"Point them toward it graciously and with the utmost subtlety," I finished. Bathroom detail/directions were, in fact, my specialty.
"Good girl," she said, as a woman in a pantsuit came up the walk. "Welcome!" my mother called out, pushing the door open wider. "I'm Deborah Queen. Please come in. I'm so glad you could make it!"
My mother didn't know this person, of course. But part of selling was treating everyone like a familiar face.
"Well, I just love the neighborhood," the woman said as she stepped over the threshold. "I noticed you were putting up some new townhouses, so I thought I'd…"
"Let me show you a floor plan. Did you see that all the units come with two-car garages? You know, a lot of people don't even realize how much difference a heated garage can make."
And with that, my mother was off and running. Hard to believe that once schmoozing was as painful to her as multiple root canals. But when you had to do something, you had to do it. And eventually, if you were lucky, you did it well.
Queen Homes, which my dad had started right out of college as a one-man trim carpenter operation, already had a good business reputation when he met my mother. Actually, he hired her. She was fresh out of college with an accounting degree, and his finances were a shambles. She'd come in, waded through his paperwork and receipts (many of which were on bar napkins and matchbooks), handled a close call with the IRS (he'd "forgotten" about his taxes a few years earlier), and gotten him into the black again. Somewhere in the midst of all of it, they fell in love. They were the perfect business team: he was all charm and fun and everyone's favorite guy to buy a beer. My mother was happy busying herself with file folders and The Bigger Picture. Together, they were unstoppable.
Wildflower Ridge, our neighborhood, had been my mother's vision. They'd done small subdivisions and spec houses, but this would be an entire neighborhood, with houses and townhouses and apartments, a little business district, everything all enclosed and fitted around a common green space. A return to communities, my mother had said. The wave of the future.
My dad wasn't sold at first. But he was getting older, and his body was tired. This way he could move into a supervisory position and let someone else swing the hammers. So he agreed. Two months later, they were breaking ground on the first house: ours.
They worked in tandem, my parents, meeting potential clients at the model home. My dad would run through the basic spiel, tweaking it depending on what sort of people they were: he played up his Southern charm for Northerners, talked NASCAR and barbeque with locals. He was knowledgeable, trustworthy. Of course you wanted him to build your house. Hell, you wanted him to be your best friend. Then, the hard selling done, my mom would move in with the technical stuff like covenants, specifications, and prices. The houses sold like crazy. It was everything my mother said it would be. Until it wasn't.
I knew she blamed herself for his death, thought that maybe it was the added stress of Wildflower Ridge that taxed my dad's heart, and if she hadn't pushed him to expand so much everything would have been different. This was our common ground, the secret we shared but never spoke aloud. I should have been with him; she should have left him alone. Shoulda, coulda, woulda. It's so easy in the past tense.
But here in the present, my mother and I had no choice but to move ahead. We worked hard, me at school, her at outselling all the other builders. We parted our hair cleanly and stood up straight, greeting company—and the world—with the smiles we practiced in the quiet of our now-too-big dream house full of mirrors that showed the smiles back. But under it all, our grief remained. Sometimes she took more of it, sometimes I did. But always, it was there.
I'd just finished directing an irate woman with a red-wine stain on her shirt to the powder room—one of the catering staff had apparently bumped into her, splashing her cabernet across her outfit—when I noticed the stack of fliers on the foyer table was looking a bit low. Grateful for any excuse to escape, I slipped outside.