Approaching a Deal with No Money and Making the Most at the Table
Many people believe in a Golden Rule cliché. “He who has the Gold makes the Rules.” There is another saying that people should be familiar with. This rule is actually one of the Golden Rules from the “Richest Man in Babylon” (not the cliché).
“Gold slippeth away from the man who invests it in businesses or purposes with which he is not familiar or which are not approved by those skilled in its keep.”
I want you to focus on a specific point in this Rule. “…or which are not approved by those skilled in its keep.”
The Richest Man in Babylon has many sayings that are practical in today’s economic climate. The evolution of Social Media, Online Business, or virtual reality did not change principals over time. The only component that changes with time is the method which the principals are applied. I have spoken before about money being a “conversion mechanism”.
Money sitting on a table is just that…money sitting on a table. Money deposited into a bank account is just that…money deposited in a bank account.
Money can do “nothing” to “compound” itself. Even banks utilize cash deposited as a “reserve” to extend loans to other account holders. Banks then pay an interest spread to the account holder that set the reserve. The interest the bank pays is dependent on loan payments from another account holder. Learn the important fact that money does not make money. Deals make money.
A key component to doing any Entrepreneurial Deal is, “The deal’s profit is not dependent on the money”. The deal requires money to start. The method in which the deal “earns” a “profit” has nothing to do with the money itself.
I’ll give you an example.
If you plan to build a house you must first purchase the land and raw materials. Now you have the land and raw materials. You have “converted” your “money” into tangible items. Now you have to “convert” your tangible items back to “money”. In order to convert this you have to “pay someone” to build your house. So there is an established value for this service.
There is another alternative to this deal. This alternative is what the Professional Entrepreneur recognizes. The alternative is partnering with the “Property Owner” to become a “Developer”.
As the “Developer” on this deal you will have no money in the deal but you will have two great assets in the deal.
These two assets are the source of your wealth. Wealth is anything that can convert to money. A “Developer” has an asset of Skill. A “Developer” also has an asset of Time. These two assets are a sub category of “Knowledge”. Knowledge will always be the Professional Entrepreneur’s unlimited asset. So now you draw on Time and Skill to earn a profit. No deal comes without liability. The “Developer” has the “liability” if things go south. So the risk is in the liability. Any good entrepreneur recognizes that “liability” is leverage. Leverage allows you to hold a negotiation. For the “risk” of the completed house a Developer can negotiate a Premium. For assuming the risk of a finished product (before getting paid) a Developer becomes entitled to more than a person who was paid up front.
SO the investor pays more on the back end.
It’s very common to do these arrangements in real estate. In some instances the profits can be split as high as 70/30 in favor of the “Developer”. A generous offer would be a 50/50 arrangement accepted by the Developer. Think about it. The investor doesn’t have to worry about getting sued if the wall collapses on their buyer. That piece of mind buys you more profits as a Developer.
In this instance you came to the table with no money and made more money than anyone else.
There are many different examples of this type of arrangement. As the Professional Entrepreneur you must recognize value. Recognize the value of 1) waiting to get paid, 2) starting the task before someone has paid you, 3) demanding a significant premium for your patience, and 4) negotiating the value of your asset (Knowledge) to be worth your time.
Remember the most important thing you can do is “value” yourself. Never devalue your time or your skill. Use that as the basis for negotiating a contract. Agree to accept your payment once something is complete. 9 out of 10 times people will sign your contract. If you are 1) charismatic, 2) knowledgeable, 3) genuine in your approach, 4) logical in your explanation, and 5) common sense fair you have a high degree of getting into a deal.
Remember people will take more risks with limited experience if you “wait” to get paid. You might not get 9 out of 10 people when you start off. I guarantee at least half of the people you make an offer will think about your offer. Of those half make a “personal” connection with just one person. You will get your first deal if you do that. Trust me, that is how I landed my first deal over 10 years ago.
If you follow these simple steps you will find yourself making more money than anyone else at a table. More importantly you will do so with no money. Wealth is not money. Wealth is found in assets. Harness your asset. Harness your wealth. Harness your Knowledge.
About Christopher: Christopher Knight Lopez is a Professional Entrepreneur. Christopher has opened over 7 businesses in his 14-year career. Christopher’s purpose is to take advantage of various market-driven opportunities. Christopher is a certified Master Project Manager (MPM) and Accredited Financial Analyst (AFA). Christopher previously held his Series 65 securities license. Christopher also has his General Lines — Life, Accident, Health & HMO. Christopher has managed a combined 286mm USD in reported Assets Under Management & Assets Under Advisement. Christopher has work experience in 29 countries, raised over 50mm USD for various businesses, and grossed over 7.5mm in his personal career. Christopher worked in the highly technical industries of: biotechnology, finance, securities, manufacturing, real estate, and residential mortgages. Christopher is a United States Air Force Veteran. Christopher has a passion for family, competitive sports, fishing, martial arts and advocacy for entrepreneurs. Christopher provides self-help classes for up-and-coming entrepreneurs. Christopher’s passion to mentor comes from belief that entrepreneurs need guidance. The world is full of conflicting information about entrepreneur identity. See more at www.christopherklopez.com