WEBVTT 1 00:00:00.000 --> 00:00:30.000 Welcome back to the game where today I will be talking about doing deals and doing deals with friends and how to navigate that whether that's partnerships employees customers any kind of dealings that you have what I've learned that will hopefully benefit you so talking with a friend earlier today and he had made this kind of vouch for somebody that we knew and that I thought was a scumbag he sent over this thing that indicate 2 00:00:30.000 --> 00:01:00.000 that I was indeed correct he was a scumbag and he said something back which I found really funny he said normally I'm a very good judge of character he said except for you know that one and I said well I too am correct except for the times that I am not correct it then precipitated a much longer conversation that I thought I would share with you because I think it's relevant especially if you do business with vendors over an extended period of time or you're you know looking to interview you know for employees or roles within the business or you're looking to get into like a partnership longer term for business in general 3 00:01:00.000 --> 00:01:29.960 so I'll share this little ism that I have which is do deals with friends as though their enemies so that they stay friends it's a pithy statement but there's a lot to unpack within it and the first thing is is that I have been screwed enough times that I assume that I know nothing and that fundamentally if you can be fooled then it's not that you have skill it's that you don't control the variables which means that someone can still fool you in the future and so the idea of like why about 80% it's like well the 20% 4 00:01:30.000 --> 00:01:46.000 can still destroy everything you gain from the 80 I operate from basically trust no one but hear me out this isn't some like dark whatever video that's not the point here if you operate with friends as though they are enemies as though they are strangers 5 00:01:46.000 --> 00:01:59.000 then everything you have is upside I think people are always surprised you know when they see someone's quote true colors but what it really is is that you get to see someone's true values when there are stakes 6 00:01:59.000 --> 00:02:15.000 and so I've talked about this concept of character traits or not binary it's not like is he honest or is he not honest it's how honest is he is he honest to a hundred dollars and then after that he's a liar is he honest to a thousand dollars and then he's a liar is he honest to a million dollars and then he's a liar 7 00:02:15.000 --> 00:02:24.000 and where this gets interesting at least for me is when I was continuing to talk with my friend he said I can see how that works in business relationships but I don't think that would work in friendships 8 00:02:24.000 --> 00:02:40.000 and I said well I see the world as 100% transactional I think a lot of people have a problem with that and I don't think it's because they disagree if I unpack it I think they are hurt by what that means about them fundamentally people hear the word transactional and think that means short term 9 00:02:40.000 --> 00:02:51.000 but that's just what somebody who's bad at transactional relationships does but if you think about the benefit of having a long-term relationship whether that's a marriage business partnership and employee relationship 10 00:02:51.000 --> 00:02:59.000 fundamentally if you have a long history of positive relationships or positive experiences with somebody business partner or whatever 11 00:02:59.000 --> 00:03:09.000 and then there's a period of time where it goes negative you're more willing to extend out that period of negative because you expect they return to baseline 12 00:03:09.000 --> 00:03:16.000 the idea that friendships are not transactional is ridiculous it's just that you have to measure them over longer periods of time 13 00:03:16.000 --> 00:03:30.000 because if that relationship were to then go negative and then stay negative what happens you then are like oh we grew apart you know like you'd have your own friend language for basically the juice wasn't worth the squeeze the trade wasn't worth the benefit 14 00:03:30.000 --> 00:03:41.000 we're willing to extend periods of times of grace to friends because we have a history of enforcement in theory a stranger would not be willing to give us that grace period because they don't have a history of reinforcement 15 00:03:41.000 --> 00:03:55.000 and so essentially what that means is we establish these positive relationships so that if there are periods of time where we are negative in an exchange we can still recover from that and return back to baseline or ideally above baseline 16 00:03:55.000 --> 00:04:05.000 but the idea that people do that because they are somehow selfless I find ridiculous it's because they are self-interested just like you just like me they're just measuring over a longer period of time 17 00:04:05.000 --> 00:04:19.000 and so the reason that business relationships for me have I've developed many close friendships from business relationships because there's not really an opportunity for me to test the steak of someone's character outside of business to that degree 18 00:04:19.000 --> 00:04:39.000 there's only so many steaks in a quote friendship that has no stakes besides just like we're friends they gossip like that's very low stakes my world is in social media where I have audience of people who gossip and make content about me that means nothing to me it's like okay well he's honest to 10 million dollars on the line he's honest when he could have fucked me but didn't 19 00:04:39.000 --> 00:04:58.000 and so that that means that this person or this relationship values our exchange the exchange itself more than the individual gain they could have gotten on this one deal said differently they value doing deals with me more than they value the single amount that can gain on one deal 20 00:04:58.000 --> 00:05:17.000 and I think that's what I try to establish with the business partners that I have now leveled above that is the value of reputation of doing business honestly overall because if you have that reputation that reputation serves as a proxy for a history of positive experiences 21 00:05:17.000 --> 00:05:30.000 that means that a stranger can come in if you have a big reputation like Warren Buffett of doing honest business dealing now he also has a reputation of being a shark as a side note that a lot of people don't know about he's good at managing his PR 22 00:05:30.000 --> 00:05:46.000 but if you have a brand or reputation then that kind of substitutes for what would have been the normal behavior of a friend before that is that you're willing to give someone a little bit of grace if they have a reputation for doing lots of good business dealings because you expect the return to business 23 00:05:46.000 --> 00:05:58.000 and you expect the return to baseline and that baseline is the reputation that you heard about now that's not going away as strongly what other people say versus what you experience but it may give you a little bit of grace overall 24 00:05:58.000 --> 00:06:09.000 so if you think about this in levels that's like you have your one exchange on the deal and then you have the relationship of deal making and then you have your reputation of deal making in general with people 25 00:06:09.000 --> 00:06:20.000 and so there those are kind of the levels of leverage that exist within the concept of transactional relationships and I believe that transactional relationships exist through all three of those levels 26 00:06:20.000 --> 00:06:27.000 and so when I say that I'm transactional which I 100% am transactional I also think you're transactional you just feel bad when you say it. 27 00:06:27.000 --> 00:06:40.000 It just means that you have to measure it across all three timelines and if you're in my opinion a more advanced player you realize that the ultimate position you want is the reputation of good business dealings or good dealings in general 28 00:06:40.000 --> 00:06:59.000 because it allows you to approximate that with many many different people so that you can have more trusted relationships but when I do enter into a new engagement with somebody a vendor of an employee of a potential business partner I state that up front I want this deal to make sense if you and I hated each other 29 00:06:59.000 --> 00:07:12.000 because the thing is is that emotions go up and down throughout time throughout a deal there's good times there's bad times you get good news there's bad news and the thing is is that deals are made for when the news is bad for it to still work 30 00:07:12.000 --> 00:07:21.000 if news is always good then you would never need to define the terms to begin with and so it's about the downside deals are for the downside 31 00:07:21.000 --> 00:07:30.000 this has been something that took me way too long to learn and by the way red flag if someone says I don't do contracts that just means they're going to fuck you 32 00:07:30.000 --> 00:07:44.000 if someone says I don't do contracts they then cite Warren Buffett and Charlie Munger being able to do the deals on a handshake it's like yeah totally once we have 40 years of positive deal making totally down for us just shaking hands 33 00:07:44.000 --> 00:08:05.000 but the thing is is in my experience I have maybe two friends that I could actually do a deal with a handshake but the thing is is this you could shake hands and then say cool let's get to contracting because there's always details that have to be ironed out like there's no way fundamentally that you can imagine every possibility that could happen especially negative ones when you're just having a conversation 34 00:08:05.000 --> 00:08:17.000 it's just like it's like coats of paint like you need some time to think about who if that happened well how do we do with that right and so if you think through every one of those situations oftentimes it's like you want a document to memorialize all of those things 35 00:08:17.000 --> 00:08:26.000 it's like you had a lot of conversation you had a lot of back and forth writing it down is just logical especially if it's something that's got any kind of stakes related to it if we have to write it down I don't want to do the deal it's like just run the other way 36 00:08:26.000 --> 00:08:36.000 because it means that they don't want clear expectations and believe me just because it's written down doesn't mean that they can't screw you and that you can't screw that me there like you can still do that you can still be a terrible person like you can still make someone's life 37 00:08:36.000 --> 00:08:46.000 but fundamentally I have like I said one or two relationships that I would do a quote deal on handshake but it's more so let me explain what the handshake means in that instance 38 00:08:46.000 --> 00:09:04.000 it means that we trust each other enough that we will always prioritize the relationship over the individual gain meaning that in the instance something comes up in the future that we have not thought about we will be able to resolve it amically because both of us are willing to give both are willing to give in order to keep the relationship which means if both parties are willing to give on it 39 00:09:04.000 --> 00:09:14.000 then it means that there will pretty much always be a deal to be made in the micro when a circumstance comes up for me rule number one is deal with friends as though their enemies so that you can stay friends 40 00:09:14.000 --> 00:09:22.000 because I have made strangers into friends through many deals but I've also made friends into enemies through port deals 41 00:09:22.000 --> 00:09:35.000 and so when you treat friends like enemies in deals you can maintain the friendship because everything was based on the expectations that you set in the instance that you have a quote friendship that is so strong that it can be done on a handshake you both know it 42 00:09:35.000 --> 00:09:46.000 and so the idea that someone tells you that they only do deals on handshakes means that you guys don't even know each other close enough to think that that makes any sense whatsoever 43 00:09:46.000 --> 00:10:00.000 the few people one or two that I would do deals with like that I've known for a decade you know what I mean and we've done many many many deals together and in most of the dealings that I've had with those two individuals 44 00:10:00.000 --> 00:10:07.000 we ended up doing our side of the deal before signing the contract and then we still sign the paperwork and that was almost the extension of trust 45 00:10:07.000 --> 00:10:20.000 like I will expose myself by by doing the thing that is irreversible on my side to benefit you and then we're like yeah I will clean up with the paperwork and then the paperwork was short because both of us were already exposed because we had both done our parts 46 00:10:20.000 --> 00:10:31.000 and so then the documents then just memorialized it for legal you know tax whatever right I share this because I think that this is one a huge mistake that people who are beginners make 47 00:10:31.000 --> 00:10:46.000 is that they hear these warm buffets stories and think oh we're friends we shouldn't do a deal on a handshake terrible idea it's usually because you're too afraid to confront hard decisions and you assume that a handshake saying hey let's be partners is going to work out and it won't because neither of you have any experience you don't have a past history of experience 48 00:10:46.000 --> 00:10:54.000 and you probably also don't have experience doing this type of business very much and so both of those are a recipe for disaster now also pair that with having zero written expectations 49 00:10:54.000 --> 00:11:01.000 like there's no way it's going to work out like the likelihood works out is so low it's not worth even considering that was what was top of mind for me today 50 00:11:01.000 --> 00:11:10.000 treat friends like enemies so that you can stay friends if you're in the middle of looking at doing a deal or bringing on a vendor bring on a key employee that if negotiate their contract 51 00:11:10.000 --> 00:11:16.000 takes whether their friends or not these are the types of things that we deal with every single day at acquisition dot com if you'd like our help 52 00:11:16.000 --> 00:11:24.000 I'd encourage you to come out to one of our workshops you can be with our team we can walk you through how we would think through the deal itself it's two days it's here in Vegas 53 00:11:24.000 --> 00:11:30.000 I think last time I checked the average business of the room did three and a half million dollars a year so it's real business owners 54 00:11:30.000 --> 00:11:35.000 so if that's at all interesting you can go to acquisition dot com forward slash workshop we'd love to have you out 55 00:11:35.000 --> 00:11:42.000 and if you are afraid to have kind of like the hard conversations by the way welcome to business 56 00:11:42.000 --> 00:11:47.000 and so I mean I have a little ism which is everything you want is on the other side of a few hard conversations 57 00:11:47.000 --> 00:11:52.000 and so a lot of the growth that you want a lot of the deals that you want a lot of the employees that you want 58 00:11:52.000 --> 00:11:56.000 all of those things tend to be on the other side of hard conversations that most people are willing to have 59 00:11:56.000 --> 00:12:02.000 and it's because of fear of what I don't know because a fear of someone lashing out someone yelling something stomping their feet 60 00:12:02.000 --> 00:12:09.000 I recommend having someone do that in front of you actually role play someone freaking out and then you realize that you are still alive and you will still be okay 61 00:12:09.000 --> 00:12:15.000 we actually used to do this way back in the day some of our sales guys because they were so afraid to say price in person 62 00:12:15.000 --> 00:12:20.000 that we would purposely act like freaking out to have them realize that like nothing's going to happen 63 00:12:20.000 --> 00:12:26.000 but a way to ask those harder questions is this is me just seeking to understand this is me just seeking to get clarity 64 00:12:26.000 --> 00:12:31.000 and whenever someone does say something back to me I say awesome let me say it back to you to make sure that I get it 65 00:12:31.000 --> 00:12:36.000 make sure I'm duplicating and so then I describe it back to them to make sure that we're on the same page 66 00:12:36.000 --> 00:12:44.000 singing from the same him book if you will and so that's been super helpful for kind of diffusing what would be difficult situations 67 00:12:44.000 --> 00:12:50.000 and I also speak really directly if someone says hey under these circumstances you would bear this cost I'd be like 68 00:12:50.000 --> 00:12:57.000 okay so that means if we drop the ball we eat the bag we fuck up we pay am I duplicating that right and they're like yeah I'm like 69 00:12:57.000 --> 00:13:04.000 if you mess these things up you're responsible and you put the bill and when you put the bill how does that actually happen is that you 70 00:13:04.000 --> 00:13:12.000 wiring me money is that us sending you invoices and you paying those invoices what kind of expectations do we have that you're going to pay those invoices on time 71 00:13:12.000 --> 00:13:18.000 so that we can continue without break of service it's really just walking through that and if you're talking about it in a 72 00:13:18.000 --> 00:13:24.000 matter of fact way then usually you can diffuse a lot of the tension in those situations and remember if this is some 73 00:13:24.000 --> 00:13:30.000 friend you have then you have to be able to say like and this is another frame I'll give you hey this is my let me go 74 00:13:30.000 --> 00:13:35.000 business hat rather than friend hat just so we can talk this I literally remove my hat I put it on as like a kind of 75 00:13:35.000 --> 00:13:40.000 a visual cue and if you don't have a hat you can signal like the action of doing a hat I've seen this work in a lot 76 00:13:40.000 --> 00:13:46.000 of different guys that I know have done business and they say that like friend hat coach hat CEO hat marketer hat like and then 77 00:13:46.000 --> 00:13:53.000 it just kind of frames what you're about to say next and if you do have an alternative idea one way that I frame that is I say 78 00:13:53.000 --> 00:13:59.000 hey best bad idea my team knows me for saying that kind of stuff because it's also saying like I don't have an 79 00:13:59.000 --> 00:14:04.000 ego stake in this deal in this in this idea that I have but like beat it up for me like tell me why this is a 80 00:14:04.000 --> 00:14:11.000 terrible idea and all of those are great ways to kind of like inch your way into kind of gray or 81 00:14:11.000 --> 00:14:16.000 contentious territory but if you can't have these types of conversations with someone then guess what 82 00:14:16.000 --> 00:14:22.000 you're actually not friends because your friends only when it's convenient and you have these clear 83 00:14:22.000 --> 00:14:27.000 areas really we don't talk about that we don't talk about that it's like well then if you can't talk about 84 00:14:27.000 --> 00:14:31.000 this things and like are you really friends or are you just chat buddies out of convenience 85 00:14:31.000 --> 00:14:35.000 I want to double click on something I said earlier about the stakes and the kind of the continuum of 86 00:14:35.000 --> 00:14:41.000 traits right and so first off traits are big words that are bundled terms that represent many smaller 87 00:14:41.000 --> 00:14:46.000 terms underneath it so if I say is he honest honest is just this thing which means that there's probably like 88 00:14:46.000 --> 00:14:51.000 30 behaviors underneath of that that I deem as somebody who has this one term he is honest it means 89 00:14:51.000 --> 00:14:56.000 okay he tells the truth in this circumstance he he gives feedback in this way when he talks he you 90 00:14:56.000 --> 00:15:01.000 know is probably honest with his spouse or wife and doesn't cheat like there's all of these things that 91 00:15:01.000 --> 00:15:06.000 bundle up into this one term and so it's very tricky to say like oh this guy's honest this guy isn't honest 92 00:15:06.000 --> 00:15:11.000 because it's such an amorphous term and there's so many behaviors underneath of it that are required 93 00:15:11.000 --> 00:15:16.000 to level up to say yes this person is and then once you have these series of behaviors it's under 94 00:15:16.000 --> 00:15:22.000 what circumstances do those behaviors persist and so again to what degree do those behaviors 95 00:15:22.000 --> 00:15:27.000 exist in this person is this person honest with his wife as long as there's no hot girl in front of him does 96 00:15:27.000 --> 00:15:32.000 the hot girl just have to be in a different state does it have to be in a different state and there's no 97 00:15:32.000 --> 00:15:40.000 chance that his wife finds out like to what degree is he honest that's kind of how I think through these values 98 00:15:40.000 --> 00:15:46.000 is under what conditions will this person's behavior persist the way it has historically and so the only 99 00:15:46.000 --> 00:15:52.000 time that these values or these behaviors matter is when there are stakes and so the idea that like oh I've 100 00:15:52.000 --> 00:15:59.000 seen Johnny be honest it's like what were the stakes a lot of times people are honest people are generous 101 00:15:59.000 --> 00:16:04.000 when there are other people around to watch because if you were able to watch then it means that they got 102 00:16:04.000 --> 00:16:10.000 virtue signaling from them doing it in front of you and if they took the time to tell you of when they 103 00:16:10.000 --> 00:16:16.000 were honest because you weren't there again did they want the kudos for being honest or did they want to be honest 104 00:16:16.000 --> 00:16:21.000 because of what it says about themselves and so if me personally I'd rather do deals with people who have 105 00:16:21.000 --> 00:16:27.000 an intrinsic code that they are honest because of what they believe it says about themselves 106 00:16:27.000 --> 00:16:34.000 despite how difficult it may look and how much flat they may get publicly for not looking cool 107 00:16:34.000 --> 00:16:39.000 hey if this podcast was valuable and maybe you are thinking about doing a business dealing or a vendor 108 00:16:39.000 --> 00:16:44.000 dealing or whatever it may be maybe send this to that person or to the other person is on your 109 00:16:44.000 --> 00:16:49.000 side of the table to hopefully break the ice of maybe some of the harder conversations you need to have 110 00:16:49.000 --> 00:16:54.000 in order to hopefully actually get a positive dealing out of it.