This reminds me of the old story of the importance of “KnowingWhere to Tap.” Have you ever heard the story? Here’s the short version: A huge steamship boiler system was not working properly. The steamship captain hired a top boiler expert to fix it. The expert asked a few questions and inspected the boiler room. He looked at the pipes that twisted and turned every which way and listened to the boiler and all the machinery. He studied the problem, reached into his tools, and grabbed a small hammer. He gently tapped one valve, and— voilà! —the problem was fixed. He sent a bill for $1,000 to the owner of the steamship. When the owner saw the $1,000 invoice, he was mad as a hornet’s nest! He called the expert and confronted him about the bill. “You were only there for 15 minutes! How dare you charge me $1,000!?!” he demanded. The expert heard him out and told him he would send a new bill. The owner received another bill the next day. The bill was itemized, as follows: Tapping the valve: $.50 Knowing where to tap: $999.50 Total: $1,000.00 Specialized knowledge is one of the most valuable resources in the world. Fortunately, for you, I have specialized knowledge. I know how to sell homes for more money. I know precisely where to “tap the valve” and to solve any potential problems that could come up. In fact, you will usually make more money when you hire me to sell your house. I know that sounds crazy. But it’s true. The fact I can sell your home for more money is usually enough to pay my commission. This is how you make money hiring me. I save you countless hours chasing down surveys, handling inspections, etc.
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