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Yes, you do have to have a pretty well developed BS meter. That comes with time.
Trying to get in the door today, and the guy is telling me he doesn't have time to meet with me for 5 minutes, that I'll have to come back, all the while I smell pot drifting out the screen door.
I'm pushing though, and he keeps saying he's real busy, then his grandson pipes in, "He's playing games on the computer."
Now that's what I call a motivated buyer!