How you pay people shapes their behavior more than any instruction you give them.
Not a binder nobody opens. A procedure is the answer to a question someone would otherwise have to ask you.
The most common first hire, and it fails more often than it should. Usually because the investor hired before they could describe the work.
The hardest skill in this business is recognizing early that a conversation will not become a deal, and stopping.
A death, a divorce, a diagnosis, a deadline. Most investor training teaches a register that is actively wrong for these conversations.
The information that kills deals almost never arrives in the first conversation. It surfaces at title, or at the closing table.
The most common way an apparently done deal falls apart, and it almost always traces to the first ten minutes.
The most common moment in this business, and most investors have two bad instincts: raise the number, or end the conversation.
Most investors treat the offer as a number to be transmitted. The seller reacts to the figure before anything is understood.
The highest-value hour in an investor's week, and the one most often treated as a formality.
The most expensive hour in this business is the one spent driving to a property that was never going to work.
The least glamorous and most reliable AI work in this business: filling gaps in records you already have.
