The 2nd question in every deal: What motivates him?

Instead of walking a mile in another man’s shoes, you should walk a mile with his wallet and bills, ambitions and frustrations, failures and wins.

At the beginning of every “deal” is an opportunity to determine two things:

1.  What is it that I really want out of this deal?

2.  What is it that HE really wants out of this deal?

Once you get there, it’s a lot easier to figure out a way to make both happen.

Too many times, we only think about the first, what we want.  Then, we’ll go about the process of trying to obtain it while ASSuming that the other side is motivated by the same things we are.  A double-whammy that even Peter Tomarken doesn’t see coming.

Of course, for most deals, the answer on one side is money.  It’s the pure trade that allows the recipient to turn around and use it to get what he wants, without complicating the original deal.

BUT….don’t let this routine get you into a rut.  The most interesting and lucrative deals (for both sides) often involve much much more than a purely cash deal.

You never know when you’re going to hear (or say) game-changing statements like:

“The money is fine but what I really want is exposure to your audience….”

“I just want to be somewhere where I make an IMPACT….”

“I’d love to take that son of a bitch down….I mean, forget the money, I just want him to know it was me that took him down.”

etc.

So ask questions.  Be honest about what you want.  Be interested in what the other party is after.  Get creative and make it happen.

Align interests.

Win.