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17d • News you can use
Let’s talk about your background...
At some point, a seller is going to hit you with this curveball:
👉 “Before we go any further, tell me about your background.”
And for a lot of us that’s the moment the confidence cracks.
You start overthinking… “Do I sound like a rookie? Do I need to prove myself?”
You don’t have to prove anything.
Your intent, your questions, and the way you show up in the conversation are what establish credibility.
Sellers don’t need your résumé — they need to know you’re serious about solving their problem.
So when that question comes up:
💬 Be transparent. If you’re newer, own it. Share that you’re working with a network of investors who have the experience and capital to close.
💬 Highlight transferable skills. If you’ve negotiated in other industries, worked with clients, or managed projects — that’s relevant.
💬 Flip the frame. Ask what they’re really looking for. Do they want speed? Certainty? Terms that protect their taxes? Redirect the conversation back to their goals.
Confidence doesn’t come from pretending to be something you’re not. It comes from controlling the frame of the conversation.
You’re not there to impress them with your background. You’re there to uncover their needs, structure a win-win, and move the deal forward.
Remember: the most credible thing you can do is act like a deal maker, not an applicant.
Now go pick up the phone and test this out.
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Let’s talk about your background...
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