Chris Voss

I do a monthly coaching call. You come on. I'll lead the way. You answer questions. I'm like, oh, awesome. All I got to do is show up. I can do that. And so we started going back and forth, and we started changing the entire conversation. Like back then, everybody he coached, he coached them on how to do a great listening presentation. Don't do them at all now.

I do a monthly coaching call. You come on. I'll lead the way. You answer questions. I'm like, oh, awesome. All I got to do is show up. I can do that. And so we started going back and forth, and we started changing the entire conversation. Like back then, everybody he coached, he coached them on how to do a great listening presentation. Don't do them at all now.

I do a monthly coaching call. You come on. I'll lead the way. You answer questions. I'm like, oh, awesome. All I got to do is show up. I can do that. And so we started going back and forth, and we started changing the entire conversation. Like back then, everybody he coached, he coached them on how to do a great listening presentation. Don't do them at all now.

No presentation whatsoever until you have a signed agreement. And we were talking about today because we did a monthly call. He says nine years ago, people would freak out over that concept. He says now nobody that I'm coaching does pre-listing presentations. Nobody. Nobody. and why and how it works.

No presentation whatsoever until you have a signed agreement. And we were talking about today because we did a monthly call. He says nine years ago, people would freak out over that concept. He says now nobody that I'm coaching does pre-listing presentations. Nobody. Nobody. and why and how it works.

No presentation whatsoever until you have a signed agreement. And we were talking about today because we did a monthly call. He says nine years ago, people would freak out over that concept. He says now nobody that I'm coaching does pre-listing presentations. Nobody. Nobody. and why and how it works.

You get into it a little bit at a time, but the real concept is what we refer to as the favorite and the fool. In every game, there's a favorite and a fool. And if you don't know who the fool in the game is, it's you. So there are patterns. Now, people don't mean to play you for the fool in the game. In the ordinary course of business, it's accepted.

You get into it a little bit at a time, but the real concept is what we refer to as the favorite and the fool. In every game, there's a favorite and a fool. And if you don't know who the fool in the game is, it's you. So there are patterns. Now, people don't mean to play you for the fool in the game. In the ordinary course of business, it's accepted.

You get into it a little bit at a time, but the real concept is what we refer to as the favorite and the fool. In every game, there's a favorite and a fool. And if you don't know who the fool in the game is, it's you. So there are patterns. Now, people don't mean to play you for the fool in the game. In the ordinary course of business, it's accepted.

which is why detecting deception or inauthenticity from the other side, if the other side doesn't feel they're being inauthentic, there's nothing to detect. Yeah. But there are patterns. The best indicator of future behavior is past behavior. How did you make a critical decision in the past? How you made it is you gathered information, you talked to a bunch of people, you made yourself smart.

which is why detecting deception or inauthenticity from the other side, if the other side doesn't feel they're being inauthentic, there's nothing to detect. Yeah. But there are patterns. The best indicator of future behavior is past behavior. How did you make a critical decision in the past? How you made it is you gathered information, you talked to a bunch of people, you made yourself smart.

which is why detecting deception or inauthenticity from the other side, if the other side doesn't feel they're being inauthentic, there's nothing to detect. Yeah. But there are patterns. The best indicator of future behavior is past behavior. How did you make a critical decision in the past? How you made it is you gathered information, you talked to a bunch of people, you made yourself smart.

After making yourself smart, you went to your trusted advisor and you took your trusted advisor's advice, which means the chances of you getting the listing if you're not recommended by the trusted advisor are very low. So does that pattern show up early on? Are they coming to you to kick the tires? Are they coming to you for due diligence?

After making yourself smart, you went to your trusted advisor and you took your trusted advisor's advice, which means the chances of you getting the listing if you're not recommended by the trusted advisor are very low. So does that pattern show up early on? Are they coming to you to kick the tires? Are they coming to you for due diligence?

After making yourself smart, you went to your trusted advisor and you took your trusted advisor's advice, which means the chances of you getting the listing if you're not recommended by the trusted advisor are very low. So does that pattern show up early on? Are they coming to you to kick the tires? Are they coming to you for due diligence?

And you, for example, in your business, if you're number one, you're by definition due diligence. Because if I'm going to do due diligence... I'm going to go pick the brain of the guy who's winning the market.

And you, for example, in your business, if you're number one, you're by definition due diligence. Because if I'm going to do due diligence... I'm going to go pick the brain of the guy who's winning the market.

And you, for example, in your business, if you're number one, you're by definition due diligence. Because if I'm going to do due diligence... I'm going to go pick the brain of the guy who's winning the market.

Now he might convert me, but only if I've been converted cold in the past, only if I'm smart enough to really be able to think for myself, eight out of 10 people are going to do what their trusted advisor tells them to do. So how can you manifest that early on? How can I get you to tell me that? I can get you to tell me that if I know what I'm looking for.

Now he might convert me, but only if I've been converted cold in the past, only if I'm smart enough to really be able to think for myself, eight out of 10 people are going to do what their trusted advisor tells them to do. So how can you manifest that early on? How can I get you to tell me that? I can get you to tell me that if I know what I'm looking for.