Michael Walters is an old friend who I've attached climb in the Commercial Real Estate Business for a few decades now. I was in a business adjacent to that for one of those decades, and I've always found it interesting. This is a very relationship-driven business, but I wanted to unpack that term "relationship driven". So many people think that it's about personal affinity or the "liking" in "Know, Like, and Trust". We explored how much more important the other two are...kind of. It's far less important that they know you. You have to know their business, their aspirations, their situation. And credibility...the trust part, is critical.

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