STUFFWalt SaysReal Deal Wisdom for Business & Life
Stuff Walt Says2017-03-27T09:54:13-07:00

Real Deal Wisdom

Over the years I have collected a number of favorite quotes, sayings, truisms and gems of wisdom about life and business.  Well, some might question the wisdom part, but I’m pretty sure some wise guy first said them.  Here’s a sample of my favorites – if you attend one of my courses or talks you’ll hear some of these for sure.  Some are my own, and many are from other wise guys.  Where I can tell you who said it, I will.  I humbly apologize for missing any attributions.


Success is walking from failure to failure with no loss of enthusiasm. Winston Churchill

Don’t judge each day by the harvest you reap but by the seeds that you plant. Robert Louis Stevenson

Life is not about how fast you run, or how high you climb, but how well you bounce. Anonymous

What you think, you become. What you feel, you attract. What you imagine, you create. Unknown

When you lavish praise on people, they flourish: criticize them and they shrivel up. Richard Branson

I’ve failed over and over in my life, and that is why I succeed. Michael Jordan

Nothing is a waste of time if you use the experience wisely. Auguste Rodin

Never regret. If it’s good, it’s wonderful. If it’s bad, it’s experience. Victoria Holt, British writer (1906-1993)

The purpose of life is not to be happy. It is to be useful, to be honorable, to be compassionate, to have it make some difference that you have lived and lived well. Ralph Waldo Emerson

Ability is what you’re capable of doing. Motivation determines what you do. Attitude determines how well you do it. Lou Holtz

Everything can be taken from a man but … the last of the human freedoms – to choose one’s attitude in any given set of circumstances, to choose one’s own way. Victor Frankl

The greatest discovery of our generation is that human beings can alter their lives by altering their attitudes of mind. As you think, so shall you be. William James

We are all faced with a series of great opportunities brilliantly disguised as impossible situations. Charles Swindoll

Planning & Strategy2014-05-14T11:26:43-07:00

Do not go where the path may lead, go instead where there is no path and leave a trail.  Ralph Waldo Emerson

If you choose to not deal with an issue, then you give up your right of control over the issue
and it will select the path of least resistance. Susan Del Gatto

Simplicity is the ultimate sophistication. Leonardo Da Vinci

Big things are accomplished only through the perfection of minor details. John Wooden

When two people agree on everything, one of them is irrelevant. Benjamin Carson

One fool can ask more questions than ten wise men can answer. A Zen Koan

If you fail to prepare, be prepared to fail.

Ready, Aim, Fire NOT Ready, Fire, Aim.

The object of war is not to die for your country but to make the other bastard die for his.  George Patton

Luck favors those who are prepared.

Forget about yesterday, think about tomorrow.

There is always a better strategy than the one you have; you just haven’t thought of it yet. Sir Brian Pitman

Prediction is difficult, especially about the future. Yogi Berra


Any business plan won’t survive its first encounter with reality. The reality will always be different. It will never be the plan. Jeff Bezos

The golden rule — “He who has the gold, makes the rules.” — Old Adage

Above all else, buyers buy proven and highly repeatable cash flow. Remember: Cash flow. Cash flow. Cash flow.

A buyer will buy your business not for what it has been, but for what it can be!

The beauty of a business maybe in the eye of the owner, however, value is always in the checkbook of the buyer.

A firm’s Income Statement maybe likened to a bikini – what it reveals is interesting, but what it conceals is vital. Burton G. Malkiel in a “Random Walk Down Wall Street


Whatever you decide, don’t let it be because you don’t think you have a choice.  Hannah Harrington, Saving June

The trouble with retirement is you never get a day off. Abe Lemons.

You cannot continue on the same path and arrive at a different destination. Make the choice to have your actions reflect your goals.  Steve Maraboli, Life, the Truth, and Being Free

At some point every business is either sold, inherited or ceases to exist.  Think about it!

Let me ask you, “Would you be open to making a new decision based on new information?”

Buyers rarely buy what the seller is selling.

No contract, no matter how good, well thought out or aggressive, can overcome lack of character in one of the parties.

Character matters!

Simple Value Proposition:
If we present your company in its best form,
AND we target financially qualified, good opportunity fit buyers,
the result is the highest value your business will command in the market.

If in 18 months, we are looking back to today, what has to happen in your personal and professional life for you to feel good about your progress?  If it includes the sale of your business, you may qualify to be a client.

As a business owner, you pocket Net Cash Flow not EBITDA…there is a huge difference.

In the market it is critical to sell when you can, not when you have to.


Deal Making & Negotiating2017-03-27T09:54:15-07:00

You have to learn the rules of the game. And then you have to play better than anyone else. Albert Einstein

It is the loose ends with which men hang themselves. Zelda Fitzgerald

There are no right answers to wrong questions. Ursula LeGuin

 It’s not hard to make decisions when you know what your values are. Roy Disney

A man always has two reasons for what he does — a good one and the real one. J.P. Morgan

Leadership is the refusal to share your panic with others. George S. Patton

Along the process, the deal dies at least THREE times.

The person who controls the agenda WINS!

The art of answering questions lies in knowing what to do and say and what not to do and say. It does not lie in being right or wrong. Fred Jager

In business, you don’t get what you deserve, you get what you negotiate!

Never assume.

LNTC – leave nothing to chance.

WIIFY – What’s in it for you?

SWSWSWWN – Some will, some won’t, so what …who’s next?

Never negotiate for the stuff you already have.

Identify the Rhinoceros head on the coffee table.  (Speaking about bad news or hidden issues)

Time kills all deals.


A lot of people believe they’re thinking when they are just rearranging. William James

The pessimist complains about the wind; the optimist expects it to change; the realist adjusts the sails. William Arthur Ward

Experience is a hard teacher because she gives the test first, the lesson afterward. Vernon Sanders Laws

Never tell your problems to anyone. 20% don’t care, and the other 80% are glad you have them. Lou Holtz

We don’t get to choose what is true. We only get to choose what we do about it. Kami Garcia, Beautiful Darkness

Worrying is like paying on a debt that may never come true. Will Rogers

A government big enough to give you everything you want, is strong enough to take everything you have. Gerald Ford

When the student is ready, the teacher will appear. Zen Koan

Reality isn’t the way you wish things to be, nor the way they appear to be, but the way they actually are.  Robert J. Ringer

Either you acknowledge reality and use it to your benefit, or it will automatically work against you.

Our current reality is the result of past choices.  Our future will be the result of our current choices.

People say they love truth, but in reality they want to believe that which they love is true.  Robert J. Ringer

Taking Action2014-05-14T11:40:23-07:00

Everything you want is on the other side of fear. Jack Canfield

In any moment of decision, the best thing you can do is the right thing. The worst thing you can do is nothing.  Theodore Roosevelt

Always remember that dead last is better than did not finish, which is way better than did not start. Tara Parker-Pope

Courage is what it takes to stand up and speak, courage is also what it takes to sit down and listen. Winston Churchill

Only those who will risk going too far can possibly find out how far one can go. T.S. Eliot

While we are free to choose our actions, we are not free to choose the consequences of our actions. Stephen Covey

Honesty is something you can’t wear out.  Waylon Jennings

Leadership is the refusal to share your panic with others.  George S. Patton

Shallow men believe in luck or in circumstance. Strong men believe in cause and effect.  Ralph Waldo Emerson

The best way to predict the future is to invent it.  Immanuel Kant

Don’t try to come up with the right answers, focus on coming up with good questions.

Never regret. If it’s good, it’s wonderful. If it’s bad, it’s experience.” Victoria Holt, British writer (1906-1993)

If you are prepared, then you are able to feel confident.  Robert J. Ringer

Perhaps the most important reason of all for taking action now is that time is finite. No matter how proficient you are, you can only accomplish so much in a lifetime. Every second that’s wasted reduces the totality of what you can accomplish by one second.  Robert J. Ringer

A good plan violently executed right now is far better than a perfect plan executed next week.  General George S. Patton

Life in General2014-05-14T11:38:48-07:00

You only live once, but if you do it right, once is enough. Mae West

My formula for success is rise early, work late and strike oil. JP Getty

Whoever said money can’t buy happiness simply didn’t know where to go shopping. Bo Derek

Never eat in a restaurant called ‘Mom’s,’ never play cards with a guy named ‘Doc,’ and never marry anyone who has more troubles than you do.  An old Western warning

I’ll be more enthusiastic about encouraging thinking outside the box when there’s evidence of any thinking going on inside it.  Terry Pratchett

Your time is limited, so don’t waste it living someone else’s life.  Steve Jobs

Go to Heaven for the climate, Hell for the company.  Mark Twain

Opportunity is missed by most people because it is dressed in overalls and looks like work.  Thomas Alva Edison

 Running late doesn’t constitute exercise. Anonymous

If I had more time I would have written a shorter letter. Marcus T. Cicero

An investment in knowledge pays the best interest. Benjamin Franklin

I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel. Maya Angelou

To succeed in life, you need three things: a wishbone, a backbone, and a funny bone. Reba McEntire

When you’re finished changing, you’re finished.  Benjamin Franklin

In an argument: kindness wins over right.

Speak the truth, step back from the results.

There ain’t no right way to do the wrong thing.  Waylon Jennings

Never mistake knowledge for wisdom. One helps you make a living; the other helps you make a life.  Sandra Carey

You can have everything in life you want, if you will first help enough other people get what they want.  Zig Ziglar

Regarding hidden agendas:  “See what is unseen, hear what is unsaid.”

The cart is sooooo far in front of the horse – it’s in the next zip code.

Wal-Mart does not exist for the aggrandizement of its leaders; it exists for its customers.

Good judgment comes from experience and a lot of that comes from bad judgment.  Will Rogers

The quickest way to double your money is to fold it and put it back in your pocket. Will Rogers

Even a stupid fish can stay out of trouble if it keeps its mouth shut.

Golf is 90 percent mental. The other half is physical.  Yogi Berra

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