Chris Voss

So unfortunately, uh, this is human nature because this, this goes on most of the time. I once did this by accident. We're searching for an HR consultant in my company. We got an accountant who's our trusted advisor. We tell the accountant we're looking for an HR consultant and he says, here's who I recommend. However, talk to this company over here just to see what they say, which means,

So unfortunately, uh, this is human nature because this, this goes on most of the time. I once did this by accident. We're searching for an HR consultant in my company. We got an accountant who's our trusted advisor. We tell the accountant we're looking for an HR consultant and he says, here's who I recommend. However, talk to this company over here just to see what they say, which means,

whatever they say that's different, then just go back to the one I recommend and tell them they got to do that too.

whatever they say that's different, then just go back to the one I recommend and tell them they got to do that too.

whatever they say that's different, then just go back to the one I recommend and tell them they got to do that too.

And so we, we get this company on the phone and I remember being on this very long conversation where we are picking this guy's brain. And I, and I realized to myself, am I playing this guy for the fool? Yeah. And I think to myself, I wouldn't do that. I'm a good person. I would never play anybody for a fool. And then I ask myself the follow-on question, am I ever going to hire this guy? No.

And so we, we get this company on the phone and I remember being on this very long conversation where we are picking this guy's brain. And I, and I realized to myself, am I playing this guy for the fool? Yeah. And I think to myself, I wouldn't do that. I'm a good person. I would never play anybody for a fool. And then I ask myself the follow-on question, am I ever going to hire this guy? No.

And so we, we get this company on the phone and I remember being on this very long conversation where we are picking this guy's brain. And I, and I realized to myself, am I playing this guy for the fool? Yeah. And I think to myself, I wouldn't do that. I'm a good person. I would never play anybody for a fool. And then I ask myself the follow-on question, am I ever going to hire this guy? No.

My trusted advisor didn't recommend him. So what I'm trying to say is every industry does this. Nobody does it and realizes... what they're really doing because they're taught that it's common accepted practice. So what does that mean in your business or anybody's business? Find out whether or not their vision of the future includes you. Find out what caused them to talk to you in the first place.

My trusted advisor didn't recommend him. So what I'm trying to say is every industry does this. Nobody does it and realizes... what they're really doing because they're taught that it's common accepted practice. So what does that mean in your business or anybody's business? Find out whether or not their vision of the future includes you. Find out what caused them to talk to you in the first place.

My trusted advisor didn't recommend him. So what I'm trying to say is every industry does this. Nobody does it and realizes... what they're really doing because they're taught that it's common accepted practice. So what does that mean in your business or anybody's business? Find out whether or not their vision of the future includes you. Find out what caused them to talk to you in the first place.

Find out how they made decisions in the past. Now, if you're number one in this market, and you are, if you guys went and looked at your numbers,

Find out how they made decisions in the past. Now, if you're number one in this market, and you are, if you guys went and looked at your numbers,

Find out how they made decisions in the past. Now, if you're number one in this market, and you are, if you guys went and looked at your numbers,

It would be because you become the trusted advisor to so many people and your referrals are ridiculously strong because you came through, you navigated and the people that work for you navigated people through one of the five most difficult times of their lives. And you preserved them. You didn't lie to them. You didn't tell them what they wanted to hear. You delivered on your promises.

It would be because you become the trusted advisor to so many people and your referrals are ridiculously strong because you came through, you navigated and the people that work for you navigated people through one of the five most difficult times of their lives. And you preserved them. You didn't lie to them. You didn't tell them what they wanted to hear. You delivered on your promises.

It would be because you become the trusted advisor to so many people and your referrals are ridiculously strong because you came through, you navigated and the people that work for you navigated people through one of the five most difficult times of their lives. And you preserved them. You didn't lie to them. You didn't tell them what they wanted to hear. You delivered on your promises.

And when they wanted to list a house for more than the market would bear, you found a way to let them know without hurting their feelings. That it wasn't gonna work. That it wasn't gonna work. And so then you guys don't get fired because you lied to them about what it was gonna sell for.

And when they wanted to list a house for more than the market would bear, you found a way to let them know without hurting their feelings. That it wasn't gonna work. That it wasn't gonna work. And so then you guys don't get fired because you lied to them about what it was gonna sell for.

And when they wanted to list a house for more than the market would bear, you found a way to let them know without hurting their feelings. That it wasn't gonna work. That it wasn't gonna work. And so then you guys don't get fired because you lied to them about what it was gonna sell for.