I love this Jake, thanks for the content. You state at the beginning that almost every deal you ever entered has died at some point. How do you go about reviving those deals? Does that just happen organically over time, or is there a systematic way to keep desirable 'dead deals' in the pipeline?

Good question Ryan. It's really case by case and depends on how the deal died. I will say, however, that the seeds planted early on to build that relationship between seller and buyer can bear fruit when the deal encounters bumps like these. If the relationship starts from a point of trust, that trust can be called upon throughout the course of the deal.