How to negotiate real estate deals with Chris Voss

Enjoy this week’s episode with special guest, CEO, Author and Negotiation Expert, Chris Voss, as we talk about negotiating real estate deals using the same methods the FBI uses negotiating with international kidnappers and terrorists.

In this week’s Real Estate Success Podcast we discuss how to negotiate and close more real estate deals. This process starts with a motivated seller and includes what questions to ask, how to listen and close more deals.

How to use calibrated questions during negotiations to get what you want out of a deal:

“How am I suppose to do that?”
“What is causing you to sell your house?”
“Why would you want to sell your house now?”

What mirroring is, how to use and why it is so effective during a real estate negotiation

The importance of projecting cool, calm demeanor during real estate negotiations

How to bend reality with the fear of loss. This is a mind bending opportunity during negotiations

Stealth negotiating tips with calibrated questions to move the negotiation in your favor and close the deal

“How much does it cost each day to own this property?”
“What is going to happen if you don’t sell this house?”

The importance of getting a seller to be the first to name the price, what to do when they refuse and how to use Anchors and Ranges when negotiating with key questions like:

“You seem to have a range in mind…”
What price to start with in your negotiation

The importance of pausing in your negotiations…

Resources:

The Black Swan Group

About our guest:

Chris Voss is CEO of the Black Swan Group and author of national best-seller Never Split The Difference: Negotiating As If Your Life Depended On It. A 24 year veteran of the FBI, Chris retired as their lead international kidnapping negotiator. His company specializes in solving business communication problems with hostage negotiation solutions. In addition to the FBI, Chris’s expertise draws from Harvard’s Program on Negotiation, Scotland Yard, and The Kellogg School of Business.

His negotiation methodology centers around “Black Swans” small pieces of information that have a huge effect on an outcome. Not only does Chris believe the negotiation process needs to be tailored to draw out these complexities, but also he and his team negotiate in a way that has a huge impact on influencing an outcome. Chris and his team have helped companies secure and close better deals, save money, and solve internal communication problems.