It Ain’t Over ‘Til It’s Over

Has this ever happened to you?
You have been cultivating a relationship for months. You finally get a chance to move in for a close and bingo . . . the buyer says YES! 
Done deal, right? Wrong.
Because somewhere between “yes” and signing on the line, we let the buyer off the hook.
Could be a complicated contract negotiation, or a delay in administration, or someone who takes the handoff and fumbles the ball.
Whatever the reason, most of us have learned the hard way that the deal is not done until a check comes through the door (and is cashed).
The reason I bring this up is that occasionally it is healthy for us to tune up the administrative process between “yes” and real closure.
The masters at this are auto dealers. Once you say “yes” they kick into high gear with everything from credit checks, to financing, to paperwork flowing quickly and smoothly while you are ON the premises.
In fact, everything is designed so you will not leave until the deal is closed, because they know once you leave, anything can happen.
That is the sense of importance and urgency we need to bring to closing our own deals.
If some of that activity is performed by others, we need to be sure those people share our sense of value for that most precious and rare of all gems in the business world . . . the transaction.


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