The New Guy
- Justin Sterling
- Apr 25
- 4 min read
I thought it was a monthly sales meeting just like any other. But in retrospect, this meeting was different. We had a new guy, but he was not just any new guy. He was fresh off the plane from LAX, was wearing a suit and tie, and had a dark tan. His sunglasses were casually resting on a full head of hair like he came off the set of a shampoo commercial. Visually, I couldn’t tell if he was a CIA agent or a wealthy Mormon. We went around the room, taking a few minutes introducing ourselves and what type of real estate we specialize in. When it was the new guy’s turn, with a light hint of shyness, he said: “ My name is Ryan, and I make cold calls.” Then, after a second of silence while we waited to know more about him, behind that veneer of Hollywood riz, he cracks a smile like he knows something we don’t. The team and I sat there in silence, waiting for more details, and when we realized that’s all he was going to say, we shared an awkward laugh.
To be transparent, I didn’t think he would last. He was different, loud, quiet, docile, and persistent. He had jet black hair, and then one day, randomly blond hair. He wore suits, then shorts, and then a Hawaiian shirt. He would come in early, stay late, then be gone for weeks. We’d be reviewing the economics of a deal, and he’s saying it’s worth between one and ten million. I’d ask for something more specific, and he would get me a number with 6 decimal points.
To label Ryan with any singular adjective wouldn’t do him justice. Be that peculiar, intelligent, energetic or hard working, there are not enough words to paint a true picture of the enigma of this man. If I could summarize him into a phrase, it would be two words: Reliably interesting.
Like in all real estate offices, Ryan and I had a deal with complications. Things were said, people were misunderstood, and our relationship was different from that point forward. Time passed, and Ryan offered to take me to dinner after work to talk things out. Over the finest steaks in Knoville, Ryan and I shared about relationships with our Fathers, our struggles in this industry, and our reliance on God’s grace. Fences were mended, apologies offered, and forgiveness was mutually extended.
Our offices are 15 feet from each other. I’ve heard this thousands of times: “Heeeeeey!, My name is Ryan, and I’m calling about your property. Have you ever thought about selling it?” No pretense, no panache, just a straightforward curiosity if he could help someone. Judging by the brevity of those calls and short interludes between the next time I heard “Heeeeeey this is Ryan….” I know he faced more rejection in a week than I might face in a year.
Last night my wife was on LinkedIn and said to me, “Whoa! Looks like Ryan’s been doing really amazing. What do you think he’s been doing to make him so successful?” I looked at her with a heavy heart and said: “He’s made more cold calls than anyone I have ever known. There's a relentless determination that can not be satisfied. Regardless of how much rejection he faced, he kept picking up the phone and saying, “Heeeeey, this is Ryan….”
This last weekend, Ryan McElveen unexpectedly passed away at the age of 35. The finality of his absence is a heavy burden to comprehend. The relationship we once shared has permanently ended, and the phone calls that now echo in the office hallway are weighed down by the tragedy of his passing.
There are many positive things I could list about Ryan, but there is one in particular that gives me great inspiration. He is present with God. Not because Ryan gave his life to God, but because God gave his life for Ryan. The impossible task of righteousness was fulfilled in the life of Christ, and the price for Ryan’s eternal life was paid by Christ’s death. Whatever was broken has been healed.
In that first sales meeting Ryan did in fact, know something that we did not. Nothing was going to stop him from becoming great at what he did. No one would make more calls, no one would win more business, no one would doubt that we were better with him than we were without him. He was about to shake things up.
He’s now the new guy in the kingdom of heaven, and when those souls that have gone before him ask about his time in Knoxville, I can imagine that with a reserved confidence and sheepish grin, he tells them how he made a lot of phone calls, and then leaves them in suspense of what happens next. He’s got plenty of time fill in the details later.
Ryan, you will certainly not be forgotten. You were one of the most distinctive personalities I’ve ever known, and I’m incredibly grateful for the impact you made in our lives. Glory to God Brother! Until we meet again....
To learn more about Ryan:
Comments