Stories · Startup

A second café?

You've run a specialty café in Portland for three years, clearing a steady $9,000 a month, with $180k saved. A shop near a metro exit is for rent; the agent says "prime location, six months rent-free." A second café would cost about $135k. You've arranged a viewing with the agent, Tyler.

Who you're talking to

Tyler, commercial real estate agent.

(unlocks the door) Look at this location, the ceiling height, the light! Ask me anything.

Questions to start with

• “What was this shop before?”
• “Any conditions on the six months free?”
• “What will change around here in a year or two?”

Tyler won't volunteer everything. Some of what matters only comes out if you ask the right follow-up questions.

Questioning habits this story trains

• Ask about the downside they skipped. For example: “What's the worst that could happen?”
• Look for another explanation. For example: “Could something else have caused it?”
• Pin down vague words. For example: “How soon is "soon"? How much is "mostly"?”
• Get the story behind a number. For example: “From what to what? Compared with what?”
• Don't let pressure or friendship push you. For example: “What happens if I answer in two days?”

The decision

When you've heard enough, you give Tyler your answer face to face. The choices include:

• Sign five years and take the six months free
• Sign three years and open small
• Hold off until the metro exit work is clearer
• Skip this shop and grow delivery and bean sales at the current café

Then you read what happened a year later, see how sound your decision was, and get notes on the key moments of your conversation with a better way to say each.

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