Paul Mark Morris

And you want it to be special enough to create the moment.

I'm not sure that I can get you a pen that meets all of those needs, but I want to know if I am able to meet all of those needs, are you going to buy the pen?

And you could answer a myriad of things, including like, well, no, I'm still going to have to think about it.

And then I'll just say, okay, well, then we're not really having a business conversation.

That's fine.

We don't have to have a business conversation.

I'm trying to find the things that you need in order to make this deal and then I'm gonna go run around and try and make it happen.

But I know that you respect my time, I respect your time.

I don't wanna run around and try and make all this stuff happen unless I know that we have a deal if I'm able to provide these things to you.

And that's the conditional close.

And when I didn't do it, there was one specific instance where, you know, it was a very important recruit for me.

And she asked me for like six things and I could only give her five of them.

And I said, look, if I were able to do these five with that.

And then when we got to the meeting, I was with a business partner who, you know, it wasn't his fault because I should have briefed him first.

And he just threw the offer letter out on the table to her.

And she looked at the offer letter and said, oh, okay, well, I'll have to take this home and think about it.

And it never happened.

And I feel certain that if I had said, hey,

Um, should I, should I, I love this woman too.

I, I'm going to name drop her.