steve's White Mountain Blog


Show your client you're an ACE.


Don’t wait to be dealt better cards – show them you’re an Ace right off.

 Damon Runyon used to tell this story on how he got his first newspaper job. It happened in Denver. He sat in the outer office patiently waiting while an office boy carried his request to be seen by the busy editor.

  In about ten minutes the boy came back and said “He wants you to send in a card.” Runyon had no card but being resourceful; he reached into his pocket and pulled out a deck of cards. From the deck he carefully extracted an ace and said,”Give him this.”…..He got in and he got the job.


I was told by a potential New Hampshire property seller; he was going to have three opinions of value and one professional appraisal…before deciding who to list with.


I finished my opinion of value with in an hour of the request. The following day I asked about the other values, the seller said “No one has completed the work but you.” Well I said “I can tell you what they will come up with.” Interested in my response and my reasoning he asked me to analyze the other opinions. I told him the appraiser will come in 10% below my estimate and the other agents will come in 10-20% above my estimates. The appraiser is getting paid to show you the simple facts of the data and the other agents will try to entice you to list with them – thinking a bigger dollar value will secure the listing. As for me I want the job, and can get it done for the price I suggested. The appraiser is playing it safe – the agents will only make you sorry later. I am the one you want to market the property….I got the job.


Show your ace upfront the truth wins more hands than a good bluff.







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Comment balloon 13 commentsSteve Loynd • January 30 2012 03:02PM
Show your client you're an ACE.
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