Thoughts That Resonate
by Jay Mesinger
Do you ever
hear a phrase or saying that just fits? It just sticks. It
says it all. I heard one recently that I thought was so good
I decided to write an entire article around the phrase, and
more importantly around what it means and why it seemed so
fitting.
The phrase
I heard was: “Let’s not have any manufactured tension in
this deal”. I have to give credit to a very good friend of
mine for saying it, Mike Dwyer, founder of Guardian Jet.
Mike and I have known each other for years and have had the
pleasure of doing several transactions together.
The term
came up as we were discussing a transaction he was bringing
to me. I had a plane for sale and he was bringing the buyer.
The conversation took place on the day before a long holiday
weekend as he and I were working to complete a LOI prior to
the holiday. We were at an impasse and it looked like the
holiday would overtake the process. He was concerned that we
would not complete the transaction and that the aircraft
could be sold out from under his client.
I assured
him, that given this time with relation to the holiday, it
was doubtful - even given the fact that there was a
tremendous amount of activity around this plane - that we
would receive another offer during the next few holiday
days. He took a deep breath and thanked me for ‘not
manufacturing any tension’ by creating a sense of urgency
that did not need to be injected at this point. I assured
him that we would never manufacture tension - but that did
not mean that real tensions would not occur as there would
be time-lines that would need to be taken seriously.
As our
industry dusts itself off from what has been a challenging
year and a half, it would be nice - as we resume a sense of
return - for all of us to remember this phrase and work
together to keep tensions saved for real times of concern.
Too often, and just as I am preparing to make an offer, the
opposing side will say, “I hope you make a good enough
offer; we have several offers coming in today”; or “If the
deposit is not there in the next hour, our deal is off”,
even when there is a full day remaining before the deposit
is really due!
Doing
business in this industry, it is hard enough to just keep
all the moving parts going in the right direction, without
having to deal with manufactured tensions or stressors added
to the mix. Please do not misunderstand the need for
accurate information that is vital at the time it is spoken,
and alone can create some stress by its very nature.
It is so
exciting to be getting phone calls once again from buyers
who are not just looking for the deal, but are genuinely
looking for the value, and have a sincere need or desire for
the plane. All of us reading this article must agree that it
is great to be back engaged in the business of doing
business. Surviving the economic downturn itself was one of
the most stressful times of my life.
I don’t
think we are totally out of the woods yet, so stress and
tension will not be gone, but let’s promise not to add it
for sport. Our clients are slowly coming back off of the
fence and cautiously re-entering the field. Let’s help them
by guiding them along the time-lines, and keeping them
focused on the terms that have been negotiated in the LOI
and the contracts. Let’s keep them out of the grey areas of
the deals as best as we can by doing our jobs best, which
will aid in keeping the tension level down for our clients.
It
sometimes seems as if this industry marches to its own drum.
In other transactional arenas the time-lines set forth in
the contracts are adhered to with precision. The idea of
missing a date to accept or close a deal, even by a day
would be met with customary and acceptable penalties and
consequences. Often it seems that that adherence to details
gets a different treatment in our industry. I have often
said we are in one of the most unsophisticated,
sophisticated industries I have ever seen. Huge dollars pass
back and forth, and yet often with such poor adherence to
the details. This type of process contributes to
manufactured tension as well.
We all have
a new day. It is as if we have a fresh start. As
professionals in our industry, we can make a real positive
difference in the way business is done, expectations are set
and deliverables are delivered. Let’s collectively work to
bring a new level of sophistication, attention and adherence
to the details of our transactions.
I am sure
that the greatest beneficiary to this will be our clients. I
am also sure that when our clients win, so do we all. There
should be no reason to manufacture tension to create action.
There is plenty of action already.
It is
wonderful to talk to so many of you and hear the same thing
over and over: Phones are ringing; deals are being
discussed; transactions are occurring. Congratulations to
all of us! Now let’s get out there in this New Year and heal
some wounds. Let’s go back to building our businesses and
sell some planes! Happy New Year.
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