If it's a dealer I do not know, I just skip their table and move on if I'm not within 30%. If it's a dealer I do know, I adjust that scale to reflect their style and what it takes to reach market. Some guys are pricing way over expecting a big negotiation, some will only waver 5-10% because they've priced more fairly. I make sure my offer is around market going rate, and pull up comps to validate it's about right. I have one dealer I just pay whatever he asks me for on the things he's set aside for me and don't even look at the card because I know he's fair, if anything he cuts me a deal.
Shows are great because you get to actually see the card. Pretty much everything is common material though, not going to find the things hanging on my want list because I can't find a copy. I fill out my Topps, Bowman, modern at shows, not my priority list.
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