejoicing! I kept working hard until I sold a church, a home to a doctor, and a home for the pastor and they all closed at the same time. I had almost made the same amount of money I previously earned one year in just a month’s time. The possibilities began to open for me. I saw how I could make six digits and maybe even a quarter of a million dollars. During this time I was stacking money and hardly bought a thing. It had been a very long time since I had experienced prosperity and having more than enough . I savored having a surplus for the first time in a long time. I can even remember a time that I cashed one of my commission checks in $100 dollar bills, threw them all on the bed and just rolled around to get that feeling anchored in my heart. It felt wonderful! The memory of it is even wonderful.
That’s when I knew I could go buy a home, but I was fearful even though I was helping other people to become homeowners. I wanted to buy a home for the same amount of money as I paid for rent because fear continued to remind me that I had lost everything once and I didn’t want to ever lose everything again. My mentor told me I should buy the home I really liked and to just sell more real estate. Whenever I slipped into that thinking pattern or talked about my past he would not listen to it and continued to quote the phrase “sell more real estate.” I purchased the home I wanted and after getting settled in I decided that I wanted a new car. I was driving a new Camry at the time. I went to the local Jaguar dealership to “do my homework” about the pricing, payment, taxes and insurance, etc. When I told them how much I wanted to pay for a car payment, no one took me seriously. George was no longer working there and one salesman even told me that I should consider buying a fully loaded Camry if $500 a month was all I was willing to spend. I was not deterred; I continued to do my homework to position myself for it.
Then I saw the one I wanted. It was on the used car lot and it was $30,000. It was beautiful. I had gone online and checked the credit union payment calculator and thought I could afford this one with the payments stretched out to 60 months. The next day, it was gone! I was heartbroken. Since the dealership was not taking me seriously, I decided to see if I could get a preapproval for the loan with my credit union and then I would be empowered to shop. They approved the loan! I couldn’t believe it! Up until this point, I always had to write a letter of explanation or ask for a second review by the credit committee to get approved. Then it dawned on me that when you have your affairs in order, you just get approved. I decided to take a trip to North Carolina to Leith Jaguar with a friend of mine. I was just going window shopping. That was the largest dealership close by. I was hoping to find a white one, but the new mistral blue color was my true favorite.
When I got to the Jaguar dealership, I met myself! David the salesman was one of the best and I could hear what I must sound like to my real estate clients. He was not going to let me weasel away and he masterfully stripped away every excuse and objection. I felt like I was “in the box” like on the Homicide TV Show. He told me that the mistral blue color had just come out with the 2000 model. He further asked me why I wanted a used car when I could drive a new one. The sticker on the new car was $59,000 and I thought he was out of his mind! Once he found out that was the color I wanted, he put me on the path to leasing which would make the payments more affordable. Still, the credit union had approved me for $30,000 which was a stretch for me and I could not comprehend paying almost $60,000 for a car, nor paying the payment it would require to drive it. He told me words that I will never forget and I started using them in real estate.
He said “you must be willing to pay for what you REALLY want in life…it moved you; it called your name because it’s what you really want…the car payment of $500 does not do that for you. So if you want it, you can have it, but the only way is to pay the price for it”. It made sense, but I had not come with the intention to buy that day (or had I?); I wanted to see all my options and fear was still whispering in my ear. He finally convinced me to let Jaguar Credit review an application for a lease. I think I only agreed just to get out of “the box.” He kept asking me to test drive it, but I kept refusing saying that I was obviously already SOLD on Jaguar. I just needed to make the payments affordable (more like $500 smiles). Of course the words “sell more real estate” kept echoing in my ear.
I signed the application and my friend and I went for lunch and some shopping and then I was ready to go home. He asked if I was just going to go back home without giving him the courtesy of a call. Afterall he said that David had spent so much time with me and I owed him at least that. I told him there was no way on earth I would be approved for a new car and I would stick to my plan. When I was really ready I’d come back in a few weeks and get one. They didn’t have a white one or any other color that I liked other than the new one and I had firmly decided I would only buy a car that I loved and not one that the dealership could make me a deal on. At the end of the evening while enroute home, I did give David a call to thank him for his time. Imagine my surprise when he said “Ms. Hobbs, we’ve been trying to reach you! We have your new car ready for you to drive back to Virginia!” I couldn’t believe what he was saying. I became very nervous that for one of the first times in my life something I really wanted had come to pass and it was the exact model XJ8-L that had hung on my refrigerator with a prettier shade of blue! I told him I would be back to get it and I drove home. My friend couldn’t believe that I wouldn’t go back to the dealership, but I felt I wasn’t ready and fear came over me big time!