July 11, 2004

The Receptionist

Normally biographies about the person appear at the end, but I thought it more appropriate to begin here. This is about a grand "old man" of the leasing industry. He is still going strong, and has had enough money to retire a long time ago, but has not.

Charlie Lester is President of LPI Financial Services located in Marietta, Georgia. He has been in the leasing industry since leaving IBM in 1984; twenty years. . He is considered one of the "icons" of the industry, threatening often to retiring, letting his son-in-law, Kurt Hess and long time employee, Kay Smith,  run the company.

Charlie is a very unique individual: his own man. I have known him as a good friend who always calls them as he sees them, whether he agrees or disagrees with you. Trust me, we are best of friends, but we have fought like cats and dogs on occasions, almost like brothers.  Most of the time he is right, but I will never tell him that.  We need to keep him humble.

 In 1986, he founded Lease Pro, Inc. specializing in leasing for the medical profession. In 1997, Lease Pro was acquired by First Sierra Financial. In 1999, he resigned from First Sierra and started LPI after sitting out his non-compete period. Since 2000, LPI in conjunction with one of the most respected funding sources in the industry has offered a unique one of a kind working capital loan program to medical professionals through brokers, consultants and direct client m arketing. If the names Charles and Dwight ring a bell, I bet you can guess his funding source (NetBank) .

He has a BS and MS from Virginia Tech and had a short life as a CPA in 1965 when he found he was more BS than CPA.  After 18 year in sales and sales management in six different cities, he resigned from IBM in 1984 to raise his family in Atlanta rather than taking a transfer to New York City for a second time. In late 1984, an ex-IBM friend introduced him to the world of equipment leasing and the rest is history.

Both are active in their community.  Barbara is the Altar Guild Chairperson for their church as well as being a Stephen Minister. Charlie is a member of the Cobb County Civil Service Board, East Cobb Lion's Club and his church's Board of Trustees.

Like Barbara, Charlie's favorite pastime is their grand kids. The attached photo was taken last week on Father's Day with the entire family around the pool.  Charlie jokingly says, "If I could have had my grand kids first, I may have passed on my kids".  He is only kidding as he sends me pictures over the internet with his children and spouses all the time as he is equally proud of them.

"Back row--left to right:  Kurt Hess, son-in-law, Sharon Hess, Daughter, Charlie and wife Barbara Front row with their feet in the water:  Darby Hess, grand daughter, Kyle Hess, grandson, Skyler Hess, grand daughter, Cooper Milligan sitting my daughter Melanie Milligan's lap and Bill Milligan, son-in-law. Unfortunately, grandson Justin Milligan was visiting in California and missed the picture."

The theme of today's Sunday Sermon is an e-mail he sent me several years ago:

"As part of my training with IBM in 1967, I was assigned for a month as an AA to Tom Watson, Sr., the founder of IBM".

"When we traveled to IBM Branch Offices in the Eastern Region, Mr.. Watson would always spend 10-15 minutes with the receptionist before seeing anyone else, including the Branch Manager. Mr. Watson preached that the receptionist was the most important person in the branch office".

"She was the first contact and voice that IBM customers encountered. She set the image for the entire branch. In addition, he believed the receptionist was tuned into branch attitude and spirit more than anyone else in the branch. He used the receptionist as a barometer, not as a spy. He also had AA's, like me, keep a list of branch receptionists and when there was a receptionist change, we would alert him and he would call and introduce himself to the new receptionist.  If the receptionist moved to another job in the branch, he would also call her to thank her and congratulate her.  No matter what job--can you imagine receiving a call from the Chairman and founder of IBM to thank you for the job you do? (Footnote:  In 1966-67, IBM only had females as receptionists since they were smarter)."

"Mr. Watson had a profound influence on me since I married a great lady who was the receptionist in the Roanoke, VA branch when I started as a trainee in 1966.  Soon after I joined IBM, this lady became an executive secretary to my boss who demanded things like hard work and effort from me for her boss.  I definitely liked her better as a receptionist".

"We have been happily married for almost 32 years and still going strong. I guess Mr. Watson was right."