Closing the Deal Is 90% of the Game

Everyone talks about finding opportunities, running analysis, checking entitlements. But almost nobody talks about the hardest—and most decisive—part: the close.

There’s no shortage of investors with perfect spreadsheets who suddenly vanish when it’s time to commit. They hesitate, stall, or broadcast doubt.

And the seller? They go with the buyer who closes. At the end of the day, the deal goes to the closer—not the analyst.

So how do you close? At some point, after all the due diligence, you have to cut. You have to decide. The easiest move is to delay, to squeeze a few more days of study. But without drawing a line in the sand, the deal slips away.

Pro tip: set a tentative closing date up front, and drive everyone toward it.

And remember: those who closed before you didn’t have perfect certainty either. They just accepted the risk and executed.

Analyzing matters. Diligence matters. But knowing when—and how—to close matters more. Anyone can check. Few can close. And that’s why closing the deal is 90% of the game.

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