At an early age, Lance Walker had learned that success in life was all about having the right opportunities. Take, for example, this meeting they had scored with the lead furniture buyer for a national retail chain. If they landed a partnership deal, it could easily double Zooest’s profits. Hell, maybe triple them. It was an amazing opportunity, and Doug had secured it all thanks to someone he was chatting with at his country club one afternoon. It wasn’t enough to open the door when opportunity knocked, though, you had to first set yourself up so that opportunity would knock, so that it was practically beating down your door.
Lance decided he really needed to take up golf. It was embarrassing that he didn’t know how to play the sport. Maybe he and Adam could learn at the same time. It would be a good father-son bonding thing, and it would be good for Adam to start young.
He was worried about his son. In less than a year, Adam would be starting kindergarten, and Caitlin had been fighting him on enrolling Adam in private school. Hightower Day was a prestigious school and only two towns away. It was perfect. Caitlin didn’t know this, but he had gone ahead and reserved a slot for Adam in the upcoming kindergarten class two years ago. They needed to commit, though, because the school wouldn’t hold his place forever. Well, he would talk to her about that, make her see how important this was for Adam. At the very least, he could paint Hightower Day as the compromise, convince her that it would be far better than sending him away to his own alma mater.
He spared a glance at Corey, who was midway through his pitch for Zooest. Corey was at the point where he was explaining how, in just three years, he and Doug had taken their little startup from nothing to one of the biggest players in the online mattress industry. For a moment, Lance saw not the cool, confident thirty-year-old in the Armani suit, but a thirteen-year-old in a grass-stained lacrosse uniform jogging across the Ryerson quad. Lance wouldn’t be here, wouldn’t be vice president of sales for a thriving company, if his mother hadn’t sent him to Ryerson. If you go to the right schools, you meet the right people, and opportunities abound. That was what he needed to explain to Caitlin.
No, the school thing wasn’t really what was troubling him. They could work that out. The nightmares were the more pressing issue. When Caitlin had been pregnant, he used to try to imagine which parts of them would wind up showing up in their unborn child. Would the kid have his hair? Her eyes? He had imagined mostly physical characteristics. He hadn’t thought about all the other things lurking in their DNA, until the nightmares began.
They seemed to be getting worse. Two or three nights a week, Adam woke them up screaming. Caitlin didn’t want to take him to see anyone. He understood her reluctance. Taking Adam to see a shrink was like admitting there was something broken about their son, and she didn’t want to give him some sort of inferiority complex. Still, something needed to be done. This was the sort of problem that needed to be licked early. Nobody understood that better than he did. What did Caitlin know about nightmares, anyway? Of course she didn’t understand the seriousness of the situation. How could she?
Someone nudged his arm, and he looked up, startled. Corey smiled at him, but there was annoyance in his eyes. Lance was up, and he had missed the cue.
“Sorry,” Lance said. He shuffled through the pitch packet papers on his lap. “To think of Zooest as just another online mattress seller is to miss the point,” Lance said. He took a swig from the glass of water on the table beside him to soothe the scratchiness of his voice. He could still feel Corey’s eyes on him, and he was pretty sure his boss and old friend was growing more annoyed. He had picked the wrong time to zone out. “Zooest offers something that no other mattress retailer offers, our own patented sleep system. We’re selling more than just a mattress. We’re selling a good night’s sleep.”
Across from him, Tom Marks, the retail chain’s lead furniture buyer, shifted and let out a little sigh. It was a cue that at some point he was going to tell Corey and Lance that he had heard enough and send them on their way.
“Yeah, your colleague here just said that,” Tom said.
Corey delivered a practiced and polite chuckle. Crap. Lance should have been paying more attention.
“Well, it’s important,” Corey said. “We can’t stress it enough.”
He gave Lance a playful pat on his arm and a look that said, Get it together, man.
Lance felt himself redden as he glanced down at the pitch packet. They had practiced all this back at the office, but he wasn’t sure what Corey had already said. Screw it. He didn’t need prepared remarks. Prepared remarks were not what had gotten him here. What he had to do was get in their corner, be their equal.
Lance glanced around Tom Marks’s office. It was simply furnished with not many personal touches. There was some sort of large crystalline gemstone on the shelf behind Tom. A vacation souvenir perhaps. There was an etched Lucite award, but it was too far away to make out what achievement it recognized. Lance’s eyes chanced upon the family portraits in their shiny brass frames. He set the pitch packet papers on the table beside him and leaned forward ever so slightly.
“Do you have kids, Tom?” Lance asked. Beside him, Corey nervously shifted in his chair. This wasn’t part of their rehearsed plan.
“A son and two daughters,” Tom said. “My oldest just got accepted into Cornell.”
“Congratulations,” Lance said. “You must be so proud. I have a son. He’s going to be starting kindergarten in the fall.”
“Well, I’ll warn you,” Tom said. “The years fly by faster than you can imagine.”
“You would do anything for your kids, wouldn’t you?” Lance said.
“Of course.” Tom looked slightly confused by where this conversation was going. He wasn’t alone. Out of the corner of his eye, Lance spied Corey’s perplexed expression.
“The thing about fatherhood that I wasn’t prepared for was how helpless you feel when something goes wrong.” The secret to lying was to always base your lies on truth, then they didn’t really feel like lies. “About six months ago, my son started having nightmares on a regular basis. Nearly every night, he was waking up screaming, terrified. I felt so helpless, sitting there beside his bed trying to soothe him as I wiped the tears from his face. It was killing me to see him suffering like that.”
Tom shifted ever so slightly forward in his seat. He was engaged now, had forgotten all about his plan to send Lance and Corey packing. Corey was doing his best to remain neutral and passive as Lance went off the rails.
“His pediatrician said it was just a phase and that it would pass,” Lance continued, “but I was desperate. I would have done anything to make sure he didn’t have to suffer like that. Then, and I’m embarrassed to admit that it took me so long, but I realized the answer had been right there in front of me the whole time—the Zooest patented sleep system. I mean, I guess I thought of it as something to help retired construction workers with aching backs or stressed executives dealing with insomnia, but our sleep system really is designed to give the perfect night’s sleep to every individual. So I created a Zooest Sleep Profile for Adam—that’s my boy—and I used our online tool to find him the perfect bedding and room accoutrements to deliver a good night’s sleep. Our sleep system designed the perfect bedroom for Adam—from moving his bed away from a noisy vent to replacing his hippo-shaped nightlight, which cast weird shadows. And of course there was the design of the mattress and bedding material based upon his own size and shape. Since we installed his own personalized Zooest Sleep System, he hasn’t had a single nightmare.”
Lance took a breath to let the story sink in.
“So don’t assume we’re just another mattress seller,” Lance said. “What we’re selling is a sleep system tailored to an individual’s needs. Every single customer that walks through your doors is a unique individual and deserves their own unique sleeping system, and when you partner with Zooest, you’ll be able to give that to them.”
Tom nodded. “I’ll be honest, we’ve been looking to expand our mattress offerings, and I’ve heard some pitches from some of your competitors. The truth is, I wasn’t that impressed, but this sounds like something we could get behind.”
Though Corey didn’t audibly sigh, Lance could still sense the tension that suddenly left his body.
Tom began talking about follow-up meetings and a trial rollout in select stores before they went national, but the deal was as good as done. Twenty minutes later, Lance and Corey were on their way out of the office after having scheduled those meetings, when Tom stopped Lance by resting a hand on his arm.
“How is your boy doing now?” Tom asked. “Is he okay?”
“It’s been an incredible transformation,” Lance said.
Tom reached into his pocket and slipped out a wallet. He searched inside before pulling out something and handing to Lance. It was a business card, but not his own. This one was purple with a watercolor background. The name on it was Phelicity Green. Her title was listed as Dream Whisperer.
“If he ever does experience any more difficulties, I can highly recommend Phelicity. She’s exceptional. Really helped me to heal my chakras and correct the energy flow in my life, and it made all the difference.”
“Thank you,” Lance said, and he waved the card in the air before slipping it into his pocket to indicate how grateful he was for this gift.
“That was fucking brilliant, man!”
Corey had just downed his third bloody mary, and all his sentences came out as shouts. Other diners in the steakhouse where they were enjoying their celebratory lunch swiveled around to gawk at the commotion. The attention might have made some uncomfortable, but Lance reveled in it. After all, they were the cool kids in the room.
“That shit about your son and his nightmares? Stroke of genius!” Corey waved his celery stick garnish in the air, and red droplets splattered on the crisp white tablecloth.
The waitress came by to check on them. She didn’t actually tell them to keep it down, but it was implied in the way she asked if there was anything she could get for them.
“How about your number?” Corey did that thing where he waggled his eyebrows at her. It was something he had been doing since he was at least fifteen. Back then, the girls at the annual combined school dance had thought it was cute, but at thirty it just made him look pathetic. It didn’t help that he was wearing his wedding band.
“Excuse me?” the waitress said.
“Sorry,” Lance said. “Don’t mind him. He’s just a bit giddy. We had some good news earlier.”
The waitress left them, but not without a backward glance that brimmed with disgust. Lance decided it would probably be a good idea if they didn’t order anything else, because there was a strong risk it would be laced with annoyed waitress spit.
“Some good news,” Corey repeated with a bark of a laugh. “Understatement of the year! Hey, sorry, man. I had no idea that Marks character was going to be such a weirdo, but you picked up on it, didn’t you? That’s why our planned speech didn’t work, but you saw that, didn’t you? Genius!”
“Sometimes you have to improvise.” Lance didn’t add that improvising was pretty much what he had been doing his whole life.
“Healed his chakras,” Corey muttered. “Weirdo. Hey, what was that card he gave you anyway?”
Lance fished the business card out of his pocket and passed it across the table to Corey. The glossy purple coating caught the light as Corey read it.
“Phelicity Green,” Corey said. “Dream whisperer. Yeah, I bet she healed his chakras. I wouldn’t mind healing her chakras, if you know what I’m saying.”
Lance did that thing where he smiled and sort of half-laughed, but he noticed more glares from the others in the restaurant. It was probably time to get the check.
“We should get back to the office,” Lance suggested.
Corey waved the idea away as if it was absurd.
“Hey, did you see this?” Corey asked, still looking at the business card. “Says she’s in Culver Creek. Isn’t that your old stomping grounds?”
The floor fell out from under Lance. He felt like he was tumbling off a skyscraper after being punched in the gut. The house of cards he had so meticulously constructed began to fall in on itself.
“Culver Creek?” He managed to squeak out the words through a suddenly dry throat. “No, I never lived in Culver Creek.”
“No, I know you’re from Atkins, but isn’t Culver Creek near there?”
“Oh, yeah,” Lance said. The relief took several seconds to make it to his racing heart. “I mean, kind of. Not that far, I guess.”
“Small world.” Corey flipped the business card back to Lance, and it skimmed into a red bloody mary droplet. “Where’s that waitress? I need another drink.”
“We should get back.” Lance wiped the business card on his napkin and shoved it back in his pocket. “Hey, I’m gonna hit the john.”
Lance splashed cool tap water on his face and patted it dry with a couple of paper towels. He had almost lost it back there. Stupid. Thankfully, Corey was mildly inebriated and probably hadn’t noticed a thing, but that was just luck.
Then there was the meeting earlier. He had almost screwed that up completely. He had saved himself, and it all came right in the end, but he had come very close to ruining things. Way too close. He needed to get it together.
He wasn’t getting enough sleep, not quality sleep. He couldn’t function without sleep. It may have been a line from Zooest ad copy, but that didn’t mean it wasn’t true. Something needed to be done about Adam’s nightmares. Caitlin was dead set against taking Adam to a shrink, but this problem seemed to be above the pediatrician’s pay grade.
He fired off a quick text to his mother. He had already discussed his concerns about Adam and the bad dreams. His text said he wanted to try taking Adam to a psychologist but that Caitlin was resistant to the idea, and he wondered if she had any advice. He hesitated for a second before hitting the send button. Maybe this was the sort of thing more worthy of a phone call than a text, but he didn’t have time for that.
He needed to get back out there. If he left Corey alone for too long, he would order another drink, or worse, attempt to grab the waitress’s ass or something. He hit the Send button and headed out of the men’s room.