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H IGH -P OWERED R EAL E ST A TE T ECHNIQUES

response. And usually your instincts are right because you have de-
veloped them over a long period of time. If you think the deal is too
good to be true, it probably is. Or, if you think the person you’re get-
ting involved with is someone who seems to remind you of the snake
oil salesman in old movies and is prone to exaggerate, or you can’t
trust what they say, then don’t get involved with them.
Here’s an example I often use that confirms the value of instinct.
You’re walking down the sidewalk and farther down you see a group
of men. They appear to be a gang of rowdy teenage boys. Instinc-
tively you sense trouble, they’re doing something that you sense
could become a problem or be a source of danger. So, instinctively
you cross the street and begin walking on the other side. And you do
this because of something that has happened in your past that tells
you instinctively what to do.
Also, if someone comes across as a straight shooter but you feel
they’re just too good to be true—you shouldn’t do business with
them. Rely on your gut feeling. I’m not saying you shouldn’t trust
people, but investigation is a necessity. I will take at face value any-
thing thatissaid by somebody whom I think I can completely trust,
but I’ll check everything out later. In fact, I always start out with a
lot of assumptions about a real estatedealor people involved in a deal,
but I assume that every assumption is wrong. Then I’m surprised
when an assumption proves right. I always assume that I am dealing
withatrustworthy individual. But I investigate and do a background
check to verify the validity of my assumption. Then I’ll be satisfied
that my assumption was right.
However, I may end up with a situation where I checked this
person out and he seemed trustworthy, but along the way he does
something that changes my opinion. What should you do when
you’re dealing with partners you feel you can’t trust? Get out!
That trust can never be reinstated. Never! Your partner says he’ll
never do it again, but once the trust has been breached, it can never

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