How do you remain confident while being ignorant?

[Ross Marshall]

I feel I have a found some leads in my area outside of the Austin/San Antonio market. An elderly gentleman in his 70's has a few old rental properties that sit vacant and uncared for. The kicker, for me anyways, is this is a rural area an hour outside the metro areas and people seem to be a bit more cautious when someone states they are an investor. I really don't want someone getting a wrong idea like I'm trying to swindle them, and ruin a reputation I haven't even started yet in the area. Obviously he could just say no whenever I make an attempt to contact, but how do I get him to stick around long enough to know I'm not trying to make some quick cash from what he has worked hard for in his eyes. These are prideful people around here, has anyone else had to deal with this in their investing career? Thanks.