Winston Weinberg

And we're just getting, just now, getting to the size of the company where we can hire the people that we need to kind of do a lot of that frontier work.

Maybe two pieces of advice.

One is listen more than you speak.

And it's very, very dumb, but it's true.

I think a lot of people in deals, they think that movement is action.

So they think that like movement is progressing the deal forward.

And they think that if they talk the most, they're in control of the deal.

Not true.

In the same way that in conversations, just because someone isn't participating in that conversation doesn't mean that they aren't listening.

It doesn't mean that they have maybe the upper hand or something like that.

Right.

And so I think listening is really important.

And I see a lot of folks think of deal making as like chest forward.

And if I'm the loudest and I'm saying the most,

The reality is like all deal making is just people reading.

That's it.

And it's people reading at scale.

So it's people reading like a one on one conversation and then it's reading groups of people and then it's reading, you know, entire verticals of people, etc.

And it's figuring out what they want.

The second piece is know when to not negotiate.