A few years ago I followed upon a lead of a gentleman who wanted to buy A property.
I did my homework and found a few properties to go take a look at that best suited his needs knowing he flew into town for only the day. I was very nervous because something didn't seem right. The prospective buyer was extremely nervous and was sweating Profusely. I did all the right things to protect myself... let him go in the home first, kept the doors open, leaving a clear exit path, keys in hand, let my office know my route etc.
After the tour was done we went back to the first house to write an offer. When we entered the home I noticed that he had removed the business card that I had left on the kitchen counter and put it in his pocket. What crossed my mind was that he was getting rid of any evidence that I was ever there and that this was going to be my last day on earth. Then something strange happened. The buyer broke down and explained to me that he was deathly afraid of flying and that he had to get back on the plane in a couple of hours and wasn't sure if he could. He also apologized to me that he had forgotten my name and took the business card to refresh his memory.
Long story short, I got him back to the airport, bought him a shot of whisky to calm the nerves and away he went. I got the offer accepted on the property that we wrote and he bought four more from me that year. It has been 4 years, 36 transactions, and several referrals later and still going strong.
I had no clue that the guy who I thought was worst nightmare would turn out to be my best client.