Industry News

Buyers are liars

Future-Proof: Navigate Threats, Seize Opportunities at ICNY 2018 | Jan 22-26 at the Marriott Marquis, Times Square, New York

Once I went to hear Jon Krakauer, the mountain climber/writer, speak about his book "Into Thin Air." The book is about a terrible mountaineering accident, and the thing I remember Krakauer saying is that mountaineering is so dangerous because there are so many different ways to die -- you can fall, or you can freeze to death, or you can have an aneurysm, or you can get hit by an avalanche, or your oxygen fails and you simply run out of breath. (I think there were more, but you get the point.) I feel this way about buyers; it's not that they lie, it's that there are so many different ways they can do it. I think I've figured out every mendacity, and they find another. Maybe that's why my sneaky little subconscious came up with the violent mountaineering-deaths comparison; but really, it's too good for them! I mean, I know sellers can be difficult, but at bottom, they only want one thing: a big pile of money. Getting there may be tough, but at least there's an objective -- and one that,...