What We Have Learned

• Current Market Conditions
  Single dip, double dip, triple dip… doesn’t matter.  Have a vertical in your business plan that works in all market conditions
• Motivation is Everything!  When you build a close and trusting relationship with your clients, there’s a good chance they will become extremely clear and communicative about their expectations and needs.   From here, you can identify and measure their motivation.  The reality of all projects and transactions is that if both parties are highly motivated, there is a “ chance” the deal will happen. In today’s world, if only one party is motivated, there is no chance it will happen.   Don’t waste your time if both sides are not motivated. 
• Clients hate to be pushed, but they love to make deals.
• Most people only remember 10% of what you said.   But they remember 90% of how they feel about you.
• If you don’t like change, you will soon hate irrelevance.
• Most of the time, what you think doesn’t matter.   Listen (very closely) to your client.
• By presenting the facts in a certain way, you can make it your client’s idea.
• Most of the time an early “NO” is a good thing.   It keeps you from wasting time.  Have you ever worked on a deal for 9 months and then realized it had no chance from the beginning?