They have a great sense of timing. They may not understand their limits or how to best capitalise on their unique abilities, and may not believe deal making to be a credible way to build wealth. Examples of successful dealmakers are Donald Trump and Rupert Murdoch
While Stars are high in the sky, however, Deal Makers have their ear to the ground. Creating value through timing, not innovation, a Deal Maker lives in the present. As Donald Trump said, "I try to learn from the past, but I plan for the future by focusing exclusively on the present. That's where the fun is."
Their sweeping gestures often make millions in a moment. Of all the profiles, the Deal Makers rely most on the relationships around them. While a Star's value grows as they become less accessible, a Deal Maker's value grows as they become more accessible. They are constantly on the phone and on the move. They create their wealth by spotting connections in the market. Once the deal is done, the new value created enriches everyone involved.
Trump's advice in deal making: "If you walk into a negotiation and you know nothing about the other party, let them talk. Listen to their tone; observe their body language. The best negotiators are chameleons. Their attitude, demeanour, approach, and posture in a negotiation will depend on the person on the other side of the table."
They are often trying to start a business or caught up in detail, as the idea of wheeling and dealing, wining and dining, just sounds like too much fun! Others lose out by making connections without taking their share, or lose focus by failing to establish a niche to operate within.
Donald Trump, David Geffen, Rupert Murdoch Masayoshi Son and Henry Kravis
Donald Trump did his first deal in 1974 at the age of 28. With little of his own money, but plenty of his time, he worked on the deal for two years. He stayed hands on in his deal making, while delegating everything else, saying "Every time I come over to a site, I make a lot of money. My father used to tell me that you can't make money sitting behind a desk."
Deal makers are people and activity based. They ask "Who?" and "When?". "Who do I need to call or who do I need to know?" "When should I act or when should I sit still?"
They are outgoing, entertaining and approachable, quick to spot opportunities, but often too quick to please and can get carried away.
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