Be easy to do business with
Richard spoke at a 2026 Family Office Club event between two speakers. He made a point he credits to Warren Buffett and Charlie Munger. Over time they saw that some people were painful to deal with and some were easy. They then tried on purpose to be the easy kind.
What Buffett and Munger noticed
In Richard's telling, the more deals they did, the clearer it got. Some counterparts were painful. Others were easy to deal with. So they picked out the traits of the people they liked and tried to act that way, so others would want to come back.
The effect on trust
Richard says this sounds obvious but makes a big difference. It can decide whether someone trusts you, or whether they call you back or call the next person. He pointed to speakers in the room who are always upbeat and enjoyable to be around.
Hiring for it
Richard's advice for teams is to look for people who have these traits naturally. In his words, some people come with batteries included and some do not. He tells owners to hire high energy people who have them.
In Richard's words
"some were very easy to interact with and do business with." (Richard C. Wilson, 2026 Family Office Club event)
"And some people come with batteries included and some do not." (2026 Family Office Club event)
How to use this
- List the traits of the people you most like doing deals with.
- Pick two of them to practice this month, like fast replies or clear terms.
- Ask a past counterpart what was hard about working with you.
- Screen new hires for energy and ease, not only skill.
Questions and answers
What did Buffett and Munger notice?
As Richard tells it, that some people were painful to do business with and some were easy, and they chose to be the easy kind.
Why does being easy to work with matter?
Richard says it can decide whether someone trusts you and whether they call you back or the next person.
What does batteries included mean?
Richard's phrase for people who naturally bring energy and good traits, so you do not have to supply them.
Does this apply to buying businesses?
Yes. Richard says a family office trying to buy a founder's business is closing a deal too, and the same traits help.