Love Street - Cassie and The Webers

by Liz Zuercher

 I broke my biggest fattest rule when the Webers first walked into the Bella Vista sales office:  Never get personally involved with a customer. 

I want my buyers to feel like I’m their friend.  But, even though I really care about them, I keep a professional distance, because after they move into their new house, our paths will rarely cross again.  If we do run into each other, we will have a sincerely cordial conversation where they will fill me in on their lives – how old the kids are, if they have a new job or a new dog or a new baby.  They will ask me where I’m working now and if I’ve gotten married yet, since most of them wanted to fix me up with their good friend Bill or Jack or Dave or Paul.  I’ll say no I’m not married yet and I’m working at the new neighborhood up the road a ways.  Then we’ll say it’s been great seeing you – and we’ll really mean it – and we’ll go our separate ways.  That’s the way I like it. Close, but not too close.  Professional.  No one gets hurt that way.

But when the Webers came in the front door, the rule went out the window.  Yes, they were physically beautiful – young, blond, tanned like Barbie and Ken – but the beauty ran deep in both of them.  Somehow you could tell right away that they were good people.  They radiated love, happiness and sincerity.  I know, they sound too sugary sweet, like one-dimensional Disney characters, but I couldn’t see anything not to like about them.           

As beautiful as John and Kristen were, their daughter, Missy, was the one who stole my heart.  John held Missy, her head resting on his shoulder, her fine blond hair damp against her forehead.  She rubbed sleep out of her eyes and kept quiet while I talked to her parents.  I felt Missy’s eyes on me.  Then she reached over and touched the single carved sterling silver bead of my necklace and said, “Ball.”

That gentle touch of her warm fingers sent a shock of regret through my whole body.  It took me back over twenty-five years to the baby boy I’d given up for adoption. It had seemed like the right thing to do.  I had no husband, no boyfriend, and no way to raise a baby. I thought I had plenty of time for babies later, when the situation was better.  But that time still hadn’t come, and my doctor had just said my childbearing years were almost gone.  My insides ached.  I held back the tears that threatened to betray my feelings to these perfect strangers, and I put one of my best salesgirl smiles in place.

“Yes.  It’s a silver ball,” I said to Missy, not taking her hand away from the necklace.

“Pwetty,” she said, moving her tiny hand to my cheek, stroking it softly.

“I’m sorry,” John said, taking Missy’s hand in his own and kissing it.

“No problem” I said, even though I knew right then I had a big problem.  I was already well on my way to breaking that big fat rule of mine.  I was head over heels in love with Missy Weber and her parents, and I would never be able to keep a professional distance from them. 

Most of the time when I meet a couple like the Webers who seem to have the world on a string, something turns out to be wrong with them.  They’re beautiful on the outside, but ugly on the inside.  They make unreasonable demands or they are flakes who can’t do anything in a timely manner or they lie about their income.  The ones you fall for as customers can also break your heart when they can’t qualify for a loan or when they decide to buy somewhere else after you’ve invested weeks of your life with them or they can’t make a decision to save their souls.  There are so many ways the patina of a perfect buyer can be tarnished, that I tend to be wary of the ones who seem too good to be true.  I’ve found I need to protect myself that way.

But John and Kristin Weber turned out to be kind and decisive and cooperative and honest and just plain fun.  Even though my years of experience still fanned a little inner flame of wariness, I gave in to them and believed they were the real thing, a family I wished were my own.

They got on the priority list right after the grand opening, but unlike the hordes of greedy investors, they didn’t want just any home as long as it was in Phase 1.  They got on the list early so they could work their way to the top by the time Phase 3 was released and have a good shot at buying Lot 52, the Plan 4 on a big pie shaped lot - the one on a cul de sac with the ocean and hillside views.  They wanted the big yard for Missy and their golden retriever, Riley.  They wanted the biggest house for all the children they were going to have.  And they wanted the ocean and hillside views for themselves to enjoy when the children were grown and gone and they had time to sit on the deck together and watch the sunset.  They were the exception in those days.  They weren’t looking for a quick profit in two years.  They were looking for a home, a place to raise their family, to create memories, to grow old together.  Such a breath of fresh air.

They sold their townhome early and moved into an apartment, so they’d have their down payment money ready.  That was another way they were different from most of the customers then.  Instead of financing their home to the hilt, they were putting 20% down.  So responsible, so solid.  The only blemish I could find with the Webers was Kristen’s low credit score, but it wasn’t because she had been reckless with her money.  She’d had some serious medical issues before she and John married, and even with insurance, the bills were more than she could handle.  But John’s credit was excellent and his job even better, so he was able to qualify for the mortgage by himself.  Everything was on track.

Every weekend while their house was being built, John, Kristen and Missy came to see me in the sales office.  We’d jump in the golf cart and drive down to their lot and stand at the edge of the wide back yard and stare out at the ocean.  I was always holding Missy, because she always reached for me when the cart stopped in front of their new home.  I began to feel like I was part of the Weber family, like I would be spending time with them for years to come, long after I’d closed all the escrows in Bella Vista and moved on to another community.  When Kristen got pregnant, they came to tell me, Missy sporting a “Big Sister” tee shirt, so excited about the baby on the way.  When Kristen miscarried, she called me to cry with me, to warn me not to say anything about the baby to Missy.

I had to call John right after the miscarriage to confirm his loan arrangements.  When he said he had changed lenders and he was financing 100% instead of 80%, something inside me flip-flopped.

“I thought you were putting 20% down,” I said.

“We were,” he said.  “But I changed my mind.”

Something about the way he said that – “I changed my mind” – raised a red flag.  Had steadfast, reasonable John been bitten by the investment bug?  Did Kristen know?

“Are you sure?” I said.  It wasn’t my place to advise him about this, but I wanted to scream a warning at the top of my lungs.

“Yep,” he said, an excitement in his voice that scared me.  “Let’s do this!”

I’ll always remember how I felt when I hung up the phone – like someone had just told me my child was sick and no one knew the cure.  Helpless.  But hanging on to a slim hope that somehow it would all work out anyway.  When I look back at everything that happened, I go to this one moment.  I should have said something to change his mind.  I should have protected my family.