A doctor from London saw the plot of land…

A doctor from London saw the plot of land yesterday. He liked it a lot. What about you? Are you still interested? The doctor from London-sometimes it's a professor or a banker-is, of course fictitious. The effect is very real, though: It causes prospects to see the opportunity disappearing before their eyes, so they act and close the deal. Why? This is the potential shortage of supply, yet again. Objectively, this situation is incomprehensible: Either the prospect wants the land for the set price or he does not-regardless of any doctors from London.

— from The Flight Plan (Purpose/Wisdom/Risk) · Art of Thinking Clearly by Rolf Dobelli

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