Podcast appearances and mentions of chris voss

A polished interview, a stack of glowing references, and an impressive resume can still land you the wrong leader for your firm. In this episode of The Game Changing Attorney Podcast, Michael and Jessica Mogill dig into why leadership hires and promotions so often go wrong. From the star litigator who wants the corner office to the polished executive who interviews beautifully and then underdelivers once they're in the seat, they trace the gap between performing well and leading well. This episode is a practical playbook for testing competency before you hand someone your team. Here's what you'll learn: Why your best performer might be the wrong pick to lead your team How to test a candidate's leadership skills before you commit to the hire What actually separates a great interview from real competency Your next leadership decision is too expensive to leave to a good interview alone. (00:00:00) Introduction (00:01:27) New Gadgets Worth Watching This Season (00:06:27) Going Analog: The Tin Can Phone (00:08:57) When Your Top Performer Backfires (00:14:23) Why Big-Firm Hires Don't Always Fit (00:17:49) Testing for Real Leadership Competency (00:20:32) Getting Honest References Out of People (00:21:52) Closing Thoughts ---- Links & Resources: The AI Doc: Or How I Became an Apocaloptimist iPhone Duo Apple Vision Pro Dyson toothbrush James Dyson Eight Sleep Pod 6 Tin Can Dark Matter Tim Cook John Ternus ---- Learn what sustainable growth can look like for your firm at crispcoach.com. ---- Do you love this podcast and want to see more game changing content? Subscribe to our YouTube channel. ---- Past guests on The Game Changing Attorney Podcast include David Goggins, John Morgan, Alex Hormozi, Randi McGinn, Kim Scott, Chris Voss, Kevin O'Leary, Laura Wasser, John Maxwell, Mark Lanier, Robert Greene, and many more. ---- If you enjoyed this episode, you may also like: 405. AMMA - What it Takes to 10x Everything 343. AMMA - No Courage, No Progress: Why Hesitation Is Costing You Big 187. Dan Martell - Buy Back Your Time: Get Unstuck, Reclaim Your Freedom, and Build Your Empire

What is it costing your firm every time a client walks away feeling like a case number instead of a person who was truly heard? In this episode of The Game Changing Attorney Podcast, Michael Mogill sits down with human connection expert Riaz Meghji to unpack why so many law firms lose clients they never realized were drifting away. Riaz shares the five habits behind his bestselling book, Every Conversation Counts, and why disconnection was spreading through workplaces and relationships long before the pandemic gave it a name. This is a conversation about what it actually takes to make clients, teammates, and family feel truly seen. Here's what you'll learn: Why certainty in high-stakes conversations pushes clients and teammates away instead of building trust How to tell the difference between sharing from the wound and sharing from the scar as a leader What it takes to make your team and clients feel genuinely seen, not just heard Somebody in your life is waiting for you to ask a better question. (00:00:00) Introduction (00:01:25) The loneliness pandemic before COVID (00:05:37) From awkward teen to TV host (00:14:06) Ask for stories, not answers (00:18:56) Habit 1: Listening without distraction (00:22:04) Accepting bids for connection (00:26:20) Habit 2: Making small talk bigger (00:33:21) Habit 3: The perfect persona (00:38:13) Habit 4: Being assertively empathetic (00:44:49) Habit 5: Making people feel famous ---- Links & Resources: Every Conversation Counts: The 5 Habits of Human Connection That Build Extraordinary Relationships by Riaz Meghji The Conscious Parent by Dr. Shefali Tsabary Raising Conscious Sons by Dr. Shefali Tsabary John Gottman Chris Voss Hugh Jackman Arsenio Hall ---- Learn what sustainable growth can look like for your firm at crispcoach.com. ---- Do you love this podcast and want to see more game changing content? Subscribe to our YouTube channel. ---- Past guests on The Game Changing Attorney Podcast include David Goggins, John Morgan, Alex Hormozi, Randi McGinn, Kim Scott, Chris Voss, Kevin O'Leary, Laura Wasser, John Maxwell, Mark Lanier, Robert Greene, and many more. ---- If you enjoyed this episode, you may also like: 493. Why Relationships Matter More Than Anything Else with Eddy Arriola 275. Kim Scott - The Power of Radical Respect 172. Marcus Lemonis - The Three Keys to Business: People, Process, and Product

After 500 episodes, these are the twenty conversations that changed how we think about winning. To celebrate 500 episodes of The Game Changing Attorney Podcast, Michael Mogill brings together twenty of the show's most unforgettable guests, including trial lawyers, entrepreneurs, and elite performers, for a single milestone episode built around the lessons that have shaped how we think about winning. It spans courtroom strategy, business scaling, and the mental game behind sustained excellence, distilling years of insight into one episode. Here's what you'll learn: Why grit, humility, and discipline separate legends from everyone else How to make high-pressure decisions the way elite trial lawyers, founders, and performers do What it takes to build a legacy that outlasts any single win 500 episodes came down to this: the twenty conversations worth revisiting for the rest of your career. (00:00:00) Introduction (00:02:35) John Morgan: The Fork in the Road (00:12:08) Brian Panish: Day of the Verdict (00:22:11) Nick Rowley: Learning From Losses (00:31:40) Camille Vasquez: Staying Authentic (00:41:42) Marcus Lemonis: The 3 P's of Business (00:53:35) Kat Cole: From Hostess to CEO (01:08:58) Verne Harnish: Scaling Past Plateaus (01:20:47) Dan Martell: Buying Back Your Time (01:30:18) Kevin O'Leary: What Makes Him Invest (01:41:53) Kim Scott: Bias, Prejudice, Bullying (01:53:40) John Maxwell: Leadership Is Influence (02:02:30) Ryan Holiday: What You Can Control (02:12:02) Robert Greene: The Art of Persuasion (02:24:13) Morgan Housel: The Psychology of Money (02:31:37) Jesse Cole: Doing the Opposite (02:41:34) Andy Glaze: Running as Punishment (02:51:29) Kristen Holmes: Sustainable Performance (03:03:06) Tim Grover: Define Winning in One Word (03:14:22) Alex Hormozi: What Founders Get Wrong (03:24:24) David Goggins: Taking Souls Links & Resources: John Morgan Brian Panish Nick Rowley Camille Vasquez The Depp v. Heard defamation trial Marcus Lemonis The Profit (CNBC) Kat Cole Verne Harnish Scaling Up by Verne Harnish Dan Martell Buy Back Your Time by Dan Martell Kevin O'Leary Shark Tank Kim Scott Radical Candor by Kim Scott John Maxwell Ryan Holiday The Obstacle Is the Way by Ryan Holiday Robert Greene The 48 Laws of Power by Robert Greene Morgan Housel The Psychology of Money by Morgan Housel Jesse Cole Andy Glaze Smile, or You're Doing It Wrong by Andy Glaze Dr. Kristen Holmes Tim Grover Relentless by Tim Grover Alex Hormozi David Goggins Can't Hurt Me by David Goggins Learn what sustainable growth can look like for your firm at crispcoach.com. Do you love this podcast and want to see more game changing content? Subscribe to our YouTube channel. Past guests on The Game Changing Attorney Podcast include David Goggins, John Morgan, Alex Hormozi, Randi McGinn, Kim Scott, Chris Voss, Kevin O'Leary, Laura Wasser, John Maxwell, Mark Lanier, Robert Greene, and many more. If you enjoyed this episode, you may also like: 400. The Most Important Lessons After 400 Episodes 100. Game Changing Stories: 100th Episode Spectacular 66. The King of the Jungle Returns: LIVE from the EVOLVE Summit

What if the key to unlocking your law firm's full potential wasn't in the resumes you review but in understanding how your team is instinctively wired to take action? In this encore episode of The Game Changing Attorney Podcast, Michael Mogill is joined by David Kolbe, CEO of Kolbe Corp and a thought leader in conative assessments. David shares his journey from the legal field to becoming an influential figure in helping organizations understand and harness instinctive strengths through the Kolbe assessment. The discussion dives into his insights on team dynamics, revealing the potential of both professional success and personal satisfaction by understanding one's inherent strengths. Here's what you'll learn: How understanding conative strengths through the Kolbe assessment can lead to increased productivity and job satisfaction Why aligning team roles with natural inclinations reduces burnout and enhances overall firm efficiency and growth How leveraging Kolbe insights can improve both professional relationships and personal dynamics, leading to more harmonious and effective interactions This episode holds the game plan for building a cohesive, motivated, and insanely effective team - the kind of team that doesn't just help you grow, but helps you dominate your market. (00:00:00) Introduction (00:02:29) Why David Kolbe left legal practice (00:04:34) The three parts of the mind (00:10:00) Why your natural strengths don't change (00:12:16) The hidden energy cost of certain tasks (00:18:18) Using Kolbe to make better hires (00:28:24) Building a team with complementary talents (00:31:37) Using Kolbe to strengthen relationships (00:41:47) When the right person is in the wrong role (00:46:20) AI and the future of human strengths ---- Links & Resources: Kolbe Myers-Briggs (MBTI) DiSCStrategic Coach and Kolbe - Mastering the People Component™ Predictive Index LSAT SAT EOS Florence Mykonos AI ChatGPT ---- Learn what sustainable growth can look like for your firm at crispcoach.com. ---- Do you love this podcast and want to see more game changing content? Subscribe to our YouTube channel. ---- Past guests on The Game Changing Attorney Podcast include David Goggins, John Morgan, Alex Hormozi, Randi McGinn, Kim Scott, Chris Voss, Kevin O'Leary, Laura Wasser, John Maxwell, Mark Lanier, Robert Greene, and many more. ---- If you enjoyed this episode, you may also like: 406. How to Build a Law Firm Culture That Actually Works 425. Season 6 Finale: The Non-Negotiables of Elite Brands and People 355. How Two Lawyers Took on Legal Giants and Won with Spetsas Buist

Never Split the Difference by Chris Voss - Book Summmary

The fastest way to kill a good initiative inside your law firm is to bring in too many decision-makers and give them no deadline. In this episode of The Game Changing Attorney Podcast, Michael and Jessica Mogill answer listener questions about why good ideas stall inside law firms, when impatience is an advantage versus a liability, and what effective delegation actually requires. Here's what you'll learn: Why reducing the number of decision-makers is the fastest way to eliminate operational friction How setting deadlines and working backwards from a go-live date forces real execution When a high-upside initiative deserves patience and when low returns signal you should move on Why delegating without clear context and constraints puts the outcome outside your control If speed and patience feel like opposites inside your firm, this conversation will sharpen how and when to use both. (00:00:00) Introduction (00:00:54) Best Time to Be Alive (00:06:04) AMA Setup (00:07:02) Q1: Getting Your Firm to Move Faster (00:09:44) Fewer Decision-Makers, More Speed (00:10:18) Deadlines Force Action (00:14:00) Q2: Impatience vs. Long-Term ROI (00:17:00) High Upside Deserves More Runway (00:20:00) Q3: Delegating With Clear Context (00:23:00) ICs vs. Leaders (00:26:00) Wrap Up Links & Resources: Game Changers Summit 2026 Learn what sustainable growth can look like for your firm at crispcoach.com. Do you love this podcast and want to see more game changing content? Subscribe to our YouTube channel. Past guests on The Game Changing Attorney Podcast include David Goggins, John Morgan, Alex Hormozi, Randi McGinn, Kim Scott, Chris Voss, Kevin O'Leary, Laura Wasser, John Maxwell, Mark Lanier, Robert Greene, and many more. If you enjoyed this episode, you may also like: 395. AMMA - Why Consensus Slows Growth and How to Fix It 456. AMMA - Why It's Your Fault If Your Team Isn't Performing 405. AMMA - What it Takes to 10x Everything

Stand Up Comedian, Andy Gold’s Viral Comedy: Timing, References, and More Andygold.biz https://podcasts.apple.com/gb/podcast/andy-the-hater/id1816629134 About the Guest(s): Andy Gold is a renowned stand-up comedian celebrated for his sharp wit and viral roasting videos on social media, drawing millions of viewers. Known as “The Best Ass in Comedy,” he has appeared on CBS’s After Midnight, Kevin Hart’s Laugh Out Loud Radio, Hulu, and Audible’s Punch Lines. Andy has released two stand-up specials on Dry Bar Comedy, available on Amazon Prime and Tubi, and is a fixture at comedy festivals nationwide. In addition to stand-up, he recently ventured into podcasting with his show “Andy the Hater,” where he applies his comedic lens to a range of topics. Episode Summary: Get ready for a rollercoaster of laughter and insight in this episode of The Chris Voss Show, where host Chris Voss brings the audience another day of premium podcasting with guest Andy Gold. Celebrated for his witty and sharp humor, Andy discusses his journey through comedy, shedding light on his unique style of using topical references in stand-up. With anecdotes that invoke the likes of greats like Dennis Miller and Norm MacDonald, Andy gives listeners a behind-the-scenes look at his comedic process. Throughout the episode, they delve into the roots of Andy’s humor, heavily influenced by his past experiences, including recovering from heroin addiction, and his comedic idols like Mitch Hedberg and Anthony Jeselnik. Andy provides insight into what drives his jokes and the comedic timing necessary for his trademark machine-gun delivery of references. The conversation explores how humor can act as a coping mechanism for life’s absurdities, and why it’s crucial to be able to laugh at ourselves and the world around us. Key Takeaways: Andy Gold’s comedic journey began post-recovery from heroin addiction, serving as a form of therapeutic escapism. Humor is often rooted in personal experiences and observations, as displayed in Andy’s skillful use of topical references. Timing is crucial in comedy; successful comedians harness audience energy and maintain comedic rhythm, regardless of crowd size or location. Comedians often draw inspiration from past mentors and influences but must eventually find their distinct voice. In the digital age, building a personal brand through platforms like TikTok and podcasts can provide comedians with creative independence from traditional media pathways. Notable Quotes: “I just wanted something that was fun to do, and maybe I would enjoy.” – Andy Gold “Sometimes it feels that way- a little bit matching the energy of the audience.” – Andy Gold “There’s no escaping it. You’re saying without saying it, ‘What I have to say is so funny’…” – Andy Gold “Y- you cannot rush finding your voice- any more than you can rush something like puberty.” – Andy Gold “I have a dog. I love my dog. I had a whole video making fun of pet parents.” – Andy Gold

Discover FetchaDate: The App for Pet Lovers Seeking Love with Sheryl Matthys Fetchadate.com About the Guest(s): Sheryl Matthys is a distinguished pet lovers' dating coach, media personality, author, and speaker, renowned for her innovative approach to modern dating. She founded “FetchaDate,” an inventive dating app geared towards pet enthusiasts looking for meaningful connections. Sheryl Matthys's profound expertise also extends to her newest podcast, “Fetch Love,” where she explores the complexities and humor of contemporary relationships, intertwining her understanding of media, pets, and practical relationship advice to guide singles on a journey to find meaningful love. Episode Summary: Join host Chris Voss as he delves into a captivating discussion with Sheryl Matthys on “The Chris Voss Show,” emphasizing the unique merging of pet ownership and relationships through Sheryl Matthys’s app, “FetchaDate.” This episode unfolds the exciting notion that pet lovers can discover romantic partners who share their affections for animals, facilitated by a platform that combines heartfelt connection with shared love for pets. Through vibrant conversations and engaging anecdotes, this episode explores Sheryl Matthys's innovative dating app, shining a spotlight on how pet ownership can enhance emotional sensitivity and empathy, often leading to stronger bonds. The discussion highlights pet-infused dating, modern dating challenges, and the nuances of “Fetch a Date,” the app that distinguishes itself by prioritizing pets in profile introductions, promising authentic and heartfelt connections in a digital age filled with ambiguity. Key Takeaways: “FetchaDate” offers a distinctive approach to online dating, emphasizing connections initiated through shared love for pets. Pet owners often exhibit greater empathy and emotional intelligence, creating deeper and more genuine relationship opportunities. The app allows users to feature their pets first, fostering immediate connections through shared interests and adorable pet profiles. Genuine connections in today’s dating culture can improve by incorporating shared activities and shared emotional investments in pets. Modern challenges in dating, such as hookup culture and filtered profiles, highlight the necessity of honest and meaningful platforms like Sheryl Matthys’s app. Notable Quotes: “Don’t chase love, fetch the love that’s worth having.” – Sheryl Matthys “Our pets can truly guide us to the right person by reflecting our true selves.” – Sheryl Matthys “FetchaDate is not just another dating app; it's a gateway to meeting someone who shares your passions and your life.” – Sheryl Matthys “Our pets help knock down walls and allow the real us to shine through in relationships.” – Sheryl Matthys “Finding love is about compatibility and shared experiences, not just chemistry.” – Sheryl Matthys

Chris Voss is a former FBI lead kidnapping negotiator, bestselling author of Never Split The Difference, and founder and CEO of The Black Swan Group; a negotiation, training, coaching, and consulting organization that teaches people how to achieve better outcomes in high-stakes conversations. Today, he teaches some of these same skills to parents - and it turns out the thing that gets a hostage-taker to put down a weapon isn't that different from what gets your eight-year-old to put down the tablet.Obviously, kids aren't actual hostage-takers, but in this conversation, Chris and Dr. Becky get into why kids saying "no" is actually a sign of a healthy nervous system, not defiance. Why "how was your day" always gets you "fine," and the one-word fix that doesn't. Why asking your kid "why" almost always backfires, and what to ask instead. And the reframe Chris uses with his own team to get a reluctant partner, coworker, or teenager to actually engage: "are you against this?"*Thank you to our partners for making this episode possible:Frida: Shop Frida at Amazon, Target, and Walmart todayAirbnb: Host your home or book your next stay on AirbnbSmartyPants: Shop SmartyPants Vitamins at Target, Walmart, or Amazon todayCare.com: For a limited time, you can use the code BECKY35 to save 35% on a Care.com Premium Membership.*Offer applies to initial term of Care.com membership subscriptions. Not applicable to add-on features or non-renewing access fees or services. Expires 10/31/26. Care.com does not employ or place any caregiver. Background checks are an important start, but they have limits. Visit www.care.com/safety. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Time management will only take you so far. The real edge comes from managing your energy. In this episode of The Game Changing Attorney Podcast, Michael Mogill sits down with Klaus Kleinfeld, the only executive to have served as CEO of two Fortune 500 companies on two continents. Years ago, Klaus watched a founder he knew collapse on the floor just weeks after closing a major funding round. That moment pushed him to put his leadership philosophy into his book, Leading to Thrive: Mastering Strategies for Sustainable Success in Business and Life. Klaus walks through the energy management framework that grew out of moments like that one, and why he's convinced discipline alone is never enough to sustain a career. Here's what you'll learn: Why pushing through exhaustion leads to worse decisions, not better ones How simple breathing techniques help executives stay in control during high-stakes negotiations What separates brutal, effective criticism from criticism that just shuts a team down This episode is the reminder every overscheduled leader needs: energy, not time, is the resource that actually runs out. (00:00:00) Introduction (00:02:51) Why Klaus decided to write his book (00:04:53) Inner game vs. outer game explained (00:06:33) Time management vs. energy management (00:09:25) The four sources of energy (00:15:48) How to recharge and build micro-habits (00:19:27) Reframing stress through breathing (00:22:52) CEO of two Fortune 500 companies (00:28:27) Five pillars of a high-performance team (00:32:43) Leading Alcoa through a commodity crash (00:36:05) What's next for Klaus ---- Links & Resources: Leading to Thrive: Mastering Strategies for Sustainable Success in Business and Life by Klaus Kleinfeld Jeff Bezos Elon Musk Omni Biotic Life Alcoa ---- Learn what sustainable growth can look like for your firm at crispcoach.com. ---- Do you love this podcast and want to see more game changing content? Subscribe to our YouTube channel. ---- Past guests on The Game Changing Attorney Podcast include David Goggins, John Morgan, Alex Hormozi, Randi McGinn, Kim Scott, Chris Voss, Kevin O'Leary, Laura Wasser, John Maxwell, Mark Lanier, Robert Greene, and many more. ---- If you enjoyed this episode, you may also like: 435. The 15-Minute Habit That Prevents Attorney Burnout with Leah Lagos 276. AMMA - The Myth of Work-Life Balance: What Law Firm Owners Need to Know 172. Marcus Lemonis - The Three Keys to Business: People, Process, and Product

AI's Rapid Rise: Challenges, Concerns, and Future Implications Explored with Helena Hornebrant https://www.linkedin.com/in/helenah%C3%B6rnebrant/ About the Guest(s): Helena Hornbrandt is a distinguished technology and transformational leader with over 20 years of experience at the confluence of business, technology, and people. Her expertise spans across financial services, mobility, and technology environments, leading significant digital, data, and operational transformations across more than 60 markets. She most recently held the positions of CIO and CDO at Trayton Financial Services, a subsidiary of the Trayton Group. Helena's career includes noteworthy tenures at Scania, Volvo, Car Mobility, and Nasdaq, coupled with entrepreneurial endeavors. Her work emphasizes that transformation revolves around people more than technology, with a strong focus on how AI is reshaping organizations and creating value in human leadership. Episode Summary: In this enlightening episode of The Chris Voss Show, Chris Voss converses with Helena Hornbrandt, a seasoned leader in technology and transformation, about navigating the rapid evolution of Artificial Intelligence (AI) and its profound impact on global organizations. Helena opens up about her professional journey and experience, shedding light on how AI can be a double-edged sword in both aiding growth and presenting challenges. They tackle varying perspectives on AI's integration into large corporations and the critical influence of human leadership in this transformation. The discussion dives deep into the current landscape of AI, highlighting the pressing concerns, ethical dilemmas, and potential biases these technologies could perpetuate. Helena emphasizes that a strategic and empathetic leadership approach is paramount to successfully leveraging AI's advantages while mitigating its risks. As AI systems become crucial in decision-making processes, the conversation underlines the need for governance, inclusivity, and accountability to shape a sustainable technological future. Key Takeaways: Strategic Leadership in AI: Effective leaders should focus on empathy and inclusivity as AI continues to reshape business landscapes. Historical Bias in AI Training: AI reflects historical bias due to the predominantly male-driven data it's trained on, highlighting the need for diverse perspectives in AI development. Democratizing AI Knowledge: There's an urgent need for expansive education on AI, encompassing government-led retraining programs to minimize cognitive gaps across generations. Oversight and Regulation: The episode underscores the need for systematic regulation and oversight of AI technologies to prevent potential socioeconomic disruptions. Ethical AI Development: Emphasizing that technological advancement should align with societal values, ensuring AI adoption doesn't compromise ethical standards and public safety. Notable Quotes: "Transformation is ultimately about people, not technology." "We need to take responsibility for what AI is trained on." "It's not okay to run AI labs without governance and transparency." "If you're a good leader, this change won't be a big one for you." "What type of society do we want as AI becomes more predominant?"

If your team keeps bringing you problems instead of solutions, the pattern started with you, not them. In this episode of The Game Changing Attorney Podcast, Michael and Jessica Mogill tackle three listener questions that all trace back to the same root problem: staying stuck in reactive mode. From training a team to solve its own problems to enforcing adherence to a process everyone claims to support, this episode unpacks why solving fires as they come keeps a firm from ever building the systems that prevent them. Here's what you'll learn: Why solving every problem for your team keeps them from solving any problem on their own How one four-word question shifts a team from asking to thinking What it actually takes to enforce adherence to a process your team already has Your team's problem-solving muscle only grows if you stop doing the lifting for them. (00:00:00) Introduction (00:05:39) Why your team hands you problems (00:06:32) The four-word question that fixes it (00:10:10) The intake leak that keeps returning (00:13:51) Firefighter ego vs. proactive leadership (00:15:44) Lay the groundwork now ---- Links & Resources: Dyson CameraJet ---- Learn what sustainable growth can look like for your firm at crispcoach.com. ---- Do you love this podcast and want to see more game changing content? Subscribe to our YouTube channel. ---- Past guests on The Game Changing Attorney Podcast include David Goggins, John Morgan, Alex Hormozi, Randi McGinn, Kim Scott, Chris Voss, Kevin O'Leary, Laura Wasser, John Maxwell, Mark Lanier, Robert Greene, and many more. ---- If you enjoyed this episode, you may also like: 456. AMMA - Why It's Your Fault If Your Team Isn't Performing 423. AMMA - How to Actually Scale Your Standards 187. Dan Martell - Buy Back Your Time: Get Unstuck, Reclaim Your Freedom, and Build Your Empire

Revolutionizing Health Benefits: Empowering Employee Choice with ICHRA Sureco.com About the Guest(s): Federico Salvitti is the Chief Growth Officer at Sureco. With a background in venture capital and growth roles across sectors like insurance, banking, and payments, Federico has most recently led the US growth at mint.ai. He also teaches at NYU marketing and has worked with the UN Global Compact to drive companies towards achieving big goals. Federico is deeply passionate about transforming the insurance industry, particularly through innovative models like ICHRA (Individual Coverage Health Reimbursement Arrangement). Episode Summary: In this episode of The Chris Voss Show Podcast, host Chris Voss welcomes Federico Salvitti, the Chief Growth Officer of Sureco, to delve into innovative trends in the insurance sector. Federico discusses the transformational impact of Individual Coverage Health Reimbursement Arrangement (ICHRA) as a game-changer in the insurance landscape, putting the power of choice back into the hands of consumers. As Americans grapple with skyrocketing health insurance costs, the episode reveals how models like ICHRA can offer a more tailored and financially feasible solution for many. Federico Salvitti provides unique insights into the mechanisms of ICHRA, explaining how this model allows employers to allocate a fixed fund to employees, enabling them to choose their own insurance plans. The dialogue touches upon how insurance customization can drastically reduce costs for both individuals and organizations, supported by real-life examples where significant savings were achieved. The conversation further explores the intricacies of integrating these models within companies, the role of brokers, and the regulatory framework supporting these innovations, such as the recent rebranding of ICHRA to "Choice." Key Takeaways: ICHRA empowers employees with the freedom to choose their health insurance plans, potentially leading to lower costs and higher satisfaction. Organizations can significantly reduce administrative burdens and insurance costs by adopting ICHRA, enabling more sustainable benefits strategies. ICHRA has a legislative backing in the United States, illustrating a significant regulatory shift towards personal choice in health insurance. Larger risk pools under ICHRA result in reduced risk and costs, diverging from traditional group insurance models. Brokers play a crucial role in facilitating the transition to ICHRA, ensuring seamless integration and heavy customization for employee requirements. Notable Quotes: "We have an amazing young man we're gonna be talking to today about his insights… and, uh, maybe how to save on costs and get better, more of what you need." "…people want choice. They're very willing to do their own research, and that's why it's beautiful to use ChatGPT and Claude and all these beautiful things." "The moment you put power back into the hands of people… guess what? No one is holding you back anymore." "It's simple economics, dynamics. And this is exactly what is happening." "If there is a way that you can save millions of dollars on your benefits… and you don't call your broker or you don't go on sureco.com, I don't know what kind of conversation we should have."

The instinct that built your practice from scratch is the same instinct that's keeping it dependent on you. In this episode of The Game Changing Attorney Podcast, Michael Mogill sits down with Sam Goodner, a former officer in the Swiss Special Forces who went on to build and sell multiple technology companies, including Catapult Systems and Flash Parking. A call about his father's cancer diagnosis once pulled Sam out of his business for five weeks. He came back to find his team running things better without him, and realized he'd been the bottleneck all along. Now the author of Like Clockwork: Run Your Business with Swiss Army Precision, Sam breaks down how founders can build a practice that runs independently of them, from staging decision rights to designing a first day that sets the tone for years. Here's what you'll learn: Why the best predictor of future performance is a candidate's past, not a hypothetical answer What it takes to train your own replacement before anyone asks you to How codifying your best practices lets you step out of the day-to-day without losing quality If your firm still runs through you on every decision, this episode shows exactly where to start letting go. (00:00:00) Introduction (00:02:23) From Texas to Swiss Special Forces (00:06:17) Time-telling vs. clock-building (00:09:08) The call that exposed the bottleneck (00:13:53) A special forces first day (00:19:58) Cultural indoctrination day (00:22:27) Codifying your best practices (00:29:10) The topgrading interview method (00:31:18) Training your own replacement (00:42:12) Be different, not better ---- Links & Resources: Like Clockwork: Run Your Business with Swiss Army Precision by Sam Goodner Sam Goodner Built to Last by Jim Collins Good to Great by Jim Collins Atomic Habits by James Clear Topgrading by Bradford D. Smart Scaling Up by Verne Harnish ---- Learn what sustainable growth can look like for your firm at crispcoach.com. ---- Do you love this podcast and want to see more game changing content? Subscribe to our YouTube channel. ---- Past guests on The Game Changing Attorney Podcast include David Goggins, John Morgan, Alex Hormozi, Randi McGinn, Kim Scott, Chris Voss, Kevin O'Leary, Laura Wasser, John Maxwell, Mark Lanier, Robert Greene, and many more. ---- If you enjoyed this episode, you may also like: 359. The Ultimate Guide To Retaining Top Talent 287. Dan Martell - Buy Back Your Time: Mastering the Art of Delegation 282. AMMA - Beyond Business Cards: Building Real Relationships

Discover the Benefits of Hiring Virtual Assistants for Business with Timmy Vanvonno 20four7va.com About the Guest(s): Timmy Vanvonno is a seasoned professional currently serving as the Vice President of Growth at 247VA, a renowned remote staffing services company based in Maryland. With a focus on fostering sustainable growth and establishing the firm as a reliable partner in global workforce solutions, Timmy Vanvonno is committed to redefining standards in remote support by blending high-quality human talent with practical technology. Outside of his role at 247VA, Timmy Vanvonno is a licensed class A contractor in Maryland and Virginia and brings extensive experience as a licensed real estate professional handling multi-million dollar projects and complex team management. Episode Summary: In this engaging episode of The Chris Voss Show, host Chris Voss interviews Timmy Vanvonno, Vice President of Growth at 247VA. The conversation primarily revolves around the burgeoning world of virtual assistants and remote staffing solutions. Timmy Vanvonno shares his insights into how businesses, particularly in the United States, can benefit from employing virtual assistants for tasks they would traditionally hire local employees for, highlighting the significant cost savings and efficiency gains. He outlines 247VA's unique business model, emphasizing their focus on combining skilled human talent with robust technological infrastructure and their exceptional recruitment, training, and support processes. The episode delves deep into the operational efficiency and cybersecurity measures 247VA has put into place to ensure client data remains secure, while offering unparalleled support and seamless integration of virtual assistants into any business. Timmy Vanvonno elucidates on the wide range of services virtual assistants can provide, from administrative duties to marketing and technical support, which offer businesses flexibility and significant savings on labor costs. This enlightening discussion offers valuable insights for business owners considering expanding their remote workforce, underscoring the strategic advantage of partnering with a vetted and reputable staffing agency. Key Takeaways: Cost-Effective Staffing: Engaging virtual assistants can reduce staffing costs by 70-85% compared to hiring in-house employees. Comprehensive Support: 247VA offers extensive recruitment, training, IT, and cybersecurity support to ensure seamless integration of virtual assistants. Scalable Solutions: Ideal for businesses at various growth stages, 247VA provides virtual assistants suitable for small startups to large enterprises. Enhanced Data Security: The firm prioritizes cybersecurity with sophisticated monitoring and IT solutions to safeguard client data. Versatility Across Niches: Virtual assistants from 247VA can support a wide spectrum of industries, providing services from administrative to technical tasks. Notable Quotes: “The biggest obvious benefit’s the cost savings. So the US dollar has a lot more value in some of the other regions around the world.” “Working with an agency like ours means you get an infrastructure behind the relationships.” “By the time they get to our clients, we don’t see these issues. But we do- have all the checks and balances in place to make sure that really nothing can happen.” “Our rates at our full-time admin tier VA start at $5 an hour.” “The best relationships with the virtual assistants are the ones where the business really brings them in as if they’re one of their own.”

What if not wanting to be a leader is exactly what makes you a good one? In this AMMA episode of The Game Changing Attorney Podcast, Michael and Jessica Mogill tackle three questions law firm owners keep sending in: why good employees walk out the door even after a raise, whether leadership can really be taught, and what to do when you catch yourself repeating the exact behavior you swore you'd never repeat. It's a candid conversation about what it actually takes to lead people, even when leading was never the plan. Here's what you'll learn: Why turnover in your firm rarely comes down to one cause How to lead your team when management never came naturally What it takes to stop repeating the leadership habits you swore you'd avoid The best leaders never stop asking whether they could be better. (00:00:00) Introduction (00:02:21) Why We Go To Bed At 8:30 (00:04:47) Why Discipline Feels Like Freedom (00:08:09) Diagnosing Sudden Employee Turnover (00:11:42) Exit And Stay Interviews Explained (00:15:12) Can Leadership Really Be Learned? (00:18:31) Why Leading Yourself Comes First (00:19:54) When You Become The Boss You Hated (00:22:44) The Power Of Asking What's The Argument ---- Links & Resources: Discipline Equals Freedom: Field Manual by Jocko Willink Shark Tank ---- Learn what sustainable growth can look like for your firm at crispcoach.com. ---- Do you love this podcast and want to see more game changing content? Subscribe to our YouTube channel. ---- Past guests on The Game Changing Attorney Podcast include David Goggins, John Morgan, Alex Hormozi, Randi McGinn, Kim Scott, Chris Voss, Kevin O'Leary, Laura Wasser, John Maxwell, Mark Lanier, Robert Greene, and many more. ---- If you enjoyed this episode, you may also like: 460. AMMA - Why Your Top Talent is Secretly Quitting You 419. AMMA - The Harsh Truth About Leadership Nobody Wants to Hear 279. AMMA - Building Trust Through Authentic Leadership

Eddy Arriola has built and sold multiple companies, and by his own account, he did it without ever being the smartest person in the room. In this episode of The Game Changing Attorney Podcast, Michael Mogill sits down with Eddy Arriola, founder of Apollo Bank and author of It's All About Relationships, to talk about the real driver behind his companies' success: the people around him. Eddy walks through the six categories of relationships every leader has to manage, why pausing before you react can save a partnership, and how trust is what actually holds a growing business together, more than authority ever will. It's a grounded, practical look at how the best leaders build the kind of teams and networks that carry them through hard times. Here's what you'll learn: Why relationships, not strategy or capital, are what actually scale a business How to build trust with your team instead of just demanding compliance Why pausing before reacting can save your most important partnerships Your business will only grow as fast as the relationships holding it together, so start building the right ones today. (00:00:00) Introduction (00:02:39) Growing up in an immigrant family (00:04:16) Starting Inktel in 1997 (00:10:38) A mentor who opened doors (00:12:49) Earning credibility in banking (00:15:46) Why he wrote the book (00:18:16) The six key relationships (00:23:43) The hardest relationship to build (00:27:21) The CARPET framework (00:30:16) The power of the pause (00:32:48) Trust over authority (00:33:49) Relationship with yourself (00:37:22) The Mr. Cooper story (00:40:38) The biggest lesson he's learned ---- Links & Resources: It's All About Relationships: Mastering the Art of Relational Leadership by Eddy Arriola Bird by Bird by Anne Lamott ---- Learn what sustainable growth can look like for your firm at crispcoach.com. ---- Do you love this podcast and want to see more game changing content? Subscribe to our YouTube channel. ---- Past guests on The Game Changing Attorney Podcast include David Goggins, John Morgan, Alex Hormozi, Randi McGinn, Kim Scott, Chris Voss, Kevin O'Leary, Laura Wasser, John Maxwell, Mark Lanier, Robert Greene, and many more. ---- If you enjoyed this episode, you may also like: 394. How to Grow Without Losing Culture (Or Your Sanity) with Varghese Summersett 282. AMMA - Beyond Business Cards: Building Real Relationships 47. Jessica Mogill - A Transformational Partnership: How Opposites Attract

In this episode of The Builder's Bookshelf, we break down Never Split the Difference and translate Chris Voss's negotiation tools into the construction world, where schedule pressure, scope gaps, change orders, and difficult people are part of everyday leadership. You'll learn how tactical empathy, mirroring, labeling, and calibrated questions can help you lower defensiveness, protect your position, and turn tense conversations into better outcomes.Enjoy this Episode and #BeNEXT

This week's Summer Series is another two-fer, this time on negotiations. The first is with legendary former FBI-hostage negotiator Chris Voss, the author of Never Split the Difference and founder of the Black Swan group where he teaches tactical empathy in negotiations.  The second is with Yale professor Daylian Cain, who opened my eyes to the importance of walking away. Learn more about Capital Allocators University. Try ALEX by Admired Leadership. Learn More Follow Ted on Twitter at @tseides or LinkedIn Subscribe to the mailing list Access Transcript with Premium Membership Editing and post-production work for this episode was provided by The Podcast Consultant (⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://thepodcastconsultant.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠)

This week's Summer Series is another two-fer, this time on negotiations. The first is with legendary former FBI-hostage negotiator Chris Voss, the author of Never Split the Difference and founder of the Black Swan group where he teaches tactical empathy in negotiations.  The second is with Yale professor Daylian Cain, who opened my eyes to the importance of walking away. Learn more about Capital Allocators University. Try ALEX by Admired Leadership. Learn More Follow Ted on Twitter at @tseides or LinkedIn Subscribe to the mailing list Access Transcript with Premium Membership Editing and post-production work for this episode was provided by The Podcast Consultant (⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://thepodcastconsultant.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠)

What if quality management could be the key to driving medtech innovation, not holding it back? In this episode, Ashkon Rasooli, Founder and Principal of EnGenius Solutions Consulting, breaks down how medtech companies can build quality systems that go beyond compliance to support innovation, efficiency, and long-term growth. The conversation dives into the challenges of keeping quality and regulatory strategies ahead of rapidly evolving technologies like software, cloud platforms, and AI, while exploring how companies can avoid costly mistakes, scale effectively, and prepare for the complexities of entering the U.S. market.Ashkon Rasooli LinkedInEnGenius Solutions LLC LinkedIn "Never Split The Difference" by Chris Voss "Million Dollar Consulting Toolkit" by Alan Weiss Duane Mancini LinkedInProject Medtech WebsiteProject Medtech LinkedInThank you to our sponsors: Ward Law, Wheelhouse DMG, and JumpStart Inc.

Most entrepreneurs are surrounded by people who love them and still have no idea what they're going through. In this AMMA episode of The Game Changing Attorney Podcast, Michael and Jessica Mogill unpack why building a business can feel so lonely, even when you're surrounded by people who care about you. They answer three listener questions: how to close the gap with a spouse who can't fully relate, why chasing a challenge outside the business keeps you sharper inside it, and why family members and peers are rarely equipped to give meaningful advice. Michael's advice is simple: stop trying to get people to understand, and go find people who already do. Here's what you'll learn: Why the people who love you most still can't relate to what you're building How to invest in yourself in a way most entrepreneurs overlook Where to find people who've actually lived what you're going through Feeling isolated right now doesn't mean something's wrong. You just haven't found your people yet. (00:00:00) Introduction (00:01:47) Starting the Show With House Music (00:06:30) Q1: Business Straining My Marriage (00:10:31) Marriage Is 100/100, Not 50/50 (00:14:32) Q2: The Most Underrated Investment (00:15:10) Find a Challenge Outside the Business (00:17:08) Q3: When Your Spouse Can't Relate (00:17:51) Stop Seeking Advice From Civilians (00:22:00) Business Is Hard, Suffering Is Optional ---- Links & Resources: Hyrox Ironman Triathlon ---- Learn what sustainable growth can look like for your firm at crispcoach.com. ---- Do you love this podcast and want to see more game changing content? Subscribe to our YouTube channel. ---- Past guests on The Game Changing Attorney Podcast include David Goggins, John Morgan, Alex Hormozi, Randi McGinn, Kim Scott, Chris Voss, Kevin O'Leary, Laura Wasser, John Maxwell, Mark Lanier, Robert Greene, and many more. ---- If you enjoyed this episode, you may also like: 490. AMMA - Why the Room You're In Changes Everything 480. AMMA - Why Dark Energy Becomes Dead Weight Over Time 462. AMMA - The Voices That Actually Matter for Business Growth

How do you get someone to reveal what they really think, without forcing them to say it?Most people think negotiation is about speaking better, arguing harder or having the perfect counteroffer. Chris Voss believes the real skill is getting the other person to talk, and knowing exactly what to listen for.In this episode of The Indian Business Podcast, Chris Voss, former FBI lead international kidnapping negotiator and author of Never Split the Difference, breaks down the negotiation techniques he used with hostage takers, bank robbers and terrorists, and explains why the same skills can help you negotiate a salary, close a deal, handle conflict and even deal with people at home. His book has sold more than 5 million copies worldwide.In this episode, you'll learn:1. The 2 negotiation skills Chris Voss says everything revolves around: mirroring and labeling, and how repeating just a few words can make people reveal information they never intended to share.2. How mirroring helped expose a third bank robber during a Chase Manhattan Bank hostage situation3. How “what” questions uncover problems while “how” questions force the other side to think about implementation.4. How labeling emotions can reduce conflict instead of escalating it5. The negotiation trick that works when someone is ghosting you: 6. Why you should stop trying to make people say YES7. How Chris Voss spots different types of liars, and accommodating personalities tend to behave under pressure.8. Why silence after a label can completely change a negotiationIf you've ever wondered how FBI hostage negotiators get people to cooperate, reveal information and change their position without force, this conversation shows how those same principles can transform the way you negotiate at work, in business and in everyday life.

In Part Two of Clint's conversation with Chris Voss, former lead FBI hostage negotiator and bestselling author of “Never Split the Difference,” Chris explains why the best negotiators don't chase "yes,” they create safety, build trust, and uncover the hidden information that changes everything. From tactical empathy and accusation audits to the surprising power of hearing "no," Chris shares practical techniques that can improve negotiations, leadership, sales, and everyday conversations.This is the second part of a two-part conversation.Topics Covered:What tactical empathy really is and why it worksWhy making people feel heard changes negotiationsHow to use labels to uncover what people are really thinkingThe power of an accusation audit to defuse resistance before it startsWhy hearing "no" creates trust, safety, and better conversationsThe difference between counterfeit, confirmation, and commitment "yes"Why asking, "Is now a bad time to talk?" is more effective than asking for a few minutesThe surprising power of hearing "That's right"Why negotiation is a performance skill, not just knowledgeWhy compromise often produces lose-lose outcomesWhy no deal is better than a bad dealWhy Chris calls "fair" the most dangerous word in negotiationWhat a "Black Swan" is and how hidden information changes everythingLinks:Chris's website - https://www.blackswanltd.com/chris-voss Chris's LinkedIn - https://www.linkedin.com/in/christophervoss/ Chris's book, “Never Split the Difference” - https://amzn.to/44H6pqM

The same instincts that make a great lawyer can be the exact thing keeping them from asking for help. In this encore episode of The Game Changing Attorney Podcast, Michael Mogill sits down with Brian Cuban, an attorney, author, and long-term recovery advocate, for a raw account of the depression, eating disorder, and addiction that nearly ended his life, and the moment he finally chose to fight for it. Brian pulls back the curtain on what drives so many lawyers toward substance abuse in silence, and why the legal profession's culture of strength makes it one of the hardest places to ask for help. This is a candid look at what recovery actually requires, and what it means to build a profession where struggling colleagues don't have to hide. Here's what you'll learn: Why lawyers face a higher risk of addiction, and why the profession makes it so hard to admit it How to spot the early warning signs before they become a rock-bottom moment What it takes to build a compassionate community that helps colleagues before they have to hit bottom Brian walked back from the edge. His story is here for anyone who needs to know it's possible. (00:00:00) Introduction (00:04:05) A childhood shaped by shame (00:14:55) Choosing law school to hide (00:27:04) His brother steps in to help (00:33:38) Trading tickets for cocaine (00:41:23) His first 12-step meeting (00:43:58) Writing The Addicted Lawyer (00:47:23) Addiction's toll on lawyers (00:53:43) Why compassion matters most (01:00:00) Careers rebuild, lives can't ---- Links & Resources: Brian Cuban The Addicted Lawyer: Tales of the Bar, Booze, Blow, and Redemption by Brian Cuban Mark Cuban Texas Lawyers Assistance Program (TLAP) 2016 ABA/Hazelden Betty Ford Foundation study on lawyer well-being Karen Carpenter ---- Learn what sustainable growth can look like for your firm at crispcoach.com. ---- Do you love this podcast and want to see more game changing content? Subscribe to our YouTube channel. ---- Past guests on The Game Changing Attorney Podcast include David Goggins, John Morgan, Alex Hormozi, Randi McGinn, Kim Scott, Chris Voss, Kevin O'Leary, Laura Wasser, John Maxwell, Mark Lanier, Robert Greene, and many more. ---- If you enjoyed this episode, you may also like: 469. How to Turn Your Darkest Failures into Unstoppable Drive with Ken Rideout 412. Why Doing Hard Things Is the Ultimate Advantage with Joe De Sena 141. David Goggins - Never Finished: Unshackle Your Mind and Win the War Within

Hablamos sin filtros de cómo mejorar la toma de decisiones en la inversión y en la vida: por qué la duda paraliza, cómo distinguir decisiones reversibles de irreversibles, y por qué sobrevivir importa más que acertar. Un episodio sobre pensar lo justo, decidir a tiempo y seguir en la mesa para la siguiente jugada. En este episodio tratamos: La rumiación: cuándo pensar más deja de ayudarte Maximizadores vs. optimizadores: lo mejor como enemigo de lo bueno Las “puertas giratorias” de Jeff Bezos: decisiones reversibles vs. irreversibles El algoritmo minimax y qué controlas realmente Yo soy yo y mi circunstancia”: Ortega y Gasset aplicado a decidir Napoleón y por qué la ejecución lo es todo una vez decides Mike Tyson, la teoría y la primera bofetada de la realidad El criterio de Kelly y el tamaño correcto de tu apuesta Ergodicidad: por qué evitar la ruina supera a maximizar la media Resultado ≠ calidad de la decisión Estoicismo, la ira y la silla que no se mueve Rodearte de expertos y por qué “que ganen todos” compone a largo plazo CAPÍTULOS 00:00 Introducción 02:16 Rumiación: cuándo pensar deja de ayudar 03:49 Maximizadores y decisiones suficientemente buenas 05:02 Decisiones reversibles e irreversibles 08:58 Minimax: decidir cuando otros también juegan 13:21 Sobrevivir para la siguiente jugada 14:13 Ortega, las circunstancias y la ejecución 17:14 La teoría, la incertidumbre y Mike Tyson 22:38 Exceso de información e ilusión de control 30:43 Criterio de Kelly y riesgo de ruina 33:52 Ergodicidad: sobrevivir para seguir jugando 38:44 Aversión a la pérdida, inacción y arrepentimiento 43:11 Dejar atrás una decisión 47:17 Resultado frente a calidad de la decisión 56:09 Técnicas prácticas para decidir 58:57 Premortem: evitar los caminos al desastre 1:03:06 La ira, la silla y el estoicismo 1:05:48 Conflictos, negociación y relaciones 1:08:21 Cuándo recurrir a expertos 1:11:40 Cierre y apoyo a MásDividendos BIBLIOGRAFÍA MENCIONADA EN EL EPISODIO (enlaces de afiliado de Amazon; si compras a través de ellos apoyas el podcast sin coste adicional para ti) Pensar rápido, pensar despacio — Daniel Kahneman https://www.amazon.es/s?k=Pensar+rapido+pensar+despacio+Kahneman&tag=masdivi-21 An Introduction to Ergodicity Economics — Ole Peters & Alexander Adamou https://www.amazon.es/s?k=An+Introduction+to+Ergodicity+Economics+Ole+Peters&tag=masdivi-21 Ergodicity — Luca Dellanna https://www.amazon.es/s?k=Ergodicity+Luca+Dellanna&tag=masdivi-21 Rompe la barrera del NO (Never Split the Difference) — Chris Voss (el negociador del FBI) https://www.amazon.es/s?k=Rompe+la+barrera+del+no+Chris+Voss&tag=masdivi-21 Obtenga el sí (Getting to Yes) — Roger Fisher & William Ury https://www.amazon.es/s?k=Obtenga+el+si+Getting+to+Yes+Fisher+Ury&tag=masdivi-21 El juego interior del tenis — Timothy Gallwey https://www.amazon.es/s?k=El+juego+interior+del+tenis+Gallwey&tag=masdivi-21 La rebelión de las masas — José Ortega y Gasset https://www.amazon.es/s?k=La+rebelion+de+las+masas+Ortega+y+Gasset&tag=masdivi-21 Meditaciones del Quijote — José Ortega y Gasset https://www.amazon.es/s?k=Meditaciones+del+Quijote+Ortega+y+Gasset&tag=masdivi-21 Escúchanos también en Spotify, Apple Podcasts e iVoox. Suscríbete para no perderte ningún episodio. #Inversión #TomaDeDecisiones #FinanzasPersonales #CriterioDeKelly #Ergodicidad #MásDividendos #Podcast #Inversores #Estoicismo #Bolsa #Acciones

Narrative Summary Amy shares the origin story behind Columbia Surgical Partners — the practice she now runs with three additional partners across three locations. After 17 years in the Army and a stint as an employed surgeon in a Tennessee community hospital, Amy hit a breaking point: she wanted to make decisions, choose her team, and build the patient experience she believed in, and the employed model wouldn't let her. She walks through the exact moment she quit without a backup plan, how she bought and renovated a building in six weeks right as the pandemic hit, and the financial formula and mindset shifts that took her from a paper planner and a phone app to a thriving four-surgeon group six years later. Episode Notes The Setup: Military Discipline, Employed Frustration Amy's 17 years in the Army gave her early exposure to leadership and committee work, plus a broad-based general surgery skill set (thoracotomies, neck explorations, abdominal cases) and strong breast cancer training from Walter Reed. When she got out, she took the path 'everyone said you're supposed to do' — an employed job at a Tennessee community hospital that seemed to check every box on paper. But the fit wasn't right: decisions felt illogical (the clinic famously had no voicemail because leadership 'didn't want to give them the impression that we'd be checking messages'), and Amy felt she couldn't shape the environment or the patient experience the way she wanted to. The Breaking Point Around 2019–2020, at the end of her three-year contract, Amy started working with coaching for the first time and began asking for changes at the practice. When she hit a wall with administration, she found herself in a meeting with the medical group's CEO. He told her, 'that's just the way it is.' She responded, 'I don't think that I want to do this anymore' — and when he asked if she was quitting, she said yes, on the spot, without a plan. She describes the moment not as fear but as relief: 'it felt like someone was clipping the tethers... I felt free.' The Leap — Built On Her Own Safety Net Amy didn't have a financial safety net waiting for her — she built one herself. No student debt from her military years, strong financial habits, and the confidence that she could always find another job if the practice failed. That self-trust, more than any external backup plan, was what let her take the risk. Building Fast, During a Pandemic After quitting, Amy drove around her neighborhood the same day, found available buildings through a patient who happened to be a real estate agent, and closed on one within weeks. She gave her contractor six weeks to renovate — right as COVID-19 began. A fortunate decision to buy all renovation materials and supplies upfront (funded partly by the sale of her mother's house) meant she avoided the supply shortages that hit shortly after. She ran the entire early operation on a paper planner and the Spruce app, personally booking the first appointments before the doors even opened. Negotiating the Transition Amy's former group initially wanted her to stop seeing new patients six weeks before her departure. Using a negotiation lesson from Chris Voss — treating a 'no' as the start of a negotiation, not the end — she asked the hospital CEO, 'What would make it a yes?' The answer: proof she could follow up with new patients after the move. She provided it, and the restriction was lifted. The Overwhelm — and Monday Hour One Amy is candid that the early days were consumed by decision fatigue — design decisions, financial decisions, hiring decisions, all at once. What helped was a technique she credits to Brooke Castillo of The Life Coach School: Monday Hour One. Instead of an endless task list, Amy took an hour each week to convert her list into things that would actually get done — put on the calendar, not just written down. 'If it's on the list, good luck. If it's on the calendar, you have a chance.' The Formula: Income Minus Expenses Minus Tax Burden Amy built her practice around a simple formula: income minus expenses minus tax burden. Owning her building (rather than renting) helped control both expenses and tax exposure. She deliberately kept a 'micro clinic' model to minimize overhead, was profitable from month one, and has watched reimbursement percentages shrink industry-wide since — which is part of why she now teaches that physicians who only get paid for clinical work are, in effect, capped hourly workers. Diversifying income and thinking like an entrepreneur, not just a clinician, is what changes the math. Where It Is Now Six years later, what started as a 'cute little solo practice' has grown into Columbia Surgical Partners: four surgeons, two nurse practitioners, and three locations. Amy never set out with that scale in mind — she credits following instinct, building systems as she needed them, and getting better at delegation (an area she admits she still struggles with) for the growth. The Bigger Lesson Amy closes with a reminder that private practice isn't the only path to autonomy — many of the mindset and business lessons she describes can be applied inside an employed job too. Her core message: you don't need someone else to be your safety net. Everything you've built up to this point already is one. Key Takeaways A 'no' from leadership is often the start of a negotiation, not the end of one — ask what would make it a yes. Financial safety nets can be self-built through skills, work ethic, and low personal debt, not just savings. Buying supplies and materials upfront ahead of a tight renovation timeline protected Amy from pandemic-era shortages. Task lists create overwhelm; calendars create progress. Converting 'to-do' into 'when' is what makes work actually happen. The core private-practice formula is income minus expenses minus tax burden — and real estate ownership can help control two of the three. Being paid only for clinical work caps your income; thinking like an entrepreneur is what changes the ceiling. Growth doesn't require a five-year plan — Amy scaled from solo practice to four surgeons and three sites by following instinct and building systems as she needed them. The lessons of autonomy, delegation, and boundary-setting apply whether or not you ever start your own practice. Pull Quotes It felt like someone was clipping the tethers that I had, and I felt free. You don't need someone else to be your safety net. Everything you've done for yourself to this day is what has created your safety net. If it's on the list, good luck. If it's on the calendar, you have a chance. It's not how much money you make, it's who you become in your career.

First aired August 23, 2026 Annette Mullin spent 24 years with the Las Vegas Metropolitan Police Department, nine of them as a crisis negotiator, eventually leading one of the busiest negotiation teams in the country â€" averaging over 100 call-outs a year. She worked patrol, sexual assault, internal affairs, and homicide, becoming LVMPD's first female homicide sergeant, before spending her final years as the department's director of employee wellness in the aftermath of the October 1 Mandalay Bay shooting, the largest mass shooting in U.S. history. Now a negotiation instructor and coach at the Black Swan Group, founded by former FBI lead hostage negotiator Chris Voss, Annette translates those high-stakes lessons into practical tools for leaders, teams, and individuals navigating pressure, conflict, and growth. We talk about the universal need she discovered in every person she ever negotiated with, why the crime itself is almost always a secondary issue, what "tactical empathy" actually looks like in practice, and why most of us were never actually taught how to listen. Watch this episode Youtube episode link here In this episode How the O.J. Simpson case and a criminalistics program in LA sparked Annette's path into crime scene investigation, and why she chose Las Vegas over LAPD Joining LVMPD's crisis negotiation team, and what made Las Vegas's team one of the busiest in the country Becoming LVMPD's first female homicide sergeant, and the advice that helped her navigate a male-dominated field without making it about gender Why removing assumptions, and getting curious instead of judgmental, changed how she worked with people in crisis The universal need Annette discovered every person in crisis shares, no matter how different the circumstances Why the crime itself is almost always a secondary issue, and what's usually driving it underneath How Chris Voss's "tactical empathy" model, from Never Split the Difference, turns negotiation into collaboration instead of a tug-of-war The five levels of listening Black Swan teaches, and why most of us are trained to listen to respond instead of to understand Timestamps (00:01) Welcome and guest intro: meet retired LVMPD crisis negotiator Annette Mullin (02:23) From the East Coast to Las Vegas: the O.J. Simpson case and her path into crime scene investigation (04:42) Joining the crisis negotiation team, and Las Vegas's brutal call-out numbers (06:36) Retiring after serving as director of employee wellness following the October 1 Mandalay Bay shooting (08:15) What drew her to law enforcement as a kid, from Nancy Drew to Quincy, M.E. (10:10) Navigating gender in a male-dominated field, and becoming LVMPD's first female homicide sergeant (14:00) Removing assumptions: why curiosity beats judgment when someone has "a chip on their shoulder" (16:52) The universal need every person in crisis shares, and why that surprised her most (20:05) Why the crime is almost always the secondary issue (24:28) From hostage negotiation to the boardroom: Chris Voss, Black Swan Group, and tactical empathy (28:43) The biggest obstacle to listening, and the five levels of listening Black Swan teaches (31:50) The number one struggle business leaders bring to her, and why practicing in "low stakes" moments matters (34:12) Where to find Annette, Black Swan Group, and the new book Fight Less, Win More About Annette Mullin Annette Mullin is a retired Las Vegas Metropolitan Police Department leader with 24 years of law enforcement experience, including nine years as a crisis negotiator and eventual leader of LVMPD's crisis negotiation team, one of the busiest in the country. Over her career she worked patrol, community policing, sexual assault, internal affairs, and homicide, becoming LVMPD's first female homicide sergeant, before serving as the department's director of employee wellness in the aftermath of the October 1 Mandalay Bay shooting. Now a negotiation instructor and coach at the Black Swan Group, founded by former FBI lead hostage negotiator Chris Voss, Annette teaches the principles behind Never Split the Difference, including tactical empathy, to leaders, teams, and individuals navigating pressure and conflict in business and life. Learn more at the Black Swan Group, or connect with Annette on LinkedIn. Favorite quotes "There is a universal need for every person to be heard, to be seen, and to be understood."  "Not everybody is like you. Removing assumptions was really key, let them show you or tell you."  "If I read a book about working out every week but never lift a weight, I can't expect to see anything different."  Resources mentioned Black Swan Group: negotiation training founded by former FBI lead hostage negotiator Chris Voss Never Split the Difference by Chris Voss: the book that brings hostage-negotiation principles like tactical empathy into business and everyday life Fight Less, Win More: Chris Voss's newest book, adapting those same skills for personal relationships Annette Mullin on LinkedIn Subscribe & connect If this episode gave you something to sit with, follow Phoenix and Flame so you never miss an episode: all apps in one place, or jump straight to Apple Podcasts, Spotify, Amazon Music, or YouTube. And if it moved you, leave a review; it's the easiest way to help another listener find the show. Learn more about Phoenix and Flame, connect with Dana, and listen to more episodes here. Ready to find your own voice on stage? Dana's a big fan of Mic Drop Academy, a public speaking and group coaching program built for women. Watch the free webinar, join a workshop, or dive into the bootcamp to build the confidence to speak up and be heard.

Stop losing real estate deals over price! In this insightful solo episode, Mark Stubler reveals how elite investors consistently beat higher cash offers by mastering the second phase of the "JHB" (Join, Hear, Build) framework. He explains why treating seller conversations like a robotic checklist destroys your chances of closing, and how to uncover the hidden emotional triggers that actually drive a sale. You will discover how to deploy Chris Voss's calibrated questions to get sellers to open up, peel back their defensive layers, and build undeniable trust. Stop competing on price and start winning on solutions. Be a part of the TTP training program now.---------Show notes:(0:00) Beginning of today's episode(0:54) Winning a stubborn seller who demanded top dollar(2:00) The "Hear" phase of the Join, Hear, Build framework(2:25) Why a seller prioritized her comfort dog over a massive payout(4:48) Stop relying on surface-level facts to negotiate(6:03) Peeling back the layers of a seller's true motivation(7:18) Using calibrated questions to naturally disarm sellers(8:36) Why sellers always give safe, surface-level answers first(9:19) How identifying underlying anxiety builds bulletproof trust(10:39) Why you cannot build a solution until the seller feels safe(11:32) A five-call challenge to stop competing on price----------Resources:Never Split the DifferenceTo speak with Brent or one of our other expert coaches call (281) 835-4201 or schedule your free discovery call here to learn about our mentorship programs and become part of the TribeGo to Wholesalingincgroup.com to become part of one of the fastest growing Facebook communities in the Wholesaling space. Get all of your burning Wholesaling questions answered, gain access to JV partnerships, and connect with other "success minded" Rhinos in the community.It's 100% free to join. The opportunities in this community  are endless, what are you waiting for?

Leave an Amazon Rating or Review for my New York Times Bestselling book, Make Money Easy! Check out the full episode: https://greatness.lnk.to/1967DM You've been taught that yes is the win. Chris Voss says that's backwards. Yes, at best, is just hope. Most of the time it's fake. A way to end an uncomfortable conversation and get you off the phone. No is different. No means someone finally feels safe enough to tell you the truth. That's why the best negotiators engineer no on purpose. Voss breaks down the exact phrasing top closers use to get people saying it. One "no" opens more doors than a room full of yeses ever could. Sign up for the Greatness newsletter: http://www.greatness.com/newsletter Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Consistency isn't a personality trait. It's the product of commitments you refuse to negotiate and environments that won't let you coast. In this AMMA episode of The Game Changing Attorney Podcast, Michael and Jessica Mogill dig into why most law firm owners plateau not because of talent or effort, but because they've outgrown the peers around them. From honoring the commitments you made when you were clear-headed to seeking out rooms where friction and accountability are features (not bugs), this conversation is a blueprint for the kind of consistency that compounds over years, not weeks. Here's what you'll learn: Why the commitments you make when motivated can't be renegotiated when you're not How to identify and seek out high-friction environments that attract higher-caliber peers What it takes to build systems that outlast motivation and make consistency automatic If you've been coasting on talent and wondering why results have flatlined, this episode will help you level up. (00:00:00) Introduction (00:01:39) The Power of Consistency (00:05:57) Systems Over Motivation (00:07:29) Nine Years of Daily Journaling (00:09:13) Q1: Outgrowing Your Peer Network (00:12:09) High-Friction Environments Win (00:14:04) Q2: What's New at the Summit (00:16:24) Q3: How to Keep Growing as a Leader (00:18:54) Curiosity as a Practiced Skill ---- Links & Resources: BoJack Horseman Conor McGregor EO (Entrepreneurs' Organization) YPO (Young Presidents' Organization) Tiger 21 ---- Learn what sustainable growth can look like for your firm at crispcoach.com. ---- Do you love this podcast and want to see more game changing content? Subscribe to our YouTube channel. ---- Past guests on The Game Changing Attorney Podcast include David Goggins, John Morgan, Alex Hormozi, Randi McGinn, Kim Scott, Chris Voss, Kevin O'Leary, Laura Wasser, John Maxwell, Mark Lanier, Robert Greene, and many more. ---- If you enjoyed this episode, you may also like: 488. AMMA: Controversial Leadership Opinions That Will Make Your Firm Better 468. AMMA: Why Dark Energy Becomes Dead Weight Over Time 375. AMMA: Stop Being The Bottleneck: Lead Your Firm Without Being Needed

Tax problems rarely disappear on their own, and waiting can make them far more expensive. In this episode, tax resolution strategist Jesus Abikarram explains how unpaid taxes escalate, the resolution options available to taxpayers, and why entrepreneurs need to stay ahead of estimated payments and IRS notices. Tune in to learn how proactive tax planning can protect your finances and keep a manageable problem from becoming a crisis.   Key Takeaways To Listen For What really happens when you owe the IRS and can't pay everything at once The lesser-known IRS resolution strategies beyond a standard payment plan How unresolved tax debt can unexpectedly interfere with international travel Why getting ahead of an IRS problem can dramatically change your options Tax planning mistake entrepreneurs should avoid before building wealth   Resources/Links Mentioned In This Episode Hispanic Tax Alliance  Free Yourself from the IRS by Jesus Zacarias Abikarram | Kindle, Paperback, and Hardcover Never Split the Difference by Chris Voss and Tahl Raz | Kindle, Paperback, and Hardcover   About Jesus Abikarram, EA Jesus Abikarram, EA is a tax resolution strategist, entrepreneur, educator, and founder of Freedom Tax Resolution, with more than 30 years of experience in the U.S. tax industry. He is also CEO and Co-Founder of the Hispanic Tax Alliance, where he helps educate and empower tax professionals, particularly within the Latino community. An Enrolled Agent, Certified Acceptance Agent (CAA), NTPI Fellow, national instructor, and Amazon bestselling author, Jesus specializes in IRS tax resolution and taxpayer representation, helping individuals and businesses address tax debt and compliance challenges.    Connect with Jesus  Website: Freedom Tax Resolution LinkedIn: Jesus Abikarram, EA, CAA, NTPI Fellow,Amazon Best Seller | Freedom Tax Resolution    Connect With Us If you're looking to invest your hard-earned money into cash-flowing, value-add assets, reach out to us at https://slipstreamaii.com/.    Follow Keith's social media pages LinkedIn: Keith Borie Investor Club: Secret Passive Cashflow Investors Club Facebook: Keith Borie X: @BoboLlc80554  

In this episode, Clint talks with Chris Voss, former lead FBI hostage negotiator and bestselling author of “Never Split the Difference,” about why the best negotiators don't win by talking louder, they win by listening better. Drawing from decades of high-stakes hostage negotiations, Chris explains how emotions drive decisions, why most people misunderstand negotiation, and how tactical empathy can transform conversations at work, at home, and everywhere in between. This is the first part of a two-part conversation.Topics Covered:Chris's journey from Kansas City police officer to leading the FBI's international hostage negotiationsWhy people are emotional, not rational, decision makersThe biggest flaw in traditional negotiation theoryThe difference between influence and manipulationWhy listening is the most powerful negotiation tool you haveHow assumptions derail conversations, and curiosity improves themThe three negotiation voice types (including the famous "late-night FM DJ voice")Tactical empathy and why understanding someone doesn't mean agreeing with themHow mirroring and labels build trust and uncover better informationWhy silence is one of the most underrated communication skillsThe mindset great negotiators bring into every conversationLinks:Chris's website - https://www.blackswanltd.com/chris-voss Chris's LinkedIn - https://www.linkedin.com/in/christophervoss/ Chris's book, “Never Split the Difference” - https://amzn.to/44H6pqM 

Winning a hand doesn't mean you played it well. Losing one doesn't mean you didn't. In this episode of The Game Changing Attorney Podcast, Michael Mogill sits down with Annie Duke, former professional poker player, World Series of Poker bracelet winner, and best-selling author of Thinking in Bets and Quit: The Power of Knowing When to Walk Away, to talk about why a great decision can still end in a loss, how confirmation bias hides behind our smartest instincts, and what it actually takes to know when to walk away. Here's what you'll learn: Why a good decision can still produce a bad outcome, and a bad one can still win How confirmation bias convinces smart people they've already got it right What it takes to know the difference between grit that pays off and grit that's costing you Good decisions and good outcomes are not the same thing. This episode will help you tell them apart. (00:00:00) Introduction (00:02:33) Why Annie returned to finish her PhD (00:04:48) How Annie built a $4M poker career (00:14:56) Why good decisions can have bad outcomes (00:20:16) Inside Pete Carroll's controversial call (00:27:29) Why confirmation bias feels so good (00:35:16) Why smart people have bigger blind spots (00:37:17) Why waste is a forward-looking problem (00:40:22) When grit stops being a virtue (00:42:59) How mental time travel aids decisions ---- Links & Resources: Annie Duke Thinking in Bets by Annie Duke Quit: The Power of Knowing When to Walk Away by Annie Duke Thinking, Fast and Slow by Daniel Kahneman Grit by Angela Duckworth Confirmation bias Pete Carroll ---- Learn what sustainable growth can look like for your firm at crispcoach.com. ---- Do you love this podcast and want to see more game changing content? Subscribe to our YouTube channel. ---- Past guests on The Game Changing Attorney Podcast include David Goggins, John Morgan, Alex Hormozi, Randi McGinn, Kim Scott, Chris Voss, Kevin O'Leary, Laura Wasser, John Maxwell, Mark Lanier, Robert Greene, and many more. ---- If you enjoyed this episode, you may also like: 443. Poker Face: The Framework for Navigating Professional Uncertainty with Tiffany Michelle 334. Dr. Benjamin Hardy - From Limiting Beliefs to Limitless Potential: A Guide to Personal Growth 161. Joe De Sena - The Spartan Mindset: Embracing Discomfort and Unleashing Mental Toughness

What if the negotiation you're losing has already started before you even open your mouth? Jason Cass sits down with Chris Voss, CEO and Founder of The Black Swan Group, to unpack the tactics behind high-stakes negotiation, from hostage crises to closing sales. Key Topics: The negotiation has already started before the first word is spoken Lessons learned from the Burnham-Sobero hostage case in the Philippines The chaotic real-world logistics behind hostage negotiation deployments The Black Swan Group's approach: doing, teaching, and coaching negotiation skills Using labels to build trust and de-escalate at every level of a relationship Reframing "no" as a safe response that opens real conversation The power of dynamic silence and the six-second neurochemical window AI's double-edged effect on communicators, sharpening or dulling their skills Compromise as a lose-lose outcome, illustrated through the steel analogy The Christmas tree story and what it reveals about uncovering real motivation Reach out to: Chris Voss Jason Cass Visit Website: The Black Swan Group Agency Intelligence Produced by PodSquad.fm

You've been taught that YES means you won. Chris Voss says it's usually the moment you get played. The former lead FBI international kidnapping negotiator built a career proving the opposite of what most of us believe about persuasion. NO isn't rejection. It's the moment the real conversation starts. YES, more often than not, is a counterfeit answer people give just to get you off the phone. Voss is the founder of The Black Swan Group and the author of Never Split the Difference, and in this conversation he breaks down the exact language that turns a stuck negotiation into a done deal. You'll hear the calibrated questions he used to save hostages, and the same questions people are now using in boardrooms and car dealerships. He also gets specific. What to say when someone dismisses your price. How to ask for an upgrade without ever demanding one. Why the words you choose in the first nine minutes of any conversation decide how the rest of it goes. This one will change how you hear the word NO for the rest of your life. Chris' Books: The Full Fee Agent Empathy and Understanding In Business Never Split the Difference: Negotiating As If Your Life Depended On It In this episode you will: Learn why a fast YES is usually a fake yes and how to spot it in real time Discover the calibrated question format Chris used in real FBI hostage negotiations Overcome the instinct to fear a NO and use it to move the conversation forward Recognize the accusations audit and how naming objections before they're raised disarms them Build a simple script for getting upgrades, discounts, and better deals anywhere For more information go to https://lewishowes.com/1967 More SOG episodes we think you'll love! Get More From Lewis! Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Some of the most useful things a leader will ever hear are the ones nobody says to their face. This greatest-hits AMMA episode of The Game Changing Attorney Podcast pulls together six of the questions firm owners struggle with most, and Michael and Jessica Mogill answer each one with the candidness that comes from experience. The underperformer you keep protecting. The high-stakes call you can't seem to make. The endless learning that never turns into action. The anger that built your firm and now runs it into the ground. These are the takes most leaders only wish someone would tell them. Here's what you'll learn: Why the hardest conversation on your calendar only gets more expensive the longer you delay it How to make a high-stakes call with 70% of the information instead of waiting for certainty that never comes What it takes to trade spite-driven hustle for a vision that actually lasts The advice most leaders need isn't complicated. It's just hard to hear. (00:00:00) Introduction (00:01:33) When to let a bad hire go (00:04:21) Making decisions at scale (00:05:56) A framework for tough calls (00:07:45) Decision quality vs. outcome (00:10:45) Why you're the last to know (00:12:33) Setting rules of engagement (00:13:39) The information consumer trap (00:15:54) Why knowledge isn't power (00:18:32) The team member who drains you (00:22:07) Setting boundaries that work (00:22:47) When anger stops fueling you (00:27:09) Playing the infinite game ---- Links & Resources: The Infinite Game by Simon Sinek Mark Manson Roger Federer's 2024 Dartmouth Commencement Address John Morgan Nike, "Just Do It" Star Wars ---- Learn what sustainable growth can look like for your firm at crispcoach.com. ---- Do you love this podcast and want to see more game changing content? Subscribe to our YouTube channel. ---- Past guests on The Game Changing Attorney Podcast include David Goggins, John Morgan, Alex Hormozi, Randi McGinn, Kim Scott, Chris Voss, Kevin O'Leary, Laura Wasser, John Maxwell, Mark Lanier, Robert Greene, and many more. ---- If you enjoyed this episode, you may also like: 468. AMMA - Why Dark Energy Becomes Dead Weight Over Time 432. AMMA - When Loyalty Backfires: The Hidden Cost of Tenure 247. John Morgan - Fortune Favors the Bold: How to Build a Legal Empire

What if the real reason your best people leave has nothing to do with money, and everything to do with the first 100 days? In this encore of episode of The Game Changing Attorney Podcast, Michael Mogill welcomes Joey Coleman, client experience expert and New York Times bestselling author of Never Lose an Employee Again, to break down the 8 phases every team member moves through and what it actually looks like to build a workplace people refuse to leave. Here's what you'll learn: Why "new hire's remorse" kicks in seconds after someone accepts your offer (and how to counteract it) How to make a team member's first day so remarkable they can't stop talking about it when they get home What separates firms with true advocates from those who can't even get an internal referral If your onboarding still looks like a binder and a benefits form, this is your playbook for something better. (00:00:45) Introduction (00:02:49) Joey Coleman returns to the podcast (00:04:28) Why new hires quit in the first 100 days (00:07:05) Show, don't tell: proving you care about your people (00:08:27) The 8 phases of employee experience (00:15:45) The ROI of remarkable onboarding (00:17:34) Job postings that actually stand out (00:22:14) Notre Dame's legendary offer letter (00:29:51) Creating a remarkable first day (the JAM example) (00:35:14) Coworkers vs. colleagues (00:44:29) The 2-minute video challenge ---- Links & Resources: Never Lose an Employee Again by Joey Coleman Never Lose a Customer Again by Joey Coleman Tribute Yoko Co Bonusly Jim Kwik ---- Learn what sustainable growth can look like for your firm at crispcoach.com. ---- Do you love this podcast and want to see more game changing content? Subscribe to our YouTube channel. ---- Past guests on The Game Changing Attorney Podcast include David Goggins, John Morgan, Alex Hormozi, Randi McGinn, Kim Scott, Chris Voss, Kevin O'Leary, Laura Wasser, John Maxwell, Mark Lanier, Robert Greene, and many more. ---- If you enjoyed this episode, you may also like: 220. Excellence Wins: Become the Best in a World of Compromise with Horst Schulze 162. Radical Candor: How to Be a Kickass Boss with Kim Scott 7. Ditching the Drama & Creating a Culture of Excellence in Your Law Firm with Cy Wakeman

In today's episode, I sit down with former FBI hostage negotiator, bestselling author of Never Split the Difference, and CEO of The Black Swan Group, Chris Voss, for a conversation about why empathy is one of the most powerful tools in negotiation. We talk about making people feel heard, the neuroscience behind trust, and how listening can lead to better outcomes without compromising your position. Chris also shares practical advice for navigating high-pressure conversations, long-term business relationships, and moments of impasse by focusing on understanding before persuasion. It's a fresh perspective on communication that applies just as much in everyday life as it does in the boardroom. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Whether you're negotiating a business deal, discussing finances, or navigating everyday disagreements, the ability to communicate effectively can change the outcome.In this episode of The Agent of Wealth, the Bautis Financial team discusses another book in their Book Club series: Never Split the Difference: Negotiating As If Your Life Depended On It–Unlock Your Persuasion Potential in Professional and Personal Life by Chris Voss and Tahl Raz.The book explores the psychology behind successful negotiations and reveals how techniques used by FBI hostage negotiators can be applied to everyday conversations — from business decisions and client relationships to personal interactions. Rather than focusing on winning arguments, Chris Voss emphasizes the importance of understanding people, building trust, and creating better outcomes through effective communication.In this episode, we discuss:Why negotiation is less about convincing others and more about understanding their perspective.How tactical empathy, labeling, and mirroring can help build trust and improve conversations.Why emotions play a major role in decision-making and how to navigate them effectively.The importance of asking better questions to uncover challenges and create stronger commitments.How negotiation strategies can apply to financial planning conversations with clientsAnd more!Tune in for a conversation about one of the most influential books on persuasion and human behavior.Resources:Episode Transcript & Blog | Never Split the Difference: Negotiating As If Your Life Depended On It–Unlock Your Persuasion Potential in Professional and Personal Life | Bautis Financial: 8 Hillside Ave, Suite LL1 Montclair, New Jersey 07042 (862) 205-5000 | Schedule an Introductory CallWant to be a guest on The Agent of Wealth? Send us a message on PodMatch, here: https://tinyurl.com/mt4z6ywc

You can do anything. But you can't do everything all at the same time. So why do so many firm owners keep trying? In this AMMA episode of The Game Changing Attorney Podcast, Michael and Jessica Mogill tackle questions that all circle the same problem: spreading yourself too thin and expecting elite results. From personal brand building that never seems to pay off, to years that vanish on autopilot, to firm initiatives that stall because no one can focus long enough to finish them. The through line is clear: the fastest path to growth is doing fewer things with far greater intensity. Here's what you'll learn: Why building a personal brand with the intent to monetize it immediately almost always backfires (and what to do instead) How to break out of "NPC autopilot mode" using weekly reflection prompts that force honest self-assessment Why the best results in business come from serious, singular commitments rather than surface-level effort across five priorities If you want to see results faster, stop adding and start subtracting. (00:00:00) Introduction (00:07:10) Show rec: Dark on Netflix and the case for deep commitment (00:09:07) Surface-level investment, surface-level payoff (00:12:30) Three types of GCA episodes (00:13:13) Q1: When does personal brand work start paying off? (00:15:22) The "high school club collector" trap (00:16:29) Doing fewer things with higher intensity (00:17:42) Q2: Where did all the time go? (00:18:41) The NPC autopilot phenomenon (00:20:28) Weekly reflection prompts to stay intentional (00:22:24) Q3: Why you can't run three major initiatives at once Links & Resources: Dark (TV series) Learn what sustainable growth can look like for your firm at crispcoach.com. Do you love this podcast and want to see more game changing content? Subscribe to our YouTube channel. Past guests on The Game Changing Attorney Podcast include David Goggins, John Morgan, Alex Hormozi, Randi McGinn, Kim Scott, Chris Voss, Kevin O'Leary, Laura Wasser, John Maxwell, Mark Lanier, Robert Greene, and many more. If you enjoyed this episode, you may also like: 450. AMMA - When Hiring Smart People Makes You Dumber 349. AMMA - The Leadership Shift: Building a Firm That Doesn't Depend on You 288. AMMA - The Art of Being Decisive

What if the very thing that made you a great lawyer is the thing preventing you from building a great firm? On this special mashup episode of The Game Changing Attorney Podcast, Michael Mogill sits down with Justin Chopin of Chopin Law Firm, Alex Limontes of Hurst Limontes LLC, Lawrence LeBrocq of Garces, Grabler & LeBrocq, and Charlyn Ho of Rikka Law Group. Together, they share how they stopped trading time for dollars and built scalable, multimillion-dollar firms on their own terms. From ego checks and data-driven marketing to AI adoption and community-first branding, these law firm owners reveal the mindset shifts and systems that set them apart. Here's what you'll learn: Why removing yourself from day-to-day operations is the fastest path to firm growth How data-driven marketing and strategic community activation outperform gut-feeling ad spend What proactive AI adoption looks like (and why firms that ignore it risk extinction) (00:00:00) Introduction (00:02:44) Justin Chopin: Betting on Yourself and Building a Firm from Scratch (00:09:38) Growing Through Leadership, Hiring, and Team Culture (00:18:45) Leading Through Crisis and Investing in Your People (00:29:42) Alex Lamontes: Building a Mission-Driven Brand (00:42:10) Scaling with Data, Partnerships, and Community Impact (00:56:31) Lawrence LeBrock: From Trial Lawyer to CEO (01:07:35) Creating a High-Performance Culture Through Accountability (01:13:26) Embracing AI and Leading Organizational Change (01:20:36) Charlyn Ho: Building an AI-First Law Firm (01:35:26) The Future of Legal Innovation and Entrepreneurship (01:45:44) Final Thoughts and Takeaways ---- Links & Resources: Justin Chopin, Chopin Law Firm Alex Limontes, Hurst Limontes LLC Lawrence LeBrocq, Garces, Grabler & LeBrocq Charlyn Ho, Rikka Law Group ---- Learn what sustainable growth can look like for your firm at crispcoach.com. ---- Do you love this podcast and want to see more game changing content? Subscribe to our YouTube channel. ---- Past guests on The Game Changing Attorney Podcast include David Goggins, John Morgan, Alex Hormozi, Randi McGinn, Kim Scott, Chris Voss, Kevin O'Leary, Laura Wasser, John Maxwell, Mark Lanier, Robert Greene, and many more. ---- If you enjoyed this episode, you may also like: 477. Mike Brown - The Nitty Gritty of AI 431. Rory Baden - Branding Secrets Your Firm Needs to Scale 451. Firm of the Year Winners - Growth Secrets From the Best of the Best

Unlocking Weight Loss: 80 Bites and Hormone Balance Revolution 80bites.com Physicalmindinstitute.com About the Guest(s): Joan Breibart is the distinguished owner of the Physical Mind Institute, renowned for her pioneering work in spreading the Pilates movement globally. She initiated the Institute for the Pilates Method in 1991, creating the first Pilates certification program and various educational materials that helped transform Pilates into the leading exercise modality it is today. With a background in publishing at Scholastic and a vast entrepreneurial journey through Creative Book Services and the beauty business, Joan Breibart’s innovative contributions, including nine patents, underscore her dedication to improving health and wellness. Episode Summary: In this enlightening episode of The Chris Voss Show, host Chris Voss engages in an intriguing conversation with Joan Breibart about her revolutionary approach to diet and wellness through her book, “80 Bites: The Real Science of Hormones, Eat Less, Lose More.” The discussion delves into Breibart’s impressive role in the global Pilates revolution and her data-driven insights into health and wellness that challenge long-standing mantras of diet culture. Essential perspectives are shared on the importance of portion control, hormone balance, and practical wellness strategies. Joan Breibart takes listeners on an educational journey, debunking myths around traditional weight loss concepts and shedding light on the media’s reluctance to report the true state of national obesity levels. Highlighting the ineffectiveness of the conventional “eat healthy, exercise more” mantra, Breibart introduces “80 Bites” as a practical, portion-controlled approach that mimics traditional eating habits from the ’40s and ’50s, focusing on quality meals, and mindful consumption without the need for constant snacking. Her comprehensive insights advocate for a mindful connection between eating practices and hormonal health, utilizing modern science to support lasting wellness. Key Takeaways: Joan Breibart explains that the traditional “eat healthy, exercise more” paradigm is flawed, promoting her “80 Bites” method as a sustainable solution to manage weight and enhance wellness. The shift away from Body Mass Index (BMI) to waistline metrics as an obesity indicator reflects the growing understanding of visceral fat’s impact on health. The episode discusses the surprising truth about past eating habits, countering the narrative of wholesome, year-round fresh eating with the reality of limited portion sizes and fewer exercise routines in previous decades. Joan highlights how portion control and proper eating techniques can reset hormonal imbalances in the stomach, essentially helping reduce needless hunger and snacking. The “80 Bites” app provides practical tools to guide users toward these healthier eating habits by focusing on mindful consumption and nourishment. Notable Quotes: “The real problem is not exercise…the real problem is this mantra that’s been around since the ’60s… ‘eat healthy, exercise more.'” “Eat only what you like, and eat less often. It’s about the quality and the quantity being appropriate for your body.” “The truth is, what has changed is not exercise, but the amount and frequency of our eating.” “When they get to 26 bites and it starts to yell at you…they’re gonna find out, if you’re 70% of America, that you’re just beginning.” “This is not about calories…it’s about quantity, hormones, and hunger.”

What separates automotive sales professionals who merely show up from those who consistently dominate their market? "Everyone is a customer until they're not." - Stacey Orlowski In this episode of the Millionaire Car Salesman Podcast, Sean V. Bradley sits down with Stacey Orlowski, an accomplished automotive sales professional whose success is rooted in discipline, purpose, and an unwavering commitment to improvement. Stacey breaks down why identifying your "why" can completely transform your performance, especially during the difficult days when motivation alone is not enough. Drawing inspiration from elite performers like Tom Brady, he explains how hard work, a positive mindset, and consistent execution can help sales professionals reach levels they once believed were impossible. "A goal and a dream are two very different things. A goal has time and accountability. A dream, that's not real." - Stacey Orlowski Sean and Stacey also dive into the real-world strategies that drive automotive sales, from converting showroom walk-ins to maximizing Internet leads. They explore how communication, customer rapport, and a genuinely customer-focused approach can separate top performers from everyone else. You'll also hear how Stacey's transition from law enforcement into automotive sales gave him a unique set of skills that translated powerfully to the showroom floor. His journey proves that your previous experiences can become a competitive advantage when paired with the right mindset and process. "No is a good thing because it's a way for you to get to yes." - Stacey Orlowski Whether you are entering automotive sales for the first time or searching for the breakthrough that will take your performance to the next level, this episode provides a practical roadmap for strengthening your mindset, improving your customer interactions, and maximizing every opportunity. Success begins with knowing why you started, but reaching the top requires knowing exactly what to do next. Listen now to discover the habits and strategies that can help you achieve automotive sales excellence. Key Takeaways: ✅ The significance of identifying a personal 'why' can drive motivation and focus in sales, transforming what seems like a daunting process into an achievable goal. ✅ Transitioning skills from previous jobs, even those unrelated to sales, can provide unique advantages in understanding and engaging with customers. ✅ Understanding the psychological elements of sales, such as active listening and body language, can lead to more effective and successful customer interactions. ✅ It's crucial to treat sales as a relationship-oriented field rather than merely focusing on transactions to foster retention and referrals. ✅ Utilizing a balanced approach to different types of leads can help maximize sales opportunities and overall success. About Stacey Orlowski Stacey Orlowski is an accomplished automotive sales professional recognized as the number one Nissan salesperson in Louisiana. With a background in law enforcement and government contracting, Stacey has transitioned into the automotive industry, achieving extraordinary success, including selling over 50 cars in a month. His focus on mindset, ethical sales practices, and customer relationships underpins his achievements. Stacey's unique approach and relentless drive earned him a place among the top 25 best automotive salespeople in the nation, and he is currently a key member of the team at Royal Nissan.   Transforming Car Sales: Lessons in Mindset and Mastery from an Automotive Champion Key Takeaways: Embrace the Right Mindset: Transform success through a mindset that balances personal drive with ethical customer engagement. Maximize Every Opportunity: View every interaction as a potential sale and leverage diverse selling strategies effectively. Learn and Adapt Continuously: Cultivate skills from varied experiences and remain open to adopting new strategies to refine your selling process.   Unleashing Potential with the Right Mindset The hustle and bustle of car sales is not just about hitting numbers; it's about grasping the essence of what it means to sell cars effectively. Within a lively podcast discussion featuring Sean V. Bradley and star salesman Stacey Orlowski, a detailed portrait of the car sales industry emerges, focusing on mindset as the ultimate game-changer. Orlowski, based in Louisiana and a leader in Nissan sales, attributes much of his success to a powerful mindset. "Mindset before skillset," emphasizes Stacey Orlowski, echoing a key philosophy. The foundation of success in sales, as illustrated in the dialogue, requires more than mere knowledge or technical prowess. It's a holistic approach steeped in the recognition of one's own capabilities and relentless drive to serve customers responsibly. Orlowski's journey is a testament to embracing positivity and determination, drawing parallels with iconic figures like Tom Brady: "Tom Brady wasn't the fastest, but he worked the hardest," remarks Orlowski. This embodies the idea that relentless effort, aligned with ethical practices, results not merely in sales but in lasting client relationships—a crucial aspect both speakers highlight through real-world insights. Beyond aspirational thoughts, this perspective profoundly impacts how sales are conducted, from understanding customer needs to showcasing empathy. It's a human-centered approach that transcends transactional interactions, paving the way for sustainable success.   Optimizing Sales Techniques for Maximal Impact One enlightening insight shared by Orlowski centers around the strategic engagement of sales opportunities. Every customer, refers to Orlowski, is a chance for conversion: "Everyone is a customer until they're not." This conviction lays the groundwork for actionable strategies that turn potential interests into concrete sales. Through consistent processes, he demonstrates the balancing act between pursuing floor 'ups' and nurturing online leads. This approach acknowledges that while internet leads offer one pathway, each interaction possesses the potential for success when cultivated properly: "Catch the effort and apply it toward every single opportunity you get," emphasizes Orlowski. This technique harnesses a broad spectrum of sales methods, integrating walk-ins and internet inquiries seamlessly. Orlowski attributes part of his success to thorough needs assessments, understanding customer pain points, and leveraging insights to match them with appropriate vehicles. This thoughtful evaluation system ensures a match between client needs and sales pitches, significantly enhancing the likelihood of successful outcomes. For Orlowski, the art of engagement involves an intricate dance of empathy and inquiry—listening deeply and tailoring responses to foster trust and, eventually, loyalty.   Continuous Learning and Adaptability: The Cornerstones of Sales Mastery In dissecting Stacey Orlowski's unmatched success, one theme stands paramount: the pivotal role of continuous learning and adaptation. Throughout the exchange, Orlowski's conversation reflects a persistent thirst for knowledge, grounded in a diverse professional backdrop, from corrections to government contracting, translating into a unique understanding of human psychology in sales. "My life experiences…have been essential in my success right now," notes Orlowski, signaling the value in embracing diverse learning opportunities. The dialogue references books like "Never Split the Difference" by Chris Voss as tools to refine negotiation tactics, illustrating how ceaselessly seeking wisdom outside one's comfort zone fosters transformation. Adjusting one's sales pitch to align with customer psychology showcases a nuanced balance between steadfastness and flexibility. For Orlowski, this adaptability encompasses not taking rejection personally—viewing "no" as a gateway rather than a barrier, reinforcing a mindset resilient to setbacks but open to modification and growth. With broader industry implications, this theme captures a universal truth: cultivating adaptability and a hunger for learning equips sales professionals to thrive, not just survive, in an ever-evolving marketplace.   By encapsulating these interconnected ideas of mindset, strategic engagement, and adaptive learning, the vibrant exchange between Sean V. Bradley and Stacey Orlowski offers profound insights into mastering the art of car sales. In the relentless drive to improve and innovate, these principles lay the foundation for reshaping how professionals approach not only their craft but the evolving needs of their clients.       Resources + Our Proud Sponsors:   ➼ Podium: The AI Platform Powering the Modern Dealership. From instant lead response to seamless test drive scheduling, Podium's AI Employee Jerry works 24/7 to turn every lead into a conversion, so your team can focus on closing. Trusted by thousands of dealerships nationwide and proudly featured on the Millionaire Car Salesman Podcast. Learn how Podium can help you sell more cars, book more service appointments, and grow your dealership. Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership's sales to new heights. Visit www.podium.com/mcs to learn more!   ➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills. Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market. If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today! ➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up. Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth. From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability. ➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management. In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement. Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.

Unlocking Self-Storage Success with AI and Community Support With Joe Downs Storagemoguls.ai/ Belrosegrp.com About the Guest(s): Joe Downs is the CEO and co-founder of Bellrose Storage Group and Storage Moguls, as well as the host of the Successful Idiots podcast. An entrepreneurial powerhouse, Joe manages seven different business entities that span self-storage acquisitions, media, and consulting, primarily based in the Philadelphia suburbs. Leveraging his expertise, especially in the self-storage industry, Joe aims to revolutionize the way people learn about and enter the self-storage business through innovative uses of AI and community building. Episode Summary: Explore the Innovative World of Self-Storage with Joe Downs In this engaging episode of The Chris Voss Show, host Chris Voss converses with Joe Downs, a dynamic entrepreneur and the mastermind behind Bellrose Storage Group, Storage Moguls, and the Successful Idiots podcast. Joe shares his journey into the world of self-storage, where he has successfully led ventures that redefine traditional business models with the help of artificial intelligence and vibrant community engagement. Joe elaborates on the concept of Storage Moguls, a platform designed to teach individuals the art of acquiring and managing self-storage facilities. He discusses how the platform offers a unique approach in an era dominated by free information, focusing on experience, relationships, and community rather than outdated mentorship models. By providing educational media supported by AI, Joe enables learners to absorb knowledge through their preferred learning styles. Throughout the episode, he emphasizes the transformative role of AI in streamlining processes like market analysis and client communication in his industry, ensuring faster and more accurate outcomes. Key Takeaways: Joe Downs innovatively integrates AI into the learning and operations process of the self-storage industry, simplifying market analysis and client communications. Storage Moguls is a community-driven platform aimed at guiding novices in acquiring their first self-storage facilities using AI as a key facilitator. The education process in Storage Moguls is supported through varied forms of media to cater to different learning styles and enhance understanding. Joe and his team often advise against certain deals, providing guidance to ensure sound investments in self-storage ventures. His podcasts — Storage Moguls podcast and Successful Idiots — focus on industry insights and demystifying AI for both professional and personal use. Notable Quotes: “What are you paying for? You’re paying for experience, relationships, community.” “This is not a microwave business, it’s a Crockpot business.” “AI is incredible, but everyone has mental blocks. They open up Chat or Claude or whatever, and you look at it and you go, ‘I don’t know what to say.'” “We do more talking people out of deals than putting them in deals.” “The hardest is zero to one. That’s the steepest part of the learning curve.”

What if the quality your team calls "intimidating" is the same thing responsible for every result you've ever produced? In this episode of The Game Changing Attorney Podcast, Michael and Jessica Mogill tackle three listener questions about the uncomfortable truths of firm leadership: what to do when anonymous feedback calls you intimidating, how to stop letting partner consensus paralyze decisions, and why the partner who drives accountability always ends up labeled the villain. This conversation draws a clear line between high standards and bad behavior, and shows why getting to the truth matters more than being popular. Here's what you'll learn: Why seeking 100% partner consensus on every strategic decision is quietly stalling your firm's growth How to hold exceedingly high standards and still create a culture where your team tells you the truth What "disagree and commit" looks like in practice, and why it builds more trust than endless debate If your firm's best ideas keep dying in committee and your team's real feedback never reaches you, this episode explains exactly why. (00:00:00) Introduction (00:01:52) The World Cup and Being a Fan (00:05:51) Maturity Is Recovery Time (00:09:59) Q1: My Team Calls Me Intimidating (00:12:26) High Standards and Kindness Coexist (00:14:28) Not All Feedback Deserves Action (00:16:11) Q2: My Leaders Resent My Decision (00:17:31) Why Full Consensus Stalls Growth (00:20:49) Disagree But Commit (00:21:34) Q3: I'm the "Bad Guy" Partner (00:24:35) You Don't Have to Be Loved (00:26:08) Wrap Up Links & Resources: Radical Candor by Kim Scott FIFA World Cup 2026 Learn what sustainable growth can look like for your firm at crispcoach.com. Do you love this podcast and want to see more game changing content? Subscribe to our YouTube channel. Past guests on The Game Changing Attorney Podcast include David Goggins, John Morgan, Alex Hormozi, Randi McGinn, Kim Scott, Chris Voss, Kevin O'Leary, Laura Wasser, John Maxwell, Mark Lanier, Robert Greene, and many more. If you enjoyed this episode, you may also like: 456. AMMA - Why It's Your Fault If Your Team Isn't Performing 375. AMMA - Stop Being The Bottleneck: Lead Your Firm Without Being Needed 284. AMMA - Elevate Your Leadership with Emotional Intelligence

What if the thing separating high performers from everyone else has nothing to do with skill? In this encore episode of The Game Changing Attorney Podcast, Michael Mogill revisits his conversation with Rich Diviney, retired Navy SEAL Commander and bestselling author of The Attributes: 25 Hidden Drivers of Optimal Performance. Rich reveals why the innate qualities that define how we show up under stress, challenge, and uncertainty are far more predictive of success than any resume credential or technical ability, and what that means for leaders building teams in high-stakes environments. Here's what you'll learn: Why the attributes that drive performance under uncertainty can't be taught the same way skills can, and how to develop them anyway How to identify what separates someone who thrives under pressure from someone who folds, long before the pressure arrives What the five categories of attributes (grit, drive, mental acuity, leadership, and team ability) reveal about your own performance profile and the teams you build If you've ever wondered what it actually takes to build a team that performs when things don't go as planned, this conversation is your blueprint. (00:00:00) Introduction (00:02:17) Rich's Navy SEAL Journey (00:06:26) Attributes vs. Skills (00:10:02) The Five Categories of Attributes (00:13:02) Commonalities Among Top Performers (00:14:37) How to Develop Attributes (00:16:10) Creating Environments That Bring Out the Best (00:19:54) The Neuroscience of Courage (00:26:59) Peak Performance vs. Optimal Performance (00:29:17) Understanding Narcissism as an Attribute (00:32:33) Insouciance and Marching to Your Own Beat (00:36:48) How to Use Your Assessment Results (00:38:52) Real-World Success Stories (00:40:12) What Being a Game Changer Means Links & Resources: The Attributes: 25 Hidden Drivers of Optimal Performance by Rich Diviney The Attributes Huberman Lab Podcast Navy SEAL Training Purdue University Learn what sustainable growth can look like for your firm at crispcoach.com. Do you love this podcast and want to see more game changing content? Subscribe to our YouTube channel. Past guests on The Game Changing Attorney Podcast include David Goggins, John Morgan, Alex Hormozi, Randi McGinn, Kim Scott, Chris Voss, Kevin O'Leary, Laura Wasser, John Maxwell, Mark Lanier, Robert Greene, and many more. If you enjoyed this episode, you may also like: 471. How Core Values Affect Leadership, Culture, and Fulfillment with Robert Glazer 366. How to Transform Your Business with Military Precision and Strategy with John Berry 62. John Maxwell - Leadership is a Verb, Not a Noun

Keith welcomes back Todd Drowlette, star of A&E's The Real Estate Commission, to help demystify commercial real estate for residential investors.  They explore which sectors are most resilient to disruption from AI, automation, and Amazon, why certain office and warehouse assets still work, and how service-based retail like nail salons and quick-service restaurants can offer durable returns.  Todd breaks down the basics and advantages of triple net (NNN) leases, key considerations in office-to-residential conversions, and how rising interest rates are reshaping commercial deals.  He also shares negotiation tactics from large commercial transactions that investors can immediately apply to their next rental property purchase. Episode Page: GetRichEducation.com/616 For access to properties or free help with a GRE Investment Coach, start here: GREmarketplace.com GRE Free Investment Coaching: GREinvestmentcoach.com Get mortgage loans for investment property: RidgeLendingGroup.com or call 855-74-RIDGE  or e-mail: info@RidgeLendingGroup.com Invest with Freedom Family Investments.  For predictable 10-12% quarterly returns, visit FreedomFamilyInvestments.com/GRE or text  FAMILY to 66866  Unlock truly passive real estate income—visit flockhomes.com/GRE today to see if your properties qualify for a 721 exchange with Flock Homes. To get in the best physical, mental, and professional shape of your life, go to DanielThomasHind.com and apply for Daniel's intensive 1-on-1 coaching for burnt-out entrepreneurs and executives. Will you please leave a review for the show? I'd be grateful. Search "how to leave an Apple Podcasts review"  For advertising inquiries, visit: GetRichEducation.com/ad Best Financial Education: GetRichEducation.com Get our wealth-building newsletter free— GREletter.com  Our YouTube Channel: www.youtube.com/c/GetRichEducation Follow us on Instagram: @getricheducation Complete episode transcript:   Keith Weinhold  0:01   Welcome to GRE. I'm your host Keith Weinhold. We're talking with the star of the A&E show, the Real Estate Commission today. What real estate sectors are safe from AI, robots, and Amazon disruption? How many deals on the commercial side are still going to implode due to mortgage rates resetting higher? And some of the best negotiation techniques from $100 million deals that you can use in your own deals, and more today on Get Rich Education. You know, Mid South Homebuyers, that top Memphis turnkey provider. I learned that a secret weapon behind their explosive growth is more than just you buying their properties. It's an executive coach. For nine years now, their CEO Terry Kerr and his COO Pat Nix have worked privately with a coach who I've now learned from too, and he doesn't market himself online anywhere. After 12 years behind the scenes, that coach is now making himself available exclusively for GRE listeners, his name is Daniel Thomas Hind. If you're a hard-charging business owner or investor who wants to get in the best shape of your life, physically, mentally, and professionally, you can fill out an application for a free consult. This is private one-on-one coaching for those willing to go to uncommon lengths to achieve uncommon results. Thanks to Daniel, we've all become better leaders, better operators, and better men. It started by showing up for ourselves. Now it's your turn. Go to DanielThomashHind.com. H-I-N-D. That's DanielThomashHind.com and sign up before spots fill. What if you got your mortgage loans the same place I get mine? You sure can at Ridge Lending Group NMLS 42056 They provided GRE listeners with more loans than anyone because Ridge specializes in investment property. They'll help you build a long-term plan for growing your real estate empire with leverage. Start your prequal and even chat directly with President Caeli Ridge. While it's on your mind, start at ridgelendinggroup.com. That's ridgelendinggroup.com.   Speaker 1  2:19   You're listening to the show that has created more financial freedom than nearly any show in the world. This is Get Rich Education.   Keith Weinhold  2:35   Welcome to GRE from Peoria, Illinois to Peoria, Arizona, and across 188 world nations. I'm Keith Weinhold, and you're listening to Get Rich Education. Though we're a show centered on how to build wealth through residential real estate investing, today we're talking mostly about the commercial side with a guest that's more comfortable investing in commercial real estate than he is residential. We'll learn why. He is the star of the new real estate show called the Real Estate Commission that airs on A&E Network. Todd Drowlette, because he was here with us last year shortly before the show debuted, and he had so many interesting things to tell us then. That's why he's back. Now we know that residential real estate is positioned well at surviving the boom in artificial intelligence's influence because everybody still needs a place to live. You can't download a kitchen or living room, and a chatbot can't replace a roof. But some types of commercial real estate are vulnerable to AI. I'm going to ask Todd which types and businesses are the most resilient to survive AI, robots, and Amazon, because there surely are some. He does a good job of making commercial real estate approachable to those that have never invested in it before.   Keith Weinhold  3:59   Contrary to the narrative, he also likes to talk about why office real estate is not dead. Occupying both worlds, I will ask him about office to residential conversions and also get his take on what is happening with commercial loans because apartment investors have been feeling the pain ever since mortgage rates doubled and nearly tripled in 2022. I'll ask about commercial loans blowing up and just how much more of that is expected to happen because the pain is certainly not over there. Let's meet this week's guest. A series on A and E Television and streaming launched last year called The Real Estate Commission, and it's going well enough that it's gearing up for season two. The star of that show is with us today. He was with us last year just before the show debuted, and that's when he shared all kinds of interesting insights with us, like why. A gas station is on a certain side of the road. He's perhaps the most prolific commercial real estate broker in the nation. He's managing director at Titan Commercial Realty Group in New York, closing deals totaling over $2 billion all across commercial real estate sectors. He's represented everyone from local startups to national reits. Hey, welcome back to Get Rich Education, Todd Drowlette.   Todd Drowlette  5:26   Thank you so much for having me back. I appreciate it. It's always great to talk to you.   Keith Weinhold  5:30   Yeah, same. It was so interesting when you were here last year, and I do want to ask you about how it's going with the A and E show later. Most of our listeners own single family rentals or small multifamily, and I think the commercial side, Todd. Frankly, it it intimidates some people. I know I've thought of it that way before. What are some of the misconceptions that the residential side seems to have about the commercial side?   Todd Drowlette  5:56   So a big misconception is that you have to be smart to do it. You certainly do not. A lot of people also think you have to already be a multimillionaire to do it, right? So the same way with residential, there's levels to it. There's levels to commercial real estate. So I say there's pros and cons, right? So in commercial real estate, if you have an office building or a shopping center or a ground lease, you rent to a McDonald's, whatever. You don't get phone calls at two in the morning saying my hot water tank just exploded, my furnace isn't working. So you still get property management calls, but they're typically from you know Monday through Friday, nine to five type of thing, and you don't need millions of dollars. People think you do. It's like you can buy a small two or three tenant office building or a two or three tenant retail shopping center, maybe something has a nail salon, hair salon in it. Depending on the market you're in, that could be a couple $100,000 to buy. If you're in a tertiary town in the United States, if you're in a major metro, it could be a million, 2  million bucks. But the rent is commiserate with what you're paying. So if you can make an 8 or 10% return, a lot of banks will finance startup people as long they're looking in commercial at the quality of the tenant and what the lease is. So you could have no experience, but if you're going to rent to a Hertz rental car, a Starbucks, a McDonald's, even if you personally have like say a 750 credit score, it's decent. It's not a perfect credit score, but you're financeable. They're lending in commercial real estate based on the credit and the length of the leases, not necessarily on your own financials. And a lot of people don't realize that, and they think, "Oh, bank's never going to approve me because I've never done commercial real estate before. Well, nobody's ever done anything until they do it, right? So as long as you start small, banks will lend to people, you know, on smaller things, there's a ton of pros to being in commercial real estate compared to residential. There's less competition. It's easier to repeat deals because once you know one tenant's looking for something, then you can find the next thing they're looking for, and it's a small knit group. You know, if there's 3 million real estate agents in the United States, I would say across the entire country, maybe 10,000 of us are commercial real estate agents.   Keith Weinhold  8:05   Yeah.   Todd Drowlette  8:06   So if you get into commercial, once you get into that network of people with a deal with the tenants and the whatever, you know, if you're in, you're in. If you're out, you're out. That was a very long answer to a very short question.   Keith Weinhold  8:16   Well, some people even have one of the same hangups about residential real estate investing-they think just to buy income property takes an awful lot of money, not realizing you can start with a single-family home of less than 300k or even less than 200k still today and make a small down payment on it. And you know, Todd, I think one thing that refines commercial real estate for some people and piques interest among residential investors is one of the first things that they learn when they're finding out about commercial real estate investing is the triple net lease. Oftentimes, you see that abbreviated NNN out there, and how that can make things somewhat more hands off for that commercial real estate investor. So, can you tell us about triple net leases?   Todd Drowlette  9:00   I sure can. Number one, the funny thing about triple net leases: none of the three things the N's represent start with an N. So your triple nets are literally your real estate taxes, your insurance, and your commonary maintenance. None of which start with an N. Yet it's called N N N.   Keith Weinhold  9:14   It's kind of like reading, writing, and arithmetic. The 3r is what only one of them starts with an R. It's a terrible acronym, but yes.   Todd Drowlette  9:22   Exactly. So there's different types of triple net properties. So essentially, a triple net property, unlike most residential, where you're responsible, you get X amount of rent, and then out of that rent for your income, you're going to subtract out your school tax, your property tax, your property insurance, liability insurance, you know, snow plowing, lawn mowing, all that type of stuff, right? So triple net properties, you have absolute net properties, which is the best thing you can own from a landlord's perspective. Those are things that are called absolute ground leases or an absolute net lease. Typically, you'll see those in like many gas stations. Will be that a lot of McDonald's. Deals are that where essentially you own a piece of property, you buy a piece of property, and you go here. You have X amount of time to put your building up, do construction, get your approvals. You're going to pay me X per month in a ground rent. You build your own building, you own your own building, you're responsible for it, and I just own the dirt. And those are typically 10 to 20 year leases with options. The downside of a triple net ground lease is you can't depreciate anything because it's just ground, right? So you don't get the depreciation you get with other properties, but you have no risk other than the credit of the tenant. So if you're signing a lease with the United States Postal Service and it's the federal government, you know you're getting that. Those will trade typically about one percentage point higher than U.S. Treasuries because there's very, very little risk in it. But there is some risk, so as an investor, you need a little bit better return than the guarantee of a U.S. Treasury.   Todd Drowlette  10:54   Then you have roof and structure triple net properties, where basically, okay, the roof and the structure I'm responsible for as the landlord. Anything inside of that, or you're responsible for, and then the tenants pay the proportionate share of, like I said, the taxes, the snow plowing, whatever. If that's a multi-tenant building, then you run the risk. Oh, tenant moves out as the landlord, you got to pick up that percentage. If if you have a 10,000 foot building and someone's in 2000 feet and they move out, well, now you're responsible for 20% of that tax and CAM and insurance bill until you replace it with a new tenant. But typically, if you're investing in small strip centers, smaller office buildings, which people say office is dead, I've made a fortune in office. Office is not dead. You just have to own the right office in the right place. A lot of downtown offices are dead, where they're moving to the suburbs for drugs and a lot of other issues. But typically, you know, strip centers today, people are buying those for 8% returns to as much as 10, 12% and a lot of times they're vacancy. That's upside you can add into it as well. But again, these are all things that you can get into for a couple $100,000 down, and there's way more room for error than people think there is. As long as you have a professional that's looking at the lease for you before you buy it, you know you just want to make sure the guarantee is on the lease that you have corporate guarantees. But typically, if a bank will finance it, they're also looking at that. But it's not as scary as people think it is, and it's really a strong alternative to investing in single-family homes. Not that I'm knocking single-family homes. There's pros and cons to literally everything you do in life, as you know. 100.   Keith Weinhold  12:28   A triple net lease, where in commercial property the tenant covers three main expenses or nets: property taxes, insurance, and the maintenance and repairs. And in a lot of the situations, like Todd is describing, that really leaves landlords responsible for little more than the mortgage, really increasing the passivity here. And you know, tenants that are willing to shoulder a triple net lease, I don't think of them as taking on those extra costs for nothing. I think about it is in exchange, tenants typically pay lower rent then, and the tenant also gets more control over the property in a triple net arrangement.   Todd Drowlette  13:08   That's a generally safe thing to say, but I hate saying this. I can't believe I'm even saying this, but you know they say location, location, location. So it really depends on the market. The biggest mistake people make to go, oh, I get asked all the time, should I invest in land? I'm like, hell no, raw land. I go when I develop stuff, I have a use for it. Once I get the approvals, then I'll close and buy the land. Land banking stuff and just going and buying land and hoping it goes up in value. I have a number one rule that I always say to people, and it's anytime you can buy $1 for 50 cents, you buy it, but you don't buy property for $1 hoping it goes to $2 because there's no guarantee that that'll happen. In raw land, you know you have a guaranteed. You're paying taxes every year, so just paying taxes on something that's also not returning you anything is a terrible investment, in my opinion. You're speculating. If you want to speculate, just go to the casino, play roulette, pick black or red, and you have roughly a 50-50 shop minus the three greens, but there's a lot easier ways to make money than buying raw land. But shopping centers, triple net properties, there's definitely ways for people to get into that that are much lower risk, and they're not as scary as you'd think. And many banks will finance them.   Keith Weinhold  14:18   Now, if you had to buy one commercial asset today, what would that be? I know that might depend on some factors, but generally, I've got to say, industrial comes to mind for me as one of the hottest commercial real estate asset classes in quite a while.   Todd Drowlette  14:32   So I would pick two strategies. One would be high bay warehouse, whether it's specifically industrial or just warehouse, but things with high ceilings, open floor plans, like you know, a 20,000 foot warehouse, 30,000 feet, something in that range, that a lot of people want that type of use. Warehouse rents have been increasing way faster than office or retail rents have been in the same markets. And as things get more and more automated, you still need to ship stuff. You still need to. Stuff you still need to get things to people's houses, so with the whole AI boom and the crazy things that are happening, I think there's going to be a lot fewer people with jobs sooner than people realize. But I do think the warehouse is a good thing to be invested in, especially if it's on main streets. It could be retail, could be warehouse, could be whatever. The second thing I'll say that's very low risk are any businesses that Amazon can't compete with you for. So, a small strip center that's two or three tenants, that's a hair salon, a nail salon, service type business, retail tenants, because it's a turnover business. So, like nail salons, they're never going to come to your house and do your nails unless you're a billionaire, because they can make more money with people coming to them in back-to-back appointments. So any type of service business tenant that you can have, and typically nail salons, hair salons, they don't usually go out completely. Usually, if they don't want to do it anymore, they'll sell the business to somebody else, and you keep a tenant. From an ownership standpoint, there's very low turnover and having to pay new brokerage fees or do give tenant fit-ups or free rent to like get their business up and running. So I would either go high bay warehouse with loading docks like 18 foot, 20 foot or higher ceilings, open floor plans, overhead doors, 20, 30,000 square feet, or two or three tenant strip malls with high traffic counts, good suburban locations that have service type businesses. Those are your two. Would be very hard to lose as long as you don't overpay when you buy them.   Keith Weinhold  16:25   This is such an interesting thing to say when you think about a resilient business, something that can't easily be disrupted by AI or Amazon, which something like a nail salon would fit into. Tell us about some of those other types that might fit into a small retail center that are resilient that way.   Todd Drowlette  16:45   End caps, so any kind of like a Popeyes, a McDonald's, anything that's drive-through or food. Even you're starting to see, you know, the Tesla robots, and you're seeing more and more of that. However, people will still buy the food. So whether the employees are actually still in there, it's all robots. They still physically need a place that's close and convenient for people to drive to, or even the food delivery apps. Like a lot of the retail restaurants now are telling me 30, 40% of their orders are delivery through like Uber Eats and whatever. But those are great tenants to have because they're still making money, and as the world's changing, they're adapting. And I want tenants that adapt to the changing world. And honestly, they can afford to pay more. This is terrible. But from a strictly landlord perspective, the fewer employees they have, you don't have workers' comp claims, you don't have the insurance, you don't have all those things. The more you can afford to pay rent to landlords. So as the world's changing, those type of retail, small strip centers, end caps, fast food, QSR type food, quick serve retail. Those are definitely things that I would be considering if I was someone getting into this, and they're things that I also own. So I always recommend what I would do myself.   Keith Weinhold  17:55   Right, and with that commercial tenant, if they're serving fast food, yes, it's not like their customer has to physically show up there at that business for that business to thrive.   Todd Drowlette  18:06   And actually, if you have them as a tenant, because of the delivery, like with a drive-through, you're typically only working off one or two miles. But Uber Eats or these other meal services, they're now going out five, six, even seven miles in some places. So that actually means their sales could be higher. And another thing I didn't mention, but now I'm thinking, a lot of restaurant tenants will pay a percentage rent. So actually, as their sales go up, even though there's not more infrastructure, you know, strains from more customers coming in and out of your property, as they're doing the meal delivery, you're actually potentially be getting cut of that as a landlord with percentage rent, which is a thing that doesn't exist in residential real estate, obviously, there's multiple streams of income for triple net properties at times when you have percentage rent that doesn't exist in warehouse, where it's in retail. It doesn't exist in office, doesn't exist in warehouse, doesn't exist in residential. So that can be a nice bonus, and you see that with supermarkets, restaurants, different types of retailers pay percentage run.   Keith Weinhold  19:05   Okay, so in a sense, Todd, we've been talking about going against the flow, if you will, in being in businesses that are resilient toward disruption from AI or Amazon. But while we're talking about industrial real estate, warehouses do come to mind for me soon afterward, I think generations ago maybe industrial had the connotation of a dirty factory. But today, when I think about warehouses, I think about Amazon fulfillment centers or AI data centers. So, what is the business like for investing in those sort of warehouse deals, and how do those deals even get put together for these warehouse types.   Todd Drowlette  19:42   So you have two types. So you have people who do spec building. So there's guys that will go out and say, "Hey, I'm in the warehousing business, and they'll go through. They'll get approvals and they'll say they'll buy 10 acres, 20 acres, 30 acres, and they'll say, "Okay, we're going to." Put I'm making this up. 500,000 square feet of warehouse on this. They'll go get approved, but they basically will put up a spec building of 40,000 50,000 feet, and then they'll lease it. Depending how long it takes them to lease it, then they'll build the next one. Once you kind of have one building up, it's much easier to prelease. If you just have a piece of dirt and say, hey, I'm going to do a warehouse building here. Unless you have a direct in specifically with Amazon, and they're like, hey, we need to be in Skoda, New York, you know, at this exit within 10 miles of that. And it's like anything. Once you do something for someone once, they're working across the whole country. So if you're particularly good in a specific region as developer, they will often say, "Hey, find me a spot here, here, because they're in the business of getting open and running data centers. They don't care if you're making a profit on the real estate, and they're not set up to locally go through the approvals, know the politicians, know the process, that whole thing. So there's opportunities like that. If you don't know anyone from a hole in the wall, if you have a big piece of property and you start with whatever you're comfortable with to spec out a warehouse, 10,000 feet, 5000 feet. See how long it takes. Do you lease that in six months? Does it take three months? Does it take a year? And then you can kind of take some of the profits from that, either refinance, or if you have a construction loan, then build the next one, build the next one, and build the next one. You can kind of build out as the demand comes along.   Keith Weinhold  21:22   You're listening to Get Rich Education. We're talking to the star of the A and E show, the Real Estate Commission, Todd Drowlette. So much when we come back. He's going to update us on what's happening with office to residential conversions, how much higher interest rate pain is still going to surface in some of these deals, and a negotiation tactic or two that you can use for your own residential deals. I'm your host Keith Weinhold. Flock Homes helps you retire from real estate and landlording, whether it's one problem property or your whole portfolio, through a 721 exchange, deferring your capital gains tax and depreciation recapture. It's a strategy long used by the ultra wealthy. Now, mom and pop landlords can 721 the residential real estate request your initial valuation. See if your properties qualify at flockhomes.com/gre. That's flockehomes.com/gre. Let me ask you something: If you've worked hard to build wealth, is your money positioned to actually support your goals? A lot of accredited investors leave capital sitting in cash because it feels safe, but inflation and missed income opportunities can quietly erode its value. Freedom Family Investments offers freedom notes for investors seeking structured income backed by real estate. It's a straightforward approach built on real assets, not speculation. And full disclosure, I'm an investor myself. What I like is that their team walks you through how it all works, so you can decide if it aligns with your portfolio and income goals. Every investment carries risk, and nothing is guaranteed, but with a track record of consistent, on-time investor payouts, they built real credibility.   Todd Drowlette  24:15   Well, I'll tell you about some of the pitfalls, and I'll tell you the huge opportunities. If you have office buildings that are vacant, you know, particularly in downtown municipalities like in Albany, New York, you know, our state capital in New York. Politicians and the government right now are creating a lot of incentives to convert those, where they're putting up grant and giving away millions of dollars to private developers that you don't have to repay. So there's a huge opportunity to have people take on a lot of the risk for you to do it. Some of the pitfalls people get into are you want to pick the right office building to do it for. So you want to a make sure that that office building either has on site parking garages or on site parking because I've seen people try to do it and that. Downtowns where there's no parking, and you can put a lot of money in a building with no parking. And if you're not in New York City, where people are used to, and you're competing against suburban apartments, that's a tough sell. So that's number one. Number two, for whatever reason, people really want in office buildings and downtown settings floor-to-ceiling windows. So you really want to pick office buildings that already have floor-to-ceiling windows because it can be very expensive. If you get over three floors, it can be very expensive to cut out windows and make them larger. And another, this is a huge money potential pitfall if you're not careful. Many municipalities and states have different codes for elevators for residential buildings than they have for office. It makes no sense to me, but office buildings. It has to do with fitting the elevator has to be large enough that you can get a stretcher if someone had a heart attack and needed to be wheeled out. Ah, for some reason, residential buildings require larger elevators, and if your shaft isn't big enough and your car isn't big enough. You could have a million dollars or more of an unexpected expense to either make the shaft bigger. Some buildings you can't even do it.   Keith Weinhold  26:08   Well, but if it was originally set up for-   Todd Drowlette  26:09   It doesn't make any sense either. This is new. If you have an office building that's 30 stories tall, people could have heart attacks in the middle of the day at the office. So how is that any different than if they're at home in an apartment and have a heart attack, so it doesn't make any sense to me why the code is different for the fire code. But in New York State, the fire code is different, and that can be astronomically expensive, or it can literally stop your project dead in the tracks if it just becomes cost prohibitive to do it.   Keith Weinhold  26:34   That's something that I never would have thought about. I generally like to see office to residential conversions revitalizing central business districts in our cities. You know, you talked about the parking before having less need for parking. If people can walk to work and where they work, that increases the walkability of an area. I like so many things about office to residential conversions, despite all the hardships and the pitfalls you have to avoid.   Todd Drowlette  27:01   Oh, they're great. You just want to make sure you're picking the right building. So my point is, if you have five or 10 vacant office buildings, mostly vacant office buildings, just make sure you're choosing the right one. And before you buy it, do your due diligence and go through with contractors and engineers and architects that understand all the codes and say, hey, the other positive thing that saves money in office conversions is most office buildings. If you have an elevator bank, typically have bathrooms directly across from the elevator bank, so water and sewer can be very expensive when you're running apartments. So having central lines going up through usually concrete floors can save you a ton of money in the design and the layout of how you place the units and do it around central bathrooms, but typically larger office buildings will have plumbing and sewer on different parts of the floor. So it just means you have to go less distance and it saves money. And a lot of office buildings, even older ones, have higher ceilings, which today is very desirable for apartments. So if you can have a building that has natural light, high ceilings, and you can get grant money to do it, that's definitely something people should look into. And even with a smaller building, I've seen people in New York people are converting 5000 foot office buildings into like five units. You know, there's money to be made. You just have to buy right. I always say, you know, if you can buy $1 for 50 cents. Buy it. Don't buy $1 and hope it goes to $2 A   Keith Weinhold  28:25   lot of these physical limitations, oftentimes in the office to residential conversion, and Todd in the residential world, oftentimes apartment buildings have been problematic. A lot of these syndicators have had their deals blow up because in 2022 or earlier they got five to seven year fixed rate debt. Those deals are coming due. The mortgage payments double, and a lot of times the operator just can't meet it, and it blows up. And apartment building values have been down about 30% nationally, largely for that reason, even though an apartment building owner gets a commercial loan, I still want to know from the commercial side and the commercial use type how much higher interest rate pain do you see that has surfaced and is still going to surface.   Todd Drowlette  29:17   So, I'll answer this by quoting my grandmother. She said, "Anytime you want to cook, whatever size pot you think you need, pick twice that size pot and start using that.   Keith Weinhold  29:29   Yeah.   Todd Drowlette  29:29   So I say the same thing when you're financing a deal or you're writing it out and seeing what your returns are. I always say to people, make sure that you have a big enough cushion in there for all the things you can never predict in commercial loans, there's a ton of guys that are about to lose their shirts, and you're starting to see it because, unfortunately, I don't know if it's true in residential real estate, but in commercial real estate, I've seen guys go from nothing to 50 million, 100 million, $200 million net worths, but I've also seen. Lose everything. So what happens in commercial real estate that you don't want to do is so many people say OPM, use other people's money, use other people's money, use other people's money, which is fine as a strategy. But what you don't want to do is cross collateralized loans. So if you have one property and then you go, oh, let me refinance that and then buy a next property and I'll refinance that and buy the next property, and then the bank's like, okay, we'll refinance that, but we're going to now tie all these properties together as one mortgage, or you're going to cross guarantee these properties. Right. The problem with that is, the people who do that strategy, if you started at that, you know, in 2021 when interest rates, you could get things at three and three quarters percent. Well, commercial loans are five-year loans typically, and they might have 20 or 20-five-year amortizations. So, unlike a residential mortgage that's a 15 or 20 or 30-year self-amortizing loan, they're not. At the end of five years, you have a balloon payment that you have to pay off. So, if interest rates are going down, that's amazing because if your tenants are the same, and even if your rents didn't change, and you bought something at 6% and now it's at 5% Your cash flow goes up significantly, and nothing happened other than your refinance. The problem is you have a ton of guys right now, guys, women, people that were financing stuff five years ago at three and three quarters, and now interest rates are hanging six and a quarter, six and a half, depending on the property, is might maybe seven. Same tenant, same everything. You're giving the keys back to the bank because you're broke now. Because all of a sudden you're financing, you squeeze too much out of the deal. I always say you can take on the in in or you can take on the out, but you can't have both. So when people are financing stuff, they just need to make sure. Like here's another thing I'll go off on. A lot of people will buy stuff with tax credits, and you see even with residential apartments, a lot of guys are financing that, selling people tax credits. Economies and things change and things move. If a deal is so tight that you need the tax credits to make the deal make sense, yeah, don't do the fricking deal because tax credits should be an added bonus. That's just, hey, that's a nice adding to the cushion. So many people have razor thin margins. They go, oh well, I do the tax credits. If I can get 70 cents on the dollar, this is how I make the money. I tell people I will have nothing to do with tax credit deals unless it's strictly a bonus. The deal has to stand on its own, and always assume in the course of five years interest rates could go up three points or down three points. Most people will not listen to me and will not do that. If you do that, you'll never get killed and you won't lose a property. It's super conservative, but there's enough money you can make, and if you buy it right, that's how you can afford to figure that spread in when you're financing something. But just so many people get greedy, and I just think back to my friend Bob Bear, who died. I met him when he was like 70-five. He was a billionaire, self-made, and he used to say to me, "It's not what you make; it's what you keep. And when people would ask how rich are you, he knew how rich he was. He would say, "I don't owe anybody in the world a dime.   Todd Drowlette  32:59   And to me, my entire strategy is I don't owe anybody in the world a dime. So I personally look at deals and say, out of my own cash flows, what can I buy? And instead of buying four properties a year, I might buy one property a year. But if I'm buying that and compounding my returns, I'm not paying interest to the banks. So it's just a different strategy. I sleep at night. I'm like the multimillionaire next door. I don't live extravagantly. I don't drive Ferraris and Rolls Royces. That's just not my thing. But I sleep at night and I have peace, which is important to me, knowing I don't owe anybody in the world a dime. But will I get as rich as the guy who's risking everything? No. But real estate to me is musical chairs, and the music always stops at some point. And there's never enough chairs for everybody. But if you're somebody who's in a cash position, which you're going to be going through in the next six months to a year, on the residential and commercial, I think there's going to be blood in the streets. And I think people who are sitting in cash are going to have like a once in a lifetime opportunity to buy things at a deep discount.   Keith Weinhold  34:02   Philosophically, we're different in one way. I use debt and leverage to grow larger, but ensuring that I do have enough income to cover the mortgage and all the operating expenses. But Todd, to your analogy about your grandmother in selecting a bigger pot than what she would need to cook whatever she's going to do, when it does come to debt, the last time I bought an apartment building myself, which wasn't recent, I could have chosen seven-year fixed-rate debt with a balloon at the end, or 10-year fixed-rate debt with a balloon at the end. The 10-year fixed-rate debt cost me one quarter of a percent more in mortgage rate, which dented my cash flow during the entire duration of that loan. But I did indeed choose that 10-year loan in order to have that much more certainty, and I sure am glad that that's what I did.   Todd Drowlette  34:54   That's always the game because it's people think that rich people know what you don't, or it's inside. Whatever I'm like. Number one, if you sit in a room with a bunch of rich people, yes, they will work against you if it benefits them to work together. But if it doesn't, you have egos and separate interests that are all competing. And there's always that thing of I know very very rich people who could buy and sell me 100 times over, and I also know that you don't know what you don't know, and the world has gotten so complicated, and financial markets are all intertwined globally. Anyone to be able to predict, it's like it's a crapshoot when you're like, okay, do I take seven years? Where do I think interest rates will be in seven years? It's hard to say where interest rates going to be tomorrow. You ask a banker tomorrow, they can't tell you. So it's like, what's your best educated guess of seven or 10 years? What's the better play? But I always go the conservative route.   Keith Weinhold  35:43   I think it's easier to predict the future direction of capital prices than it is interest rates. Myself,   Todd Drowlette  35:50   but I will say also, I am the exception. And if you have 100 other guests on here in the next year, well, 50-one more guests in here the next year, yeah, they would all say Todd's an idiot. That's terrible advice. If you want to get rich, literally leverage, leverage. Just do it intelligently, and I acknowledge that. I don't see the world the way other people do, but my end game is to be rich and comfortable, and to sleep at night with peace. And that's why I choose to do what I do, realizing I'm giving up. It's the you know what are you giving up to what do you gain benefit analysis, and I'm realizing I'm giving up some upside in my total potential net worth. But I like peace, and you know I had anxiety for years. I don't have it anymore, and I live my life to be as anxiety free as I can possibly be.   Keith Weinhold  36:34   That's interesting, and that certainly works for you, Todd. What's one negotiation tactic that you get from dealing with, well, let's say Decca or Centa million dollar commercial deals that our listeners could use the very next time that they buy a rental property.   Todd Drowlette  36:53   So the number one mistake I think people make is they assume what's motivating the other person, and they assume it's always price. So anytime I'm going to negotiate a deal from someone, whoever has the most information always wins, and whoever doesn't need the deal always wins. Yeah. So I want to know as much about that other person on the other side as I am. Are they going through a divorce? Are they desperate? Do they hate each other? Is it a partnership breakup? Did somebody inherit it and they live five states away and don't even know what this thing is worth that they have. So the number one thing from a negotiating standpoint is understand exactly who you're negotiating with and what's motivating them. From an actual tactic standpoint, just think logically through whatever the process is, and you can always go up. You can't go down. So the key is to offer as little as you can without insulting the person, so they don't even respond. So figure out what that fine line is, and before you go into the negotiation, know what your walk away number is. That's just the point you're not getting over. The fast way to lose in a negotiation is to get stuck in a bidding war. There's nothing I want so much that I'm going to overpay for it. So when people go, "Well, if somebody else is interested, I go then sell it to them. Yeah, I don't need it. Sell it to them. And then the other thing I'll say is, if you start the negotiation, this is the one piece. Say your number and shut up. So many people are scared of silence. And then, right, if the person doesn't immediately respond, they go, "Oh, well, I guess I offered you 500,000 I mean, I guess I could go 550. As soon as you talk after you give a number, you're negotiating against yourself. So throw the number, let it land wherever it lands, and do not talk until that person responds to you. That's like the number one mistake I see people do. They throw out a number, they get nervous with the silence, and then they immediately go up in their offer. That person could have been thinking, "Oh my God, did I forget to call back my whatever? And they're not even thinking about the number you just threw out. But people just assume, oh God, the number was too low, and then they negotiate against those. Do not do that.   Keith Weinhold  38:48   Risk the awkward silence. And yes, to your point about learning more about the other side, terms are often more important than price for sure. Well, Todd, you know a lot of commercial real estate content in mainstream media it tends to focus on these big institutional deals. But what has made your A and E show interesting, the Real Estate Commission, is what it's called. Is it focuses more on sort of leasing and this negotiation that we're just touching on there, and that's what makes you interesting. So tell us about what audiences can expect for season two of the Real Estate Commission on A and E.   Todd Drowlette  39:24   So, season two, you will 100% see real landlords, real brokers, real investors. You'll see real retailers. You'll see people relocating their offices in New York City. You'll see stuff in upstate New York. It's generally in the Northeast. In the first season, we helped a kitchen cabinet manufacturer relocate their suburban offices in Philadelphia. I sold a 50-unit HUD property that has a HAP contract you might be familiar with. That was crazy going through a bankruptcy foreclosure proceeding two year. That was crazy. Yeah, so you are going to. See more of that. It's a documentary. It's not a reality show, so you're watching the deal as it unfolds. Some things have happy endings. Some things have terrible endings, but they're real endings either way. So people will see a lot of that of deals happening in the Northeast. And if someone's listening and they're a business owner and they want to be part of the show, they can apply. We're announcing the casting will be open for about three weeks across the U.S. They can go to the realestatecommission.com/forward/tv and they can apply to be part of the show.   Keith Weinhold  40:32   Now, since you started this last year, I want to ask: Has this A and E exposure helped you generate more business and create traffic? I would really think so.   Todd Drowlette  40:42   Yeah, I wasn't sure. You know how because you never anything new. You never know, right? Like I put time and energy into it. It definitely did. Definitely, people start to notice you, which is a little weird. I was in a cell phone store, and they literally it was playing, and the guy's like, "Oh, it's you! Like, and then everybody who's walking in, he's like, "Hey, look, it's the guy on TV. He's right here. That was like kind of an awkward. Like, I'm like, "Okay, this is weird. Guy was excited, so that was fine. It's an adjustment of things, but it definitely has increased our overall visibility and people reaching out to do deals with us for sure.   Keith Weinhold  41:18   Is there any last resource you'd like to tell our audience about.   Todd Drowlette  41:21   I would just quickly announce the first season did so well. We're actually doing a spinoff show that'll also air on A and E called the Real Estate Commission New York that we're casting in upstate New York as well as New York City for brokers, agents, home sellers, home buyers that will actually document real buyers, real sellers, same thing. It'll follow our format, which I know there's a million shows on TV about real estate. Those are reality shows, not docu series. And I'll say, without going into the details, there's a very big difference between those two and what you're actually seeing on camera and what's happening. That will air in March of 2027, back to back with our show, I will make cameos in that. But I'm executive producing that show, so from your residential audience, that's a show they should tune into. I think they'll get a lot out of it.   Keith Weinhold  42:12   Congratulations! Your show has had so much success that it's setting the template for another show, and it has been most interesting since we first had you here last year to follow this along, Todd Drowlette. It's been a valuable chat. Thanks so much for coming back onto the show.   Todd Drowlette  42:28   I'd love to come back anytime, and thank you so much for having me on again. I appreciate it.   Keith Weinhold  42:38   Drowlette is spelled D R O W L E T T E. Todd and I talk a good bit off mic as well. In addition to the elevators, sometimes he emphasizes how cumbersome to impossible HVAC system compatibility is when you're doing office to residential building conversions. Too, you just never seem to hear about an easier than expected office to residential property conversion. It is most interesting and rare that Todd is not much of a leverage guy at all. Whereas in the vein of financially free beats debt free, I like to approach deals where the interest cost is lower than the expected opportunity cost. When it comes to negotiating, some of Todd's approach, you know, it's similar to what prominent hostage negotiator Chris Voss shared with you here on the show a few years ago. That silence is powerful in negotiating. In fact, if you feel like you need to say something to fill the silence. Use what Chris Voss calls the mirroring technique, and the mirroring technique that is simply repeating what the other party just said, kind of like a parrot would. For example, if you're trying to buy a property and the seller says that the best they can do is sell it to you for 550k and a delayed 90-day close. Reply with 550k and a 90-day close, and then listen to see if the seller comes down from there. Or instead, you can simply say nothing and just sit there with the silence like Todd recommended. The reason I like these particular negotiating techniques right here is that they're easy to remember and they're easy to do. You either remain silent or, per the mirroring technique, you just repeat the last words that the other party said. Thanks to Todd Drowlette today, you can check out the real estate commission on A and E Coming up here on the show soon. Back to residential, where for the first time ever on the show here we discuss what might be the greatest real estate cash flow strategy because it's becoming quite popular today. Until next week, I'm your host Keith Weinhold. Don't quit your daydream.   Speaker 1  45:08   Nothing on this show should be considered specific, personal, or professional advice. Please consult an appropriate tax, legal, real estate, financial, or business professional for individualized advice. Opinions of guests are their own. Information is not guaranteed. All investment strategies have the potential for profit or loss. The host is operating on behalf of Get Rich Education LLC exclusively.   Keith Weinhold  45:36   The preceding program was brought to you by your home for wealth building getricheducation.com  

When most people think of negotiation, they picture big, high-stakes moments: haggling over the price of a house, negotiating a starting salary, or hammering out the terms of a business deal. But negotiation is also something we do every day. It's working out who's taking on which chores with your spouse, convincing a coworker to help on a project, or even deciding where to go for dinner with friends. The better you understand negotiation — which is really about influencing other people's decisions — the better you'll be at navigating conflicts and opportunities both big and small.My guest has spent decades studying the art and science of wielding that influence. John Richardson teaches negotiation at MIT's Sloan School of Management and is the co-author of Never Settle. Today on the show, John shares what he learned from negotiation legends like Roger Fisher, co-author of Getting to Yes, and FBI hostage negotiator Chris Voss. He unpacks the skills of master negotiators, including how to build reciprocity, uncover what people actually want, and keep your emotions from hijacking your judgment. We also get into the part of negotiation that makes people the most uncomfortable: the back-and-forth over hard numbers like price and salary and how to handle those conversations with greater confidence and better results.Resources Related to the PodcastAoM Podcast #234: Haggling and Deal Making Advice From a FBI Hostage Negotiator (With Chris Voss)AoM Podcast #559: How to Handle Difficult Conversations (With Sheila Heen)Influence: The Essential Guide to the Psychology of Influence and Persuasion in Everyday Life by Robert B. CialdiniAoM Article: How Labeling Your Emotions Can Help You Take ControlGetting to Yes: Negotiating Agreement Without Giving In by Roger FisherStart with NO…The Negotiating Tools that the Pros Don't Want You to Know by Jim CampConnect With John RichardsonNever Settle websiteJohn's faculty page0:00 Everyday Negotiation & Meet John Richardson2:18 John's Path Into Negotiation9:50 Why People Fear Negotiation12:34 Roger Fisher's Philosophy (Getting to Yes)17:46 Chris Voss & Hostage Negotiation Tactics22:54 Give Them a Sandwich (Reciprocity)30:06 Using Someone's Name33:59 Managing Your Emotions39:00 Figuring Out What Everyone Wants46:29 Distributive Negotiation & Anchoring54:52 Alternatives, Saying No & ClosingSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.