Chris Voss

And you'll receive a link to download the notes from today's episode. Also, if you haven't got your copy of my newest book, Elevate, please go check it out. I'll share with you how I attracted and developed a winning team that helped me build a $200 million company in 22 states. Just go to elevateandwin.com forward slash podcast to get your copy. Now let's go back into the interview.

And you'll receive a link to download the notes from today's episode. Also, if you haven't got your copy of my newest book, Elevate, please go check it out. I'll share with you how I attracted and developed a winning team that helped me build a $200 million company in 22 states. Just go to elevateandwin.com forward slash podcast to get your copy. Now let's go back into the interview.

All right, guys, welcome back to the Home Service Experts. Today, I got a very special guest, the number one coach of negotiation in the world, Chris Voss. How are you today? Fantastic, Tommy. Thanks for having me in. I'm excited, man. You wrote the bestseller, Never Split the Difference. You've been on some of my buddies' podcasts, obviously, Waste No Day, Brian Burden. Yep.

All right, guys, welcome back to the Home Service Experts. Today, I got a very special guest, the number one coach of negotiation in the world, Chris Voss. How are you today? Fantastic, Tommy. Thanks for having me in. I'm excited, man. You wrote the bestseller, Never Split the Difference. You've been on some of my buddies' podcasts, obviously, Waste No Day, Brian Burden. Yep.

Part of the Black Swan Group. Why don't you just tell us, you know, most people know who you are. They've heard of your book. They've read your book. But tell us a little bit about Your history, what you're doing today, and where you're going.

Part of the Black Swan Group. Why don't you just tell us, you know, most people know who you are. They've heard of your book. They've read your book. But tell us a little bit about Your history, what you're doing today, and where you're going.

And that's been the majority of it? You're out of Vegas right now. You get back to California, but you travel a lot. What's the future look like?

And that's been the majority of it? You're out of Vegas right now. You get back to California, but you travel a lot. What's the future look like?

I love that. You know, I was it's so top of mind right now because we've got two major vendors and we're with private equity. And the main guy at the private equity company goes, why don't I jump on these calls? Just tell them my thoughts. And he said, look, guys, I just want to get one thing straight. We're not here to see you race to the bottom. Our vendors got to do very good. We know that.

I love that. You know, I was it's so top of mind right now because we've got two major vendors and we're with private equity. And the main guy at the private equity company goes, why don't I jump on these calls? Just tell them my thoughts. And he said, look, guys, I just want to get one thing straight. We're not here to see you race to the bottom. Our vendors got to do very good. We know that.

You need to deliver on time. We need to make sure we're doing the right stuff for you. But we want a three-year approach. You can put your escalators in there when you need to raise your price, but we need to see. And he said, this is just him. He goes, each of you guys will get 30% of our business. Who gets the other 40%? That's what's up for grabs. And he had a separate meeting with each of them.

You need to deliver on time. We need to make sure we're doing the right stuff for you. But we want a three-year approach. You can put your escalators in there when you need to raise your price, but we need to see. And he said, this is just him. He goes, each of you guys will get 30% of our business. Who gets the other 40%? That's what's up for grabs. And he had a separate meeting with each of them.

And he was very nice, but he treated both of them a little bit differently. And he told me the mentality after that. And he's very good at what he does. He was in. really kind of a shrewd negotiator, but I said, listen, I don't feel right racing these guys to the bottom, but it's not only about price for me. It's about service. It's about getting us in and out of the distribution center.

And he was very nice, but he treated both of them a little bit differently. And he told me the mentality after that. And he's very good at what he does. He was in. really kind of a shrewd negotiator, but I said, listen, I don't feel right racing these guys to the bottom, but it's not only about price for me. It's about service. It's about getting us in and out of the distribution center.

There's a lot of other things, order accuracy, because those create nightmares for us. But this was like just today before we jumped on here, this is what's going on. And he said, you guys, I'm not going to tell you what the other guys are doing. You got to come back with your best and final. And we'll decide where that other 40% goes.

There's a lot of other things, order accuracy, because those create nightmares for us. But this was like just today before we jumped on here, this is what's going on. And he said, you guys, I'm not going to tell you what the other guys are doing. You got to come back with your best and final. And we'll decide where that other 40% goes.

And I thought that was pretty interesting because we're talking about $50 million. Yeah. So these guys know we're going to spend a lot of money with them. So he's like, we're not going to go back and forth again. Best and final. We'll decide where that other 40% goes. What are your thoughts on that? I'm just curious. It's kind of a real life scenario.

And I thought that was pretty interesting because we're talking about $50 million. Yeah. So these guys know we're going to spend a lot of money with them. So he's like, we're not going to go back and forth again. Best and final. We'll decide where that other 40% goes. What are your thoughts on that? I'm just curious. It's kind of a real life scenario.

Yeah. Yeah. You know, I tried to lay it all on the table and I said, guys, look, These guys could call the trump card on anything. They could put whatever they need to. We work with them. They're the ultimate decision makers. We run the business.

Yeah. Yeah. You know, I tried to lay it all on the table and I said, guys, look, These guys could call the trump card on anything. They could put whatever they need to. We work with them. They're the ultimate decision makers. We run the business.