To this day, I remember this statement well!
I was trying to list a couple of Convenience Stores, owned by this attorney, who had invested in a local Convenience Store start up that didn't last.
He had pooled his money with a few other investors and when they were going strong, everything was right.
Then, the stores sales began to decline.
Anyway, the attorney reached out to several real estate companies to list and sell the stores he had control over.
At the time, I was with a Regional Real Estate Company, so I got to go do the listing pitch.
While in his office, I had my material prepared, laying out a somewhat strategy of marketing the stores, he controlled, for sale without broadcasting the stores were for sale. (You know what I mean.)
Anyway, after giving my presentation, he started asking questions about Convenience Stores, that made me think, him being an Owner, he should know the answers to his own questions. But, remembering that I was NOT going to fake it, I answered honestly.
After about 5 or 6 questions, he said he'd be in touch with his decision in about a week.
I thank him for his time and left.
For the next week, I felt as if I had blown the listing opportunity. I resisted the urge to call and get updates. Soon, I just decided I was up against more experienced agents and I was never going to get the listing.
Then, about 10 days later, he called, asked me to bring him our company's listing agreement and he'd have me sell his Convenience Stores.
I was thrilled.
During the meeting to sign the listing paperwork, I asked what was the attributing factor that made him want to list with me.
His answer surprised me: "Because you were the only Broker who didn't lie to me!
I was shocked!
Not that I didn't lie!
That the other more experience agents/broker had.
To this very day, I have kept this in mind.
I realized that the questions he asked me, were in fact to test my knowledge and to test me as to whether I'd lie -- to him.
Sure he's an attorney. Now, retired. He just listed 1.7 acres of land he still owns -- from his days as an investor in Convenience Stores!
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