M
ontauk Highway – a place that has seen my most profitable deals. I’ve always believed that sharing the strategies that turned a few transactions into steady income could help others. Here are two stories that illustrate the method.

    In 1968 I purchased a house on Montauk Highway, just west of Halsey Lane, adjacent to a gas station and a supermarket (now Citarella). The building, though a private residence, became the office of Dan’s Papers for 32 years. The owner, an elderly gentleman, met me on the wrap‑around porch as I pulled up. I cut straight to the point: “Your ad said you wouldn’t accept less than $42,000. If I used a broker, you’d owe a $3,000 commission, so I’ll pay $39,000.” He stared, tapped a Greek column, and replied, “$42,000 or nothing.” I swallowed, agreed, and closed the deal. The price was low by today’s standards, but the tactic worked.

    A year later, I sold my own cramped East Hampton home—a 20‑by‑40‑foot former barracks on a one‑eighth‑acre lot—listed for $24,000 in Dan’s Papers. While watching a boxing match, a caller offered $21,000. I was ready to refuse, but the fight’s drama distracted me. A champion fell after a blow, and the referee counted to ten. The bout ended, and I accepted the offer. The distraction, the urgency of the moment, and the simple “I’ll pay $21,000” sealed the sale.

    These episodes show a consistent pattern: present a firm price, offer a small concession, and use a timely distraction to keep the buyer focused. The trick has worked for every deal I’ve handled. Looking back, I realize I misphrased the broker situation with the elderly man—my intent was that if he had a broker, he would pay the commission. The lesson remains: a clear, confident offer coupled with a momentary diversion can tip the scales.

    If you have an East End real‑estate story, text us at 516‑527‑3566. We’ll call you back and feature your tale in the next column. –Dan