Page 35 of Out of the Shadow

His question takes me off guard, but his mention of the television show, a relic from the early eighties, makes me smile. I’ve watched it on the oldies channel. In it, the private investigator, a woman, created a fake male owner of her company in order to attract clients. Only things worked out very differently than she had planned. I answer honestly. “Not really. I wouldn’t be here without my husband.”

He nods and we continue our trek back to his car.

Maybe King’s not so bad after all.

King

3 bedrooms, 4 baths, oceanside

I LOOK DOWNat my notepad, which has Russo Real Estate emblazoned across the top, and addWife rules the show.

After Angie asks the couple about a few of the basic features they’re looking for in a home, I pipe up. “So tell me, Mr. Danson, where do you work?” This question will let me know if they need to be located near transportation.

“My office is in the City, but can work from home three days a week. More if I schedule my client meetings correctly.”

I scribblelarge home officeon my notepad and smile at the couple. “It’s great that you have the flexibility to schedule your days like that. If I may ask, what brings you out here to Aroostook?”

Mrs. Danson takes the lead on this one. “I just love it out here. It’s like a small town but with high-end touches and easy access to the City.”

I’m getting a fuller picture of this couple. “So you’re a connoisseur of theatre and the opera?”

The wife responds, “Theatre, yes, but not so much the opera. I adore ballet, though.”

I nod and addhigh-end aficionadosto the notepad. Without asking, I continue the list withfoodies.

Angie brings the conversation back to basics. A pool is a requirement, preferably indoors. They want an open floor-plan with a high-end kitchen.

Yup. I had them pegged correctly. I grew up around people like them. Minus the fact that they actually work for a living, Iamthem. I let my mind wander to the types of homes they would like to see. Nothing less than three-thousand square feet, I’d wager, and the more upscale finishes the better.

I open my mouth to ask their budget, but Angie beats me to the punch. With a much softer phrasing than I would have used. “What price range would you like to explore?”

Hmm. “Explore.” I make a mental note to add that to my real-estate vocabulary.

The couple exchanges a look and the wife responds, “We’d like to keep it to three million.”

I add that to my notepad, but Angie needs to work on her poker face. Her panic is unmistakable. Smiling at the couple, I lie, “I can think of several properties that should suit your needs. I think you’re going to have a very hard time deciding which one to go with because of all the upside.” I deliberately use those terms in an effort to establish rapport, like the books say, because the husband is a financial analyst.

“Uhm, yeah, yes, you’re going to have a great selection to choose from.” Angie stands and extends her hand, which each of them shake in turn. “Both of us will pull some properties for you.” She slants me a look. “Please enjoy your lunch, on me—us—and we’ll present our ideas to you after you’re done.”

The couple stands and I shake hands with them as well. “I look forward to creating a strategy that will contain your forever home.”

Our new clients take their things and walk toward the front door.

Kaitlyn’s voice booms. “AND CUT!”

Angie slides back down onto her chair, while I rub my hands together, energized from our meeting.

“King, Angie, you have exactly one hour to pull together your pitches. Lita and Gil, great job. Head on to the conference room and enjoy your lunch.” Previously, Kaitlyn explained to us that we have to select three listings based upon our meeting, and pitch each property. The Dansons will select which one of us will be their agent based upon the houses selected and our presentations. If we present any or all of the same houses, our presentations will be the deciding factor.

My fingers race over the keys as I search the current MLS—listings in the Multiple Listing Service—for the best houses to show them. It’ll have to be something breathtaking. For her part, Angie works at her desk, typing away. Despite all our sharing yesterday, wearein a competition. One I intend to win—especially since it comes with a big payday.

Kaitlyn shouts, “Okay, that’s it. Hands up!”

I raise my hands and look over at Angie, who scribbles something down at the last second. She looks a little frazzled. Yeah, I got this in the bag. I raise my chin toward my co-star, who responds by running her hands through her hair.

Kaitlyn collects our presentations and explains that we’re going to present our ideas to the Dansons now. They’ll select which pitch they prefer, and the winner will be filmed showing the couple the three houses. They’ll pick one of them. Maybe.

If, in fact, theydochoose to buy one of the three houses they’re shown, they’ll become real clients. Either way, this should be a big win for Russo Real Estate, so I don’t feel so bad about wanting them to choose my presentation.

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