When I was six weeks into the brokerage business in Denver, I got a 10-unit multi-family lead in Englewood, CO. The seller was a great guy, firm on his price of $1,550,000, wanted to pay a 4% commission, and ABSOLUTELY WOULD NOT LIST! This was fine by me. I worked the deal off-market, and I received offers in the $1MM-$1.3MM range; each time I met him at the property and presented my offers in person, he rejected them, and then I would pitch for the listing at $1.6MM with a quick 30 day period to entice him to do the deal to which he would kindly decline. Finally, one day, I showed up with lower offers, but this time, I had my hair slicked back. I have no clue what made the difference, as I said all the same things I had previously said, but he signed the listing on the spot. From that day on, I slicked my hair back for two years; then, It got to the point where I didn't have an extra 15 minutes in my morning, so I stopped doing it. I still slick my hair back for big meetings and occasions. I sold the listing for $1,550,000 60 days from when the listing was signed and later sold the building across the street for $3,100,000, and the building next door for $1,060,000. Do what works for you, and have fun with it. 😉
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