Source: Anthony
In completing 30 deals as Agent between 2000 and 2005-and failing to close others, most often the deals that closed were the ones in someone grabbed the Locus of Control (most often the Agent a.k.a the Banker) and drove the deal to closing-quickly. When a deal fell apart, more often than not is wasn't a change of heart by the participants at the table, but rather external events that stopped the deals: market conditions, exagenous events (e.g. 9/11), etc. This principle applies also to deals of any type with large companies: personnel get fired/shuffled; there is change of strategy by the buying Company, etc. Take away: if you want it done, Close quickly!
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