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!

~~~~
Join BiggerPockets for FREE 👇
https://www.biggerpockets.com/signup?...
~~~~
Grab Some BiggerPockets Merch:
https://bit.ly/biggerpocketsswag
~~~~
Find an Investor-Friendly Agent in Your Area:
https://www.biggerpockets.com/agent/m...
~~~~
Grab David’s Book for Agents, “SKILL”:
https://store.biggerpockets.com/produ...
~~~~
Hear Our Past Interview with Chris:
https://www.biggerpockets.com/blog/bi...
~~~~
The Happiness Advantage TED Talk:
   • TEDxBloomington - Shawn Achor - "The ...  
~~~~
Connect with Chris and Grab His New Book:
The Full-Fee Agent: https://www.amazon.com/gp/product/B0B...
Never Split the Difference: https://www.amazon.com/Never-Split-Di...
Website: https://www.blackswanltd.com/
~~~~
Connect with Rob (Robuilt) on YouTube, Instagram, TikTok, and Twitter:
Youtube:    / robuilt  
Instagram:   / robuilt  
TikTok:   / robuilto  
Twitter:   / robuiltchannel  
~~~~
Connect with David and Rob on BiggerPockets:
David: https://www.biggerpockets.com/users/d...
Rob: https://www.biggerpockets.com/users/r...
~~~~
Follow David on Instagram:
@davidgreene24 or   / davidgreene24  

Episode 683

Show notes at: https://www.biggerpockets.com/blog/re...

#biggerpockets #realestatepodcast #biggerpockets683