Time Kills Deals Every Time

I learned this one the hard way again this week, so I am writing it down where I can see it.

A deal came together on terms a few weeks back. Good bones, a seller who was willing to work with us, the kind of thing that should have moved. And then it sat. The paper was being handled, the details were being handled, and meanwhile nobody was talking to buyers. Three weeks later the deal was dead. Not because the numbers stopped working. Because time did what time does.

Here is what I am taking from it, as a student of this business: when the terms get created, the buyer conversation starts that same day. Not when everything is perfect. Not when the file feels finished. The same day. A deal with nobody looking at it is not a deal in progress, it is a deal cooling off.

Sellers have lives moving underneath them. Buyers have ten other people calling. The only thing I control is how fast I move once there is something real to move on.

So that is the standard I am holding myself to now. Terms and buyers, same day, every time. If a deal of mine ever sits quiet for days, that silence is the problem, and it is mine to fix.

Still learning. Just trying to learn faster than the deals cool off.