Guillaume BlackPropTech Leader | "Deals are made, not found" | Helping investors find motivated sellers & close profitable deals

Pushing wrong sellers costs real opportunities

2 Apr 2026 · 0 min

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In this concise monologue, Guillaume Black argues that many investors lose money by persisting with deals that lack seller motivation. He outlines a decision framework: walk away when the vendor isn’t motivated, the problem being solved isn’t real, or the investor’s strategy doesn’t fit the situation. Conversely, he advises pushing harder when genuine motivation exists but the numbers aren’t perfect, when a sale has just collapsed, or when the vendor is emotional and open to alternatives. Black emphasizes the massive opportunity cost of chasing unmotivated sellers, urging an abundance mindset that trusts there will always be other motivated sellers to pursue.

Most investors lose money because they push when they should walk away from the deal. Walk away when the vendor isn't motivated. No problem to solve is no deals to be made. Walk away when you're forcing your strategy into a situation that doesn't fit it. Push harder when there's genuine motivation, but the numbers aren't quite there yet. That's what follow-up is for. Push harder when a sale's just fallen through, the vendor is emotional and open to alternatives. The opportunity cost of chasing a non-motivated seller is massive. Every hour you spend here is a deal you're missing out elsewhere. You must have an abundance mindset, right? So walk away knowing there's always another motivated seller to find, another deal to make.