Right now, what feels most uncomfortable in the sales process is defending pricing in an asset class I have limited experience in. I have the opportunity to sell an off-market 61-unit PUD and potentially earn a large amount in commission. The seller is asking what he believes is fair market value — roughly a 10–15% margin on total construction costs. He’s experienced, and I trust that he knows his numbers. Initial feedback - a couple of brokers have said it’s overpriced. The uncomfortable part is being able to clearly articulate to investors why the pricing makes sense and handle pushback with confidence in a space I'm still learning - commercial residential development. Honestly, I feel like a fish out of water. Moving into new knowledge territory is always uncomfortable. I know it’s how you level up. But yeah — it still sucks in the moment

I use family and friends and give them a good return. I have a friend that is looking to start a fund that will pay for the down-payments of fix and flips with a target ROI to investors of 22%.

Also, I would be open to being a gap funder possibly this year.

For me, I think it’s asking more direct questions to really understand the seller’s motivation and clarify their goals. I sometimes hesitate to ask for what I need because I worry it might come off as offensive or annoying. I come from a marketing background where the focus was on planting the idea, nurturing the relationship, and establishing authority and credibility over time. It was all about slow, strategic moves in the background — very much the Jab, Jab, Jab, Right Hook approach that Gary Vee talks about. In sales, especially with off-market sellers, I sometimes feel like I’m coming on too strong if the relationship isn’t fully established yet. But I know that asking direct questions is how you cut through ambiguity and actually figure out how to create a true win-win situation. That’s the muscle I’m working on building — being direct while still being respectful and relationship-focused.