Most people think closing a deal is about negotiation. It isn’t. Negotiation is the visible part. The back and forth, the terms, the structure. But that’s not what determines whether a deal gets done. Closing is about decision making. Speed in this business is often misunderstood. It’s not about being aggressive or rushing. It comes from clarity. Knowing what works, what doesn’t, and where you’re willing to take a position. When that’s clear, decisions happen quickly. When it
