Mintacular,
If you walk in the house and the beckett price guide is on the table, your chances of closing the deal are slim to none. Make him a fair offer, and if he has already received other offers, you may be able to close the deal. If you are the first person who has made an offer, regardless if the offer is fair or not, chances are he is going to be disappointed and want to shop it around. Just my experience.
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