David Grutman

They see me as an entrepreneurial that's going to help them with their lives.

I think they all know over time I'm very protective over people.

That's one.

And I send them my deal flow.

I go, hey, I'm looking at this new brand.

I think I negotiated a great deal.

Why don't you come in with me on the same thing that I've negotiated?

I'm pretty good at it now.

And I think it comes over time.

I also think I try to add value for those.

Anybody that you talk to, they'll say, I just try to add value.

And, you know, I talk about a lot in the book is just being a great connector and don't being a gatekeeper.

I hate these gatekeeper people.

Same, man.

Right?

So, oh, someone's like, oh, do you know that person?

And if they think there's any kind of monetary situation that you're going to benefit from their connection, they want a piece of it.

That's just such the wrong way to look at things.

And it pays off 10 times more than whatever that little thing is that you're trying to make that 10% of.

And I talk about, oh, when they're like, make sure you CC me on all conversations with them.