But this wasn’t about the numbers; it was about a warped mindset

Nechama Norman with Batsheva Berman

Want to know what a person’s really like? Chazal tell us there are three ways to see behind the smooth façade: b’kiso, b’kaaso, ub’koso —how he handles money, what happens when he’s angry, and how he acts when drunk. (I’ve heard people add b’carpoolo; if you know, you know.)

I’ve seen people in all those situations, and it’s been enlightening (and at times, frightening).

George and Lydia Mendoza* lived around the corner from me. They were the original homeowners, meaning they’d bought it when it was first built, and it had gone up tremendously in value. They didn’t even realize how much.

They signed me on as their agent. I told them what I thought he could sell for. George was dubious; his highest dream figure was lower than that.

“I know this area very well,” I assured him. “You can get this.”

Sure enough, I soon found a seller happy to pay that price. I wanted to tell the Mendozas in person — and get a contract signed quickly. I called and asked if I could come over.