Every seller already has a number in mind.

We learned this the hard way.

We thought we were being helpful by offering sellers different deal structures, creative options, “win-win” ideas.

But no matter how logical they sounded, most of them went nowhere.

Why?

Because every seller already has a number in mind.

We wasted time and some deals did not end well.

Now we do things differently.

We start with what the seller wants.
Then we figured: is that number reasonable?

Everything gets easier after that.