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“Ah, if you would just give me two minutes.” I’m improvising now. “We were all up late last night discussing the new policies we’re implementing. We were planning to grandfather in your deal, but we’d have to sign it today in order to do so.”
All three men’s brows furrow, and they study me a moment. Patton’s comment about women knowing their place flickers in my mind, but I won’t let it kill my confidence.
“What is this new policy?” Justin asks me.
“Well, starting today, we’re implementing a ten percent finder’s fee on all new rentals, and the 24-hour premium-level security you have here for free will be an additional fifteen hundred dollars a month.” God, I’m making this up as I go. “As it stands, you’re set to save almost ten thousand dollars if we close the deal today.”
Taylor frowns and leans back, looking over the contract. “I have not heard any mention of premium-level security. It simply says security.”
“Yes, well…” Think fast, Rocky. “Based on client feedback, we’ve decided to offer different levels of security. Our former service will become premium, with a security guard on site at all times and regular drive-by checks from local police. From there it will go all the way down to basic, which is just the drive-by without the on-site security guard. We’ll customize it to meet clients’ needs, but as your deal stands, you’re getting the top of the line package for free.”
Patton returns to the room, straightening his coat and doing his best to appear calm. Still, I can see the muscle moving in his jaw. I know he’s agitated.
“Gentlemen, I’m very sorry for the interruption. Our marketing director is a frustrated stand-up comic. I hope you weren’t offended by his jokes.”
They start to respond, but I quickly lean forward, turning my head so they can’t see my wide eyes signaling Patton. “I was just telling them about the changes we decided to make last night to our services, the levels of security and the new fees.”
“New fees?” He’s taken aback, but I quickly continue.
“I was telling them how we decided to waive it for them on this deal and provide our top of the line, 24-hour security at the rate we’ve already quoted. But only if we close the deal today.”
He straightens in his chair, studying me, and I have to hand it to him. Patton is a quick study. I see the wheels turning behind his eyes. He knows I made it all up, but it’s working.
“Yes…” He cuts his eyes from me to the screen. “I didn’t think we needed to mention these changes, since you were ready to sign. But in case there’s any hesitation, we don’t want you to miss this opportunity. It’s quite a deal.”
Rickey lifts the documents in front of him, turning them over and scanning them again. His lips poke out, and he nods. “We like this property. We have already planned the staff and equipment to send. With these additional features…” He looks to the other two men, and their expressions are unreadable.
My stomach is so tight, I can barely breathe. I feel like I’m going to be sick. In my mind, I’m chanting, Sign the contract… Sign it…
Finally, he turns to us again. “We’ll go forward with the deal today. I’ll have my secretary send the signed documents over, and we’ll be on site in a week.”
The breath I’m holding tries to burst from my lips. I want to jump up and do a little victory booty-shake.
I don’t.
I sit calmly, smiling like this is exactly what I expected to happen.
Patton’s stacks the sheets in front of him. “If we have no further business, I’ll look for the contracts this afternoon.”
We say goodbye and the screen goes dark. I exhale and fall back in my chair. “It worked.”
The room is silent, and I dare to glance up at my boss. His poker face is still intact, but those dark eyes move from the stack on the table to me. My stomach burns with a low, simmering heat. Did I impress you?
He stands without a word, but I can’t let him get away with zero feedback. I don’t know how to get us there, but I’ve at least got to get him talking.
I step around my chair closer to him. “What happened back there?”
“What do you mean?”
Is he serious? “Our uninvited guest.”
“I’m handling it.” Pausing, his dark eyes sear into mine. “Next time you get a bright idea for handling clients, run it past me first.”
My jaw drops, but he’s not getting away with that. “You seemed to have your hands full.”
“You’ve been here less than two days. You’re not ready to take the lead.”
Bastard. He can’t admit I saved the deal.
