I'm finding the folks serious enough to close are serious enough to invest the time for coffee. What are y'all using to find alignment, set expectations, and build trust - coffee, cigars, peace pipe?

Today an heir confided in me why he needed his affairs settled quickly. He's expecting to get 7 years and it's in the hands of a jury. I drew his family tree on a notepad and explained his options. The verdict is a coin toss.

When I've exhausted phone, text, and email options I like to visit the property and scope out the neighborhood for additional options to open a conversation with the property owners/heirs. I left a note at the door of a subject property and as I'm walking down the driveway the firetruck rolls up. We gave each other a nod and look of confusion. Thanks to the paramedics, I was able to hang around and get the homeowner to have a conversation, but she's not ready to make a deal.

Tonight we scoped out a very rough house to confirm a rumor of squatters. The back alley dogs alerted to us cruising the alley behind the houses. The resident showed his confrontational side. My wife wasn't feeling like this was the encounter she imagined so we went home.