Homebody: A Novel Read Free Page B

residents.
    Boring. It was the Bellamy family that would interest the buyer. And so Cindy walked across the street to the main library and got the microfilms of the newspapers from that era. There was no index, but she knew the pages she wanted—society news. Sure enough, there were notices about the Bellamys all the time. They were party hounds. Soirees, balls, receptions almost every week, sometimes two or three in the same week. And apparently there was real cachet to getting an invitation from the Bellamys. The heavy schedule of entertaining continued until the turn of the century, but then tapered off to an annual ball and reception. Well, that would be something, wouldn't it, to tell the buyer that the Bellamy house had been the high society hot spot of the late 1800s.
    Her eyes were bleary from looking at the microfilms. As always after one of these research marathons, she mocked her own obsessiveness. How could a real estate agent seriously hope to make a living if she kept, in effect, taking a day off? This buyer seemed eager, the seller had given her carte blanche on price—why did she need to do research when the deal was as good as done?
    Because she loved houses, that's why. Loved houses and the people who lived in them and the neighborhoods that grew up out of the ground and sprouted families and children. Houses are the trunk of the tree, Cindy felt, and people are the leaves that sprout from them until the neighborhood is lush with them. Then the leaves age and fall, the neighborhood decays, but the trunk remains, until another generation of leaves can bud and grow.
    She almost never said this to anyone, of course, because they either looked at her like she was crazy or mocked her the way Ryan did. And they were right. But she had no intention of changing her mind or her habits. If she couldn't be herself selling real estate, then real estate could go sell itself as far as she was concerned.
     
    Don Lark arrived five minutes early for his appointment. Cindy knew at once that this must be the man from the payphone, and not just because of his workclothes and shaggy hair. He came in and looked around for a moment and said nothing when the receptionist asked, "May I help you?" Didn't even show a sign that he heard her, for a few moments at least. Only when he spotted Cindy watching him from her desk down at the end of the long room did he turn to Leah at the reception desk and say something. Leah pointed a painted fingernail at Cindy and the man nodded and Cindy thought: He doesn't care about making a good impression. He doesn't hurry to ingratiate himself with people. He takes his time sizing up a situation and then finds the least troublesome way to his goal.
    Cindy didn't really have a strategy for dealing with people like him. The ingratiaters required her to be visibly impressed with them, to ooh and aah over their taste and judgment. The roughshod type, on the other hand, would have ignored Leah completely and headed straight for Cindy's desk upon spotting her. Those she worked on by being contrarian, telling them why the house she wanted them to buy wasn't really within their price range, or had a lot of extras they didn't want to pay for. Cindy didn't count these selling strategies as hypocrisy. People looking for a house exposed themselves emotionally, and what Cindy did was feed their need. If she ever did a motivational video, that's the phrase she would use. Feed their need.
    This man, though, was of that rare type that knew what he wanted but didn't want anything badly enough to demand it or beg for it or hurt anyone else in the process of getting it. Which meant that all she could do was show him the house and answer his questions and, if he decided he wanted to buy, help him put together a deal. No strategies. Instead of dealing with his inner child, she could talk directly with his inner grown-up. Such customers seldom came along, but she was always glad when they did.
    So her smile was genuine