Dealmaking Empire Builders


By Robert Ringer

If you look at the great entrepreneurs of our era — Kirk Kerkorian, Donald Trump, and Rupert Murdoch, to name but a few — the one thing they all have in common is that they are great dealmakers. All of them hire others to handle their day-to-day operations, while they work on identifying and closing lucrative deals.

And so it is with many individuals in a wide variety of occupations, people who have used their dealmaking prowess to build empires. Wolfgang Puck is undoubtedly a great chef, but probably no better than thousands of other great chefs. From what I know of his rise to the top, it is clearly because he is a dealmaker supreme, who found a way — make that many ways — to transform himself from a gourmet chef into a culinary empire.

Ditto Howard Schultz, the man who built Starbucks into a global phenomenon. Start a chain of coffee shops? Are you kidding me? What a terrible idea. Nevertheless, in the face of declining coffee sales in the U.S., Schultz had the audacity to charge $3 for a cup of the world’s dullest and most common drink — and served it in a paper cup, to boot!

And this came about at a time when the world appeared to be moving too fast for people to slow down, relax, and enjoy a cup of coffee, as they did in the good old days. Now, with $30 billion in sales, Schultz leaves the day-to-day management to CEO Jim McDonald, while he travels the world making deals to further expand Starbucks’ reach.

I could go on and on ... with Steve Riggio, who built Barnes & Noble into a retail giant and, in the process, transformed the way bookstores do business … with Martha Stewart, who built an empire by teaching women how to excel at being good housewives … with George Lucas, who created a one-man industry based on a single story. The list of dealmaking, empire-building entrepreneurs is endless.

The Dealmaking Adventures of Super-Nerd

But even these giants pale in comparison to Bill Gates. Many people think of Gates as a computer geek who made good because of his awesome his awesome techno-skills. But Gates is much more than a computer maven. The real roots of his success lie in his incredible dealmaking skills.

As pretty much everyone knows by now, Bill Gates did not invent the DOS operating system that launched Microsoft into the stratosphere. What he did do, however, was make the deal of the century when he negotiated the purchase of DOS (referred to at that time as “86-DOS”) — for a mere $50,000!

Funny how life works. I’ll bet you don’t even know the name of the guy who actually wrote the DOS program (for a now-defunct company called Seattle Computer Products). It was a twenty-two-year-old programmer by the name of Tim Paterson, and he accomplished the feat in — get this — four months.

Paterson got paid pocket change for his efforts, while Gates parlayed the acquisition of Paterson’s creation into becoming the richest human being on the planet. I guess I could say that life isn’t fair — but if you’re over twenty-one years of age, you already know that.

Of course, Gates was just getting started. He then turned right around and set up a meeting with top execs at IBM. At that now-historic gathering, the IBM corporate types wore pin-striped business suits, while Gates showed up in a stained T-shirt. According to one observer who was at the meeting, he looked like a seventeen-year-old kid negotiating with grown men.

But underneath that nerdy-kid persona was a master dealmaker. Gates managed to negotiate the second deal of the century when he got the guys in the pin-striped suits to agree to install DOS in all of IBM’s PCs.

And he still wasn’t through. Perhaps an even more masterful dealmaking accomplishment was that Gates reserved the right for Microsoft to sell DOS to other companies. That one dealmaking coup (which, in dealmaking parlance, I like to refer to as a “throwaway bonus”) laid the foundation for Microsoft’s worldwide domination of the software business … and, to use a fitting cliché, the rest is history.

The World’s Highest-Paying Profession

When I was a young real estate broker, a wealthy builder (“Al”) once said to me, “Though it goes against conventional wisdom, I can tell you with certainty that having the best product or service in your industry doesn’t guarantee success. The twin keys to making money are dealmaking and marketing. And of the two, dealmaking is by far the most important.”

I was fascinated by his comments, and anxiously began to pursue the subject with him. When I asked Al which businesses best lent themselves to dealmaking, his answer not only surprised me, it had a major and permanent impact on my approach to business.

He said, “The nature of the business is irrelevant. I like to think of dealmaking as a profession unto itself — the world’s highest-paying profession. Things don’t just fall into place by accident. A good dealmaker understands that it’s his job to finesse things into place. And that’s true in any kind of business.”

His words were nothing short of life-changing. They’ve been indelibly stamped on my forebrain for three decades, and have paid huge dividends for me … in the real estate business … in the cellular-telephone business … in the newsletter business … and in scores of other businesses and side deals that I’ve been involved in over the years.

Clearly, good marketing is crucial to business success, but dealmaking must precede marketing. Why? Because if you don’t make the deal, there’s nothing to market! Bill Gates is the poster nerd for this. He’s proven to be a great businessman and marketer, but he never would have been in a position to market DOS had he not first negotiated it away from Seattle Computer Products.

It’s easy to see this same principle at work in every kind of business one can think of. For example, anyone who’s had any experience in buying and selling real estate knows that the money is made at the time a property is purchased. Meaning that if you buy a property at the right price, your profit is locked in before you even try to sell it. Your marketing ability then determines how long it will take for you to cash out.

Al’s insights into dealmaking proved to be the spark that catapulted me to seven-figure income as a real estate broker while still in my twenties. I worked exclusively on large apartment developments, and was very good at marketing them. But the real reason for my success was my ability to locate makeable deals, get the owners to sign my listing agreement, and, finally, to close the deal once I had a serious buyer lined up.

Years later, Al’s dealmaking insights were also responsible for my becoming a bestselling author. Now, you might be wondering, “But wasn’t the quality of your writing important?” Of course it was. Quality is important in any business.

In fact, the most gratifying aspect of being a writer is receiving letters and e-mails from readers who tell you how much your work has impacted their lives. It’s a high that’s almost impossible to explain. Hearing from readers tells you whether or not you are delivering value to your audience.

Nevertheless, had I not become a master dealmaker early in my business career, I never would have been in a position to share my writing with millions of readers around the world. Everything that has happened to me in what may appear to be a charmed life is a direct result of my dealmaking and marketing efforts.

It’s a Fact: Great Dealmaking Skills Lead to Seven-Figure Incomes

Mark’s insights into dealmaking proved to be the spark that catapulted me to seven-figure income as a real estate broker while still in my twenties.  I worked exclusively on large apartment developments, and was very good at marketing them.  But the real reason for my success was my ability to locate makeable deals, get the owner to sign my listing agreement, and, finally, close the deal once I had a serious buyer lined up. 

Years later, Mark’s dealmaking insights were also responsible for my becoming a bestseller author.  Now, you might be wondering, “But isn’t the quality and content of your writing important?”  Of course it is.  Quality is important in any business.

In fact, the most gratifying aspect of being a writer is receiving letters and e-mails from readers who tell you how much your work has impacted their lives.  It’s a high that’s almost impossible to explain.  Hearing from readers is important, because it tells you whether or not you are delivering value to your audience.

Nevertheless, had I not become a master dealmaker early in my business career, I never would have been in a position to share my writing with millions of readers around the world.  Everything that has happened to me in what may appear to be a charmed life is a direct result of my dealmaking and marketing efforts. 

Baptism by Fire

On more than one occasion, I’ve been asked if I view dealmaking as an art or a science. Interesting question. In all honesty, I would say that some of the basics are scientific, but, on the whole, dealmaking is an art form. And the only way to excel at an art is to learn the best techniques possible, then practice those techniques over … and over … and over again.

Problem: Unlike dancing, painting, or playing a musical instrument, you can’t practice dealmaking at home. The only way to become a profit-producing dealmaker is to jump in and “do deals.” There’s no spring training, no preseason, no practice sessions. You can do a certain amount of preparation for each deal — which you should — but you cannot practice the art of dealmaking itself. When it comes to dealmaking, it’s strictly baptism by fire.

And that means being willing to jump in and get your feet wet … which, in turn, translates into rejection … embarrassment … and, yes, even failure. The willingness to fail is important, because no matter how good you become at the nuances of dealmaking, your bottom-line results are tied to the law of averages. Which is to say that the more you work at dealmaking, the better you get at it and the more deals you close.

In other words, there is no shortcut to dealmaking success. No sitting at the kitchen table in your underwear, pecking away on a laptop and watching the money roll in. (The only thing that should roll when you read ads filled with that kind of rubbish is your eyes.) Professional dealmaking is a genuine skill and should be approached in a serious manner.

The Money Is in the Details

In many of my books, I relate stories about various deals that I’ve made through the years, but I rarely have the luxury of going into those deals in great detail.  The reason for this is that long stories and an excess of details don’t work well in a book, because people are impatient. 

I’m the same way when I read.  I like authors who cut to the chase.  I don’t have the patience to read a lot of detail.  Which is unfortunate, because when it comes to dealmaking, the devil is in the details.  More to the point, the money is in the details. 

In other words, when it comes to dealmaking, superficial knowledge doesn’t work.  In fact, as many entrepreneurs have discovered to their chagrin, a little bit of knowledge can actually be dangerous.  Which is why it’s absolutely essential to possess an in-depth knowledge of the intricate details of dealmaking.

With this in mind, a number of my colleagues have bugged me for years about doing a live seminar on the art of dealmaking — a forum that would allow me to go into the kind of detail that is not possible in books.  I’m still not sure about the live seminar, because it’s an expensive, time-consuming proposition. 

I would enjoy doing it, but from a financial standpoint, I’m not sure it makes sense.  For one thing, I would have to charge at least $2,000 for a two-day seminar, which a lot folks couldn’t afford.  So, I’m putting the live seminar on the back burner for now.

Instead, I’ve agreed to do an easily affordable teleseminar series that will allow me to discuss an array of dealmaking strategies and techniques that I have personally used to reap huge profits — and I’m going to do it in just three profit-packed hours.  My goal is to teach listeners more about dealmaking in three hours than they’ve learned in everything else they’ve read and heard on the subject combined.  Which is why I decided to title it A Dealmaker’s Dream. 

I want to make it clear that A Dealmaker’s Dream is not a “system.”  To be blunt about it, so-called success systems are B.S. — all of them — and you can quote me on that.  Nor is it a “secret.”  Admittedly, using the word secret is sometimes justified as a figure of speech, but, in the literal sense, it, too, is B.S.  Again, please feel free to quote me.

By contrast, A Dealmaker’s Dream is going to be a straightforward presentation of dealmaking strategies and techniques that have worked spectacularly well for me over the years — through good times and bad, in both strong and weak economies.  These include methods and maneuvers that have not only made me millions, but have made it possible for me to make untold millions of dollars for others as well. 

Stuff that Works

My objective in A Dealmaker’s Dream is to pack every session with moneymaking ideas, techniques, and strategies that I know, from firsthand experience, work.  A small sampling of what I’ll be sharing with you includes:

  • How to consistently locate deals with the greatest profit potential.

  • How to determine whether or not a deal is makeable, so you don’t waste time working on deals that have little or no chance of closing.

  • How to negotiate deals in such a way that you end up with serious money in your pocket.

  • How I maneuvered behind the scenes to motivate the editor-and-chief of a major paperback publishing house to contact me (even though she had absolutely no idea who I was I at the time, nor had I ever tried to contact her), then negotiated a deal that ultimately led to my making millions of dollars in royalties and advances.  (Yes, this tactic can be used in any kind of business.)

  • How I gained controlling interest in an American Stock Exchange company without putting up any of my own cash, without having enough credit to borrow the money needed, and without any experience in the company’s business.

  • How I negotiated a deal that brought me a cash flow of $25-$50,000 a month — requiring only about two hours of my time a week.

  • How I was able to take over a company that produced a cash flow of about $300,000 a month, again without putting up a dime of my own money. 

  • How I convinced a 150-year-old company to put up millions of dollars to back me in a venture that was so successful that it resulted in Fortune magazine’s publishing a three-page unorthodox article about my strategies and techniques.

  • How I made more than $800,000 on a $15,000 investment by publishing an unknown author’s book and marketing it into a New York Times #1 bestseller — a book that no one else wanted.

  • And much, much more.

 

Are You Ready to Double, Triple, or Even Quadruple Your Income?

A Dealmaker’s Dream teleseminar series has been a long time coming, but now that the decision has been made, I’m truly excited about it.  I’ve always been a teacher at heart, so I admit that I’m going to get a big kick out of teaching the art of dealmaking to a select group of serious entrepreneurs.  Teleconferencing is what has made this possible!

I can tell you this for sure:  Dealmaking is a learned skill, and it’s something that everyone (including me) can always improve on.  It’s not about trickery or cunning or cleverness … it’s not about playing hardball … it’s not about grabbing all the chips off the table and leaving the other guy empty-handed. 

It’s about maneuvering your way through the minefields of the dealmaking world and finding the most makeable and profitable deals, laying the groundwork for projecting a strong posture, negotiating the best terms possible, and making sure that you don’t walk away empty-handed. 

Today, I am absolutely convinced that dealmaking is the highest-paying profession in the world — by far.  And further convinced that there is no such thing as a successful, non-dealmaking entrepreneur.  In fact, it’s an oxymoron. 

Which is why I’m looking forward to sharing my dealmaking knowledge and experience with you in my upcoming teleseminar series, A Dealmaker’s Dream.  On that note, I would like to officially invite you to be among the first of my dealmaking students and be on your way to fulfilling your Dealmaking Dreams.

Phone lines are limited, so be sure to sign up today to reserve your slot for this unique moneymaking series.
 

Special early bird price ...

if you sign up by June 22nd … 

 

  • Huge Discount:  A full $101 off …

The regular price of A Dealmaker’s Dream is $199.  But if you place your order today, the cost to you is only $98.  That’s a savings of $101 — more than  50% off the regular price. 

 

  • Free playback: on www.robertringer.com …

You needn’t worry if you can’t make one or more of the calls, because you will be able to listen to all of them on www.robertringer.com via a special password.  In fact, you will be able to download all three calls onto your own computer for even easier access in the future.

 

  • Free transcript: all three calls ...

You will also receive a PDF transcript of all three teleseminar calls, which will make it possible for you to read and reread the invaluable dealmaking insights and strategies that Robert Ringer will be sharing with you in the live sessions.

Special deal for the first 100 signups

 

  • Special bonus No. 1:  Robert Ringer’s legendary “Earth Brochure” …

Readers of Robert Ringer’s New York Times #1 bestseller, Winning Through Intimidation (now rewritten and retitled To Be or Not to Be Intimidated?) have been fascinated for years with the story of his spectacular $20 (recent reprint quote) “calling card.” 

This is the “Earth brochure” he used to help him leapfrog over the pack and become a nationwide phenomenon as a real estate broker while still in his twenties.

Though he has received offers of up to $500 for a copy of this one-of-a-kind heirloom, Robert Ringer has never made it available to the public.  Now, however, you can receive an updated copy of the Earth brochure as a download — but only while this offer lasts. 

This unique brochure, which laid the foundation for Robert Ringer’s awesome dealmaking exploits, will make your head spin with ideas about how to position yourself in your industry.

Worth far more than the price of the entire teleseminar series. 

 

  • Special bonus No. 2:  Robert Ringer’s 20 Life-Guiding Principles …

These are the principles that guide Robert Ringer’s own life, principles he reads every day and follows on a religious basis.  They are unique and powerful insights that are guaranteed to have an immediate and dramatic impact on your life. 

Robert Ringer’s 20 Life-Guiding Principles have never been offered for sale, and have never been distributed in any way to the general public.

Don’t miss out.

 

  • Special bonus No. 3:  Looking Out for #1 manuscript …

This is the totally rewritten, updated version of Looking Out for #1, Robert Ringer’s ground-breaking New York Times #1 bestseller — in electronic manuscript format.  This landmark work has been listed by The New York Times as one of the 15 best-selling motivational books of all time. 

Looking Out for #1 is one of those rare books with a powerful and common-sense approach to life that is timeless.  It will give you a clear understanding of how to get from where you are today to where you want to be — in the shortest possible time.

Publication date of this rewritten and updated version of Looking Out for #1 has not yet been set, so this is your opportunity to own an e-copy of a true classic before it is even published. 

Not available anywhere else — including at online or offline bookstores! 

 

  • No risk, money-back guarantee …

If you don’t feel that what you learned on the first call is worth many times the total price you paid, just let us know, prior to the second call, and we will immediately refund your money — no questions asked.

If you’re ready for a treasure chest of proven ideas, strategies, and techniques that are guaranteed to dramatically improve your dealmaking skills — and, in the process, increase your income many times over — you won’t want to miss out on Robert Ringer’s first-ever dealmaking teleseminar, A Dealmaker’s Dream.

And remember, you will receive a special password that will allow you to listen to the entire teleseminar series on www.robertringer.com — as often as you’d like — or even download it onto your own computer. 

Be sure to register now for Robert Ringer's A Dealmaker’s Dream three-part teleconference series beginning on July 26.  By signing up before June 22, you pay only $98 — a full $101 off the regular price of $199.  (All calls will begin promptly at 5:00 p.m. Eastern time.)

To Register, CLICK HERE


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