13Take a Point of View

Any clod can have the facts;having opinions is an art.


After being hired to help an investment company develop and shape their message to potential clients, I listened to four executive vice presidents as they presented their segments of the “official” company overview. The General Counsel presented his overview of real estate investment options and the new tax laws that applied.

When he finished, I asked him, “So do you think real estate is a good investment for your high-net-worth clients?”

“Absolutely the best,” he said. “For several reasons.” And he listed them for me.

“Why didn’t you include those reasons in your presentation?” I asked.

“I did.”

“Hmmm. Well, I missed them.”

“Maybe they didn’t come across ...

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