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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 when she stood up and offered her hand and said her name.

"Don Lark," he answered. His handshake was firm but brief. "That house on Baker."

"Your car or mine?" she asked.

"Let's each take our own," he said.

Cindy glanced at Ryan, who was shaking his head and rolling his eyes. Ryan's theory was that if ever a customer refused to ride in the same car with you, it meant no sale. Cindy's theory was that it meant they had somewhere to go afterward and didn't want to have to go back to the real estate office.

"Fine," said Cindy. "I have to warn you, though. I found a key that I think is the one to the lockbox, but the file's been inactive for so long that I can't be sure it's the right one or if it'll work even if it is."

Don nodded. "If it doesn't fit, what'll you do?"

"Call a locksmith, I assume."

"Let's go," he said.

She was pretty sure that if the key didn't fit, he would have the door open before she could call a locksmith. But he didn't say so right now because that would lead to a needless discussion. Naturally he assumed that she would argue with him and tell him about laws and rules and damaging the client's property. Well, she could be patient, too, and let him find out that she didn't have a bureaucrat's tiny fears and passions when the occasion arose.

As she got into her Sable - ostentatiously modest among the BMWs and Lexuses - she noticed that while his truck looked like it had been used for real work, the engine started smoothly and quietly.