Last week, one of my clients complained "I just can't focus."

He was filling his time with busy work, but nothing was moving the needle.

After a few questions, we found the culprit.

He was dragging his heels on a difficult conversation with his sales manager.

He had to let the person go, but he didn't want to disappoint them.

The upcoming conversation terrified him.

So he was avoiding it at all costs.

He finally admitted, "This stuff sucks. I don't want to make him upset."

Interestingly enough, the employee talks openly about disliking his job.

Clearly, they need to go.

Parting ways will be better for both parties.

But the raw emotions of having the talk are overwhelming.

I see this time and again with syndicators.

You're a high achiever who wants to make the world a better place.

And you're afraid of disappointing somebody.

Not anymore.

The Importance of Managing Emotional Conversations

These talks are an inevitable part of leadership.

In real estate syndication, this part of the job is amplified.

The numbers are big, competition is fierce, and money is emotional.

Besides, you'll be speaking to small groups, family offices, and individual investors.

There's a lot of weight on your shoulders to navigate those conversations.

Prober, Grousbeck, and Meehan have added a ton of research here.

Their main findings?

Mastering this skill helps:

• Build trust

• Resolve conflicts

• Drive teams forward

This is a spot-on description of a syndicator.

Why This Skill Matters

As a real estate syndicator, you’re constantly managing investor expectations, partner dynamics, and team performance.

Your words will either lead an investor to renew with you or choose another sponsor.

Successfully managing these conversations can help you:

Empower Investors

Honest communication builds trust - when delivering good news or bad.

Strengthen Partnerships

Addressing issues head-on prevents misunderstandings while boosting productivity.

Build Teams

Clear expectations enable team members to thrive.

Common Mistakes in Difficult Conversations

These conversations are rarely fun.

While it might be tempting to avoid them, doing so leads to bigger problems down the road.

Trust crumbles.

Relationships erode.

The issue is NOT going to resolve itself.

In fact, the problem will fester and grow.

Another mistake is entering the conversation unprepared.

• Winging it is a terrible idea

• Emotions WILL take over, and this is never good

• Empathy goes down while blaming goes up

• Last, you can't script the talk

You have no way of knowing how the other person will react.

And you'll seem robotic and calculated.

How to Navigate Difficult Conversations

Based on insights from Prober and his colleagues, here are practical steps to manage difficult conversations effectively:

Don't worry, I'm not giving you a list of 10 things.

You'll be sweaty enough during this talk.

So keep it simple.

1 tip for BEFORE. 1 tip for DURING. 1 tip for AFTER

Prepare with Empathy:

Before the conversation, take time to understand the other person’s perspective.

This reduces the likelihood of reacting aggressively to defend yourself.

Be Clear and Direct:

Just START!!

• Don't sugarcoat the topic or avoid the main point.

• Clearly state the issue.

• Be direct.

Your honesty shows respect and builds trust.

Follow Up:

After the conversation, keep the communication going.

Follow up with an email or letter.

Ask if the agreed-upon terms are happening.

This shows that you're committed to solving the problem - not cutting down the other person.

Final Thoughts

Managing tough talks is an essential skill to level up your syndication business.

Worrying about them is way harder than actually talking.

Stay focused on empathy, honesty, and solutions.

We're in a relationship business.

Conversations = $$$

To strong relationships,

Chris

P.S. If this newsletter helped boost your confidence, share it with a fellow syndicator.

And remember, we're always here to support your journey to peak performance and business success.

Whenever you're ready, here’s how I help you:

Raise 86% more capital in 90 days

Performance Psychology is a 1:1 custom-tailored experience that will destroy your limiting beliefs and get you raising capital like a pro.

In 2024, clients have enjoyed a 283% ROI.

No more procrastination, imposter syndrome, or perfectionism.