Don't try and get inside the owner's head - it doesn't really matter. Be cool and detached, don't appear enthused and don't express admiration. Make an impression on the vendor that the house is a liability. Some of the choicer questions; "I'm only really interested in the land" "Do people really live here? And if the property is really rough; "How long do you think, before it's going to be pulled down?"
Harrap, Neil.
Buying and Restoring a House.
Wellington: N. Harrap, 1981.
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