For me, the single most important thing I can discover is the real motive for selling or buying. Sometimes sellers, when asked what they want to achieve, act like kids in a candy shop who want some of everything. Anytime I perceive that the most important motivation for sellers is to make a profit, I usually refer them off to a Broker or another investor and try to glob on to some kind of referral fee or a future "favor". There's no point in both buyer and seller scrapping like dogs over the same profit-bone.  On the other hand, when I can see that there is a real problem that the seller is willing to sacrifice to solve at the expense of his profit, I will work hand and glove with him or her to find a workable solution.

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