Master Negotiator Chris Voss Returns with All the Right Answers
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- เผยแพร่เมื่อ 3 พ.ค. 2024
- Master Negotiator Chris Voss Returns with All the Right Answers
Ever meet someone so smart that you feel smarter just being in their presence?
That’s Chris Voss for me.
I’ve read his book, watched his videos, had him on my podcast, he’s spoken at our events... and I still can’t get enough of the guy!
So I asked him to return to the podcast and once again he had all the right answers to some of the burning questions in today’s real estate marketplace. Among the advice he shared:
• How to avoid cutting your commission
• How to make your buyers’ offers stand out today’s competitive market
• How to overcome buyer fatigue
• Why “no” is better than “yes” and 5 easy phrases to flip your script
And so much more... You’re gonna want to listen to this one several times!
In this episode, we discuss...
00:00 - Intro
02:54 - Proof of life... what does that mean?
03:45 - Favorite or the fool... don’t cut your fee either way
06:04 - Negotiating within a family business
08:21 - Get away from commission at the start
11:32 - Negotiation tips for team leaders
14:26 - Fundamentals of negotiations
22:18 - Why getting the “no” is better than the “yes”
26:15 - That time Chris almost killed Jack Welch
35:40 - The surprising power of “that’s right”
39:57 - Watch Chris inject doubt to combat “sell your own home” websites
45:01 - Becoming the one certain thing in an extremely uncertain market
50:14 - How to deal with other agents who don’t “play nice”
52:40 - Chris’s advice for winning in multiple offer scenarios
1:01:02 - Overcoming the “I want to wait” objection
1:04:08 - Small stakes practice leads to big results
1:06:37 - Chris provides book and podcast recommendations
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For the majority of my life, I’ve been passionate and dedicated about changing lives by giving away the very best strategies, tactics, and mindset techniques to help you and your business succeed. Join me as we take this to level 10!
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Keep up with me and what's new on my other channels:
Website - TomFerry.com
Facebook - / tomferry
Instagram - / tomferry
Twitter - / tomferry
Podcast - TomFerry.com/Podcast
TH-cam - / coachtomferry
You are advised that any Information provided on this podcast is not legal advice. Ferry International assumes no responsibility for consequences resulting from the use of the Information. Some of the Information may be outdated or not consistent with current law.
The sales/business/life insights in this podcast are UNREAL! Tom, you are an impeccable interviewer. Very much improvement from the episode with the same guest three years prior.
So good! Thank you for helping me!
Let the other side talk and outline the deal.
Seek first to understand.
Validation in listening.
Make the other side feel understood.
“It’s not a sin to get it wrong. It is a sin to not make them feel understood.”
Repeat what you thought you heard.
“It sounds like you’re saying x.”
* Hugs are healthy.
Would it be a crazy idea if I showed you the numbers?
Have you given up on looking at all your options?
Be Authentic and genuine.
Trigger an upifany about themselves.
recap on what the other side says.
Predictable communication for buyer fatigue scenarios. (Even if there is no update)
Commission Objection handler: Would you want somebody who can’t stand up for themselves stand up for you?
What a great CHRISTmas gift. Thank you for this interview. I have the book. Now time to read. Thank you Chris Voss for your experiences being shared.
U got it Keith! Merry Merry and heres to better and better negotiations in the new year!
Chris's transition to private life is a success story in itself.
I agree. ☝️
I am really into this interview. I have watched it multiple times. I can’t get enough of Chris Voss and I do recommend his book. Thank you Tom Ferry!
I’m so happy to hear that, I rewatched this again today too and wondered if I should buy his book. You have officially convinced me to add it to my Amazon cart!!! 🙏🏾❤️💯
Love small stakes practice! Your methodology works beautifully and is so easy to implement. I received a $210 refund because I paid attention to the representative....thanks to you. Firstly they tried to get two yesses from me and I knew not agree to 50% off then 75% off....2 flags! Talk about desperate! I did not agree to both of her yesses and stayed calm. I told them I would have to follow through with PayPal due to their misrepresentation (bate and switch) of their sales transaction. What is interesting is that during my conversation I applied repetition and and stayed calm as a result the representative really listened to me because 10 minutes later I received an email notification of 100% refund. Wow!!
Lastly I feel the 2 yesses she tried to get from me would have normally thrown me off track but your theory on the two yesses and the hook....kept me on track. After the phone call ended I second guessed myself on the 75% ...but I said to myself 'do not make a deal/agreement' with the devil. Lol. After which I did the math and that 75% off was not a discount at all...it was the price I thought I was paying to begin with. Would it be ridiculous for a company to be transparent?lol.
*"Knowing is not enough; we must apply. Willing is not enough; we must do." - Johann Wolfgang von Goethe"*
Pressure forms diamonds
Thats it!
Super high level- "it's a sin to not make them feel understood" - my favorite. And deference.... Gold.
Professor Voss....I can't stop listening to you....this is a fantastic interview!...I'll watch it twice....:)
have watched several times, it is sooooo impressive and a must!! Thank you Tom, Chris and Jeff
One of the best interviews of 2021 !!!! Wow full of nuggets and gems!!!
Predictability in an uncertain market! 💪
Bingo!
Would it be ridiculous to provide a scholarship program for coaching? 😁
Haha, yes!
Great question! Glad you heard how to phrase the question the right way! 👊🏼
Was just literally writing 4 listing agreements and was about to cut my fee on one or two of them and wont now! TY Coaches!
Great interview Tom & Jeff !
This is so good. And so is his book. Just great stuff.
Great Stuff! If someone applies any of these gems 💎 they could definitely turn their business around !!
Wow.
What an interview.
Thank u very much. Chris and. Tom
You got it! Happy Negotiations!
Agreed in that it is a sin to not make someone feel understood. Thank you gentlemen.
Funny that you actually hired a guy from a cold call, that's awesome LOL
I’m in the talent attraction business!
@@TomFerry Very true!
Would it be ridiculous to suggest that Chris Voss run for President?
😲 the F*word @40:48
& Chris loved it 😂
First line.. I’m a full fee full service agent…
“It sounds like aunt sally listed below market value”