there would be a community landing and boathouse about in the middle. With that we add some nature trails but leave the rest of the Nokobee tract just as it is. We won't need any developed lots, because each house would have the lake on one side and the reserve on the other. The beauty of it is, we get the amenities of the natural world, at the lake and inland, scott free. And the initial construction payout and asking price can be actually smaller than for most high-quality homes. And that's a good thing, now that the real estate market is in a slump. So it's the prudent strategy for this company to follow short-term or long-term. Rich people can always buy houses, but the middle class maybe not."
Drake Sunderland was listening carefully, poker-faced. Raff was ready to lay down what he considered his trump card. He took a sip of water and cleared his throat.
"Now, here's something else. The public relations potential would be absolutely tremendous. We could headline the endangered habitats and species we saved. Advertise the concept. Make Nokobee famous. How many developments, especially in this state, can take credit for protecting endangered species? And what's more, in how many places can you just walk out of your home and see them? We can set up tours for residents on the nature trails, provide brochures about the beauty and value of the Nokobee environment. Get the governor here to help celebrate opening day. That would be a super photo op for him and for us. Maybe even get the best part of it declared a state botanical site, with a big tax deduction and management provided by the state."
Raff noticed, as he spoke, that Rick Sturtevant was growing more agitated. His face had begun to redden. Pushing the memorandum away from him with the back of his hand, he exploded.
"Oh, for God's sake, what is this? Fucking Earth Day? Haven't you heard a word I've been saying? South Alabama and on out to the Panhandle are not the rest of America. They don't fit anywhere on your charts. I keep telling you this is the most conservative and religious part of the United States. People around here believe what they read in the Good Book, every word, and I might as well tell you, so do I. They're angry. They don't like government control in the first place, and they sure don't like some rich tree-huggers coming here and gobbling up the best land, taking away their jobs."
Sunderland's mouth had fallen slightly open, as though he were stunned and struggling to find a response. Raff moved in quickly, relieved at the outburst. Rick Sturtevant was unraveling. He was confused and starting to whine. He had obviously not been prepared for anything like Raff's proposal. His response had been emotional.
Raff lived by three maxims. Fortune favors the prepared mind. People follow someone who knows where he's going. And control the middle, because that's where the extremes eventually have to meet.
"Rick, like I say, I understand where you're coming from," Raff continued, "but hear me out, please. I grant you that twenty or thirty years ago what I've suggested might have stirred up trouble, you're right about that. But you've got to admit that things are changing fast. A lot of people coming into the upscale housing market are native to the coast, not just outsiders, and a lot of them are religious and conservative just as you are, and we have to respect that political position for sure and put a lot of weight on it. But a lot of others--and especially among the retirees--more and more are going green, and that's true regardless of their origin."
Sturtevant was regaining his composure, and he felt encouraged by Raff's courteous response. "That might be true of a bunch of granola-crunching left-wingers, but what makes you think it's going to be true of the conservative majority in South Alabama and the Panhandle? These people get their conservatism from their mother's milk."
That was a hardball, but Raff caught it. "You're right. That's true. But think about the two words conservatism and conservation; they both come from the same Latin stem, conservare." Smiling, he added, "Now, don't tell me that's something I picked up at Harvard. In fact, I learned it down there at Florida State University from a Southern professor who's an expert in both subjects. He asked his class, what is conservatism without conservation? And how are we ever going