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What if he's a great guy otherwise... you know the type, good fun to be around, loyal, there when life suddenly goes topsy turvy? Don't those qualities count for anything?

People, mates, say stuff like that all the time. He's also number crunching if he's looking for an IP, so no need to say FO when you can give him the 'numbers' and show him why yours a good deal. He probably genuinely can't see that it is. Many, understandably, could think a property...