Chris Voss on Why You Want a Seller/Buyer to Say “NO”
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- เผยแพร่เมื่อ 21 พ.ค. 2024
- Chris Voss is an expert negotiator. After going from a street cop to the FBI and later thriving as a hostage negotiator, he wrote the world-famous book, "Never Split the Difference." This book has served as a masterclass in negotiation for almost every field of work, including real estate investing. Although many of Chris’s examples come from life-or-death situations, the same rules and tactics can be applied to real estate investing. That is exactly why Chris pivoted and started coaching real estate agents to become better negotiators.
But maybe you’re not an agent. Maybe you’re just trying to get your first or next deal done, working with a tough buyer/seller, and feeling like you’re making no headway. Chris has seen this time and time again. An overly aggressive buyer comes in, lowballs a seller, the seller then paints the buyer as the enemy, and the duo does a dance to the death ending in no deal done and frustrations at all-time highs. This is NOT the way to do real estate deals, and Chris has some advice that’ll help you change the way you (and your agent) get things done.
Chris goes in-depth on a few concepts, such as why “no” is actually what you want to hear, how to form “calibrated questions” that get you what you want, and why you’ll need to start using “tactical empathy” if you want to close deals faster. These are some of the same tactics that co-host Rob recently used to get a multimillion-dollar property, without much money out of pocket. No matter your skill level, number of deals done, or years of experience, this advice from Chris could catapult your investing to the next level.
00:00 Intro
03:14 Quick Tip
03:50 Never Split the Difference
08:20 Bringing Negotiation into Investing
16:18 Overcommunication is Key
21:27 Staying Out of the Unknown
27:19 Using "Tactical Empathy"
40:25 When Emotion Trumps Logic
42:37 Asking "Calibrated" Questions
51:34 Making Someone Else the Enemy
57:00 Chris's Negotiation Tips
58:07 Grab Chris's New Book!
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Website: www.blackswanltd.com/
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Episode 683
Show notes at: www.biggerpockets.com/blog/re...
#biggerpockets #realestatepodcast #biggerpockets683
Chris Voss talking about real estate? I am loving it!!
The “no” oriented question insight (are you against, would it be ridiculous if) was worth the full listen in and of itself. People feel SAFE when they say no, “Yes” feels like a trap! This is copywriting gold! So insightful!
Isn’t it!
Oh my gosh, the taser analogy! Epic and so accurate. I will never forget that one!
I cant wait to watch this one!!! his book has changed my life!!! starting in 3, 2, 1....
I can't believe they have Chris Voss on here. Too cool. His Masterclass course is outstanding. I highly recommend to everyone!
Agree! I love his book "Never Split the Difference"
Never Split the Difference is probably my favorite book. I need to reread it
Sounds like you’re ready to make it a priority
This was an amazing episode. Thank you all for this jewel. Its one of those I willl recommend and save. So much knowledge dropping
Chris has such incredible ideas! Glad he’s on the show, looking forward to the lesson! Thanks BP!
No WAAAAY you got Chris Voss his book is awesome
Bigger Pockets is such a great resource for anyone interested in investing. Here's how you guys can be even better. You have a crap load of great videos. For the new guy-where do you begin? Probably the most recent video. However, what if you created a curated playlist on your website on various topics! For instance, here are 10 videos to watch if you are a realtor. Here are five videos to watch if you are a new investor, etc. Also, it would be great to go thru all the videos and ear mark the ones that are less relevant now because of current economic conditions. Anyways, keep up the great work! David, you really know how to ask the right questions and lead your guest in giving information that educates! Rob. Same!
I love this episode! Eye opening, Thank you 🙏🏻
Sounds like you got some great value from it!
Just bought the Skill book. Already have the Never Split the Difference book.
Great episode! Learn so much. Thanks guys!
this Voss dude so sharp.
Sam Hunt was the artist you were thinking of, David. Lol
This just happened to me. Not RE, but bare with me… wanted (needed!) a pair of these Red Wing boots on eBay. Listed for auction for the 7 days, I became a watcher. After 2 days (5 days left for auction) I messaged the seller individually and asked him, “would you be opposed to a very fair offer? What price would it take to get you cash today?” We worked out a deal within an hour and I had the boots purchased. He pulled the auction and sold to me. Instead of waiting a week, potential bidding war, we got the deal done. Felt like a win/win!
I think Orens book is amazing much more entertaining than split the difference. I liked it but pitch anything is awesome
100% agreed
Love this. About the triangle theory tho - it seems to be unprofessional to me to have a person blame another or even a situation. It can work for the purpose of what you are trying to do but I think it makes part of the transaction a negative experience
Would it be ridiculous to ask what you’re looking at below the camera almost non stop David?
I want to negotiate with 100 kidnappers every day. The key is how to do this on a large scale,