He drove out to the ranch on Saturday afternoon. He did not tell anybody he was going. He found the address in the county assessor's records online, which felt a little like cheating and a little like stalking, and he drove two hours north and east on two-lane highways through the wheat in his little gray Accord with the radio off. He had no idea what he was going to say. He had tried to work it out in the car and had gotten nowhere. Every version of it sounded like something a salesman would say. The house sat on a low ridge above a river, a white two-story farmhouse with a deep porch and a tin roof and a stand of cottonwoods behind it, the leaves silver and green and moving in the wind. The tan-and-brown Ford was parked in the gravel drive. There was nobody on the porch. He found the old man in a pasture behind the barn, fixing fence. Amos Whitcomb was down on one knee in the grass beside a sagging line of barbed wire, in the same vest, a different cap, with a pair of fencing pliers in one hand and a coil of new wire over his shoulder, and he did not look up when Tyler came across the field, and he did not look up when Tyler stopped a few yards away, and he did not look up when Tyler stood there for almost a full minute trying to work out how to start. He just kept twisting wire. Snick. Snick. The pliers bit and turned. Finally, without raising his head, he said, " You're the salesman. " " Yes, sir. " " Brooks. " " Tyler. " " Hold this. " Amos held up the end of the coil of wire over his shoulder without looking around. Tyler stared at it. Then he stepped forward and took it. It was heavy and sharp, and it immediately caught the sleeve of his good sport coat and tore a small hole in it. He did not let go. " Pull it tight," Amos said. " Toward the post. No. Tighter than that. Use your back, not your arms. There. " Tyler pulled. The barbs bit into his palms through the wire. Amos ran the pliers along it and twisted, snick, snick, and the sagging strand came up taut and humming between the posts. " Good," Amos said. " Next one. " They did the next one. And the next. They worked their way down the fence line for forty minutes in the wind and the sun, not talking, the old man setting the pliers and Tyler hauling the wire, and by the end of it Tyler's sport coat was ruined and his palms were scored with small red cuts and his dress shoes were full of dirt and there was sweat running down the back of his neck into his collar. Amos did not offer him gloves. Tyler did not ask.
At the corner post, the old man finally stood up, slowly, with a hand on the post, and stretched his back, and looked at Tyler for the first time. " Well? " Tyler had thought, in the car, that he would say I'm sorry. He had practiced it. Mr. Whitcomb, I came to apologize. It had sounded hollow every time. It sounded hollow now, in his head, standing in a pasture with his hands bleeding. So he said the other thing instead. The true thing. " I read you," he said. " On the lot. I looked at you coming across the lot and I read you, the way my dad taught me. Your boots and your truck and your vest. I added it all up. And I got it all right. Everything I saw was true. And I still got the wrong answer. " He stopped. " I don't know how to stop doing that. I don't know how to see people any other way. I've been doing it since I was nine. I don't even know I'm doing it. I came out here because I wanted to ask you how. " Amos looked at him for a long time. Then he took off his cap and wiped his forehead with his sleeve and put the cap back on. " Let me see your hands," he said. Tyler held them out. The palms were crosshatched with fine red scratches. There was a bead of blood on the heel of the left one. Amos looked at them. He did not touch them. He just looked, the way a man looks at a horse's teeth. " Vernon Harmon," he said, "looked at my hands in 1971. I was twenty-two. Every bank in four counties had looked at my boots and said no. Vernon didn't look at my boots. He looked at my hands, and he sold me a truck on a handshake, and that truck turned into four hundred trucks. " He paused. " But that's not the trick, son. Hands, boots — that's all still reading. That's all still adding up the outside of a man and coming out with a number. Vernon got lucky that he was reading the right page. That's all. " " Then what's the trick? " " There isn't one. " Amos picked up the pliers and the empty spool. " You want to know how to see a man? You stop pricing him. That's all. You stop. It's not a skill. It's the opposite of a skill. You put the skill down. You look at somebody walking onto your lot and instead of asking yourself what he's worth, you ask him his name, and you give him a drink of water, and you wait and see. " He started walking back toward the barn, slowly, and Tyler fell in beside him. " That boy Luis does it. You saw. He doesn't know a thing about me. Didn't know if I had two dollars or two million. Didn't care. Gave me water and asked my name and told me the truth. That's all it is.