In this episode, Charles shares a story of visiting an office principal to provide him with sales folders for the last few sales. As he opened one, which happened to be one the principal had made, Charles had the idea to call the seller and ask if they knew anyone else thinking of buying or selling, given that we had successfully sold their home.
The principal pointed out that he had been at this particular lady's home for a barbeque on the weekend just gone, and if she had known anybody, she would undoubtedly have already told him. Charles learnt a long time ago never to assume anything in this business, but even more concerning was the fact he had driven five hours to get there at his request, lost the front end of my new car, and all he could say was he didn't need to call her, so I let him have it! He finally relented. The results were terrific.
