Important Questions

You will find it convenient to have before you a general list of questions relating to some departments of business; and as those questions cannot very well be distributed under exact classifications, let us talk them over in a more or less promiscuous manner, in the hope that you may catch my meaning. Suppose you are invited to purchase certain articles or properties, then, before going into any arrangements which are of a binding nature, you will do well to ask yourself some such questions as these : —

(1.) Who is the man who offers this opportunity of doing business? good deal depends upon the character of the man, as well as upon the apparent attractions of the bargain which is offered.

(2.) Why does he come to me in particular? Does he think that I am young and inexperienced? Does he suppose that he can trade upon my want of skill in this department of commerce; or is it a genuine and bond-fide offer?

(3.) What are his reasons for wishing me to do 97 G this business? How does he put the case to me? Stripped of all the fine words and tempting phrases, what does the offer really amount to in substance? In this way you will get at the actual conditions and quality of the case, and you must be content with nothing else.

(4.) If it is so very advantageous, why does he wish to part with it? Is he moved by great benevolence on my account? Has he really been deeply considering my interests? and is he prepared for an act of sacrifice on his part so as to oblige me and brighten my prospects in life?

(5.) Ask him to state reasons why I should not conclude the bargain. Ask him to put himself in the position of an opponent rather than in the position of a special pleader, and to give me the advantage of his judgment on the sceptical and resisting side. Ask him plainly to say what faults could possibly be found by any reasonable man in the terms or conditions which he represents. By his method of answering, you may be able to form some judgment as to particulars which do not disclose themselves very evidently on the first examination. Suppose that you are about to buy a house for your own residence, then some such questions as these ought to pass through your mind before doing anything that will bind you to the bargain : — (1.) Is this house convenient for my business? Is it too far away from the shop, the office, or the warehouse? It is pleasant enough as to situation, but may I not be paying too dearly for the pleasures of the landscape?

(2.) Though the rent appears to be so very reasonable — almost nominal, in fact — will not the travelling expenses so add to it as really to make it a very serious expenditure? The young man who has a house at £30 offered to him may be tempted by the smallness of the rent, but when he comes to add 420 for a season ticket for himself, and #10 or 420 for his wife’s travelling expenses, he will find that really the house amounts to some £60 or £70 a year, and is not the tempting bargain which he first thought it to be.

(3.) Who built the house? What is his general character for building? Can I see anywhere a house that he has built, so that I can form an opinion upon its actual working? Do not be satisfied with fresh paint and stucco a week old, but if possible get a view of a house which has been standing three or four years, and then you will be able to tell exactly what kind of builder is asking you to become his customer.

(4.) How is the house drained? Many young purchasers look at the papers on the wall, and especially at the decoration of the drawing-room, and are very much taken by a stained-glass window on the first staircase landing. All these things are well enough in their way, but if the drainage is bad, if the plumbing is imperfect, if the roof is shaky, the most beautiful decoration of a drawing-room will stand you in poor stead in the day of trial. Do nothing upon your own responsibility in which an experienced solicitor could help you. Write no notes that are of a binding character about the business, but always see some clause is in the notes which will enable you to take further advice should it be needful to do so. Do not ask these questions in a metaphysical or hair-splitting spirit, or merely with a view to exercise your critical faculty, but constitute them into a kind of sieve through which you will pass any mixed subject that comes before you, so as to be able to separate distinctly the wheat from the chaff.