Month: August 2026

This is my #1 Book Recommendation for Deal Making

Before I share the book, I’ll give a bit of context. I’ve recommended this to many people over the years. I’m sure less than half have actually followed through with reading, and less than half of that half really got the point: How to apply what you learn in the book to go cash checks from making deals.

To be honest, I used to hesitate making this recommendation because it appeared so powerful in my own business I didn’t want anyone else to know about it. It was like a secret superpower that opened the door to building a continuous flow of solid, profitable deals.

Here’s why most miss the point: Most people make deals and prefer short cuts. There is a process to making a great deal, yet most just want to make an offer, maybe make a follow up call or two, and win a deal. Yes, I want that too, but that is probably HALF the deal flow available in the market place.

To earn that other HALF of the deals which cross your desk, it takes some additional effort. Strategy. A complex process which creates the desire in that seller (or seller’s broker) to choose your offer over all the rest.

Sure, you can maybe win with the highest price, but Master Deal Maker’s understand it’s about MORE than just the highest price. Anyway, I’m not going to give you each of the secrets I’ve extracted from this book here. I’ll share the book, but the discovery of the Jewels of Deal Making Wisdom are your job.

Winning through Intimidation, by Robert Ringer.

Pro Tip: Be sure to get one of the older editions from 1980’s or prior. One with yellow pages, very hard to get.  The later versions were toned down a bit by the author and lose a bit of the edge that can be gained by the early versions.

If you’ve read this far, congratulations. I actually laugh inside a little bit at the number of people who will miss this sentence here. Those are the same folks who’ve ignored the recommendation (sometimes made many times).

It is your patient attention to detail that will allow you to gain the value that I have from this book. It is also that same attention to detail that very likely ALREADY makes you a Master Deal Maker.  If this sounds like you and you haven’t already earned $150K+ per year in real estate, we should probably talk. I can help you get to the next level. Please reply to this email.

Today’s Featured Deal is a VERY BIG deal

Big Buck ranch, 118 acres, give or take, waterfront property not too far from where I’m staying. Here’s a bit of history.

We are here in the Methow Valley celebrating the life of my wife’s grandfather, Del, who recently passed. Del was a family man, a medical doctor, and a rancher.

Over the years I’ve heard larger than life stories about Del, the ranch, the cattle operation (the heard once exceeding 500 head). And of course, the hunts.

Here at Sun Mountain, these two are in the great room just past the main lobby. They used to hang at Big Buck until Del donated them to the lodge here as they were preparing to sell.

Del bagged this one in the Yukon:

And, this one in New Mexico:

Anyway, here are the details on today’s VERY BIG deal:

For Sale:  Big Buck Ranch: Broker, Darren Williams 253-221-3640

• View Photos Here
• 118 Acres zoned Agricultural (very big)
• 5 Bed 3 Bath Recently Renovated
• Surrounded by Public Land (you’ll own the closer half of that lake)
• Lake annually Stocked with Trout
• $1,360,000

It is always tough when someone passes, but I’m glad I got to know Del and be a part of his life celebration this weekend. I am lucky & blessed to have married into a great family.

How to Win this Coming Week – The Question

When you’re done reading this email, sit straight up in a chair, close your eyes and focus on your breathing for a minimum of 60 seconds as you think on the answer. The correct answer will result in a deal. Many other answers will increase your chance at other deals.  The question:

What follow up action can I take this week to create momentum on a deal was I working on that somehow slipped my mind? 

That silent 60 seconds is key. Don’t miss that part. If you go past 60 seconds of silence, that’s even better. THIS is the act of thinking deeply.  (BTW-this technique was gleaned from Thomas Edison.)

During that 60 seconds of silence, don’t break once you remember that deal you were working on. Stay with it for that full minute and go deeper on ideas and actions you can take this week to win that deal this week. Is it a phone call? A text? An email? A door knock? Showing up with donuts? Something even better?

One of my guys sat with a seller and watched a movie with him after taking a plane to the meeting.  The extra mile. What is the extra mile to activate your lost deal??

Ok, you’re thinking, “Dan, that was actually a lot more than one question.”  The goal is priority & creativity. Priority is choosing the RIGHT deal, Creativity is creating the right set of actions.

Most deals closed in “follow up” are low hanging fruit – This is NOT Follow Up…

Many people believe they are following up by keeping close touch with those buyers & sellers who are engaged, answering the phone, and giving signals all along the way that they are interested. The truth is, this is NOT follow up, this is simply closing your easy, front end, low hanging fruit deals that anyone with moderate skill will get done.

True Master Deal Makers follow up with the knowledge illustrated in Scroll VI found below: (revelation I mentioned above.)

“No longer will I judge a man on one meeting; no longer will I fail to call again tomorrow on he who meets me with hate today. This day he will not buy gold chariots for a penny, yet tomorrow he would exchange his home for a tree. My knowledge of this secret will be my key to great wealth.” – Og Mandino

True Master Deal Makers follow up to create deals with those difficult folks when everyone else quits. Those that stop answering the phone. Rude people. Often people who say, “Stop calling.” A character known as “Mr Hate” shows up at that first call or appointment. Closing a deal with Mr. Hate requires a Master Deal Maker.

The true Master Deal Makers EXPECT some “new person” to respond and some point in the future instead of Mr. Hate.. A new, more polite, more reasonable person ready to make their deal, perhaps he will change his name to “Mr Closed Deal”. I’ve seen HUNDREDS, maybe even more than 1,000 closed deals on which I’ve been paid throughout my career where Mr. Hate was eventually converted to Mr. Closed Deal.

The KEY to Closing Deals in Follow Up

I’ve seen Master Deal Makers follow up with calls, texts, emails, & even physical mail for years to eventually win their deal.  They’ve EARNED that deal through that follow up – with not much validation of their effort until the very end.  THAT is the KEY to Closing Deals in Follow Up. Consistently follow up – EVEN WITH MR. HATE!!