Chapter 8
Chapter Eight
MARLOWE
T he day of Donatellos’ open house in Olde Naples dawned sunny and cool. Cool meant in the low seventies, which wasn't at all unusual for Naples in the winter. But you never knew what to expect. Marlowe was glad it wasn’t raining. The outdoor area of that home was so spectacular that she wanted everyone to get the full effect. Shari's assistant Trevor had sent out an attractive email, along with targeted Google and Facebook ads. Some of the addresses were from people up north. That was not unusual but they might be renting a small home or condo and want to trade up.
When Marlowe arrived at the house, she used the lock box to enter. The house was comfortably cool and inviting. Very nice and thank you, Carmella. Walking down the tile floor to the kitchen area, she set herself up at the counter. Trevor had agreed to come for backup. After Carmella's comment during Marlowe’s last visit, she had laid down the law about the owner’s presence at the open house.
“No one likes to run into an owner at an open house.” To her relief, the older woman seemed to understand.
“Not to worry. Marco and me, we’ll be golfing that day.” Carmella’s response suited Marlowe just fine.
“Perfect,” she murmured as she opened the back doors. Her eyes swept the pool and the yard beyond the lanai. The sun sparkled invitingly on the water. The exotic flowers spaced around the kidney shaped pool added a nice floral touch. The gardeners had freshened the large turquoise and blue pots. Today the potted plants showed well in bright pink, orange and yellow. Out beyond the pool deck was a well-tended yard, artfully enclosed with a white fence to accommodate a dog, which was very important for pet owners.
Going back inside, Marlowe checked out the master suite to make sure that there weren't too many personal touches. People liked to imagine their own family photos or artwork in a bedroom or master bath. But Carmella must have forgotten. On top of one of dressers stood an abundance of silver framed family photos, including her wedding portrait. They had made such a beautiful couple. But prospects didn’t need to see that today. Opening the top drawer, Marlowe carefully tucked the framed photos inside. She made a mental note to replace them before leaving that day.
Marco and Carmella had separate bathrooms and that feature always showed well. Marco's bathroom had a black marble shower while Carmella’s boasted white marble and a wonderful jacuzzi. “I like having my own bathroom. Then every time we go out, we pretend it’s a date. I like to surprise my Marco,” she’d told Marlowe with a cute wink the day she’d been showing her around. On one of their trips to Italy, the couple had brought back hand-painted sinks and ceramic fixtures. Although they looked a little dated, the delicate floral designs did add charm.
The master bed was king-size and the suite had sliding doors leading out to the pool area. Two spacious walk-in closets were nicely designed with shelves and stacks of drawers. A decorator had helped Carmella organize her clothing by function and color. Her Lily Pulitzer golf togs were separate from daytime capri pants with matching tops. A swish of gorgeous evening gowns shimmered, taking up half a wall.
The built-in jewelry case was hidden behind a panel, but thieves were so crafty. And yes, an open house could be considered easy pickings. Agents had to be alert. Marlowe had an answer to the problem. It only took her a second to set up a secret camera among Carmella's lovely pastel sweaters. One of the well known realtors in town had reported an unnerving theft during an open house a few months back. She did not want to take any risks even though Trevor was there to circulate. They’d discussed their strategy.
Marlowe wished they could afford these closets at Sunnycrest. But she quickly banished that thought. Although they hadn't talked about a specific budget, she doubted that they'd be able to afford that kind of luxury. But as she studied the shelves, drawers and compartments, she tucked the idea away. After all, she’d be paying for some of that renovation. Would she actually be living there? One step at a time and she drew in a calming breath.
Dashing upstairs as one o’clock approached, Marlowe gave a careful eye to the two guest rooms. Each was an ensuite and she made mental notes on the features. They did intend to add bathrooms to the bedrooms on the second floor of Sunnycrest. What would they include? The shower heads had become dated and the same was true of the fixtures.
That week she'd had a chance to set up appointments with both Chase Wilson and Seth Barrett, the two architects suggested by Gabby, for the upcoming week. Either Izzy or Aunt Cate would be at Sunnycrest to walk each prospect through the project. She sure hoped that one of the men met their approval. But Gabby had said she could do further digging if needed. What a help she was turning out to be. Marlowe hoped to see her again the next time she was in Charlevoix.
Standing on the landings, she heard the door open downstairs. Leaving the guest rooms and the spacious landing, which was set up as a second TV area, she made her way downstairs. That day she’d chosen a hyacinth sleeveless sheath that might look good with all the flowers. No stilettos today, just kitten heels. She didn’t want to tower over people. Her hair was swept into a high ponytail that allowed her to show off her hand-hammered earrings and necklace. Marlowe wanted to look professional and yet very approachable. Trevor was waiting for her in the kitchen.
“Wow, this place is just as elegant as its pictures.” He ran a hand over the five-star white marble. “The kitchen is enough to make any woman want to cook.”
“I think so too. I've just checked the upstairs. Would you make sure that you circle through the house repeatedly? That way all of the guests will know that someone is around all the time. I'll do the same.”
“Got it.” Trevor took off when the doorbell rang and Marlowe exhaled. She heard Trevor greet the people who were at the front door. Walking back into the foyer, she greeted the couple who were probably in their fifties, just the right age to be stepping up to this property.
Carmella had set out some of her lemonade and cookies from the Italian bakery on Tamiami. No baking for her today. Once Marlowe had shown people the kitchen, pool and yard, she took them back into the house through the master suite and then to the foyer. Trevor took it from there and led them upstairs.
Sometimes she couldn't still believe that Shari had shared her own staff. To her knowledge this was rare. Watching Trevor work, Marlowe realized that he was more polished than Jenna. Shari had probably been developing him for quite some time.
As more people arrived, the two of them fell into a rhythm. One of them was always circulating and answering questions. When immediate offers came, Marlowe sat down with the potential buyers in the sunroom. After about an hour a full cash offer came in. Her strategy was to take note of it while keeping the offers coming. The more time she spent in this house, the more she wanted to see those numbers go up. Not only would the Donatellos benefit, she would too. Marlowe didn't know what the future might hold for her or what kind of cash flow she might need before she could bring her new venture in Charlevoix up to speed.
She was finessing one offer when the woman said, “Your associate told me that the hardware in the master suite would not be included. Do you know if those pieces are available here in Naples?”
Marlowe felt shock drain the color from her face. “I'm sorry, would you give me a minute please?” What was Trevor telling them? She’d thought it was clear that the Venetian fixtures had to stay. The very idea of ripping them out of the bathroom at this price point was absurd.
When she entered the front hall area, she ran straight into Trevor. “What the heck is this about the hardware?” she whispered. “Of course it stays with the house.”
“I'm sorry, what are you talking about?” His forehead wrinkled.
She brought him up to speed as she headed back to the master suite. As she rushed past the windows, she noticed Carmella's yellow Porsche out on the driveway. Marlowe’s stomach clenched and her blood pressure went up. She found Carmella in her closet, calmly folding and refolding her sweaters. “I thought you wouldn't be here today. We agreed.”
The older woman gave a dismissive snort. “You didn't think I would leave my jewelry box here unattended.”
“You were told to put precious items in your safety deposit box.” Taking out her phone, Marlowe opened her camera app. “I've got that covered,” she said, showing Carmella the view of the closet.
Sniffing, Carmella turned away.
But Marlowe had to make this clear. Keeping her voice low, she said, “You can't begin excluding things from the sale.”
“Don't be silly. Of course I can. You think I'm going to leave those hand painted faucets in this house? We need them in our condo. Memories of Venice.” Taking a tissue from the pocket of her Lily Pulitzer golf skirt, she blotted her eyes.
Marlowe was not going to fold. “Yes, I know. But we have a contract and you did not exclude those items.” This wasn't the first time that Marlowe had run into this entitled attitude. But each time, it made her more furious. At this price point buyers did not expect to walk into a house and have a Murano glass chandelier missing. She had actually had that happen after one sale and it had been harrowing working through it. Marlowe had to clear this up fast.
“Those are called selling points, Carmella, and yes, you are going to leave them.” Marlowe used her no nonsense tone. While she was talking, Carmella had dropped her eyes. “Do you want a quick sale? Or do you want today’s open house to be a lost cause? We'd have to do it again next weekend.”
Carmella's gasp was her answer. Taking her shoulders, Marlowe steered Carmella toward the sliding glass doors. Behind her the doorbell rang and she was so glad that Trevor was there to answer it. Right now she had to deal with Carmella. “Now I'd like you to quietly get into your car and leave. Go have a drink with Marco at the club while I go back and finesse an offer that is above the asking price.”
Carmella's mouth opened in a perfect oval. “Oh, I told you this house was special.”
“The buyer decides how special a house is. Handing over the keys at closing, only to find features missing? That is not going to happen.”
The pout was probably something Carmella used effectively with her husband. But Marlowe was not her husband and this was infuriating. How many prospects had Carmella waylaid with this ridiculous comment about keeping the fixtures? A few minutes later Marlowe was back in the sunroom, completing some paperwork with a couple she thought would be perfect.
“I will have to run your offer past the owners,” she told them as they left. “I should warn you that we've had high interest in this property today. There is always a possibility that you might be outbid.” After all the nonsense Carmella had pulled with her, Marlowe was going to work extra hard to get the best price. She wanted to make this worth her while.
Standing at the door saying goodbye, she noticed a champagne colored Mercedes pull up. That sure looked like Shari's car. As the other couple got into their Lamborghini, Shari stepped briskly from the Mercedes. Did she ever have a bad day? The woman always looked well turned out and this afternoon was no exception. A brightly colored Hermes scarf was tossed over a hot pink blouse that contrasted with her sand colored slacks. Tortoise shell designer sunglasses hid her expression.
Marlowe met her on the walkway. “Have you come to check up on Trevor?”
Tipping her head and lowering her glasses, Shari smiled. “Not at all. Just thought I'd have a look see.”
The tension of the past couple hours evaporated. Showing Shari around might be fun. Meanwhile Trevor tidied up the flyers and got more lemonade from the refrigerator. They started on the second floor. Seeing the property through Shari's eyes was interesting. She knew decor and she knew brands. When Marlowe told her about the stunt Carmella had tried to pull, Shari laughed.
“That would be a real disappointment for the buyer. Any exclusions are spelled out in the contract.”
“Exactly.” It was fun to discuss this, realtor to realtor.
“Good thing you caught that, although I've heard of worse transgressions. We deal with an entitled population. Great guest rooms up here.” They were in one of the bathrooms. “That showerhead will probably have to go. A hand-held might be a better idea.”
After ticking off a couple other dated points, they took the stairs down to the first floor. “You're so right about our market. They are fussy to the extreme.” Would Charlevoix be different? More realistic and homespun? Marlowe sure hoped so.
“Not every realtor is skilled at working with them,” Shari’s eyebrows rose. “But I would say that you've passed some very important tests.”
By that time they were standing in the spacious kitchen. “Lots of room but not too much room,” Shari murmured. “What kind of offers have you gotten today?”
“We’re above asking price and climbing.” No way was she going into the details. But Marlowe was pretty proud of the way she'd negotiated on behalf of her clients.
Shari’s eyes swept out toward the pool. “Love the exotic flowers in that pool area. This home is worth more than asking price, or so I would think. Could you take another bid?”
“Do you have one of your clients in mind?” This wasn't unusual. Realtors often came through an open house to check out the property if they’d been working with someone who might be interested.
“No, I'm talking about myself.” Shari turned toward her with a pert little swirl.
Marlowe’s jaw fell open. What did this mean? “Really? I didn't know you were moving.” But then, she knew so very little about Shari.
“I've been thinking about trading in my condo for something else. Something more personal. And this area is very appealing.”
“Sure is. You’re right about that.” Olde Naples was charming, full of old Florida appeal but with expensive updates. The Donatello house was five blocks from the beach and close to two areas offering fine dining and excellent shopping. And the area was safe and walkable.
“Okay if I take off now?” Trevor called from the front hall.
“Fine with me and thank you. He’s been such a help,” she said, turning back to Shari.
“Borrow him anytime,” Shari said with a warm smile Marlowe had never seen before. She would have been more excited if she intended to stay in the area. However, she had other open houses coming up and Trevor would be a big help.
Grabbing some paperwork, Marlowe sat down with Shari in the sunroom and took her through the numbers. The price was already almost outrageous. But Shari knew what she wanted and she seemed determined to get this house. The Donatellos would be thrilled. They could easily take a trip to Italy and buy more fixtures. And the house would definitely not be torn down. “I'll call you tonight after I run this offer past the owners. But I don't see any reason why they wouldn't accept it.” They walked back out to the front door.
“I'm so excited.” Shari’s eyes sparkled. “It's time for a change and I have some old friends in this area.” Then she stopped and bit her lower lip.
“What is it?” Was something wrong?
Her colleague lifted her long lashes. Were they real? “I’m wondering why you didn’t jump on this yourself. Such a special place. These don’t come up that often.”
“Oh. Well.” How much should she tell her colleague? Granted, Marlowe might be interested if she were staying in Naples. But not now and she wasn’t ready to share her plans with Shari. “I’m happy with my condo. Put a lot of work into it.”
Shari seemed satisfied and turned toward the door. “Someday you’ll no doubt have a house when you settle down.”
Settle down? Walking Shari down the sunlit path and out to her car, Marlowe pretended that she hadn’t heard. Would she marry some day and plan a future with her husband? A future that included a house? She was beginning to wonder.
Later as she pulled into her own parking garage, Marlowe wondered if she could ever get excited about moving to a different place here in Naples. Although she wasn’t aware of Shari's exact age, she imagined that she was in her late fifties or early sixties. The word was that she had been widowed some time ago and had raised two children. But she now seemed very much alone. Although Marlowe admired Shari for everything she’d accomplished, she sure didn't want to end up like her. Life was more than just a flourishing career. Her time back in Charlevoix had shown her that true happiness was found in relationships.