He is old school. His partners are old. They don’t use email. Those kind of guys.

I sent my proposal. He pushed back on the fee.

I stood my ground, and he agreed, but he had to convince his partners that I was totally worth it.

I did my research and analysis and wrote up the report.

I determined that subdividing the land created an additional $2.5 million in value. Then I worked with him on a negotiation strategy with the buyer.

My fee represented 0.0018% of the additional value

Totally worth it.