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It's Not Me, It's You

There’s an attorney I’ve dealt with maybe five times in the past two years.  Each deal fell apart, for different reasons, ranging from his clients’ lack of follow-through, or honesty, or actual ability to sell. 

Though this market is unpredictable, I question where his clients come from that so many are such undesirable participants in transactions. It is rare for my clients to act in the way this lawyer’s clients do, probably because there is far less than six degrees of separation between the people who hire me.

I have never advertised; all my clients arrive on my desk via referrals.  Back when I went out on my own in 1987, I had a mortgage broker acquaintance who sent me his pastor.  Pastor N. then sent me members of his church, and they have sent me their friends, relatives, and children.  A co-worker and a friend of one of my brothers each bought a house, and sent me everyone they knew.  My dad talked to someone at a meeting he attended and I suddenly had two new seller-buyer clients.  And things went on from there.

Does that ensure that I can vouch for most of my clients’ honesty and intentions, just because they were referred by very nice people?  Of course not, but it sure cuts way, way down on the possibility of gaggles of clients all being transactionally objectionable.

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