The Principals

We're bringing this one back for our Summer Book Series — and honestly, it holds up even better the second time around. Much like the book itself, some things are worth revisiting.Never Split the Difference by former FBI hostage negotiator Chris Voss has a reputation for being either life-changing or completely overrated depending on who you ask. Ashley and Lauren land firmly in the first camp — but with one strong piece of advice: skip the paperback and get the audiobook. When a man who built his career on tone and nonverbal communication puts his ideas into text alone, something gets lost. Hear him tell the stories himself and the whole thing clicks.In this fan-favorite episode they break down the key lessons from the book and bring them straight into real estate conversations, covering:Why listening is the hardest and most important skill in any negotiationThe Black Swan concept and why the information you haven't found yet is the most important information in the roomTone, the mood meter, and why matching someone's energy matters more than sounding calmWhy "you're right" is a fake yes and "that's right" is the only response worth working towardHow to use labeling to defuse tension before it startsWhy deadlines in real estate are almost always invented pressure — and how to use that to your advantageThe pronoun trick for figuring out who actually has decision-making powerWhy no's move a deal forward faster than yes'sAshley and Lauren also bring the book to life with real deal stories, a Fortnite-related negotiation lesson courtesy of Ashley's son, and the moment Ashley's husband accidentally became the most beloved guest at a dinner party — simply by asking questions and keeping his mouth shut.Get the audiobook. Take notes on the chapter summaries. Then come back and listen to this episode — or listen again. Either way, you'll take something new away from it.Never Split the Difference by Chris Voss is available wherever books are sold.Enjoying the Summer Book Series? Share this episode with an agent who needs it.

PACE, appraisal,credit related to buyer broker compensation , short sale, seller agreement to credit buyer's broker, insurance, mold, interest bearing account, as is, right to inspect, defective drywall 

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