It all comes down to communication

Find what incentivizes them and doo that

When they aren’t selling, they are too driven by the close

Desperation reeks

Mindset is huge. May ‘23 James had a slow start to the month and he had to work out of deficit all month. June starts and we’re up on the month and James didn’t want to go back into the deficit and he was trying to avoid the deficit. We had to change to keeping the surplus and getting the surplus bigger.

There is a position of power when you don’t need a deal and want the deal but don’t need it.