Page 71 of Scotlander

‘If you had to give tips to one of your clients who was, say, trying to rehabilitate their image with a community who might be predisposed to find them . . . standoffish . . . What would you advise?’

Finn pointedly poured the remains of the jam on to his scone.

Gabe stared at his plate while he considered the question. ‘Depends.’

‘On what?’

He glanced across at Finn who instantly looked away, then caught Willa’s eyes. ‘Why they’d had the rift in the first place.’

‘Oh, well . . . a misunderstanding. This is totally hypothetical, of course.’

‘Of course.’ Gabe gave her a sure-it-is nod.

Finn carried the platter round the group again, but Willa could tell he was still listening.

‘So, if this hypothetical person had been the unfortunate victim of say . . . poor branding . . . people thought they were one thing when, really, they were something else altogether . . . what would you say their best line of combatting the ill will would be?’

‘Behave the way they wanted people to see them. Even if they weren’t feeling it yet. Project the image and the energy of the type of person you want them to respond to.’ Gabe licked some jam off his fingers then finished his coffee. ‘No matter how broad-minded people like to think they are, we’re wired to be responsive to threats. If you normally wander round in a cloud of thunder . . .’ Again, his eyes drifted to Finn.

Willa cut in, ‘Like you did the first time we met?’

Gabe laughed. ‘Yes. Until you plied me with Rocky Mountain Bear Fuckers, I was a bit of an ass.’

She pressed her hands to her heart with a squishy awww. ‘Don’t worry. You made up for it.’

There had been extenuating circumstances. Same for Finn.

‘And I made up for it by . . .’ Gabe beckoned for her to repeat the lesson he’d just taught her.

‘Behaving the way you wanted to be perceived.’

Again, Val’s note came to her. Sometimes you have to step away from the person you think you are, to become the person you want to be.

‘Thanks, muchacho.’ She rose and gave his cheek a kiss. ‘Right, then, Finlay.’ She turned round, nearly knocking Finn over with her skirts. ‘You ready to head into the roaring metropolis that is downtown Balcraigie?’

‘Very subtle, Willa.’ Finn jammed the key into his jeep.

‘Thank you.’ She beamed at him angelically. ‘I thought so.’

He scowled. ‘I know how to behave nicely.’

‘Obviously. I am bearing witness to it.’ She clicked her seatbelt in place nanoseconds before Finn pressed his steel-toed boot to the accelerator. After a few minutes of terse silence she said, ‘I just thought as Gabe does this for a living – rebrands people – a few last-minute tips wouldn’t go astray.’

‘I know.’ He huffed out a sigh then admitted, ‘I guess I’m a bit nervous. Orla’s the one who usually goes into town and does this kind of thing.’

‘Why didn’t you ask her to come?’

She knew why but thought Finn could do with the reminder.

‘Because there’s no future for me here if I keep pushing people away.’

‘Very good, Finn. That was very Dr Phil of you.’ She gave him a sunshiny grin. ‘Now then. Let me see your most charming smile.’

He shot her a rictus-like grin.

It was going to be a long day.

‘Finn.’ Willa nudged him. ‘You have to go into the shop to make a transaction.’