Page 57 - The Way to the Top

“The sellers will,” I answered, “because it’s included in the sale price.
We’re simply giving the buyers one less check to write each month and

moving the high-maintenance objection out of the way.” I pulled out a
sample contract and continued, “We’ll have the eighty-eight contracts
prepared in advance by the seller’s attorney, and we’ll stack them high for
everyone to see. The buyers will sign them right then and there the
morning of the sale.”

“But that isn’t legal, is it?” Esther queried, as she tilted her head to the
left. “Barbara, you know buyers have to show the contract to their attorney
before they can sign it!”

I pulled out the big rubber stamp I had had made and with one quick

motion imprinted the sample contract on my desk with bold lettering:

CONSULT YOUR ATTORNEY
You have two weeks from this date to cancel the contract and receive your full deposit
back.

Esther and Tresa looked cautiously optimistic.

At the next Monday meeting, I announced to our salespeople that we had
eighty-eight new co-op apartments for sale, that they were located in six

different buildings on the Upper East and West Sides, and that we were
going to sell all of the apartments on the same day for the same price.
“Pick any studio for $49,500,” I said emphatically, “any one-bedroom for
$99,500, or any two-bedroom for $165,500!”

When I wouldn’t disclose the apartments’ addresses, everyone wanted

to know where they were even more. “This is not a sale open to everyone
and it will not be advertised.” I had no money for advertising, but didn’t
share that fact. “We will distribute the exact addresses and unit numbers
only on the morning of the sale. I ask that you please tell only, I repeat

only, your very best customers. And, of course, you can also tell your