Podcasts about never split

Have you ever sent an email, assumed it was read, and then found out three days later it wasn't? This week we're digging into where communication breaks down in a real estate transaction, and it's happening more than ever right now. Everyone has a hundred tabs open in their brain, clients are getting information from a dozen different places, and somehow we're still expected to be the ones who keep it all straight. We start with the basics: verifying who your actual client is (still learning that lesson years in), and why "I sent the email" is not the same as "they read the email." Alissa shares her blind copy and snooze trick for following up on important messages, plus how she handles group texts and email chains when there's a spouse, a divorce, or a court-ordered communication app involved. Then we get into a story from Alissa's very first listing appointment as a brand new agent, and the lesson in taking the high road instead of over-explaining or defending yourself when a client questions you. We also talk about voice notes, why tone gets lost the second you're not talking to someone in person, and the very real, very current problem of clients running everything through ChatGPT before they even talk to us. Katy tells the story of a seller's AI-drafted repair response that read as cold and rude, the two hours she spent recategorizing repair costs on a Saturday morning to try to save the deal, and how the whole thing resolved itself while she was feverishly working. It's a good reminder that in this market, we have to be more prepared than ever, because our clients are showing up to conversations having already asked the machine first. Here's what we cover in this episode: Why "I sent it" doesn't mean "they read it," and the blind copy and snooze trick for following up Verifying who your actual client is before you assume everyone already knows Keeping everyone in the loop with group texts and email chains A story from Alissa's very first listing appointment  Why voice notes are becoming a go-to for tone when a text or email just won't cut it How a couple's phone consultation revealed they weren't even on the same page about buying A seller's AI-drafted repair response that read as cold and rude, and what it took to smooth it over Why you have to assume every text, email, and voice note gets forwarded to someone else Why clients are checking with ChatGPT before they check with you, and what that means for how prepared you need to be The importance of being the calm, confident, professional voice in every transaction, especially now Key Quotes & Takeaways: "You have to assume everything you text and email and say is forwarded." Alissa "The tone from the machine was not going to work in a real life scenario." Katy "We now more than ever need to be the boss." Alissa "Your client needs to know what you know to make the best decision." Katy "It's a fine line between too much and too little." Katy Products, People & Previous Episodes Mentioned: Episode 358: Who Actually Has to Sign? How to Protect Your Business (hustlehumblypodcast.com/358) Never Split the Difference by Chris Voss Trello (for tracking your pipeline) Want to toast someone on the show? Send us a voice or video message with your name, who you're toasting, and why! Email it to team@hustlehumblypodcast.com. Leave us a review at http://ratethispodcast.com/hustlehumbly Get your FREE Database Template: http://hustlehumblypodcast.com/starthere Email Templates 101: http://emailtemplates101.com Agent Systems 101: http://agentsystems101.com All Resources: http://hustlehumblypodcast.com Submit your topic ideas and toasts to Team@HustleHumblyPodcast.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)

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)

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.

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.

Kip zonder kopDeze aflevering gaat niet over AI, maar toch ook weer wel. Maartje Vennema heeft een master in data science, maar we hebben het geen moment over taalmodellen of tokens. Wel over AI-adoptie: hoe je voorkomt dat je bedrijf als een kip zonder kop achter de hype aanrent, en hoe je de zaak in plaats daarvan structureel regelt.Inzichten in deze afleveringBegin niet bij AI als tool, maar bij wat je er mee wil bereiken. Check daarna of AI daar iets aan bijdraagt. Draagt het niet bij? Dan stop je.AI-implementatie is geen doelstelling op zich. Het is een middel. "Meer omzet" of "minder FTE" is een doel. "We doen iets met AI" is dat niet.Veel AI-cases zijn stiekem gewoon klassieke automatisering met een generatief vernisje.Ieder bedrijf, ook die club van 15 man, heeft een Chief AI Officer nodig.Voor sales: zet AI niet in om offertes sneller te maken, maar om ze persoonlijker en mooier te maken. En check eerst even of je CRM wel op orde is.BoekenplankMaartje brengt Never Split the Difference van Chris Voss, oud-onderhandelaar bij de FBI, over hoe je tot een uitkomst komt zonder simpelweg te delen door twee. Hij voegt zich bij Heidi en Malou in het rijtje evergreens op de plank.BlunderMaartje deelde tijdens een pitch bij een kantoor vol juristen een slide met daarop een bah woord. Hele zaal plat, maar niet om de reden die ze hoopte. De les: pas je taal aan op je publiek.

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

In Episode 217 of the Know Your Sh*t podcast, Josh Cadillac sits down with negotiation trainer, entrepreneur, and Black Swan Group expert Jorge Gayle to explore how tactical empathy, trust, and curiosity can completely transform the way people negotiate.Jorge explains why successful negotiation begins before discussing money, contracts, or terms. By addressing negative assumptions, understanding the other person's perspective, and making people feel heard, negotiators can lower defenses and create stronger long-term relationships. Josh and Jorge also discuss how these skills apply directly to real estate, where emotional decisions, financial pressure, and a lack of trust can easily prevent a deal from moving forward.Jorge shares how he discovered the Black Swan negotiation method while serving as JetBlue's head of procurement. After being challenged to help the airline purchase 100 airplanes while saving $100 million, he began applying the lessons from Never Split the Difference and eventually brought Chris Voss to train teams across the company. Those skills helped JetBlue build stronger vendor relationships while reaching its savings goal ahead of schedule.The conversation also goes beyond business negotiations and examines the difficult negotiation people have with themselves. Jorge opens up about leaving a six-figure career, rebuilding after losing nearly all his income, facing possible bankruptcy, and using faith, gratitude, and discipline to begin again. He also shares how running ultramarathons has taught him to accept discomfort, do the hard things first, and keep moving even when the finish line feels far away.This episode is a practical and motivational conversation about becoming a better listener, building trust, handling emotional situations, overcoming setbacks, and developing the discipline to empty the tank in business and life.

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.

My guest, Hunter Kinchen joins me to discuss how his background playing Division I football at LSU prepared him for a successful career in employee benefits. Growing up with a father and uncle in the NFL, Hunter learned early on that success requires mastering the fundamentals and doing the unglamorous work when no one is watching. We discuss why young producers must ditch unrealistic expectations, the critical importance of seeking out mentors, and why agency leaders need to stop obsessing over resumes and start recruiting for "intangibles." If you want to build a long-term, high-performing book of business, this episode provides the blueprint for sustainable success.▶▶ Sign Up For Your Free Discovery Callhttps://completegameu.com/request-a-callTimestamped Outline(00:00) Integrity and Follow-Through: Why You Must Recruit for the Intangibles(01:51) Growing Up in an NFL Household: The Standard of Excellence(04:41) The NFL Reality Check: Why Someone is Always Waiting to Take Your Job(07:17) Pressure to Perform: Having an NFL Tight End as Your Middle School Coach(11:12) The "Cheat Code" Position: Navigating College Football as a Long Snapper(15:10) SEC Off-Season Training: Why Preparation Doesn't Start on Game Day(20:09) Saturday Night in Death Valley: The Unmatched Experience of LSU Football(24:16) Transitioning to Insurance: Trading Coaching for the "Good Side" of Commercial Benefits(26:02) Why Benefits? The Unique Appeal of the Employee Benefits Space(27:17) The Power of the LSU Brand in Baton Rouge: Opening Doors vs. Winning Deals(29:40) The Long Feedback Loop: Why Sales is Different Than Saturday Game Day(32:43) The Need for Mentorship: How Being a "Pest" Accelerated Hunter's Learning Curve(35:26) Managing Expectations: Why Desperation Repels Prospects(38:06) The Firing Process: Understanding the Gravity of Broker Selection for Clients(40:48) If You Can't Find Talent, Build It: Investing in the Next Generation of Producers(44:31) Hunter's Lightning Round: 5:15 AM Workouts, Tennis, and Never Split the DifferenceCONNECT WITH ANDY NEARY

A man walked into a room with a gun, a grievance, and nothing left to lose. The person who talked him down had spent 20 years learning one thing: the moment you make someone feel understood, the whole situation changes.Meet Derek Gaunt; he spent 29 years in law enforcement, 20 of those on hostage negotiation teams in the DC metro area. Now an instructor and expert coach at the Black Swan Group — Chris Voss's firm — Derek brings the same tactical empathy that resolved life-or-death standoffs into every boardroom, difficult conversation, and parenting moment he trains. He's the author of Ego Authority Failure and the newly released Fight Less, Win More — a practical companion to Never Split the Difference. In this episode, Derek joins Jon and Will to break down what tactical empathy really is, why your tone does 13 times more work than your words, and how to get more of what you want by getting people to say no.IN THIS EPISODE:1.  What tactical empathy actually is — and why 95% of people aren't getting it anywhere2.  No-oriented questions: why asking for no gets you more than pushing for yes3.  The three levels of listening — and which one most people are stuck in4.  The three voices: accommodator, late-night FM DJ, and the BISS voice to never use5.  The blue flame, ego authority failure, and why rapid promotion creates toxic leadersMore about Derek Gaunt:1.  Website: https://www.blackswanltd.com2.  Book: Ego, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a Leader (2nd Edition) — on Amazon and blackswanltd.com3.  Book: Fight Less, Win More: How Master Negotiators Influence Hearts, Minds, and Deals (co-authored with Jonathan B. Smith, foreword by Chris Voss) — on Amazon4.  LinkedIn: https://www.linkedin.com/in/derek-gaunt-2943a824/ Check out our Awareness-to-action Self Mastery COURSE & COMMUNITY:12 modules on attention, presence & performance. Work at your own pace plus a community built for Inspiration and connection.1.  www.focusnowtraining.com/a2a-CourseJOIN US IN PERSON — Future Events and Retreats.1.  Live in-person event: Warrior Defined. We will be in Charlotte, NC, September 25, 2026 more info HERE: Or mentalkingmindfulness.comGET MORE FROM MTM:Text MTM to 33777 — free weekly newsletter1.  Subscribe: mentalkingmindfulness.com2.  FNT: focusnowtraining.comBRING FNT TO YOUR TEAM:1.  focusnowtraining.com/contactProduced by Robert Lopez | https://www.cratesaudio.com/

In this fascinating episode of Something Bigger With Rodrigo Canelas, we sit down with Chris Voss; former FBI lead international hostage negotiator, bestselling author of Never Split the Difference, and founder of the Black Swan Group. What unfolds is a masterclass in the invisible skill that shapes every human interaction you'll ever have and why most people have no idea they're getting it wrong.Here's what nobody tells you about negotiation: it has almost nothing to do with being clever, aggressive, or persuasive. Chris Voss spent decades talking people out of hostage situations, international kidnappings, and terrorist sieges over 150 cases and the single most important thing he discovered wasn't a tactic. It was that every human being on earth, regardless of culture, religion, or background, makes decisions based on the same wiring. Autonomy. Identity. And above all, loss. The fear of what you might lose drives more decisions than the promise of what you might gain. The casinos of Las Vegas are built on a 51% win rate. Voss believes you can trust people 70% of the time. But because loss hits 13 times harder emotionally than it actually occurs, most of us negotiate against ourselves before we ever reach the table.The conversation goes far beyond boardrooms and hostage barricades. Voss demonstrates live, in real time, how tone of voice alone triggers neurochemical responses in the brain, how a two-word observation like "you seem centered" can open someone up more than any question ever could, and why the phrase "I know how you feel" is one of the fastest ways to shut a conversation down. He walks through a three-step grocery store exercise that teaches empathy in under five minutes, reveals why asking "what do you love about what you do" unlocks more than any elevator pitch ever will, and explains the counterintuitive power of calling out negatives before the other person does a technique he calls inoculation. He shares the painful lessons from the Burnham case in the Philippines, where assumptions about cooperation led to tragedy, and why the greatest threat in any negotiation isn't the person across the table it's the team behind them that you can't see.This conversation isn't just about hostage negotiation or closing deals. It's about the invisible dynamics running underneath every relationship you have with your partner, your children, your colleagues, your own ambition. Voss delivers one line that reframes everything: "Intention and impact are two different things." You can mean well and still steal someone's story. You can be exhausted and undo a day's worth of empathy in one sentence. The skill isn't knowing this. The skill is practicing it when you're tired, frustrated, and running on empty.The next time someone asks you how you're doing, pay attention to what you actually say and what you're really asking for.Time Stamps:(1:22) – Why Chris Voss Chose the FBI Over a Normal Career(5:09) – How a Knee Injury Led to His True Calling(9:22) – Why 20 Minutes Was the Maximum for Any Call(13:32) – 150+ Cases: What's Underneath Every Negotiation(14:23) – Autonomy, Identity, and Loss (15:38) – Why People Fear Losing Their Job More (19:25) – How Tone of Voice Triggers Neurochemical Responses in the Brain(21:36) – The Burnham Case: When Cooperation Falls Apart(27:27) – The Agreement Graveyard and Why Signed Deals Die(28:23) – "What Happens If You Do Nothing?"(38:58) – "Seems Like You Got a Place You Want to Start"(40:21) – The Grocery Store Exercise That Teaches Empathy in 5 Minutes(44:31) – "What Do You Love About What You Do?" — The Magic Wand Phrase(49:13) – The #1 Mistake: Stealing Someone's Story Without Knowing It(56:26) – You Can Trust Blindly 70% of the Time(1:00:28) – How to Start Practicing Empathy Today(1:04:40) – Why Your Brain Is 75% Negative (And How to Use That)(1:11:40) – The Hardest Part: Using Empathy When You're Exhausted

In todays episode Sam is joined by Robert Cserti, who traces his path from a single transformative team building workshop nearly 20 years ago to co-founding SessionLab in 2013 as a side project (built during evenings and weekends while he consulted and his co-founder did a PhD) that grew into a company helping facilitators design and deliver better workshops. The conversation centers on facilitation's rising status  from a "soft skill" to a strategic, organisation-wide capability tied to empowerment and employee engagement and on Robert's own philosophy of intentional process design, handling reluctant groups, and the blurry line between being a facilitator and being a participant/stakeholder in the room. They talk about: Facilitation is becoming a "super skill." Organizations increasingly treat it as a core leadership and organisational competency, not just a nice-to-have for running meetings. Empowerment is the underlying goal. Good facilitation creates participative environments where people feel heard and have real input into decisions  this is a cultural shift, not a one-off event. Scaling facilitation takes infrastructure. Beyond training individuals, organisations need central "facilitation hubs," shared tools/templates, and a critical mass of skilled people. Passion and "the fun-dar" sustain long, hard build processes. Both Robert and Sam agree that enjoying the work is what carries you through the grind of building something over years Handling unwilling participants requires listening first. When a group doesn't want to be there, the fix is giving them space to voice frustrations, then collectively finding the overlap between the sponsor's goals and the group's actual concerns. Quote highlights "I'm seeing that it's  becoming one of the future super skills at workplaces that if you can facilitate as a manager, as a leader as a team member, it just opens so many doors for you because you can actually help teams to work effectively and achieve their goals." "We were organising a large event and a person came who was called a trainer and then a lot later I understand that what actually we had was not training. it was pure process facilitation to help our team align and really understand each other better, build bonds, flesh out potential friction points and build trust while we did hands-on work together." Links Todays guest: Robert Cserti - Co-Founder SessionLab https://www.linkedin.com/in/robertcserti/ https://www.sessionlab.com/ https://www.linkedin.com/company/trainedon/posts/?feedView=all https://www.instagram.com/sessionlab/ https://www.youtube.com/@TrainedOn Todays host: Sam Moon: Community Facilitator. Director of Sam Moon Facilitation Ltd www.linkedin.com/in/theboymoon123 To find out more about Facilitation Stories and the IAF England & Wales Chapter:

Ep 284 Peacewarts: Resonant Charms 101 - De-Escalation Framing (Class 3) In class 3, Avis Kalfsbeek discusses de-escalation framing as a method for lowering the emotional weight of a conflict without compromising on the truth. We explore how anchors in our language drag conversations toward escalation and how to replace evaluative judgment with descriptive observation. We examine the 1978 Camp David Accords and the Colombian peace process as masterclasses in reframing positions into interests, allowing for solutions that preserve dignity and honor. Homework: Look up the difference between a position and an interest in conflict resolution. Find one example of how a person's stated demand (position) hides their actual need (interest). Write down one question about any of this episode's topics. If you don't have a question, write no question. Optional: Think of a recurring argument in your life. Identify one anchor word you usually use and try to rewrite that truth using only descriptive, non-judgmental language. If you'd like to read more on this subject, some book suggestions are Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher and William Ury, a global gold standard for negotiation that teaches how to separate structural positions and demands from actual underlying interests to reframe disputes, and Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss, which bridges the tactical mechanics of the FBI behavioral change stairway model with real-world linguistic framing to lower emotional temperatures safely. Learning Topics: De-escalation framing and linguistic weight; The FBI behavioral change stairway; The 1978 Camp David Accords; Reframing surrender in the Colombian peace process; Descriptive vs. evaluative language; The neuroscience of linguistic anchors. Get the Books:AvisKalfsbeek.com Podcast Music: Javier Peke Rodriguez “I am late, madame Curie” Bandcamp: https://javierpekerodriguez.bandcamp.com/ Spotify:  https://open.spotify.com/artist/3QuyqfXEKzrpUl6b12I3KW

Most of us think of negotiation as something reserved for high-stakes boardrooms—or even hostage situations. But Christopher Voss, former FBI lead hostage negotiator and bestselling author of Never Split the Difference, says negotiation is everywhere: in salary talks, in team meetings, even in conversations with your kids.  In this episode from the Hello Monday archives, Jessi Hempel sits down with Chris to explore how we can all become better negotiators by focusing on empathy, collaboration, and trust. Drawing on decades of experience, Chris shares practical tools you can use to move conversations forward—whether you're asking for a raise, dealing with a difficult boss, or navigating conflict at home. Chris and Jessi discuss: Why negotiation is really about collaboration and long-term relationships How to shift from seeking control to building influence The power of labeling emotions to build trust and lower defenses Why “no” is often more powerful than “yes” How to recognize when a negotiation is over—or when it's time to walk away Strategies to reframe salary conversations and show your value This episode was recorded live in-studio. For an extended, behind-the-scenes version, watch on LinkedIn Premium.

Kristen McGarr has spent over 20 years helping businesses implement CRM systems that actually work. Her core belief is that the future of CRM isn't about more technology, it's about more humanity. For CPA firm owners who have tried a CRM, abandoned it, or never started one at all, that perspective changes the conversation entirely.Kristen is the founder of Adroit Insights and CRM Growth, a growth strategist, fractional chief revenue officer, and CRM implementation specialist. She works across platforms like Zoho, HubSpot, and ActiveCampaign, and she is known for making complex systems genuinely approachable. In this conversation, she gets specific about the problems she sees most often in accounting firms: systems that are over-configured, features that never get used, and adoption that stalls because the CRM feels like administrative work rather than a growth tool.The most actionable part of this episode is Kristen's framework for building a pipeline when you have never tracked one before. She calls it the three R's: renewals, referrals, and recent conversations. For renewals, look at one-off projects that could become recurring revenue and clients you haven't heard from yet this year. For referrals, send a simple email during busy season asking for introductions and reviews. For recent conversations, think about who mentioned a challenge you rolled right past without addressing. The irony, as Kristen points out, is that tax season is exactly when firms have the most contact with clients and the most opportunity for all three, even though it feels like the worst possible time.Kristen's approach strips away the complexity that keeps most firms from ever getting real value out of a CRM. Her advice is consistent throughout: start simple, solve for the 90% of problems you actually have, and build a system that can grow with you rather than one you have to replace in a year.This episode is for firm owners curious about what a CRM can actually do for their practice when implemented well, leaders wondering how to maintain business development momentum through busy season, practitioners ready to build a pipeline but unsure where to start, and anyone who has tried a CRM before and walked away frustrated.Timestamps:00:00 - Brannon Poe intro and podcast welcome 00:14 - Introducing Kristen McGarr, founder of Adroit Insights and CRM Growth 00:57 - Kristen's core belief: the future of CRM is humanity, not more technology 01:17 - Why most CRM implementations fail: adoption and overcomplicated configuration 02:07 - The demo trap: why what you see is rarely the off-the-shelf product 02:47 - Most firms use only 10 to 20% of their CRM's actual functionality 03:03 - Where AI fits into CRM today and why it shouldn't be trusted 100% 03:56 - Signs a CPA firm is ready to scale versus needing to fix its foundation first 04:17 - Why consistency and predictability matter more than fast growth 05:02 - How predictable, even revenue throughout the year affects accounting firm valuation 05:48 - The tax season surge and dip problem and how to create more consistency around it 06:05 - Why business development gets dropped during busy season and how to fix that 06:37 - The growth-ready system: templated outreach that still sounds like you 07:49 - How to automate personalized outreach without doing it manually every time 08:21 - Why spacing out outreach matters more than frequency 08:41 - Turning client education into shareable case study content for prospects 09:17 - The three R's: renewals, referrals, recent conversations 09:36 - Renewals: how to spot recurring revenue opportunities in your existing client base 09:53 - Referrals: why sending referral emails during busy season is low effort, high return 10:26 - Recent conversations: catching the tax planning and advisory needs you rolled past 11:09 - The irony of tax season: it's your busiest time and your biggest pipeline opportunity 11:31 - Why a transactional accounting firm cannot function well without a CRM 11:53 - Kristen's three-part CRM checklist: integrations, reporting, and flexibility 13:06 - Funny story: the vendor lesson that led to building an internal team 14:22 - Why trusting your gut early on a bad vendor fit saves time and money later 14:55 - How building an internal team improved client satisfaction across the firm 15:29 - Why picking technology vendors is especially hard for relationship-focused accountants 15:55 - The value of trusted resources and networks when evaluating new tools 16:11 - Book recommendation: "Never Split the Difference" by Chris Voss 17:09 - Where to find Kristen: LinkedIn and CRMgrowth.comBook Recommendation: Never Split the Difference by Chris Voss

Dans cet épisode, je reçois Fabien Pinckaers, CEO et fondateur d'Odoo, pour une discussion autour de la construction d'un éditeur de logiciels de gestion mondial, des crises traversées en chemin, et de la vision pour l'avenir du secteur.Nous avons parlé :du premier pivot en 2010, quand Fabien est passé d'une société de services à un modèle d'éditeur pur, en levant 3 millions d'euros pour redistribuer ses revenus à des intégrateurs partenairesde la crise de trésorerie qui a suivi : deux semaines de cash restantes, une tentative de prise de contrôle par les investisseurs sur la base d'une valorisation inférieure à celle d'il y a deux ans, et la décision de licencier 30% des équipes en une nuit, liste écrite à la mainde la découverte tardive d'un principe juridique clé : en Belgique, la loi prime sur le pacte d'actionnaires, et celui qui détient la majorité des parts peut révoquer un administrateur, même nommé par les investisseursde l'étude "Effectuation", qui distingue deux types de profils de dirigeants : les CEO de formation financière qui partent d'un objectif pour en dérouler un plan, et les CEO entrepreneurs qui partent de ce qu'ils ont déjà pour maximiser la valeur à chaque étape, sans prédire le futurde la transparence radicale comme outil de management : graphiques de trésorerie communiqués publiquement pendant la quasi-faillite, moyennes de salaires publiées en ligne et configurables avant même de postulerdu deuxième pivot vers un modèle Open Core en 2014, avec 80% des applications restées open source et 20% devenues payantes, qui a stabilisé le business model mais fracturé temporairement la confiance de la communautéde l'impact de l'IA sur les équipes : 40% des tickets support traités automatiquement, temps d'upgrade des bases de données divisé par deux, et pourtant Odoo recrute 3 500 personnes sur les 12 prochains mois, convaincu que plus ses équipes sont productives, plus il en fautUn échange dense et sans filtre, où un fondateur revient sur ses erreurs de gouvernance et de communication autant que sur ses réussites, avec une vision claire sur la consolidation à venir du marché des logiciels de gestion.Recommandations de Fabien : "Modern Principles of Economics" de Alex Tabarrok et Tyler Cowen https://www.macmillanlearning.com/ed/uk "Never Split the Difference" de Chris Voss https://www.blackswanltd.com/never-split-the-difference Liens utiles: Fabien Pinckaers : https://www.linkedin.com/in/fpodoo/Odoo : https://www.odoo.com/Finscale est aussi disponible sur YouTube: https://www.youtube.com/@finscale.***************************Finscale est bien plus qu'un podcast. Cet épisode est produit et animé par Solenne Niedercorn, fondatrice de Finscale.

In a world filled with endless sermons, podcasts, YouTube channels, audiobooks, devotionals, and Christian content, an important question emerges: Are believers growing spiritually—or simply consuming more information?In this episode, the team explores the difference between biblical knowledge and genuine transformation. They discuss how Christians today have unprecedented access to teaching from trusted voices, yet many still struggle with obedience, discipleship, and spiritual maturity. Is it possible to know a great deal about God without becoming more like Him?Join us as we examine the dangers of mistaking content consumption for spiritual growth, the importance of personal Bible study, and why true discipleship requires more than learning facts. If you've ever wondered whether your faith is moving from your head to your heart, this conversation is for you.Clarity in chaos. Bringing hope to a chaotic world.patreon.com/TheTruthResponsehttps://linktr.ee/thetruthresponsehttps://www.instagram.com/thetruthresponse/https://www.facebook.com/thetruthresponsehttps://podcasts.apple.com/us/podcast/the-truth-response/id1504362531https://open.spotify.com/show/6Kpkgsy7I7zVuv5UyiRACu?si=BqwQH988RW2DpLbYg5BnSA Derek's Recommendations & InfluencesApologists / SpeakersFrank Turek — Derek's top recommendation and biggest influence in apologetics. He repeatedly praises Turek's ability to answer difficult questions with kindness and clarity.Wes Huff — Derek's second favorite apologist and one he sees as addressing modern questions effectively.BooksI Don't Have Enough Faith to Be an Atheist — Specifically recommended by Derek as an impactful apologetics book.Case for Christ — Mentioned positively by Derek as a worthwhile read.Podcasts / ContentNinjas are Butterflies (mentioned as "Christian-adjacent" content Derek enjoys).ShowsThe Chosen — Discussed positively as a show they want to watch/catch up on.House of David — Derek specifically praised the portrayal of Samuel.Matt's Recommendations & InfluencesBible Teachers / PastorsSkip Heitzig — Matt's #1 influence and strongest recommendation. He calls him one of the greatest Bible teachers of their generation.John MacArthur — Highly praised; Matt owns and uses his New Testament commentary set.Charles Stanley — Long-time influence.Alistair Begg — One of Matt's favorites for more than 20 years.Rick Warren — Mentioned as someone Matt has listened to.Josh Howerton — Matt specifically enjoyed his teaching on denominations.Craig Groeschel — Mentioned as someone Matt listens to.ApologistsRavi Zacharias — Matt praised his teaching while acknowledging the issues surrounding his legacy.Lee Strobel — Recommended positively.J. Warner Wallace — Recommended for people seeking evidence and information.Gary Habermas — Mentioned positively among the "old school" apologists.BooksThe Screwtape Letters — Matt highly enjoyed the audiobook version.Seeing the Supernatural — Matt said it was really good and he enjoyed it very much.Historical Christian InfluencesCharles Spurgeon — Praised by Matt as "really great."Billy Graham — Mentioned as one of the greatest evangelists and part of a positive illustration.ShowsHouse of David — Matt generally liked it, though he had some criticisms.Dave's Recommendations & InfluencesAuthors / SpeakersSteve Harvey — Dave said he was surprisingly impressed by Harvey's wisdom and ability to make ideas digestible.BooksThe 5 Levels of Leadership — Dave had recently completed it and referenced it positively.Never Split the Difference — Dave called it a "phenomenal book" and used it to illustrate a point about communication.ShowsPromised Land — Dave brought it up and described a scene he enjoyed.

In the third episode of our series with the 1 Canada Air Division on Defence Deconstructed, David Perry sits down with the Commander, Major-General Chris McKenna, and the Chief Warrant Officer, Dipen Mistry. We talk about their roles in the division, current operational focus, and perspectives on RCAF modernization. // Guest bios: - Major-General Chris McKenna is the Commander of the 1 Canadian Air Division - Chief Warrant Officer Dipen Mistry is the Chief of the 1 Canadian Air Division // Host bio: David Perry, President & CEO, Canadian Global Affairs Institute // Recommended Readings - "Never Split the Difference" by Chris Voss - "Origins of Victory" by Andrew F. Krepinevich // Defence Deconstructed was brought to you by Irving Shipbuilding. // Music Credit: Drew Phillips | Producer: Jordyn Carroll Release date: 4 June 2026

Kevin Jacobsen is the CEO of Foxen, a proptech company modernizing multifamily operations with value-add compliance and financial wellness solutions. A former investment banker and private equity professional, Kevin built his career working on technology M&A transactions, IPOs, and capital allocation before moving into operating roles at high-growth SaaS companies. He previously served as CEO of LogicGate and CFO at Kapow. At Foxen, Kevin leads a platform that has served approximately 3 million residential units across the country, offering renters insurance compliance, resident rent reporting, and pet compliance solutions to multifamily owners and operators.     Make sure to download our free guide, 7 Questions Every Passive Investor Should Ask, here.     Key Takeaways Around 40% of residents required to carry renters insurance don't have active coverage, creating real exposure for operators Without resident coverage, a claim defaults to the property policy, which can carry a $50,000 to $100,000+ deductible Renters pay 25 to 35% of after-tax income on rent but receive no credit benefit from on-time payments 85% of renters say they want rent reporting; only about 10% currently have access to it Proptech companies thrive by staying specialized rather than spreading thin across too many solutions When evaluating a deal or operator, trust is the primary filter: if something feels too good to be true, dig harder     Topics From Investment Banking to Multifamily Proptech Kevin started in investment banking after college, working on technology M&A, IPOs, and capital allocation He moved into private equity before finding his footing as an operator of high-growth technology companies He joined Foxen as CEO four years ago and has been focused on building the company's presence across the multifamily industry The Three Core Solutions Foxen Offers Renters insurance compliance ensures all residents maintain active coverage as required by their lease Rent reporting (branded as Rent Street) reports on-time rent payments to credit agencies so residents can build a credit profile Pet compliance manages documentation collection, emotional support animal verification, and HUD-related regulatory requirements The Renters Insurance Compliance Problem Roughly 40% of residents who are required to carry coverage do not have an active policy, either due to lapsed payments or intentional cancellation Property management teams have historically had no scalable way to track and enforce this in real time Foxen tracks compliance and gives residents a choice: maintain their own policy or enroll in a waiver program with no deductible exposure The Financial Wellness Gap in Rental Housing Mortgage payments are automatically reported to credit agencies; rent payments are not, leaving a major gap in the financial reporting ecosystem Renters pay a significant share of their income on rent and build no credit history from it California recently passed a law requiring property management companies to offer rent reporting; other states are evaluating similar legislation How Foxen Thinks About Product Growth There are approximately 50 million rental units in the US; Foxen has served roughly 3 million, signaling significant runway The company focuses on specialized, complex functions that property managers do not want to own in-house Clients increasingly want fewer vendors, not more, which creates a clear opportunity for companies that can deliver multiple services reliably through a single integration    

In this episode of The Burn Podcast, Ben Newman sits down with legendary former FBI hostage negotiator Chris Voss for a powerful conversation about pressure, mental toughness, leadership, and the negotiation that impacts your life more than any other—the negotiation with yourself.Known worldwide for his bestselling book Never Split the Difference, Chris shares the mindset, preparation, and emotional discipline required to perform in the highest-pressure situations imaginable. From international hostage negotiations to coaching elite leaders, entrepreneurs, and performers, Chris explains why success under pressure always comes back to preparation, emotional control, and mastering your internal dialogue.Ben and Chris dive deep into the importance of process over emotion, why most people mentally defeat themselves before the moment even begins, and how gratitude can instantly shift your mindset when pressure hits. Chris also shares why the greatest performers rehearse success before the moment arrives—and why elite performers never stop refining their process after they win.This episode is packed with practical lessons for leaders, athletes, coaches, entrepreneurs, and anyone looking to become mentally stronger in high-stakes moments.--------------------------------------------Connect with Chris Voss:Facebook: https://www.facebook.com/ChrisVossNegotiationInstagram: https://www.instagram.com/thefbinegotiatorWebsite: https://www.blackswanltd.com/The Black Swan Negotiation Community: https://join.blackswanltd.com/Book: https://a.co/d/0aANNows************************************Watch the full episode on YouTube: https://youtu.be/VZ7vDdaGZqwListen on all platforms: https://www.theburnpodcast.comLearn about upcoming events and coaching: https://www.workwithbnc.comGet Ben's latest book The STANDARD:  https://amzn.to/3DE1clY1stWork directly with Ben: https://www.bennewmancoaching.comConnect with Ben Newman:Instagram: https://www.instagram.com/continuedfightFacebook: https://www.facebook.com/Continuedfight/Twitter: https://twitter.com/ContinuedFightLinkedIn: https://www.linkedin.com/in/ben-newman-b0b693https://www.bennewmancoaching.com************************************Learn about our Upcoming events and programs:https://www.workwithbnc.comLet's work TOGETHER https://www.bennewmancoaching.comLet's work together to write YOUR next book- BNC PublishingSend us a messageOrder my latest book The STANDARD: Winning at YOUR Highest Level: https://amzn.to/3DE1clY1st Phorm | The Foundation of High Performance Nutrition1stPhorm.com/bnewmanConnect with me everywhere else:Instagram: https://www.instagram.com/continuedfightFacebook: https://www.facebook.com/Continuedfight/Twitter: https://twitter.com/ContinuedFightLinkedin: https://www.linkedin.com/in/ben-newman-b0b693

In this episode of the Grow A Small Business Podcast host Troy Trewin interviews Chris Van Dusen from Solyco Capital shares his journey from being unexpectedly laid off in 2009 to building and selling three successful businesses. He reveals how he scaled a CBD company to over 120 employees, navigated the pressures of rapid growth and business exits, and now helps deploy more than $400M in investments through Solico Capital. Chris also breaks down the importance of consistency, leadership, culture, and having enough capital to survive tough business phases. The conversation is packed with real-world lessons on entrepreneurship, resilience, AI, scaling teams, and preparing a company for acquisition.  Why would you wait any longer to start living the lifestyle you signed up for? Balance your health, wealth, relationships and business growth. And focus your time and energy and make the most of this year. Let's get into it by clicking here. Troy delves into our guest's startup journey, their perception of success, industry reconsideration, and the pivotal stress point during business expansion. They discuss the joys of small business growth, vital entrepreneurial habits, and strategies for team building, encompassing wins, blunders, and invaluable advice. And a snapshot of the final five Grow A Small Business Questions: What do you think is the hardest thing in growing a small business? Chris Van Dusen shares that the hardest thing in growing a small business is maintaining consistent output while managing capital wisely, as many business owners underestimate how much funding and sustained effort it truly takes to keep a business growing long term. What's your favorite business book that has helped you the most? Chris Van Dusen shares that some of the business books that have helped him the most are Principles by Ray Dalio, Never Split the Difference by Chris Voss, and Loonshots, which helped him think differently about innovation, negotiation, and finding asymmetrical opportunities in business. Are there any great podcasts or online learning resources you'd recommend to help grow a small business? Chris Van Dusen recommends listening to podcasts like The Diary of a CEO for valuable business insights and leadership perspectives. He also shares that platforms like TikTok can be surprisingly useful for discovering short clips from business podcasts, helping entrepreneurs find new ideas, guests, and strategies before diving deeper into full episodes and long-form learning content. What tool or resource would you recommend to grow a small business? Chris Van Dusen recommends using Anthropic's Claude and other AI tools to help grow a small business, explaining that AI can act like additional team members by improving efficiency, automating repetitive tasks, analyzing customer data, and helping business owners make faster and smarter operational decisions. What advice would you give yourself on day one of starting out in business? Chris Van Dusen advises that if he could go back to day one of starting out in business, he would tell himself to embrace the hardship, lean into difficult challenges instead of avoiding them, and trust that the tough moments are part of the journey that ultimately leads to growth and success. Book a 20-minute Growth Chat with Troy Trewin to see if you qualify for our upcoming course. Don't miss out on this opportunity to take your small business to new heights! Enjoyed the podcast? Please leave a review on iTunes or your preferred platform. Your feedback helps more small business owners discover our podcast and embark on their business growth journey.     Quotable quotes from our special Grow A Small Business podcast guest: Never underestimate how much capital it's going to take to get you where you need to go – Chris Van Dusen Find asymmetrical areas of growth – don't compete just like everyone else does – Chris Van Dusen Money doesn't buy you happiness, it buys you freedom – Chris Van Dusen       

Dave Sanderson, the last passenger off US Airways Flight 1549, known as the Miracle on the Hudson, brings 37 years of sales leadership and hard-earned crisis experience to a conversation with Brendon Dennewill about what it actually takes to build resilient teams and make decisions under pressure. From the ASSESS Framework and the A-to-I Affinity Model to the VCR leadership structure developed with Chad Jenkins, Dave unpacks the systems that separate leaders who hold the line from those who collapse when pressure compounds. If your organization is navigating uncertainty, low trust, or execution breakdown, this episode is the blueprint you didn't know you needed.What You'll LearnWhy trust outranks competence in high-stakes hiringThe three levers for managing your mental state under pressureCaptain Sullenberger's unique ability, and what it means for your teamThe VCR Framework: Vision, Capability, ReachHow the ASSESS Framework works in real-time crisis decisionsThe A-to-I model: Access to Influence to AffinityWhy "proximity is power" is your fastest path to growthResources MentionedResilience Partners Group"Moments Matter" by Dave Sanderson "Never Split the Difference" by Chris Voss "Selling in a Post-Trust World" by Larry Levine Tom Hopkins"The Five Dysfunctions of a Team" by Patrick Lencioni  ASSESS frameworkIs your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you'll see: Benchmark data showing how you stack up to other organizationsA clear view of your operational maturity Whether your business is ready to scale (and what to do next if it's not)Let's ConnectSubscribe to the RevOps Champions NewsletterLinkedInYouTubeExplore the show at revopschampions.com. Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

No topic outline. No pre-shared lists. Just two people who live inside the powersports industry every day comparing notes on the books that actually changed how they think.Jacob Berry from Dealership fiXit and Brendan Baker from PSB Power Hour sat down for a joint episode to share the business books that hit hardest in the past year and talk about why they matter for dealers, operators, and anyone in a leadership role in this industry.1. How to Win Friends and Influence People — Dale CarnegieThe first book Jacob picked up on his audiobook journey. The foundation for every people and sales conversation in this episode.2. Never Split the Difference — Chris VossFBI hostage negotiator turned business negotiation coach. Jacob calls it one of the best strategy books on how to talk to people in any situation.3. The Laws of Human Nature — Robert GreeneOld but powerful. The idea that people buy emotionally and justify logically maps directly to every powersports sale.4. Magnetic Marketing — Dan KennedyThe OG of direct response marketing. Stop chasing customers and build marketing that attracts them. One is the loneliest number.5. $100M Leads — Alex HormoziDistribution beats creativity. Dealers who post daily win attention. Dealers who wait lose market share.6. $100M Offers — Alex HormoziMost businesses fail because the offer is weak, not the execution. Engineer deals, do not discount them.7. $100M Money Models — Alex HormoziThe third in the series. Revenue stability comes from stacking predictable models. One-time sales are fragile.8. Velocity 2.0 — Dale PollakThe only book on this list written specifically for dealerships. Inventory turn beats margin hoarding. Speed creates leverage.9. Buy Back Your Time — Dan MartellTime is your most expensive asset. Delegate outcomes, not tasks. If you are the bottleneck, your growth is already capped.10. 12 Rules for Life — Jordan B. PetersonResponsibility precedes progress. Discipline beats motivation. Clean up your own house before criticizing other systems.11. Extreme Ownership — Jocko WillinkLeaders own outcomes. No excuses. If sales are down, start with yourself.12. CEO Excellence — Carolyn DewarHigh-level leaders think differently than operators. Culture is modeled, not declared.13. The 7 Habits of Highly Effective People — Stephen CoveyBrendan's go-to. Effectiveness is not about doing more things faster. It is about doing the right things in the right order. The four quadrant matrix is something every dealer principal needs on their wall.14. The Art of War — Sun TzuAncient military strategy that maps to business chess. Victory goes to whoever understands the terrain, knows themselves, and moves at the right moment.15. 1929: Inside the Greatest Crash in Wall Street History — Andrew Ross SorkinBoth Jacob and Brendan are reading this one right now. The parallels to today's market are striking. The danger of assuming this time is different.16. How to Talk to Anyone: 92 Little Tricks for Big Success in Relationships — Leil LowndesBrendan's pick for anyone who deals with people. 92 specific, practical moves for every conversation situation.Emotional Intelligence 2.0 — Travis Bradberry and Jean GreavesBrendan referenced emotional intelligence as an underrated skill set for dealer operators and salespeople.Libby App — Free audiobooks and ebooks through your local library card.Available at: https://libbyapp.comWatch on YouTube: ⁠https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20⁠Connect with Brendan Baker (PSB): https://www.linkedin.com/in/brendan-baker-b744629/PSB Power Hour Podcast: https://powersportsbusiness.com/powersports-business-power-hour/Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry⁠Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠MotoHunt for Dealers: ⁠https://dealers.motohunt.com⁠

Chris Voss ha negoziato per oltre 20 anni il rilascio di ostaggi per l'FBI. Nel suo libro Never Split the Difference ha raccolto i principi che usava nelle trattative più estreme. In questo video li analizziamo uno per uno e vediamo come applicarli nella vita reale: stipendi, contratti, acquisti, relazioni e conversazioni quotidiane. Parliamo di empatia tattica, domande calibrate, loss aversion, effetto ancora, Black Swan, Ackerman Model e di tutte quelle tecniche psicologiche che possono cambiare completamente il modo in cui negozi.

When Alice came down in 2014, much of the patent prosecution bar reacted with denial. Most practitioners hoped the USPTO, the Federal Circuit, or Congress would clean things up — and that adding some magic language to claims and specifications would eventually be enough.Eli Mazour and Ngai Zhang, separately, came to a different conclusion: there had to be a new, better way to obtain strong patents in the post-Alice world. They started comparing notes more than a decade ago, eventually converged on a shared approach, and now implement these strategies together at Foley & Lardner.On this episode of Clause 8, Eli and Ngai walk through what they actually do — their unique strategies for avoiding and overcoming Section 101 issues, why it's difficult for other attorneys to implement these strategies, and how they think their practice will be impacted in the age of AI.In this episode:* Why relying only on art unit prediction tools & wordsmithing is a losing strategy for § 101* Why claim 1 shouldn't be your broadest claim* How taking features out of independent claims helps advance prosecution - and how the strategy also leaves clients routinely surprised by how broad their issued claims end up* Examiner interviews as hostage negotiations: Ngai's framework based on Chris Voss's Never Split the Difference* Differing approaches that Ngai and Eli have on whether to push for an explicit on-the-record agreement before ending an interview* AI as a collaborator for patent drafting and prosecution* The importance of human interactions and communication for patent prosecution even in the age of AIWatch the full episode and read the companion post on Voice of IP: https://voiceofip.com/Subscribe to the Clause 8 YouTube channel for bonus content: https://www.youtube.com/@clause8

Failure is a better business school than an MBA. Most agencies will never scale because their founder is the product. Minority investment beats full acquisition. And self-doubt isn't a weakness to overcome—it's the edge that separates high performers from those who are growing. Luke Tobin, entrepreneur, investor, and founder of Unusual Group, has built and sold three companies in three different industries over 20 years (the largest being Digital Ethos with an eight-figure exit in late 2022), and he's learned that the people we look up to the most—the ones who seem to have it all figured out—are often the ones who struggle with doubt the most. The difference? They find a way to move anyway.In this episode, he reveals why imposter syndrome appears when you're stepping outside your comfort zone (which means you're doing something productive), why he's writing a book about doubt after interviewing 30 high performers from ex-SBS commandos to actors, and why doubt is actually the cost of admission to the next level. He also shares hard lessons from scaling to 90 people before his exit, hiring 5-6 people per month without proper vetting, and making the mistake of being the eye of the storm instead of creating mini-storms with good people.What you'll learn:

Every leader has conversations they're dreading, avoiding, or fumbling before they even begin. In this episode, Lee Scott unpacks one of the most underestimated tools in the leadership toolkit, the compelling invitation. Not the ambush, not the vague "can we talk?" text, and not the cold command to report to the conference room. The compelling invitation is the art and science of getting the right person to show up curious, safe, and ready to engage, before the real conversation even starts. Drawing on frameworks from "Crucial Conversations," Chris Voss's "Never Split the Difference", Edgar Schein's humble inquiry, and Judith Glaser's conversational intelligence, Lee walks through the anatomy of a compelling invitation, and why skipping it is almost always your worst option. Whether you're navigating a performance challenge, pitching an idea upward, asking for a raise, or addressing friction in a long-standing relationship, how you extend the invitation shapes everything that follows.   Additional Resources: Attend Unleashing Leaders University! Learn more about Unleashing Leaders Follow Unleashing Leaders on LinkedIn Connect with Lee on LinkedIn Follow Unleashing Leaders on Facebook Follow Unleashing Leaders on Instagram   Key Takeaways: Why avoidance and assault are the two failure modes on either side of a compelling invitation The wedding invitation framework: the overlooked parallel to how leaders should open conversations Tailoring your invitation to DISC styles and the six fundamental human needs Contrasting outcomes vs. positions: what you want, and what this conversation is not going to be Giving people a genuine choice, and why "no" being on the table is actually a sign the relationship is working Real-world scripts across four scenarios: prospective clients, bosses, struggling employees, and personal relationships  

Most negotiators spend years perfecting their argument. Chris Voss spent his career learning how to make the other side feel heard. In this encore episode of The Game Changing Attorney Podcast, Michael Mogill sits down with Chris Voss, former FBI lead international kidnapping negotiator, CEO of The Black Swan Group, and bestselling author of Never Split the Difference. With decades of high-stakes experience negotiating with criminals, terrorists, and executives alike, Chris challenges what most attorneys think they know about winning and explains why the collaborative negotiator almost always beats the combative one. Here's what you'll learn: Why "win-win" is one of the clearest signals that someone is about to take advantage of you Why pushing back only when it's justified builds more credibility than fighting every point Why negotiation is a perishable skill and what small-stakes daily practice actually looks like for someone who does this at the highest level Getting better at negotiation doesn't start with your next big case. It starts with the next conversation you have. ---- Show Notes: 2:32 — Since his first appearance on the podcast, Chris has been busy: a documentary, a book on empathy, and a bourbon brand built around dealmaking. 5:11 — Michael asks Chris to draw the line between how negotiation is portrayed on TV versus what effective negotiation actually looks like in practice, particularly for attorneys. 5:32 — Chris tells the story of a lawyer who trained under him as an FBI intern, became a practicing attorney, and out-earned every associate at his firm by refusing to be combative. 10:06 — Chris explains why a combative approach neurochemically triggers defensiveness in the other party, lengthening deals and eroding trust over time. 23:18 — Chris defines tactical empathy and cognitive empathy, explains why sociopaths are paradoxically the best at reading others, and describes how neuroscience backs the collaborative approach. 32:13 — Michael and Chris discuss negotiating in a digital world, why most people communicate too much at once, and why in-person interaction remains irreplaceable for building real relationships. 36:32 — Negotiation is a perishable skill. Chris shares how Tiger Woods approached practice and explains how he stays sharp by reading strangers in low-stakes everyday moments. 39:39 — Chris compares Patrick Mahomes and Kirk Cousins to illustrate the difference between ambition and perfectionism, and what that means for how people handle losing. 45:56 — Michael and Chris dig into what it actually takes to maintain a competitive edge over time ---- Links & Resources: The Psychology of Money by Morgan Housel Same as Ever by Morgan Housel Collaborative Fund Bill Gates Mark Zuckerberg Jeff Bezos Elon Musk Scott Galloway Chris Rock Warren Buffett ---- 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: 441. The Psychology Behind Difficult Conversations with Sheila Heen 297. Ken Feinberg — Behind the 9/11 Compensation Fund: Navigating Tragedy & Complex Mediation 5. Chris Voss — FBI Negotiation Tactics for Business and Life

MeidasTouch host Ben Meiselas reports on Donald Trump's failed negotiations in the Iran War and Meiselas debates Trump's negotiation tactics with former FBI hostage negotiator Chris Voss who is the author of one the top books on negotiations called Never Split the Difference. Remember to subscribe to ALL the MeidasTouch Network Podcasts: MeidasTouch: https://www.meidastouch.com/tag/meidastouch-podcast Legal AF: https://www.meidastouch.com/tag/legal-af MissTrial: https://meidasnews.com/tag/miss-trial The PoliticsGirl Podcast: https://www.meidastouch.com/tag/the-politicsgirl-podcast Cult Conversations: The Influence Continuum with Dr. Steve Hassan: https://www.meidastouch.com/tag/the-influence-continuum-with-dr-steven-hassan The Weekend Show: https://www.meidastouch.com/tag/the-weekend-show The Ken Harbaugh Show: https://meidasnews.com/tag/the-ken-harbaugh-show Majority 54: https://www.meidastouch.com/tag/majority-54 On Democracy with FP Wellman: https://www.meidastouch.com/tag/on-democracy-with-fpwellman Uncovered: https://www.meidastouch.com/tag/maga-uncovered Learn more about your ad choices. Visit megaphone.fm/adchoices

Chris Voss spent decades as the FBI's lead international kidnapping negotiator, where a single wrong word could cost someone's life. After talking down armed bank robbers and negotiating with terrorists, he discovered something critical: the rational bargaining models taught in business schools don't just fail—they're dangerous. Compromise is guaranteed lose-lose. Win-win deals are often code for "I'm picking your pocket." And everything you've been taught about getting to yes is actually destroying your leverage and costing you millions without you even realizing it. In this interview, the former FBI negotiator and author of Never Split the Difference breaks down why forcing someone to say "no" is more powerful than chasing a yes, the exact calibrated questions that make aggressive counterparts solve your problems for you, and how to spot the verbal and tonal cues that reveal when someone is lying or hiding critical deal information. What you'll learn in this interview: • Why compromise is guaranteed lose-lose and destroys value in negotiations • How cutthroat negotiators use "win-win" terminology to pick your pocket • Why Chris responds with "mutual gain" instead of accepting win-win framing • The Black Swan skills: tiny tweaks that massively accelerate trust and profitability • How to gather information without making people feel questioned • Why asking questions decreases trust and what to do instead • The power of mirroring: repeating the last 1-3 words to uncover hidden information • How to use calibrated questions to make counterparts solve your problems • Why focusing on terms instead of price creates more profitable deals • The one negotiation habit that compounds over decades: summarizing their perspective • How to get "that's right" confirmations that create instant collaboration • Why understanding their perspective accelerates deals and employee alignment If you're raising capital, hiring executives, negotiating supplier deals, closing enterprise contracts, or navigating any high-stakes conversation, this episode will completely rewire how you communicate under pressure and extract value from every interaction. SAVE 50% ON OMNISEND FOR 3 MONTHS Get 50% off your first 3 months of email and SMS marketing with Omnisend with the code FOUNDR50. Just head to ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://your.omnisend.com/foundr⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ to get started. WANT TO GROW YOUR BRAND WITH META ADS? Join the Foundr Operators Waitlist → ⁠⁠https://foundr.com/operators⁠⁠ WANT TO GROW YOUR BRAND WITH META ADS? Join the Foundr Operators Waitlist → https://foundr.com/operators HOW WE CAN HELP YOU SCALE YOUR BUSINESS FASTER Learn directly from 7, 8 & 9-figure founders inside Foundr+ Start your $1 trial → ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.foundr.com/startdollartrial⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ PREFER A CUSTOM ROADMAP AND 1-ON-1 COACHING? → Starting from scratch? Apply here → ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://foundr.com/pages/coaching-start-application⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ → Already have a store? Apply here → ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://foundr.com/pages/coaching-growth-application⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ CONNECT WITH NATHAN CHAN Instagram → ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.instagram.com/nathanchan⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ LinkedIn → ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/nathanhchan/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ CONNECT WITH CHRIS VOSS Instagram → ⁠https://www.instagram.com/thefbinegotiator/ LinkedIn → ⁠https://www.linkedin.com/in/christophervoss FOLLOW FOUNDR FOR MORE BUSINESS GROWTH STRATEGIES YouTube → ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://bit.ly/2uyvzdt⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Website → ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.foundr.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Instagram → ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.instagram.com/foundr/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Facebook → ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.facebook.com/foundr⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Twitter → ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.twitter.com/foundr⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ LinkedIn → ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/company/foundr/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Podcast → ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.foundr.com/podcast⁠

I sat down with Chris Voss, former FBI hostage negotiator and CEO of the Black Swan Group, and within minutes, I realized most of us are communicating completely wrong.We think negotiation is about being persuasive, dominant, or getting to “yes.”Chris flipped that idea on its head.From negotiating with terrorists to advising Fortune 500 CEOs, Chris breaks down the real psychology behind influence, why “yes” is overrated, and how something as simple as listening differently can transform your results—in business, relationships, and life.What hit me hardest? Half your problems disappear the moment someone feels truly heard.In this conversation, we go deep into:- The hidden communication mistakes we all make- Why clarity can feel like “violence” (and how to fix it)- The power of mirroring (and how to use it without sounding fake)- How tactical empathy leads to better deals—and more money- What hostage negotiation teaches us about everyday lifeThis isn't theory. This is real-world strategy from someone who's operated in life-or-death situations—and now applies it to business, leadership, and human connection.If you care about results… this episode will change how you think.TIMESTAMPS: 00:10 – Intro: Chris Voss (FBI negotiator & author)01:00 – Why every negotiation impacts the future01:05 – The pressure of life-or-death decisions02:08 – The biggest communication mistake people make02:30 – Precision listening: the skill most people lack03:30 – Why people are afraid to ask for clarity04:37 – The myth: communication ≠ understanding05:00 – How repeating back builds trust instantly06:07 – What mirroring actually does (FBI technique)08:30 – Why using someone's name can backfire09:29 – How Chris Voss got into FBI negotiation10:52 – Fear vs. process in high-stakes negotiation12:00 – Post-traumatic growth vs. defeat12:45 – Top lesson from Never Split the Difference13:02 – Stop aiming for “yes”—aim for “that's right”13:39 – Perception vs. perspective in negotiation15:15 – There's always a better deal16:00 – Why trust is more common than you think19:20 – Negotiation, politics & ripple effects22:37 – Biggest mistake CEOs make in negotiation23:17 – Why collaboration makes more money24:30 – Tactical empathy as a competitive advantage29:55 – Fear of asking questions (conditioning)30:16 – Why the education system rewards mediocrity31:21 – The creativity we lose as we grow up33:17 – The power of belief & mindset34:52 – The common dnominator of great negotiationLike this episode? Leave a review here:https://ratethispodcast.com/commondenominator

Iryna Stelmakh: When Communication Clarity Matters More Than Technical Complexity, A Healthcare Project That Fell Apart Read the full Show Notes and search through the world's largest audio library on Agile and Scrum directly on the Scrum Master Toolbox Podcast website: http://bit.ly/SMTP_ShowNotes.   "Communication clarity is more important than technical complexity, because if you do not understand, it's pretty hard to execute." — Iryna Stelmakh   Iryna shares one of her most painful career stories — a project in the healthcare domain focused on cancer treatment research data. When she joined, she was managing around 9 projects simultaneously and agreed to take this one on the condition that a strong technical lead would own the technical direction. The project began with a critical misunderstanding: sales had communicated that the client needed a database redesign, but the client actually needed a migration to a different database type. Similar words, fundamentally different work.   For three months, the team worked through research and discovery phases, trying to understand the actual problem. But communication gaps — compounded by language barriers between the Ukrainian development team and the US-based client — prevented them from identifying the real need in time. Iryna trusted the technical lead's reports that everything was on track. She relied instead of checking. Eventually, the client lost confidence and left. It remains the only project in her career she considers a genuine failure.   The lesson cuts deep: teams must have people who can ask the right questions early. As Vasco observes, the root cause was implicit assumptions that were never discovered or explored by the different people involved.   In this episode, we also talk about the importance of the monitoring and controlling phase in project management.   Self-reflection Question: When you trust a team member's assessment that "everything is fine," what verification steps do you take to confirm that understanding is truly shared across all stakeholders? Featured Book of the Week: Team Topologies by Matthew Skelton and Manuel Pais Iryna recommends Team Topologies by Matthew Skelton and Manuel Pais as a book that changed how she thinks about Agile leadership. "Great agile leadership is not only about frameworks, but it's about communication, influence, and the ability to align people around shared goals," she explains. The book helped her understand that Agile isn't just about team process — it's about organizational structure, team boundaries, and responsibilities. She also recommends Never Split the Difference by Chris Voss for Scrum Masters who want to sharpen their communication and influence tactics. As Iryna puts it, communication is one of the most important skills a Scrum Master must have.   [The Scrum Master Toolbox Podcast Recommends]  

"Children are great imitators, so give them something great to imitate." — John WoodenSean Donohue is one of the most trusted parenting voices in the world today. Known to millions as The Family Coach, Sean helps overwhelmed parents break toxic cycles, restore peace in the home, and raise strong, emotionally intelligent kids.Between his high-impact parenting videos, and his podcast The Sean Donohue Show, he reaches 15M+ people each month. His new book The EQ Parent comes out this year.In this episode:• How to raise strong kids in a world full of noise and distraction• Why children copy what you do far more than what you say• How to set boundaries without damaging trust• What overwhelmed parents can do today to restore calm in your homeLet's WIN THE DAY with Sean Donohue!_

Kobe Xin reveals how persistence, mindset, and smart systems can transform zero experience into a thriving business built on consistency, trust, and long-term vision.See article: https://www.unitedstatesrealestateinvestor.com/from-zero-calls-to-80-agents-building-a-real-estate-empire-with-kobe-xin/(00:00) - Introduction to The REI Agent Podcast(01:30) - Meet Kobe Xin and His Real Estate Journey(03:45) - Discovering Passive Income Through Rich Dad Poor Dad(06:00) - Early Days Cold Calling for Investors(08:15) - COVID Disruption and Pivot to Team Building(10:30) - Scaling from 6 to 80 Agents Through Systems(13:00) - Cold Calling Numbers Game and Appointment Strategy(15:30) - Investor Versus Agent Approach to Seller Conversations(18:00) - Targeting Distressed Sellers and Lead Sources(20:30) - Creating a Consultative Sales Process That Converts(23:00) - Using Negotiation Psychology from Never Split the Difference(25:30) - Structuring Calls to Build Trust and Gather Information(28:00) - Avoiding Overwhelm by Simplifying Seller Options(30:30) - Building a Real Estate Solutions Business Model(33:00) - SEO Foundations and Why Every Agent Needs a Website(35:30) - Turning Questions Into Content That Ranks(38:00) - YouTube Strategy and Cross-Platform Content Power(40:30) - Repurposing Content Into Blogs, Shorts, and Leads(43:00) - Consistency, Patience, and Long-Term Growth Strategy(45:00) - Mindset, Goals, and Building the Life You Want(47:15) - Book Recommendations and Final Advice(48:10) - Where to Find Kobe Xin and Closing RemarksContact Kobe Xinhttps://www.facebook.com/kobexinrealtor/https://www.instagram.com/kobexin_/https://www.linkedin.com/in/kobe-xin/https://www.youtube.com/@kobexinIf you take anything from Kobe Xin's journey, let it be this: success is not about where you start, it is about how long you stay committed to the process and how clearly you define the life you want to build. Visit https://reiagent.comIs success destroying your peace? Most pros grind until they break. Download The Investor's Life Balance Sheet: A Holistic Wealth Audit to see if you are building a legacy or heading for burnout. Presented by The REI Agent Podcast & United States Real Estate Investor® https://sendfox.com/lp/m4jrl

Get a FREE DOWNLOADABLE COPY of Jeff Dudan's Book Discernment HERE What can an FBI hostage negotiator teach entrepreneurs, franchise owners, and business leaders about getting better outcomes? A lot. In this episode of Unemployable with Jeff Dudan, Jeff sits down with Chris Voss — former FBI hostage negotiator, author of the global bestseller Never Split the Difference, and founder of The Black Swan Group. Chris spent more than two decades negotiating life-or-death situations around the world. Now he teaches the same negotiation frameworks to business leaders, entrepreneurs, and Fortune 500 companies.  In this conversation, Chris and Jeff break down: • The power of tactical empathy • Why making people feel understood changes behavior • The hidden danger of high anchoring in negotiations • How to slow down and avoid deal fixation • The negotiation techniques Chris used in real hostage situations • Why most people unknowingly leave value on the table Whether you're negotiating deals, leading teams, building companies, or navigating everyday conversations, the principles in this episode can change the way you communicate and make decisions.  Learn more about Chris Voss and The Black Swan Group here: https://www.blackswanltd.com  Black Swan Group Negotiation Resources and Newsletter: https://www.blackswanltd.com/newsletter/  Chris Voss Fireside Coaching Platform: https://firesidechat.com/chrisvoss  If you enjoy conversations with elite entrepreneurs, operators, and thinkers, subscribe to the channel and turn on notifications.  Get a FREE DOWNLOADABLE COPY of Jeff Dudan's Book Discernment HERE

Get a FREE DOWNLOADABLE COPY of Jeff Dudan's Book Discernment HERE What can an FBI hostage negotiator teach entrepreneurs, franchise owners, and business leaders about getting better outcomes? A lot. In this episode of Unemployable with Jeff Dudan, Jeff sits down with Chris Voss — former FBI hostage negotiator, author of the global bestseller Never Split the Difference, and founder of The Black Swan Group. Chris spent more than two decades negotiating life-or-death situations around the world. Now he teaches the same negotiation frameworks to business leaders, entrepreneurs, and Fortune 500 companies.  In this conversation, Chris and Jeff break down: • The power of tactical empathy • Why making people feel understood changes behavior • The hidden danger of high anchoring in negotiations • How to slow down and avoid deal fixation • The negotiation techniques Chris used in real hostage situations • Why most people unknowingly leave value on the table Whether you're negotiating deals, leading teams, building companies, or navigating everyday conversations, the principles in this episode can change the way you communicate and make decisions.  Learn more about Chris Voss and The Black Swan Group here: https://www.blackswanltd.com  Black Swan Group Negotiation Resources and Newsletter: https://www.blackswanltd.com/newsletter/  Chris Voss Fireside Coaching Platform: https://firesidechat.com/chrisvoss  If you enjoy conversations with elite entrepreneurs, operators, and thinkers, subscribe to the channel and turn on notifications.  Get a FREE DOWNLOADABLE COPY of Jeff Dudan's Book Discernment HERE

291 - From Cubicles to Closings: Mike Doherty's Path to Real Estate Success   Jen Josey hosts the REIGN podcast and shares a "Badassery Bestowment" on why every listing needs a professional photographer, citing five reasons: more clicks and offers, selling a lifestyle, protecting price, standing out in a crowded market, and saving time and stress. She then interviews Mike Doherty, a Connecticut-based full-time real estate investor, realtor, entrepreneur, co-founder of Skytree Investments, and host of the Sky's the Limit Podcast. Mike describes his path from a finance job after graduating from the University of Connecticut in 2015 to real estate investing, including learning through BiggerPockets, house hacking a duplex, and scaling by using the BRRRR method after running out of capital. He discusses misconceptions new investors face, emphasizes taking action, using meetups to build confidence and connections, and explains creative financing strategies such as seller financing and subject-to deals, including an example with 10% down, 4% interest, 40-year amortization, and a 10-year balloon. Mike shares a favorite deal involving raising the full down payment, selling after one year, and completing a 1031 exchange into a seller-financed five-unit property. He explains OPM approaches, partnerships and joint ventures, friends-and-family capital, and the importance of track record and some skin in the game. Mike outlines his move from W2 work to becoming a full-time realtor by lowering living expenses through house hacking, and he shares his BADASS answers: key books (Rich Dad Poor Dad, Who Not How, Never Split the Difference), best advice (take action), his drive (generational wealth and financial freedom), a goal of reaching 200 doors before age 35 (currently at 100), systems (assistant/transaction coordinator, Follow Up Boss CRM, calendar, and morning routine), and his definition of success as enough passive income to support his lifestyle.    00:00 Welcome to REIGN: What to Expect on the Podcast 01:02 Badassery Tip: Why Pro Photos Sell Listings (5 Reasons) 03:24 Meet Mike Doherty: Investor, Realtor & Podcast Host 04:46 From Finance Cubicle to First House Hack Duplex 08:49 Early Landlord Lessons & Misconceptions to Unlearn 11:32 Take the First Step: Beating Analysis Paralysis with Action 14:17 Scaling Up: Running Out of Cash & Learning the BRRRR Method 16:59 Creative Financing Deep Dive: Seller Finance, Sub-to & Balloons 20:57 Favorite Deals & Partnering Up Using Other People's Money 21:33 Raising the Down Payment + 1031 Into Seller Financing (5-Unit Deal) 23:00 What He'd Do Differently: OPM Sooner & BRRRR After the First Duplex 24:18 Flip vs Hold: Wealth-Building Mindset, Leverage, and Today's Market Risk 25:36 OPM Playbook: Partners, Private Money Terms, JVs & Structuring Deals 27:21 Friends & Family Funding + Skin in the Game (Even Teachers Have Money) 29:16 His Business Today: Full-Time Realtor, Investor Niche, Flips/Wholesale to Buy Rentals 31:40 Sky's the Limit Podcast + The "BADASS" Rapid-Fire Segment Begins 32:39 Books & Advice: Rich Dad, Poor Dad, Who Not How, Never Split the Difference + Take Action 35:46 Drive, Goals & Systems: Generational Wealth, 200 Doors, Assistants, CRM, Morning Routine 39:46 Defining Success + Where to Find Mike (Podcast, IG, Website) 41:12 Wrap-Up & Show Outro: Subscribe, Follow, and Join REIGN  

Can You Really Change Your Brain by Changing Your Thoughts?   Neurosurgeon, Iraq War vet, and author Dr. Lee Warren shows Curtis Chang how to perform "self brain surgery"—no scalpel, just the brutal truth: your automatic thoughts are rewiring your brain every day, and a lot of them are lying to you. Curtis and Lee dig into neuroplasticity, why you keep looping the same stress scripts, how gratitude can hijack anxiety, and they connect the dots between brain science and faith as represented in Philippians 4 and Romans 12. If you're stuck in anxiety, trauma, or toxic patterns, this episode could be a wake-up call—and a way forward.   Enter to win: Dr. Lee Warren Book Give Away Sign up for the Good Faith Newsletter Register for the Illuminate Arts + Faith Conference   02:38 - How Do Thoughts Reshape the Brain? 07:39 - Personal Story: Grieving and Neuroplasticity 11:08 - Philippians 4 and Neuroscience 18:01 - Gratitude as a Brain Switch 21:51 - Neuroscience vs. Classic Therapy 31:03 - Building New Habits and Synaptic Pruning 32:28 - The "Self" in Self Brain Surgery and the Holy Spirit 44:07) - Wisdom to Know What Can and Cannot Change 52:34 - Epigenetics and Generational Influence 56:49 - Final Word: Hope and Agency   Mentioned In This Episode: Dr. Lee Warren's The Life-Changing Art of Self-Brain Surgery Philippians 4:6–8 (ESV) Romans 12:1–2 (ESV) 2 Corinthians 10:5 (ESV) Romans 5:3–5 (ESV) Deuteronomy 5:9-10 (ESV) Summary: Study finds epigenetic changes in children of Holocaust survivors Chris Voss's Never Split the Difference The Original Serenity Prayer   More From Dr. Lee Warren: Listen: The Dr. Lee Warren Podcast Dr. Warren's website Dr. Warren's  No Place to Hide Dr. Warren's  Hope Is the First Dose Dr. Warren's  I've Seen the End of You   Follow Us: Good Faith on Instagram Good Faith on X (formerly Twitter) Good Faith on Facebook   The Good Faith Podcast is a production of a 501(c)(3) nonpartisan organization that does not engage in any political campaign activity to support or oppose any candidate for public office. Any views and opinions expressed by any guests on this program are solely those of the individuals and do not necessarily reflect the views or positions of Good Faith.

Physical therapy isn't just about movement anymore — it's about models, messaging, and mindset. In this episode, Jimmy interviews Ryan Sharkey and Jonathan Ide-Don, co-founders of Full Stack Healthcare, a platform and newsletter helping clinicians think beyond fee-for-service.They break down the differences between RTM and telehealth, how asynchronous care changes outcomes, and why communication — not Theraband color — is your next clinical edge.???? Who this is for: Clinic owners, ambitious PTs, policy-curious rehab pros, and anyone who feels like the system is broken but isn't sure how to fix it.???? Topics covered:What "full stack" really means for healthcareWhy PTs need to think like product buildersRTM vs Telehealth: Reimbursement realitiesWhy communication > exercise selectionScaling care without sacrificing qualitySubstack as a clinic strategy???? Game Segment: Full Stack Fire RoundRTM vs TelehealthFee-for-service vs Value-basedClinician-led vs Venture-fundedOne Substack post every PT should read???? Guest & Resource Links:???? Full Stack Healthcare???? Never Split the Difference by Chris Voss????‍⚕️ Sara Health – Remote care, simplified???? Empower EMR – Built for PTs???? US Physical Therapy – 650+ clinic locations

Throwback episode alert. We're re-releasing one of the most replayed conversations on The Jess Larsen Show. Jess sits down with retired FBI international kidnapping negotiator Chris Voss, bestselling author of Never Split the Difference. Chris takes you inside real hostage negotiations and breaks down the skills that actually move people: tactical empathy, listening for what's unsaid, staying calm under pressure, and using the right words when stakes are high. This one isn't just for dealmakers. It's for anyone who's ever had a hard conversation, felt stuck, or needed to influence without escalating. Learn more about your ad choices. Visit megaphone.fm/adchoices

Every day is filled with negotiations. Here's how to start winning them. Any conversation that has a want or a need is a negotiation. It's critical to approach even the low stakes negotiations with the same tools that will win high stakes conversations. But what if the key to better outcomes isn't pushing harder, but listening better? In today's episode of Hello Monday, Jessi Hempel sits down with Jonathan Smith, negotiation instructor and co-author of Fight Less, Win More, to break down why negotiation is really about empathy, trust, and disciplined listening. Drawing on The Black Swan Group's negotiation framework—made famous by Never Split the Difference—Jonathan shares practical tools for navigating conflict, building influence, and getting what you need without damaging relationships. Jonathan is a business strategist and negotiation expert who has spent years teaching leaders, managers, and teams how to communicate in moments that matter most. His work focuses on tactical empathy, emotional intelligence, and the everyday negotiations that shape our careers and lives. Jonathan and Jessi discuss: Why every difficult conversation is a negotiation Tactical empathy and how to help people feel truly heard The “core four” negotiation skills: labels, mirrors, dynamic silence, and summaries How low-stakes practice builds confidence for high-stakes conversations Managing tone, emotion, and self-regulation  Why listening is a discipline—and how it improves trust and influence Using AI as a preparation tool without losing human connection If you want to go deeper on these tools listen to our episode from September, 2025 with The Black Swan Group's founder and CEO, Chris Voss.  Watch on YouTube: https://bit.ly/chrisvoss-hm-youtube  Listen on Apple: https://bit.ly/chrisvoss-hm-apple  Watch/Listen on Spotify: https://bit.ly/chrisvoss-hm-spotify We will be launching the Hello Monday Book Club soon. If you're interested in joining, send us an email at hellomonday@linkedin.com and let us know!

Natasha Hawker is co-founder of Employee Matters, your in-house HR and recruitment experts coming in and out of your business as and when you need them.   A finalist in the Australian 2023 Telstra Best of Business Awards, Natasha Hawker is author of From Hire to Fire, Managing the Employee Life Cycle, Higher, Manage, Wellbeing and Exit.   Soundbites [2:50] Difficult conversations in management and key questions managers should ask themselves.   [3:10] Importance of normalizing feedback in everyday business to prevent difficult conversations from escalating.   [3:43] The importance of having regular one-on-ones with employees to facilitate open communication.   [3:57] Approach to daily huddles and how they improve accountability, communication, and listening skills, especially in remote teams.   [5:55] Why managers avoid difficult conversations, highlighting the lack of formal training for managers on handling performance discussions.   [6:12] Three key areas managers need to improve: hiring better, managing better, and exiting better. Structured feedback can prevent performance issues from escalating.   [7:19] Personal experiences of avoiding feedback, explaining how unaddressed small issues can snowball over time.   [8:08] Shift in business. Introducing private one-on-ones to create a space for open conversations before issues arise.   [8:40] Vulnerability in leadership, encouraging managers to seek feedback from their teams.   [9:50] Challenge of employees reacting emotionally to feedback, with de-escalation techniques from Never Split the Difference by Chris Voss.   [11:29] Advice on acknowledging emotions during difficult conversations and using pauses to allow employees to express their feelings.   [12:19] Role of social sensitivity in effective teams. Reading nonverbal cues and responding appropriately.   [12:46] Recommendation to prepare employees for tough feedback conversations by framing them as growth opportunities.   [13:48] Suggestion for a direct approach to sharing feedback, allowing employees to correct assumptions and engage in open dialogue.   [14:10] Introduction to the topic of exit interviews, explaining their value in identifying trends, retention risks, and leadership challenges.   [15:09] Concept of stay interviews—proactively engaging employees to understand what would keep them in the company.   [16:17] Exploration of the benefits of an alumni program and how staying connected with former employees can lead to new business opportunities.   [17:09] Shift in discussion to onboarding, explaining how poor onboarding increases turnover, emphasizing the need for structured induction programs.   [20:38] Identification of a critical gap—many businesses underutilize their management teams, missing opportunities to increase productivity and profitability.   [21:30] Information on how Employee Matters helps small to medium businesses with HR and recruitment, emphasizing that strong HR practices provide a competitive advantage. CONTACT NATASHA HAWKER Contact Employee Matters at employeematters.com.au to learn more about their HR and recruitment services.   https://www.natashahawker.com/   LinkedIn: https://www.linkedin.com/in/natashahawker/   ABOUT PODCAST HOST, NINA SUNDAY CSP   "Download from Nina Sunday's book a free chapter titled, Lead From The Front, an insightful deep dive into effective leadership.   1.    Why “People Don't Quit Companies; They Quit Managers.” 2.    The 8 Good Behaviors of a Manager. 3.    Lead From the Front to Motivate Your Team. Grab your free PDF here https://www.ninasunday.com/workplace-wisdom-lead-from-the-front === Learn more about your ad choices. Visit megaphone.fm/adchoices

Nathan Barlow spent 10 years in door-to-door with almost nothing to show for it. He sold 250 accounts three years in a row, beating his head against a wall. Then something clicked—and he hit back-to-back Golden Doors.In this episode, Hunter sits down with Nate in studio to unpack what changed: the accountability from his wife and business partners, the non-negotiables that got him knocking by 1pm and staying until 9pm every day, and the mindset shift from chasing money to providing value. Nate also shares the wildest door-to-door story you'll hear this year—getting attacked by a lemur in Oregon that bit his lip in half mid-summer.This is Nate's 11th and final year on the doors. He's now building his own pest control business and focused on developing his team.Books mentioned:Never Split the Difference by Chris Voss

I was on a coaching call with people selling IT services, and someone had an opportunity to dig deeper into what the prospect said. Another person suggested, "We could have asked 'Why is that important to you?'" The response? "I thought we weren't supposed to ask 'why' questions. It's what I heard from Chris Voss." Look, I love Chris Voss—phenomenal hostage negotiator, great book (Never Split the Difference)—and I fundamentally agree with most of what he says. He's right that "why" questions can make people defensive because we're trained from childhood that "Why did you do that?" means we're being accused of something. But here's my slightly different perspective: Chris comes from negotiating with terrorists and hostages—there's inherent conflict between the two parties. That's not consultative sales. Your prospect's money isn't being held hostage. This episode breaks down why the advice gets implemented too broadly without understanding the context. If you ask with curiosity—"Interesting, I haven't seen that before... why do you guys do it that way?"—versus accusation—"Well... what's the purpose of that?"—your tonality changes everything. I hereby give you permission to use "why" at the beginning of questions, so long as you deliver it with curiosity and not accusation. Don't overthink it. Use it strategically.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world's largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

In this reflective episode, we'll explore the most impactful books I've read in 2025. From exploring personal growth and professional evolution to sharing insights on leadership and success, I'll share the themes that shaped my year. I'll discusses the challenges and triumphs of balancing identity and ambition, hopefully offering valuable takeaways for optometry professionals and beyond.   Book List: Driven: Understanding and Harnessing the Genetic Gifts Shared by Entrepreneurs, Navy SEALs, Pro Athletes, and Maybe YOU – Doug Brackmann ➡️ https://www.amazon.com/Driven-Understanding-Harnessing-Entrepreneurs-Athletes/dp/1619616939 Amazon From Strength to Strength: Finding Success, Happiness, and Deep Purpose in the Second Half of Life – Arthur C. Brooks ➡️ https://www.amazon.com/Strength-Finding-Success-Happiness-Purpose/dp/059319148X Amazon Wanting What You Want – Dan Sullivan ➡️ https://www.amazon.com/Wanting-What-You-Want-Sullivan/dp/1897239394 Never Split the Difference: Negotiating As If Your Life Depended On It – Chris Voss (with Tahl Raz) ➡️ https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805   Perennial books I've revisited: Turning the Flywheel: A Monograph to Accompany Good to Great – Jim Collins ➡️ https://www.amazon.com/Turning-Flywheel-Monograph-Accompany-Good/dp/006291268X Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones – James Clear ➡️ https://www.amazon.com/Atomic-Habits-Proven-Build-Break/dp/0735211299 Wikipedia Be Your Future Self Now: The Science of Intentional Transformation – Benjamin Hardy ➡️ https://www.amazon.com/Be-Your-Future-Self-Now/dp/1401967571 To Sell Is Human: The Surprising Truth About Moving Others – Daniel H. Pink ➡️ https://www.amazon.com/To-Sell-Is-Human-Surprising/dp/1594631905   Fun Books: Project Hail Mary – Andy Weir ➡️ https://www.amazon.com/Project-Hail-Mary-Andy-Weir/dp/0593135202 The Devil in the White City: Murder, Magic, and Madness at the Fair That Changed America – Erik Larson ➡️ https://www.amazon.com/Devil-White-City-Madness-Changed/dp/0375725601 Shoe Dog: A Memoir by the Creator of Nike – Phil Knight ➡️ https://www.amazon.com/Shoe-Dog-Memoir-Creator-Nike/dp/1501135910   Resources: Book a Triage call with Adam Download the Practice Owner's Financial Toolkit 20/20 Money Ultimate Financial Success Masterclass OD Mastermind Interest Form   ————————————————————————————— Please rate and subscribe to 20/20 Money on these platforms Apple Podcasts Spotify ————————————————————————————— For past episodes of 20/20 Money with full companion show notes, please check out our episode archive here!

This episode is sponsored by Lightstone DIRECT. Lightstone DIRECT invites you to partner with a $12B AUM real estate institution as you grow your portfolio. Access the same single-asset multifamily and industrial deals Lightstone pursues with its own capital – Lightstone co-invests a minimum of 20% in each deal alongside individual investors like you. You're an institution. Time to invest like one. _____________   This Episode is also sponsored by Ryze Health Every minute counts in medicine—so why waste it on clunky admin work? With Ryze Health, practice management becomes effortless. Our all-in-one platform streamlines scheduling, patient communications, and insurance verification, giving you fewer no-shows, faster check-ins, and happier patients. Free yourself from paperwork and phone tag so you can focus on what truly matters: providing care. Visit http://ryzehealth.com/BootstrapMD today and see how simple running your practice can be. ______________   Host Dr. Mike Woo-Ming breaks down why Chris Voss's Never Split the Difference is the single most important book most physicians will never read in school  yet use dozens of times every single shift. From salary negotiations and admin battles to convincing patients to get the CT, these FBI-level tactics will immediately make you more money, save you time, and reduce daily frustration. Doctors are brilliant clinicians but notoriously terrible negotiators. We say "yes" to terrible contracts, extra shifts without extra pay, and patients who refuse life-saving care  all because no one ever taught us how to negotiate like our life or livelihood depends on it. In this rapid-fire Book Club episode, Dr. Mike Woo-Ming distills the core lessons from Chris Voss's bestseller Never Split the Difference and shows exactly how to apply them in real medical life: getting the raise you deserve, pushing back on unpaid admin duties, reading the room with anxious patients, and never again leaving money or sanity on the table. If you only read one negotiation book in your career, make it this one. Three Actionable Takeaways: Never make the first offer: Force the other side to name their number first (salary, rate, raise). Respond with "What do you think would be fair?" or "I'm open to any offer you feel is appropriate." Their silence works for you they'll often low-ball themselves or surprise you with more than you expected. Use tactical empathy and labeling: Start every tough conversation with "It sounds like…" or "It seems like you're frustrated that…" You're not agreeing, just naming the emotion. This instantly calms patients, admins, or partners, builds trust, and makes them far more open to your actual request or plan. Turn "No" into your ally: When they say "No" to your raise, extra pay, or patient's refusal of care, respond with "What would need to happen for us to revisit this?" or "How could we make this work?" A "No" protects them; calibrated questions turn it into the real negotiation. About the Show: Bootstrap MD is the ultimate podcast for physician entrepreneurs looking to escape traditional healthcare and control their financial futures. Hosted by Dr. Mike Woo-Ming, a successful physician, entrepreneur, and investor, the show delivers actionable insights on starting businesses, creating passive income, and navigating healthcare entrepreneurship. Featuring interviews with industry leaders, physicians, and experts in telemedicine and digital health, it's your guide to building a profitable, fulfilling career.  Tune in weekly at  http://bootstrapmd.com     About the Host: Dr. Mike Woo-Ming has over 20 years of experience as a physician entrepreneur. He's built and sold multiple seven-figure companies and now leads Executive Medical, a group of clinics specializing in age management and aesthetics. Through BootstrapMD, he mentors physicians in business, content creation, and autonomy. Let's Connect: www.https://www.bootstrapmd.com   Want to start a podcast? Check out the Doctor Podcast Network!    

Most of us think of negotiation as something reserved for high-stakes boardrooms—or even hostage situations. But Christopher Voss, former FBI lead hostage negotiator and bestselling author of Never Split the Difference, says negotiation is everywhere: in salary talks, in team meetings, even in conversations with your kids. And the secret isn't control. It's influence. In this episode of Hello Monday, Jessi Hempel sits down with Chris to explore how we can all become better negotiators by focusing on empathy, collaboration, and trust. Drawing on decades of experience, Chris shares practical tools you can use to move conversations forward—whether you're asking for a raise, dealing with a difficult boss, or navigating conflict at home. Chris and Jessi discuss: Why negotiation is really about collaboration and long-term relationships How to shift from seeking control to building influence The power of labeling emotions to build trust and lower defenses Why “no” is often more powerful than “yes” How to recognize when a negotiation is over—or when it's time to walk away Strategies to reframe salary conversations and show your value Chris's methods aren't about winning at someone else's expense. They're about creating better outcomes for everyone involved. If you've ever wondered how to be heard, respected, and influential in your work, this conversation offers a masterclass. This episode was recorded live in-studio. For an extended, behind-the-scenes version, watch on LinkedIn Premium. Continue the conversation with us at Hello Monday Office Hours! Join us Wednesday at 3 PM ET on the LinkedIn News page.

In this episode of the Jake & Gino How-To Series, Gino Barbaro shares his top five books for multifamily real estate investing. Whether you're just starting your journey or scaling your portfolio, these timeless reads will give you the mindset, financial intelligence, and negotiation skills needed to succeed in real estate investing. From classics like Rich Dad Poor Dad to powerful guides like Never Split the Difference, this list will help you build wealth and achieve financial freedom through multifamily real estate. Real estate investing is 80% mindset and 20% mechanics, and these books prove it. Gino breaks down why The Richest Man in Babylon lays the foundation of wealth-building, how The Psychology of Money shapes your relationship with finances, and why Think and Grow Rich still influences today's top entrepreneurs. He also covers negotiation strategies from Chris Voss's Never Split the Difference, creative deal structures in Creative Cash, and market analysis insights from Dave Lindahl's Multifamily Millions. Each recommendation gives you the tools to overcome limiting beliefs, understand the rules of money, and master multifamily real estate. If your goal is to create passive income, scale your portfolio, and achieve long-term financial freedom, these book recommendations are your roadmap to success.Connect with Gino Barbaro: gino@jakeandgino.comLearn more at: https://www.wheelbarrowprofits.com We're here to help create multifamily entrepreneurs... Here's how: Brand New? Start Here: https://jakeandgino.mykajabi.com/free-wheelbarrowprofits Want To Get Into Multifamily Real Estate Or Scale Your Current Portfolio Faster? Apply to join our PREMIER MULTIFAMILY INVESTING COMMUNITY & MENTORSHIP PROGRAM. (*Note: Our community is not for beginner investors)