INDUSTRY NEWS continued difference, so it’s no big deal. You’re friends, right? But when
driving to lunch. He put it on speakerphone. I listened quietly as his grandson pitched “Papa” Wayne on the idea of funding his bid for after- school math tutoring. Wayne listened to the pitch and then asked his grandson for details about the tutoring program. He negotiated paying for the lessons with the same intensity as sealing a major business deal. He of course agreed to pay for his grandson’s classes, but only after they’d settled on what chores his grandson would complete to repay the loan. After they finished the phone call, Wayne said, “I’ll pay for anything my grandkids need, but I don’t want to spoil them, either. This was a good chance to offer my grandson a lesson in negotiating a business deal, but what I really did just now? What I really did was buy myself some time with him. Sure, I’ll get some work out of him when we do chores
selling a business that’s got a hefty price tag attached and one partner has put in more money than the other, ‘Let’s just split it’ doesn’t cut it. Both the broker and I tried ex- plaining the numbers to him, but he dug in, insisting I forfeit a portion of my share ‘to make it even.’ It ended the relationship. I feel proud that the people I welcome into my inner circle are the ones I know I can trust. I think this is because over the years, I have developed what I refer to as a highly re- liable bullshit detector. I typically know right away when someone is trying to feed me a line of BS.
I’m not interested in drama. Sure, every person will have their share of crazy stuff to deal with in life, but I think some people go looking for crazy-making situations. Not me. I’d rather be out enjoying a scuba dive than dealing with dra- ma.” Time as the Best Investment Once when I was visiting Wayne in Georgia for work on his book, he took a phone call from his grandson as we were
together. But what I bought was time. Spending time with my grandkids is the best investment, ever.” Oh, Wayne. I wish you’d had more time. God- speed, friend. We’ll miss you.
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