I had a partner in the beginning, and we each had our own way of working with people.

When the next engagement-ring referral came in, I said, “I got this one. Let me do this one.”

The person wanted a nice engagement ring. It was a referral through my partner’s contact, but now it was my client. The person was going to sit with me.

And it was one of the very first times that I had to find my own pace.

It was a long meeting. I had more stones on the table than I ever would now. I wanted to explain each one and show the differences.

When the meeting was over, he stood up, shook my hand and told me how different the experience had felt from the jewelry store he had visited the week before.

After the meeting, I realized I didn’t need to give all the details that I was prepared to give. I needed the stones to talk for themselves.

His timeline was a little tight. It wasn’t a week, but it wasn’t a month either.

Everything worked out. The ring came out great. It was a nice size diamond.

When I gave him the ring, he was clearly happy, and it cemented for me the amazing feeling that I get every time I deliver a ring.

That’s what I love about doing what I do.