17d • General
Monday | Mindset 9/14/26
You are not being paid for the hours. You're being paid for the twenty things you knew not to do.
New brokers struggle with this because the work doesn't look proportional to the fee. You spend six weeks on a deal, most of it waiting, and collect $28,000. It feels like too much for the effort.
It isn't. The fee isn't buying your time. It's buying the fact that you knew this sponsor's credit profile would fail a global cash flow test before anybody wasted three months finding out. It's buying the lender relationship where a call gets returned the same day.
Where this actually costs you money: you start discounting. You feel guilty about the number, so you shave it, or you do free packaging work for a borrower who was never going to close, because you're trying to justify the fee to yourself.
Charge for the judgment. That's the product.
Have you ever cut your fee because you felt like the deal was "too easy" — and how did that one turn out?
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Monday | Mindset 9/14/26
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