Podcasts about never split

In yet another insightful episode of the Open Your Eyes podcast, McKay traces the transformative power of knowledge, from the darkness of the 14th century to the modern bookshelf. By exploring key lessons from history and foundational books, he demonstrates how acquiring knowledge remains the ultimate tool for personal growth, effective leadership, and a more fulfilling life.Drawing a stark contrast between a pre-literate world of disease and ignorance and the revolutions that followed, our host credits Johannes Gutenberg's printing press with changing the world. He then distills potent, actionable wisdom from a number of influential books, including practical tactics on negotiation from Never Split the Difference, persuasion from Influence, and marketing from Contagious. The episode also highlights the power of perseverance over talent as detailed in Grit and the necessity of emotional focus in leadership from Daniel Goleman's work, ultimately encouraging listeners to see reading not as a pastime, but as a direct path to empowerment.Main Themes:Knowledge is the ultimate form of power.The spread of information, via the printing press, ended an era of ignorance and sparked global progress.Reading is a direct path to personal and professional growth.Effective negotiation is a process of discovery, not a battle.Understanding human psychology (reciprocity, social proof, providing reasons) is key to influence.Grit and perseverance are often more important than innate talent.Emotional intelligence allows leaders to focus on what truly matters.Marketing should be a generous act of helping others.Top 10 Quotes:"Knowledge has the power to change people, cultures, homes, families, and businesses.""Today a reader, tomorrow a leader.""Negotiation is not an act of battle; it's a process of discovery.""People simply like to have reasons for what they do.""Marketing is the generous act of helping others, not selling others.""When we care, we share.""Grit mattered more than intelligence, leadership, or physical fitness.""Leaders with high emotional intelligence... can suspend emotions or reactions on things that don't matter most.""What kept the population in such poor conditions was the lack of knowledge.""At the foundation of our behavior and beliefs really is the way we see the world and ourselves in it."Show Links:Open Your Eyes with McKay Christensen

About the Guest(s):Charmaine Thaner is a seasoned educator and advocate with over 30 years of experience, who has dedicated her career to supporting families and children with special needs. As a mother to a son with Down syndrome, she blends personal experience with professional expertise to guide parents through the complexities of the Individualized Education Program (IEP) process. Thaner is the founder of the Connecting for Change group, where she coaches parents and offers innovative tools and techniques to empower them in educational advocacy, focusing on creating inclusive environments where every child feels valued and supported.Episode Summary:In this episode of the Think Inclusive Podcast, host Tim Villegas converses with Charmaine Thaner about the intersection of artificial intelligence and inclusive education advocacy. Villegas kicks off the episode with an intriguing twist — using an AI-generated version of his voice to introduce the topic and set the stage for a discussion on how AI can be leveraged as a tool for empowerment in educational advocacy.Thaner shares her journey into using AI tools like ChatGPT, describing how they have revolutionized her approach to helping parents navigate the IEP process. By integrating AI in drafting emails, summarizing meetings, and even crafting legislative communications, Thaner highlights the potential these tools hold for reducing stress and enhancing clarity for parents and educators alike. She discusses the nuanced art of crafting effective prompts and custom GPTs tailored to individual advocacy goals, and how Chris Voss's negotiation techniques inspire more engaging conversations in educational settings. Throughout the episode, Tanner emphasizes the importance of maintaining authentic human connections in advocacy work, even as AI tools enhance efficiency and precision.Complete show notes and transcript: (coming soon)Key Takeaways:-AI in Advocacy: Charmaine Thaner discusses how AI tools like ChatGPT can support parents in writing effective advocacy emails, summarizing meetings, and preparing for educational presentations.-Customized AI Solutions: Thaner introduces the concept of custom GPTs, tailored AI solutions that reflect personal advocacy goals and values, proving invaluable for individualized support.-Negotiation Techniques: Inspired by Chris Voss, Thaner utilizes negotiation strategies to craft more productive and empathetic communications with educators.-AI Beyond Emails: The use of AI extends to legislative advocacy, assisting parents in developing personalized messages to policymakers.-Human Connection: Despite AI's capabilities, Thaner stresses that authentic human interaction remains vital in advocacy efforts.Resources:Find Charmaine here: https://iep.today/CharmaineChris Voss's book: Never Split the Difference: https://amzn.to/4knHSx3AI tools mentioned: ChatGPT, Claude, Poe, and Descript Hosted on Acast. See acast.com/privacy for more information.

This week we talk about negotiations and how they are like teaching. Things that bring us joy this week: Never Split the Difference: Negotiating as if Your Life Depended on It (https://www.goodreads.com/book/show/123857637) by Chris Voss and Tahl Raz Grilling Intro/Outro Music: Notice of Eviction by Legally Blind (https://freemusicarchive.org/music/Legally_Blind)

Special Guest Host Cale Clarke explores the sudden clash between Elon Musk and Donald Trump through the lens of FBI negotiator Chris Voss’s “Never Split the Difference,” shifting focus from political standoffs to the personality dynamics fueling such breakdowns. He weaves in real-world applications, from business deals to family dinners, examining why understanding assertives, analysts, and accommodators determines outcomes in conversations big and small. Even a teenager calling in for job interview advice gets the negotiation gold. Cale talks about the recent falling out between President Trump and Elon Musk (01:35) Three Negotiator Types: https://info.blackswanltd.com/hubfs/Content/3%20Types%20of%20Negotiators.pdf (17:07) Dylan (15-years-old) - I am doing a mock interview soon for a summer internship. Is there a chance this book would help me with that? (44:08)

What if the most intense, life-or-death negotiations in the world held the key to unlocking your everyday success? This episode, prepare to have your mind blown. We're joined by Chris Voss, the former lead international kidnapping negotiator for the FBI and author of the groundbreaking book, Never Split the Difference. Chris takes us deep into his extraordinary journey, from his roots in Iowa to the high-stakes world of hostage negotiation, and how he now empowers professionals like you to achieve more. Get ready to transform the way you approach every conversation, because this isn't just about negotiating a deal – it's about mastering human connection.Check out the full series of "Career Sessions, Career Lessons" podcasts here or visit pathwise.io/podcast/. A full written transcript of this episode is also available at https://pathwise.io/podcasts/chris-voss/.Become a PathWise member today! Join at https://pathwise.io/join-now/

In this episode, we revisit a powerful conversation with Chris Voss, former FBI lead hostage negotiator and bestselling author of Never Split the Difference.In this insightful discussion with Jake and Damian, Chris shares his unique approach to communication, showing how the skills he used in life-or-death negotiations can transform the way we handle everyday conversations. From business meetings to family dynamics, Chris explains why listening more and speaking less can lead to better outcomes in every area of life.Listen in as Chris delivers practical, transformative strategies to help you navigate pressure, connect with others, and negotiate like your life depends on it.

Send us a textFor many, getting into a leadership position is the first step of having ‘made it', with the goal of becoming a leader as a career goal. But what happens when you've gotten to this point?  Where do you go next?  How can you maximize your moment?In this episode, you'll hear from Tami Reiss, a Product Leader Coach, who will offer advice for emerging leaders to make the most of their first leadership role. Tami will also talk about how emerging leaders can realize their long-term goals, ensuring the journey is the one we want to take.Tami's Episode Links:1. LinkedIn: Connect on LinkedIn2. Website: tamireiss.comTami's Recommended Book/Movie/Podcast List:Movies:1. A Bug's Life2. Good Will Hunting3. Forest GumpPodcasts:1. This is Product Management2. Rocketship.fm3. Freakonomics RadioBooks:1. Inspired + Empowered by Marty Cagan2. Never Split the Difference by Chris Voss3. The Night Circus by Erin MorgensternSupport the showTrench Leadership: A Podcast From the Front is humbled to have been named #5 in the Top 20 for Best Canadian Leadership-themed podcasts for 2025. Connect to Trench Leadership:YouTube: https://www.youtube.com/channel/UCYnaqOp1UvqTJhATzcizowATrench Leadership Website: www.trenchleadership.caLinkedIn: https://www.linkedin.com/company/trench-leadership-a-podcast-from-the-front/?viewAsMember=trueAre you looking for a podcast editor/producer? Do you enjoy the quality of the show? The editor of Trench Leadership, Jennifer Lee, is taking new clients. Reach out at https://www.itsalegitbusiness.com. Reviews are the best way for the show to know what is working, what needs improvement, and what to talk about in the future. If you have a topic that you're passionate to hear more about, feel free to reach out at simonk@trenchleadership.ca to connect and share your ideas.

In this episode, Carter sits down with legendary FBI hostage negotiator and the author of Never Split the Difference, Chris Voss to unpack the art of negotiation. From tactical empathy to the power of “no,” learn proven strategies you can use in every deal. Don't miss this masterclass—tune in now and level up your negotiation game In this episode, you'll learn: What is Tactical Empathy. How to Mirror and why it is important. Why “no” is an opportunity. The importance of a Black Swan in negotiation. How much money real estate executives leave on the table because of inadequate negotiating skills. Show Notes Black Swan Group Never Split the Difference Book Recommended Books Antifragile The Black Swan  Plus: Whenever you're ready here are 4 ways Launch can help you with your project: Prepare a Special Tax District Bond Analysis for your Project – If you have a projects in AZ, CA, CO, ID, NC, NM, SC, TX, UT, WA contact  Carter Froelich (ADD MY EMAIL LINK) and have Launch prepare an initial bond analysis for your project. Add Favorable Financing Language to Annexation and/or Development Agreements – Create certainty and flexibility related to your project's infrastructure financing by having Launch professionals prepare handcrafted favorable financing language for inclusion in your Annexation and/or Development Agreement. Perform The RED Analysis™ on your Project – We have developed a unique process at Launch called The RED Analysis™ in which we perform a diagnostic review of your project to determine possible ways to Reduce, Eliminate and Defer infrastructure construction costs in order to enhance project returns. Track Your Reimbursable Costs Utilizing The Launch Reimbursement System™ (“LRS”) – Never lose track of your district eligible reimbursable costs and have Launch manage your district's costs reimbursement tracking, preparation of electronic reimbursement submittal packages and processing of your reimbursement requests with the district, jurisdiction and/or agency. Complimentary Offers for Land to Lots™ ListenersComplimentary Land to Lots book: https://www.launch-mpc.com/offer Complimentary Bond Sizing Analysis:  https://form.jotform.com/231376408765160 Get all the shownotes here Learn more about Launch Development Finance Advisors Connect with Carter Froelich Connect With Launch Development Finance Advisors Carter Froelich – 480-828-9555 / carter@launch-dfa.com Carter Froelich hosts the Land to Lots™ podcast powered by Launch Development Finance Advisors. Carter shares how he and his team help their clients finance infrastructure, reduce costs, and mitigate risks all with the goal of enhancing project profitability.

This week we talk about how to work with teachers who may not want to change in the way that you want them to change. Things that bring us joy this week: Thunderbolts* (https://www.imdb.com/title/tt20969586/) Never Split the Difference:: Negotiating as if Your Life Depended on It (https://www.goodreads.com/book/show/123857637) by Chris Voss Intro/Outro Music: Notice of Eviction by Legally Blind (https://freemusicarchive.org/music/Legally_Blind)

Join Jack Chambers-Ward for a conversation with Greg Finn, co-founder of Cypress North and co-host of ⁨the fantastic Marketing O-Clock and It's New podcasts.The lads discuss what the next five years will look like for PPC Google Ads, SEO, and digital marketing. Greg shares insights on the evolving landscape of AI in search, the growing integration of ads, and the importance of adapting to new trends and technologies. Jack and Greg also discuss how digital marketers should break out of niche silos and pay attention to the broader changes in the industry.We also learn how much Greg loves revenge.Spoiler: It's a lot.Links to follow Greg:

In this episode of Who You Work With Matters, we sit down with Gary Mawson, a seasoned real estate broker, investor, and founder of Jersey Property Group Realty.With over 20 years of experience navigating every kind of market cycle, Gary shares how he’s built a thriving brokerage that does more than sell homes—it helps agents build wealth, master market shifts, and create long-term financial freedom.We cover:Why real estate agents need to think beyond commissionsHow Gary turned lead generation into a scalable recruiting modelThe power of agent mentorship and building a values-driven cultureNegotiation insights inspired by Never Split the DifferenceHis outlook on today's low-inventory market and what's nextWhether you're an agent, broker, investor, or just love real estate, this episode is packed with lessons on leadership, growth, and the kind of mindset that turns careers into legacies.

This episode offers a practical roadmap for leaders aiming to integrate AI while enhancing judgment, collaboration, and decision-making in construction! Luca Dellanna, a management advisor and bestselling author, discusses the real-world applications of artificial intelligence (AI) in the construction industry. Luca emphasizes how AI can streamline operations by reducing errors, minimizing rework, and improving planning efficiency. The discussion explores using general-purpose AI tools like ChatGPT, with Luca advocating their accessibility and value for key personnel involved in project planning and proposal development. Furthermore, Luca delves into AI's role in enhancing clarity, acting as a "sounding board" for ideas, and helping with pre-mortem analysis to anticipate project failures. Luca shares strategies for crafting effective AI prompts, drawing parallels between prompt engineering and team delegation. He also tackles privacy concerns and advises trusting reputable vendors and anonymizing sensitive data. The conversation rounds out with insights on using AI for negotiation prep, meeting summaries, and internal documentation, stressing the importance of human oversight. Looking ahead, Luca underscores the need for companies to future-proof their workforce by developing AI literacy and sharing best practices.    HIGHLIGHTS [02:07] Integrating AI in Construction [04:56] Identifying Key Areas for AI Integration [06:42] Creating Effective AI Prompts  [12:15] Addressing Privacy Concerns with AI  [14:04] Using AI for Pre-Mortem Analysis  [16:52] AI's Role in Replacing Workers vs. Improving Judgment  [23:25] Future-Proofing Workforce with AI Skills  [25:45] AI in Negotiation and Meeting Summaries   KEY TAKEAWAYS Leverage tools like ChatGPT to reduce blind spots and improve clarity in job planning and bid writing. Write detailed prompts with clear goals and success metrics to get more useful AI responses. Ask AI to simulate project failures and identify risks before starting. Use AI to draft meeting notes, then review for accuracy and add key details. Teach staff to prompt effectively and share AI best practices across your company to future-proof your workforce.   RESOURCES: Connect with Luca Dellanna: Luca on X: @DellAnnaLuca LinkedIn: linkedin.com/in/dellannaluca/ Website: luca-dellanna.com/   Mentioned in the episode: The simpler way to get your team to use AI: luca-dellanna.com/posts/ai-faster-adoption Never Split the Difference: amazon.com/Never-Split-Difference-Negotiating-Depended   Restaurant Recommendation: http://lnx.plinetajarin.it/   Resources to Help You Win in Construction

Christian Osgood is a real estate investor, educator, and host of the Multifamily Strategy podcast and YouTube channel. After starting his career in sales and acquiring a few rentals using the Dave Ramsey method, he made a strategic leap into multifamily through creative financing. Today, Christian owns over 300 units, operates a property management company, and helps others achieve financial independence through value-driven, relationship-based investing.     Make sure to download our free guide, 7 Questions Every Apartment Investor Should Ask, here. Key Takeaways: Christian scaled from owning duplexes to 300+ units in under five years by mastering creative finance. He focuses on building authentic relationships with property owners rather than cold prospecting or marketing. His strategy centers on two questions: “How do I buy it?” and “How do I never lose it?” Raising capital becomes simple when you bring a strong deal, a smart structure, and clear alignment with investor interests. JV deals and seller financing often offer more flexibility and alignment than traditional syndications.     Topics: From Dave Ramsey to Real Estate Freedom Started with a goal to retire his wife, transitioned from two duplexes to over 300 units. Emphasized holding properties long-term by ensuring they cash flow from day one. Avoids dependence on future sales for profitability. How a 38-Unit Seller-Financed Deal Changed Everything Acquired a distressed property listed for 12 years by offering a six-month no-payment period. Secured seller financing at 4% with a $300K down payment, raised from new connections. Repaired collections and operations, appraised at $4.1M within 11 months. Used refinance to cash out investors and retain full ownership. Deal, Debt, Equity: A Simple Capital-Raising Framework Christian emphasizes a “deal-first” approach: find the opportunity, secure the financing, then raise the remaining equity. Capital is easier to raise when you're solving problems for both the seller and investor. Transparent communication and downside protection build trust and drive investment. Joint Ventures vs. Syndication Joint ventures allow for more creative structures, faster execution, and clear alignment of roles. Syndication is not wrong—just often unnecessary for small to midsize deals with fewer partners. The Power of Relationships in Real Estate Christian meets with owners weekly for coffee instead of cold calling. His best deals and investor connections come from these low-pressure conversations. Many owners eventually offer to finance their entire portfolios after seeing his track record and integrity. Lessons from a $4.5M “Shiny Object” Mistake Bought a resort early in his journey that didn't align with his strengths or goals. Learned the importance of sticking to your lane and clarifying your business identity.    

We are delighted and honored to welcome the legendary FBI negotiator, Chris Voss, as our guest today. Chris was the head of the hostage negotiations at the FBI, and he significantly changed their negotiation style. He has taught at various business schools and founded the Black Swan Group. He is also an author, having written Never Split the Difference, The Full Fee Agent, and more recently, Empathy and Understanding in Business. Join us to hear Chris's fascinating story and to get his advice and actionable tips to implement in your life and business. Connect with Eric Rozenberg On LinkedIn Facebook Instagram Website Connect with Chris Voss On LinkedIn The Black Swan Group website Books by Chris Voss: Never Split the Difference The Full Fee Agent Empathy and Understanding In Business

In Chris Voss' book "Never Split the Difference: Negotiating As If Your Life Depended on It", one major point made is that a high-stakes conversation is never just about the words being said. Much more, it's about hearing the emotional state of the other person and really listening to what they have to say and what they need from you. How does this compare to your model for debriefing after a critical event? Do we sometimes have to negotiate that there is even learning to be had from a bad experience? Join the CMS Book Club for a thorough discussion as well as a case walkthrough of deep listening and mirroring in an admissions conversation in a pediatric ER during winter respiratory disease season. With Roxane Gardner, Jeff Cooper, Lia Cruz, Grace Ng, and Fernando Salvetti.

Have you ever read a book that changed the way you see the world? Today’s power podcast episode is a quick dive into five books that have had a significant impact on me. Now, let me be clear, these aren’t my absolute top five books of all time because, honestly, that would be impossible to choose. Instead, these are five books that, for different reasons, have truly shaped me as an entrepreneur, a woman, a mother, and a wife. Each of these books has influenced my mindset, my approach to business, and even my daily life. Some have given me the tools to grow professionally, while others have provided personal insights that have been game-changers. My hope in sharing them with you today is that maybe one of these will resonate with you, inspire you, or even change your life in ways you never expected. So, as you listen, think about your own journey. Is there a book that has completely shifted your perspective? If not, maybe one of these five will be the one that sparks something new in you. Let’s dive in! We’ll be talking about: ➡ [0:00] Introduction ➡ [01:13] It’s hard to find time sometimes ➡ [03:23] Allocate a bit of time ➡ [04:51] Book 1: Go for No ➡ [06:22] Book 2: Surrounded by Idiots ➡ [07:27] Book 3: How to Listen ➡ [09:13] Book 4: Breath ➡ [11:31] Book 5: Never Split the Difference ➡ [13:40] A quick recap ➡ [13:58] Final Thoughts Resources: Books: Go for No by Andrea Waltz: https://bit.ly/4iJumm5 Surrounded by Idiots by Thomas Erikson: https://bit.ly/3XIYpSM How to Listen by Oscar Trimboli: https://bit.ly/4kKG7uh Breath by James Nestor: https://bit.ly/41LJRDa Never Split the Difference: https://bit.ly/4iKqaCy Previous Episode: Andrea Waltz: https://youtu.be/tdCz3gOpdOE Oscar Trimboli: https://youtu.be/LR0zyomr3q0 Are you ready to keep growing? Learn more about joining the Auxano Family - https://go.auxano.global/welcome Connect with Direct Selling Accelerator: ➡ Visit our website: https://www.auxano.global/ ➡ Subscribe to YouTube: https://www.youtube.com/c/DirectSellingAccelerator ➡ Follow us on Instagram: https://www.instagram.com/auxanomarketing/ ➡ Sam Hind’s Instagram: https://instagram.com/samhinddigitalcoach ➡ Follow us on Facebook: https://www.facebook.com/auxanomarketing/ ➡ Email us: community_manager@auxano.global If you have any podcast suggestions or things you’d like to learn about specifically, please send us an email at the address above. And if you liked this episode, please don’t forget to subscribe, tune in, and share this podcast. Are you ready to join the Auxano Family to get live weekly training, support and the latest proven posting strategies to get leads and sales right now - find out more here: https://go.auxano.globalSee omnystudio.com/listener for privacy information.

Send us a textYou know the old saying, Opinions are like assholes, everybody has one. And of course, if you have an opinion you gotta share that with as many people as possible, it's the law.Now that might sound somewhat hypocritically coming from the host of a podcast that is based solely upon sharing our opinions, but you know what, I'm gonna own that shit.We love to talk about our favorite hobby and of course that means sharing on thoughts, ideas, and opinions. We try to make sure they come from our own experiences and we typically like to throw out the caveat that these things work for us, but might not work for you. We like to think that our ideas and advice are pretty good, but we recognize that we can be a little bias.Over the years we have gotten some terrible advice. My favorite bad advice came from my drivers ed instructor. He was a bit of a comedian so I am pretty sure he didn't mean it, but I distinctly remember him saying that driving a car was like dodgeball. Make sure you hit them before they hit you.And, at the end of the day, that advice is just as bad as some of these other gems we have gotten from those well-meaning, or not so well-meaning friends and self-proclaimed gurus of roleplaying.In this episode Mike, Christina, and I are going to talk about that bad GM Advice. We are calling this episode Never Split the Party and Other Terrible GM Advice.I lead with Never Split the Party because that was the one that I was told over and over again, but as soon as I started running my own games, I realized that splitting the party could not only be good, but resulted in some of my most memorable gaming experiences. So, my entire roleplaying style revolves around defying this one simple piece of what I consider bad advice.Christina, Do you have an example of bad advice that really defines your roleplaying style?

Ever walked into a conversation and felt like you were on the losing end before it even started? Whether it's a tough negotiation, a disagreement at home, or just trying to get someone to see your side, there's a right and wrong way to do it—and Chris Voss is the guy to teach it. I've been a fan of Chris's work for a long time, and getting to sit down with him was a masterclass in negotiation, tactical empathy, and human connection. Chris is a former FBI hostage negotiator, the author of Never Split the Difference, and the CEO of The Black Swan Group. His negotiation tactics aren't just for high-stakes situations—they work everywhere. And in this episode, he breaks it all down for us. Buy Chris's book, Never Split the Difference: Negotiating As If Your Life Depended On It This episode is sponsored by Cozy Earth. Upgrade Your Every Day. Get 40% off at cozyearth.com/jefferson or use code JEFFERSON at check out. Listeners will get an additional 5% off for orders placed March 14-16 in celebration of World Sleep Week using my code JEFFERSON. Relationships come with questions, therapy comes with answers. Find them with my sponsor BetterHelp. Click https://betterhelp.com/jeffersonfisher for a discount on your first month of therapy. Like what you hear? Don't forget to subscribe and leave a 5-star review! Order my new book, The Next Conversation, today!  Suggest a topic or ask a question for me to answer on the show!  Want a FREE communication tip each week? Click here to join my newsletter.  Join My School of Communication Watch my podcast on YouTube  Follow me on Instagram  Follow me on TikTok Follow me on LinkedIn Learn more about your ad choices. Visit megaphone.fm/adchoices

Tell us what you like or dislike about this episode!! Be honest, we don't bite!What if you could convince anyone to say yes—without them even realising it? Chris Voss, former FBI hostage negotiator and author of Never Split the Difference, spent decades talking down terrorists, kidnappers, and criminals. In this episode, he reveals the exact negotiation tactics that will make you more persuasive in business, relationships, and everyday life.From high-stakes hostage situations to closing million-dollar deals, Chris breaks down the psychology of influence, why compromise is a losing strategy, and how your emotions can make or break a negotiation. If you've ever wanted to negotiate like an FBI agent—this is your masterclass.

Merrill Lutsky is the cofounder and CEO of Graphite, an AI-powered code reviewer that's used by tens of thousands of users. They are backed by amazing investors including Andreessen Horowitz.Merrill's favorite book: Never Split the Difference (Author: Chris Voss)(00:01) Introduction(00:06) Teaching AI to Understand Code(02:40) AI-Assisted Code Generation and Code Review(06:20) Current Landscape of AI-Assisted Code Review(09:04) Motivation Behind Launching Graphite(16:52) Landing the First Paying Users and Early Learnings(21:42) Growth Experiments: Wins and Misses(26:27) Current Scale of Graphite(29:12) Tech Stack Behind Graphite(33:12) Future of AI-Assisted Coding and Graphite's Role(35:37) Rapid Fire Round--------Where to find Merrill Lutsky: LinkedIn: https://www.linkedin.com/in/merrill-lutsky/--------Where to find Prateek Joshi: Newsletter: https://prateekjoshi.substack.com Website: https://prateekj.com LinkedIn: https://www.linkedin.com/in/prateek-joshi-91047b19 X: https://x.com/prateekvjoshi 

Want to master the art of real estate negotiation? In this episode, Gino Barbaro, co-founder of Jake & Gino, shares the SPY negotiation technique that has helped close millions in real estate deals. Whether you're an investor, entrepreneur, or just looking to sharpen your skills, this episode will give you actionable strategies to win deals and create lasting business relationships.In This Episode, You'll Learn:The SPY Technique (Seller, Property, You) – A game-changer for real estate dealsWhy an abundance mindset beats scarcity in negotiationsThe Chris Voss negotiation tactics you should be usingReal-life negotiation stories that turned deals into successThe difference between positional bargaining vs. principled negotiationHow to uncover seller pain points and craft the perfect offerNew Book Release:Gino's latest book, "Happy Money, Happy Family, Happy Legacy," is available for free this week on Amazon. Get your copy, leave a review, and email gino@jakeandgino.com with your review screenshot and address to receive a free hardcover copy.Must-Read Book Recommendation:Want to level up your negotiation skills? Chris Voss' "Never Split the Difference" is a must-read. If you'd like Gino's book notes, email gino@jakeandgino.com and he'll send them your way. 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)

This episode is about Managing Difficult Conversations Maximizing Employee ROINatasha 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 Fire to Hire, Managing the Employee Life Cycle, Higher, manage, Wellbeing and exit. [2:09] Praise for the book, highlighting its universal principles for managers. [2:27] Feedback suggests the book is conversational and practical, designed to be a go-to resource for managers. [2:50] Introduction to the topic of 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] Discussion on 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] Exploration of 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] Reflection on 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] Importance of 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. [19:35] Discussion on the importance of leadership in encouraging employee growth, advocating for managers to develop their teams rather than hoarding knowledge. [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. [21:43] Contact Employee Matters at employeematters.com.au to learn more about their HR and recruitment services. Learn more about your ad choices. Visit megaphone.fm/adchoices

We don't think you are ready for this episode!!Well, Gogo sits down with the one and only CHRIS VOSS, the FBI's former lead hostage negotiator and the author of “Never Split the Difference: Negotiating As If Your Life Depended On It”. Whether you're negotiating with your kids over snacks or closing million-dollar deals, the strategies Chris shares can turn the toughest conversations into your biggest wins. Gogo dives deep into the world of labeling, mirroring, and decoding body language, all while facing her own biggest challenge—empathy. Despite her hesitation, she's on a mission to learn why empathy is the secret weapon in every negotiation, even if it gives her the "weebie jeebies".With insights from Chris's masterclass and books, this episode promises to be an amazing ride full of powerful takeaways. From everyday life to high-stakes business deals, the techniques you'll learn can transform how you approach any negotiation!GoGet'em with Gogo: Gogo Bethke InstagramGogopeneur InstagramGogopreneur WebsiteGoGet'em Community Listen to Gogopreneur onAmazonSpotifyAppleYoutubeRoku (Your Home Tv)

Why you should listenLearn why your website should be the central hub of your marketing efforts and how it can convert visitors into leads and sales.Discover five essential design principles that can transform your website into a powerful marketing tool.Gain access to a valuable quiz to review and improve your website, helping you identify gaps and opportunities.Do you have a website that you're embarrassed to show off? You're not alone. Many tech consultants feel "website shame," and it can significantly impact your business. In this episode, I chat with Greg Merrilees, founder of Studio1 Design, about the importance of having a well-designed website as the hub of your marketing strategy. We discuss why your website matters, key design principles to follow, and how to assess your current site for improvements.About Greg MerrileesGreg Merrilees is the Founder & Director of Studio1Design.com, a world-leading website design, and branding agency based in Australia with 28 people who are passionate about designing really, really, good-looking websites that convert cold visitors into hot leads and sales for their clients. Resources and LinksStudio1design.comGreg's LinkedIn profileDiscover how to convert more of your website's visitors into hot leads: Take the Quiz now!Never Split the Difference by Chris VossBuilt to Sell by John WarrillowPrevious episode: 587 - The Painful Truth About Ignoring Business Warning SignsCheck out more episodes of The Paul Higgins ShowSubscribe to our YouTube channel: @PaulHigginsMentoringThe Tech Consultant's RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resources

Stop asking ‘how are you doing?'How often do you start a conversation with "How are you doing?" without truly caring about the answer? What if there were better ways to start a conversation that would lead to more meaningful interactions? In this episode, I delve into why this question often falls flat and suggest alternative approaches to improve your engagement with clients. Discover how asking more thoughtful questions can enhance your connections and improve your business interactions.Listen to this new 6-minute episode for tips on asking better questions that truly matter and create meaningful conversations.Episode Summary: In this episode of the Wedding Business Solutions podcast, I delve into why the common question, "How are you doing?" often falls flat in professional interactions. Drawing inspiration from telemarketer calls and Chris Voss's book "Never Split the Difference," I explain how this question usually lacks genuine care and serves no purpose. Instead, I suggest more meaningful alternatives like asking, "What's new and exciting for you?" or "What do you love about what you do?" These questions can foster deeper connections and more productive conversations. Join me as I share practical tips to improve your communication skills and make your interactions more impactful.If you have any questions about anything in this, or any of my podcasts, or have a suggestion for a topic or guest, please reach out directly to me at Alan@WeddingBusinessSolutions.com or visit my website Podcast.AlanBerg.com Please be sure to subscribe to this podcast and leave a review (thanks, it really does make a difference). If you want to get notifications of new episodes and upcoming workshops and webinars, you can sign up at www.ConnectWithAlanBerg.com  View the full transcript on Alan's site: https://alanberg.com/blog/Learn how to be more inclusive with your marketing at the Inclusive Wedding Summit, January 22, 2025, attend in-person or virutually. Use the coupon code AB50 to save $50 off your tickets at www.InclusiveWeddingSummit.com I'm Alan Berg. Thanks for listening. If you have any questions about this or if you'd like to suggest other topics for "The Wedding Business Solutions Podcast" please let me know. My email is Alan@WeddingBusinessSolutions.com. Look forward to seeing you on the next episode. Thanks. Listen to this and all episodes on Apple Podcast, YouTube or your favorite app/site: Apple Podcast: http://bit.ly/weddingbusinesssolutions YouTube: www.WeddingBusinessSolutionsPodcast.tv Spotify: https://spoti.fi/3sGsuB8 Stitcher: http://bit.ly/wbsstitcher Google Podcast: http://bit.ly/wbsgoogle iHeart Radio: https://ihr.fm/31C9Mic Pandora: http://bit.ly/wbspandora ©2025 Wedding Business Solutions LLC & AlanBerg.com

Skip the Queue is brought to you by Rubber Cheese, a digital agency that builds remarkable systems and websites for attractions that helps them increase their visitor numbers. Your host is Paul Marden.If you like what you hear, you can subscribe on iTunes, Spotify, and all the usual channels by searching Skip the Queue or visit our website SkiptheQueue.fm.If you've enjoyed this podcast, please leave us a five star review, it really helps others find us. And remember to follow us on Twitter  or Bluesky for your chance to win the books that have been mentioned in this podcast.Competition ends on 5th February 2025. The winner will be contacted via Bluesky.  Show references: Website: https://www.agility-marketing.co.uk/https://www.agility-marketing.co.uk/service/digital-advertising-survey/LinkedIn: https://www.linkedin.com/in/liz-dimes-agility/LinkedIn: https://www.linkedin.com/in/anitaagility/ Liz Dimes is a Digital Marketing Director for visitor attraction specialist, Agility Marketing and the lead behind their digital advertising and conversion optimisation strategies. She boasts over a decade of experience in delivering tangible results. With a relentless drive for results she has steered impressive returns for clients across the attraction industry. Anita Waddell is MD and founder of Agility Marketing, visitor attraction marketing specialists.  Anita has been a Visit England judge, currently sits on the BALPPA Management  Committee and looked after the National Farm Attraction Network during Covid.Anita fell in love with the sector during her first ever marketing role at London Zoo.   Having always worked in the attraction sector, she founded Agility at the start of the millennium.  In total, across her career she has worked with over 70 attractions.With a passion for digital and data driven marketing, she adores seeing clients get results and enjoys mentoring her team to deliver winning campaigns. Transcription:  Paul Marden: Welcome to Skip the Queue, a podcast for people working in and working with visitor attractions. I'm your host, Paul Marden. For many regional attractions, the Head of Marketing is a one person marketing machine expected to be all over digital, email, social and out of home advertising. In today's episode we're joined by Anita Waddell and Liz Dimes from Agility Marketing who'll be sharing insights from their attraction marketing academy to help power up your marketing in 2025. After starting her career in attractions marketing at London Zoo, Anita has run Agility Marketing for over years, working with clients like Camel Creek and Blackgang Chine. Liz is the expert behind Agility Marketing's digital advertising and conversion optimization strategies, having found her love for visitor attractions when joining Agility in 2017. Paul Marden: Liz, Anita, welcome. Skip the Queue. Anita Waddell: Thank you. Liz Dimes: Great to be here. Paul Marden: So this is not our first episode of the new year, but it's the first episode we're recording in the new year. And as I was saying before we started, my rule is that I can still say Happy New Year up until the end of January as long as it's the first time I've said Happy New Year to somebody. So Happy New Year to both of you. Liz Dimes: Happy New Year to you. Anita Waddell: Happy New Year. Paul Marden: As you know, we always get started with an icebreaker question. So I've got a couple of little icebreakers for you and they are topical, relevant to where we are right now. So I'm going to go with Liz. Which is better, Christmas Day or New Year's Day? Liz Dimes: Christmas Day. Although I must admit I prefer the run up to Christmas than the actual day. Paul Marden: Oh, okay. So it's the excitement of going out and doing all the prep and the present wrapping and yeah.Liz Dimes: Christmas trees, pretty lights, shiny things. Excitement. But yes, I think I'd definitely choose Christmas Day over New Year's Day. Paul Marden: It's funny, isn't it? Because we'll split. I'm definitely Christmas. Much more Christmas than New Year's. I'm quite happy on New Year's to be sat watching hootenanny on telly while I'm going out and doing a big go out and party with lots of people. Liz Dimes: But absolutely, I agree.Paul Marden: my age, but there we go. Anita, do you chuckle the Christmas decorations and the lights into a box and throw it into the loft or are you Ms. Neat and everything is neatly folded and packaged away ready for future Anita to thank you and be able to do everything easily next week? Anita Waddell: I would love to say I was the latter, but having done that on Sunday, I think it's more about getting them away in a box and deal with the problem next year. So, yes, so, yeah, I aspire to be the neat queen, but unfortunately it is just, yeah, time takes its toll and it's a matter of getting the job done. Paul Marden: There's a real spread in our house. Mrs. Marden is tidy it away as fast as you can. I will sit there literally for hours straightening all of the out and making sure that it's right. And then next year you can figure out who was responsible for the packing away because you could just see it straight in front of you. Liz Dimes: I saw a recommendation the other day, actually, that you should put sort of £20 or something in with your Christmas decorations so when you get them out next year, you can buy yourself a takeaway while you're sorting them out from last year's. You. I didn't do it, but I thought that was a brilliant idea. Paul Marden: So I came back to work on Monday and I went. All the stuff from the office was all packed away and I went to put it in the storage locker and we share our storage with the building owners and I just found the Christmas tree stuck in the cupboard fully decorated and I think, is that really putting the decorations? Is that really taking it down? Have you broken the rules or is ihat really a cunning plan?Anita Waddell: That's one way of doing with it, isn't it? Definitely. Paul Marden: Exactly. Look, we have got lots to talk about, but first tell me about yourselves and tell me about your background. Anita, tell me a little bit about you. Anita Waddell: I suppose visitor attractions has always been my thing, ever since my first marketing job, which was at London Zoo many years ago, I caught the bug really. But I suppose I was at London Zoo. I was very. They weren't in the strong financial situation, so there was actually a recruitment ban. So I was a young aspiring marketeer who joined the company. And as everybody who was experienced and worried about their own career path left, I just absorbed their role. So over the spate of three years I had a huge amount of experience and from there then left to become a marketing manager of a much smaller attraction. Anita Waddell: And having doubled their numbers from, you know, up to over 200, 000 over a year, I suddenly thought, hold on a minute, I actually, this is really fun industry and something that's actually, I can do okay. So from there I went on and ended up working for an agency myself who were specialists in visitor attractions. And then 20 years ago I thought, “Well, hold on a minute, maybe I should try this for myself. Maybe I can have my own agency.” I thought, “What's the worst that can happen?” I just have to go back and do the day job again. So over those years more people have joined me. I've got three cracking directors, really good senior leadership team and Agility now is a visitor attraction marketing agency. Paul Marden: Amazing. How about you, Liz, how did you get into this industry? Liz Dimes: Well, I started in a very different interest. I did an automotive and I started doing more PR than marketing definitely, but it just wasn't. I enjoyed it a lot and I learned a lot about cars but it wasn't really my passion so I sort of left and thought I'm going to try something else. I was more interested in learning about the digital marketing as that was really starting to kick off in the world at that point. So I got a digital marketing role at a business school which was near to where I live, which is very different. And I really started to get the bug for the digital marketing aspect and just in general enjoyed learning more and more and more about that. Liz Dimes: But the whole sort of B2B business school side, little bit dull for me if I'm totally honest. So. And actually that business all got sold to another one so I was made redundant at that point. So it gave me a little bit of a chance to sort of sit back and go, right, what do I actually want to do? And digital marketing was definitely the thing, particularly sort of paid advertising for me. And that's when I found Anita and Agility Marketing and they happened to have the perfect role for me and that was in 2017 and then just loved the industry very quickly from joining and sort of have no intention of ever leaving it, to be honest. Paul Marden: It's super fun, isn't it? It's fun doing the marketing thing that we do in this particular space because it's all about helping people to enjoy themselves. Liz Dimes: So what could be more fun and families and I have a, I've got a five year old so I really in that moment at the moment, I'm my own target audience at the moment, which is always nice. Paul Marden: Yeah, absolutely. So one of the things that Agility has recently done is set up the Attraction Marketing academy and I think today we're going to talk, not talk about that, but we're going to talk about some of the stuff that you cover in that academy. So why don't we just start by telling listeners a little bit potted understanding of what the Academy actually is so. Anita Waddell: I mean the Academy is what it says on the ting. It's a marketing academy for visitor attractions and it actually, the re. Where it came from was out of COVID Some obviously don't want to go back to Covid ever again. But during that time everyone was in survival mode and they really shared, they collaborated, they did everything they could to work with each other and once life got back to normal a bit more, that collaboration stopped. There wasn't the need for it but we really enjoyed sharing all of our knowledge and expertise during that time. So the Academy was really has really been born to allow us to continue to do that. So it is a visitor attraction masterclass I suppose. So we have pre recorded content, we have fresh content through live sessions monthly. Anita Waddell: We have ask me anything clinics so people can, our members can jump on board and say, look, you know, actually we had a brilliant ask me anything clinic in December where they were, were talking about events for one particular member for the forthcoming year and there were loads of fresh ideas that came out of that for her. So it is really providing that mentoring but also that detailed knowledge and expertise which all attractions, if you're a one man band, you don't necessarily have, you're having, you know, you have to be jack of all trades. So. So we're a helping hand really. Paul Marden: Yeah. I think it's really interesting, isn't it, that many of the attractions that we deal with are massively well known brands but actually when you look at the team behind it, they are more like a small business or small to medium sized business. They often don't have massive teams even though they're brands has massive recognition and you can often be quite surprised, can't you, that it is this kind of one person marketing machine at the centre of what is a really well known brand. It's quite surprising sometimes and I think the more we can do to support those people the better really. So why don't we delve a little bit into some of the stuff that the Academy covers and then we can talk a little bit about some of the ways that marketers can help improve their outcomes for this year ahead. Paul Marden: So one place to start is always about benchmarking. This is something that at Rubber Cheese we find really interesting and we care a lot about with our Rubber Cheese survey. But I think benchmarking and understanding where you are against the competition is not competition against the rest of the sector. I should say is really important because you can understand what good and bad is can't you? And this is something that you guys care quite a lot about as well, isn't it? Liz Dimes: Absolutely. It's really at the heart of everything we do for our clients. We benchmark with the industry. That's the brilliance really for us of working solely in the visitor attraction industry. We can really see what's the good, bad and ugly of all things marketing within that industry. So we recommend that you'd benchmark everything really. But obviously it depends on what you're doing. So you'd benchmark your socials, your emails, your website performance, your reviews, your paid advertising results, just anything you, anything that you collect data on for you. If you don't know whether that's good or bad, how do you know what you're looking at really with your data? Liz Dimes: So  you might see that this year you were 2% up on your last year's results and think, great, but if everyone else is 10% up, then actually maybe there's something key in there that you're missing that would really be a quick fix for you to do. And without knowing that it's impossible to do that, it really, I mean, the majority of the benchmarking we do is digital advertising because that's, it's 70% of our work for our clients. But as say we do benchmark across everything and by benchmarking we know that we can ensure that we're optimising well to make sure that we're achieving the best results possible for all our clients. And at the end of the day that's what we're here for and that's what we all do. Liz Dimes: I'm going to push this over to Anita a little bit, but it's because benchmarking is such a key thing for us. We've actually got a new initiative we're announcing now in January. So I'm going to let Anita do that. Paul Marden: Oh, come on then. Drum roll, Anita. Anita Waddell: Okay, so this spoilers. The inspiration of this came from Rubber Cheese and your website benchmarking for the visitor attraction sector. And we benchmark all the time. But actually we know that we work with 15 to 20 attractions across the year. But you know, the attraction sector is so much bigger. And what we wanted to do was launch an industry wide survey on digital advertising so people can identify how big their budget should actually be for digital advertising. What performance, what click through rate, what cost per acquisition, what cost per click is actually good and average across all of the platforms. For example, we know in our business a lot of our clients will use the Google search, Google performance match, Meta, TikTok. Anita Waddell: But we also know that when we start working with some attractions, they're only using Meta or they're only using Facebook. And so it's really just taking a broad brush of the sector to actually understand what is happening out there across whether it be theme parks, whether it be a heritage attraction, whether they're a zoo. Just a broad brush to really give something back to the sector. Like you've done with Rubber Cheese. Really. Paul Marden: I think it's so important, isn't it? Because paid advertising can be a bit scary for some people because it feels a little bit like you're gambling or it feels like a fruit machine. But I always think that it's a fruit machine where you can figure out the odds. And once you figure out the odds, you just have to decide how much money you can pump into the top of it and magically at the bottom money comes out in relation to the odds that you've calculated. But if you can across the sector. Anita Waddell: Yeah, exactly. I mean, the beauty of digital advertising is that it is, you know, there is a system and a process to it. So you know that you've got to get people to your website. You know you've got from the website, you need to get into your landing page at every stage of the journey. Coming back to benchmark working, you can identify what is working well and what actually can be tweaked to optimise it even further. And we've got clients now after Covid, there was with that when we focused purely on. Well, actually to be honest, during COVID there wasn't a lot of marketing going on at all because people were so desperate to get out the organic, social and email marketing could just cope with it. Anita Waddell: But then people came back and they started to do a lot more out of home. But now we're finding clients are actually saying this year in particular with the increased costs in the budget. Sure. We know we get a lot of, we know we get a lot from digital advertising. Shall we actually reduce our home budget and put more into digital advertising because it's more measurable and that confidence can be given. Paul Marden: We've all only got limited budgets and it's all about deciding where the best place to spend your money is. So, yeah, we'll come back to this benchmarking point a little bit later, I think, because I think is really important. But let's dive into some of the channels that marketers can use and talk about some tips and tricks across each of the channels. Maybe should we start with social? Is it important top attractions? I think you've already answered that. But how important? Liz Dimes: I guess I think it's very important. I think we all know that's where people spend their time at the moment. Depending on who you're. Because in general as a sort of blanket, a lot of the target audience for all attractions is very similar. But depending on where you are you a tourist destination, are you more of a regional destination, are you a heritage site, are you a zoo? It will depend. So. But most of those audiences are spending a lot of their time on socials. But because of that and because everyone knows that their concentration is much less, your competition is much higher. But you see, but you got to be there. If you're not there, you're not in with a chance. So it is, it's incredibly important and I think it's about what should your focus be. Liz Dimes: So actually if you are a one man band and you have a certain amount of hours in the day to do it, what are you going to focus on? Maybe pick two or three. So if you are going to pick two or three, I think at the moment you would pick Instagram, TikTok and Facebook, still. I know we all think Facebook is disappearing, but the grandparents take their grandchildren on these days out. Paul Marden: Exactly. And that landscape of the different social platforms was stable for a very long time, wasn't it? But it's changing quite a lot. So should you be on Twitter? Is it a scary place to be now? Should you be on Bluesky? But, but in you're saying TikTok still, Facebook, Instagram, those are the key places that you should be focusing attention. Probably. Liz Dimes: Absolutely. I think if you've got extra time, if you have extra resource, then absolutely test those extra platforms out and see where you've got. But actually if you're, if your time is limited, then focus on doing the best for the top platforms of where your audience are. And at the moment we believe, and all the data believes for that for our audiences it's Facebook, Instagram and TikTok. Paul Marden: Yeah. And, and what are the basics that you've got to be covering there? What should they be posting about? To be able to kind of meet the bar. Anita Waddell: I feel the key with social media is that you know you can, it's got to convey a message that is going to provide overall reason to visit. So you need to get your planning right. And so yes, you want to have different formats and you want to make the posts are not wallpaper posts and you want to make sure that the post you're saying are said. You know, the same message is said in three or four different ways but ultimately you know, you're trying to stimulate an action and whether that's just engagement at this stage, you know, people aren't necessarily going to visit immediately after seeing a post but if they engage then see more posts and over time when they do want, they do want that day out, you'll be in their, in their top of mind. Anita Waddell: So I think the key we always say is like no, make sure you get your planning right. Your, your commercial messages in January are going to be totally different to your commercial messages in Summer or Easter when you know, in January you might be thinking about we've got, we need a value, a volume driver promotion because people haven't got any money. We want you Season passes are always sold in the first few months of the year. So you want to make sure you've got some promotion, you've got your season pass messaging out there. So it is, you know, make sure you've got your planning and messages right and from there you can then be creative as you like. But you've got to make sure that you're saying the right thing. Paul Marden: Let's follow that thought. What are the special little sprinkles that people could do this year to really energise their social media? What is it that they can do to inject that creativity? Anita Waddell: I think different formats, I think, you know, you can say the same thing, overlook different formats to really make them zing. Liz Dimes: One of the things we're really seeing good trends on and again this does depend on who you have in your team. But if you've got a member in your team who is willing to be on camera and is entertaining, is witty, can be a bit different. There's, there's a few attractions that are doing this really well already. But if there's something about. So we all talk about user generated content and absolutely you should be sharing user generated content. You should be making your most of your micro influences and your. All that kind of thing. But actually there's sort of EGC which is Employee Generated Content as well. And I think a bit of behind the scenes is still works well. Liz Dimes: A bit of witty content from someone and if you' the right person who's willing to do it and has the great personality and is happy to be on screen, then please take advantage of that person. Really, please use it. Because also they'll probably really enjoy it. I mean, there's a number of attractions where I know because we've spoken to them, where they're sort of bit famous. So yeah, people go round, go and they spot them and they want to go and say hi to that person and that. And if it's the right person who's comfortable with that, they really enjoy that. Yeah, so if you've got that person, go for it. That's a real, it's a real trend at the moment that's working well. Paul Marden: Okay, let's move channels then. Let's talk about email marketing because interestingly, in the Rubber Cheese survey this year, the data that we had showed that this was the weakest source of leads for attractions. Now, as I always say when I talk about our data, you know, there's statistics involved and you know, what we know is about the data set that is in front of us. It's not always completely reflective of the entire sector. So is that illustrative of what you guys see as well or is it more effective than that for you? Anita Waddell: I think I would say that we measure our email marketing. We put UTM codes on all of our links so we can actually track effectively. I would probably say they're not seeing it either because they're not tracking it effectively and UTM codes are so easy to set up these days or they're not. You know, the end of the day, the emails is a channel of communication. So if your email says exactly the same thing every single month, you just need to, with your, with your programming. And I think programming is going to be such a big thing, continue to be such a big thing this year. You need to really stimulate that repeat business. Really stimulate, give people a reason to revisit it. Your email marketing needs to be saying something different every single time. Anita Waddell: Otherwise people will just get bored with it. So I would say it's those two things. Paul Marden: Yeah. So it's all about keeping the faith. It is a valuable channel. You should focus on it. But you need to be able to have all of the tracking in place so that you can attribute the leads to that source and then a decent story to tell that's going to engage people. Anita Waddell: The only other thing I would say is that, and I don't. I think most people have got their heads around this now. But GDPR, when it came out, everyone was terrified of not getting, you know, you can only email people if you get an opt in. Well that's correct. That's one method of consent. But with legitimate interest, if they visited you already then you've got a reason to remarket to them as long as your Privacy Policy is correct and you've your, your everything else. So I think that's why some people go out. Some people are, we're amazed when we start conversations that they still are asking people to opt in and not using legitimate interest. So that could be another reason why in your survey results they were a bit skewed. Liz Dimes: I think there's quite a bit of scaremongering out there a little bit with email marketing at the moment because Apple are, they have updated their privacy settings a while ago which means that effectively when you're looking at your email results anything that's gone into an Apple mail will be marked as open even if it's not. So effectively your open rates are a little bit pointless since that update. So what's important to look at is your Click Through Rates because then you know those people have opened it and then how many have clicked through. Which is why the UTM codes are particularly useful because that helps with that. The other thing that Apple are doing at the moment is they're suggesting they're going to start the sort of promotions tab. I can't remember what their terminology is. Liz Dimes: Like you have in your Gmail when you log on your laptop, on your desktop as opposed to in your phone. So that will affect, that absolutely will affect email marketing. But what it will affect is email marketing that isn't tested, updated, optimised and tried and best. So if you do just keep doing what you're doing. Absolutely. Your email marketing is gonna, you're gonna lose on that. Paul Marden: So good email marketing is a worthwhile thing to do. Liz Dimes: Absolutely. And it is about testing because actually one of the things that we don't know yet because it's not happened yet but one of the things that might work is by making sure, rather make sure you're not sending from a no reply or admin at or an info at send it from a person's email that's less likely to be marked as spam or promotions. So all these things are as these updates come through test if suddenly you see a massive drop off in your click through rate, something's happened. Try something different on the next go. Paul Marden: Yeah. Liz Dimes: So I think, I imagine people are worried about whether Email marketing is going to continue to work and there probably will come a time when it doesn't. But at the moment I think it's still an important part of the mix. Absolutely. Anita Waddell: I think for Life Stage as well, it's worth taking it into account because there's some real hard data that's come back which suggests that the younger audiences are not using email marketing anymore. And I think that's really, that's quite true. But that is that Life Stage or is that young people? And I think that will play out because when people get into the office world, the world of work, they start using email a lot more and they become more familiar with it. So I don't know if it's Life Stage or if it's actually happening. We work with Tullis and Tully's obviously run a lot of brands which are aimed at sort of a 20 to 30 year old market and one of their biggest drivers is still email marketing. Anita Waddell: So I think, yeah, I think, but I think as Liz said, measure, optimise, test, do all of that and it should still deliver. Paul Marden: Good. Let's cut to the web. What are the problems with websites that you're seeing for regional attractions at the moment? Liz Dimes: One of the things we see quite a bit is that people who look at their own website as them, not as their customer. So they'll look at their website on their laptop. Their customers are not looking at their website on their laptop. They will look at it as someone who already knows the product, who. And even if you think you're not, your unconsciousness does know. So I mean, the average for visitor attraction websites is that nearly 90% of your sessions are happening on a mobile. So if you are ever looking at your own website, please look at it on your mobile. It's so easy to go, “Oh, I'm on my laptop because I'm doing my admin work right now and my admin work includes. I'm going to have a quick look at our website.”Liz Dimes: If you are going to do it on your laptop, press F12 please, because if you press F12 on your PC, you'll be able to look at it as a mobile. It won't be quite exactly what it is in as a mobile, but it's a good go. Not everyone knows about F12, so hopefully that helps a few people. But I think that is a real, it's a real key thing that we do find that some people tend to look at their own website not as a customer. So really think about it. Liz Dimes: If you are, say your key audience is a 35 year old mother of two, one has a toddler and one is a school child, put yourself in that place or ask do you know someone, one of your friends, that audience, ask them to go through your website blind and is your customer journey working? Do they immediately understand what you are? Can they quickly find out your opening times? Can they quickly find. If you have parking, can they quickly book? Is the booking, is the. Is the push through to booking which at the end of the day is the ultimate goal for pretty much everyone. Really, really think about it as your customer. And I think sometimes that's really difficult to do when you're so ingrained in your own attraction. Paul Marden: I can't stop myself grinning like a loon. You're talking about my life. This is the conversation I have over and over again. User testing. That's one of the questions in the survey that always blows my mind. How few people do user testing and how few people do user testing on a mobile and putting themselves into the shoes of their customers. I don't care if you like your website or not. I care whether your customers can do what they want to do. That's the only thing I care about. That's a bit untrue. I'm playing to the audience a little bit. Liz Dimes: But no but it is so true. And I think there are. If you can't, there's ways you can look at it from a more sort of data perspective. If you're a data person in your. I know people are still getting their heads around GA4 and to be honest, so am I. Even though I'm in it all the time because they change it every five minutes, hate it and you have to build a lot of it yourself. But there are a lot of positives of GA4 as well. You can see relatively simply how many people are going from your homepage or your landing page or your event page, whichever page you want to look at. Liz Dimes: If you want them to go to your ticketing site because most people use external platform ticketing sites, what percentage are landing on that page and going where you want them to go. Now it will be a low percentage always, even if you've got a really good system because they will want to find out more on different things and in lots of ways you want them to. But actually if you've got a return visit on your website, really that's when they should be booking. They've had a look, they found out where you are, they've talked to their friends on WhatsApp. Yes, that is one of the key options. Can they really quickly get to your booking site and book have a look at that data? If you can. Liz Dimes: And if it's really low, maybe you haven't got the right call to action buttons on your page or they're not as obvious as you think they are because maybe you're looking at it on a desktop rather than a mobile. Paul Marden: Amen. Liz Dimes: Good. Oh, I'm pleased because you're the number one expert in the website, so I'm glad you agree with me. But there's. Yeah, there's lots of things, there's lots of quick wins by just having a look. Paul Marden: Right, let's just very quickly touch on some of those then. So what are the quick wins that people can do with their websites right now that is going to turn it into a lead generating machine for them? Liz Dimes: What is your load speed? Are people bouncing off because you're not loading quickly? If it is low, do something about it. What are your call to actions? Are they obvious? Are they clear? Have you chosen one key call to action per page? Don't confuse your customer. Their attention span is really low. Does it show off what you want it to show off? Those are the top three things I would say look at. Anita Waddell: The other thing I would probably add to that is look at your home page. Make sure you're updating it regularly and giving those people the reasons to visit. I'm often quite surprised how they update the rest of the website but then they don't update the homepage on what is coming and what's next and what's on and also what's on now. So I think, yeah, I would say look at the homepage. Think of the homepage as really a signpost page. Once they live there, you want, they want to go, they've got to find something on there that's going to interest them and so that would be my recommendation to add to that. Paul Marden: Good. So those are all great things to do once they hit your website, but you've got to get into the website in the first place. So let's talk about paid advertising because that's something that you guys do a lot of, isn't it? Yeah. And that's the thing that can drive reliable traffic to your website. So it's hugely important. Liz Dimes: Absolutely. Paul Marden: I bet there's some real howlers that you see when you're first engaged by a client and you come and look at what they're doing in paid advertising. What are those real gotchas that you see? Anita Waddell: God, it's like opening your. Yeah, go on, Liz. You can reveal some secrets of what people are doing. Paul Marden: This is therapy session. This is a friendly, safe space. Just unburden yourselves. Liz Dimes: Yes, we won't name any names, don't worry. Well, while we're talking about website, I think one of the things with paid advertising that people really don't, they forget to think about or forget how important it is what web page are you sending that traffic to? Because absolutely, it might be your homepage, if your homepage is the right page, but equally it probably isn't your homepage. It needs to relate to the ad you are placing. So I think sometimes it's the last thought. It's, “Oh, we want to do an ad, we want to do an ad, do it.” And then, “Oh, don't even think about where we're going to send it. Send it to the homepage.” So I would say that's a really key thing that people sometimes forget. Liz Dimes: And actually, if you think about again, always come back to what will the customer think? Would it annoy you if you clicked on an advert for red shoes and the ad opened a page for trousers? It would annoy you. So why would your customers not be annoyed if you click on an ad about summer and it opens a homepage and there's not a really quick call to action to get to that summer information? So again, always think about the customer. One of the other things. Well, the other thing that is incredibly important in our industry is your location. Who are you targeting, location wise? And we have regularly taken on clients who have done it themselves or had previous agencies or whatever, doesn't matter where it happened. Liz Dimes: And they're targeting the whole of the uk, maybe they're in Cornwall and they're targeting Scotland as well for a term time visit. Paul Marden: Right. Liz Dimes: Someone in Scotland is not going to drive seven hours to come to you for a day out. Look at where your customers come from, map them. If you can really find that, you've got that data. If you're taking online booking, you have got the data of where the people live who come to you, find out where those people live and use that information for where you're going to generate the best results for your targeting for your adverts. I think that's incredibly important in this industry.Anita Waddell: And I think it goes, that goes beyond just radius targeting. Oh, absolutely. You really do need to map your audience to find out where they're coming from because, you know, like road systems will change the direct. No, change the layout of where people come from. Competitors will change, will give your some areas higher propensities to convert those visitors than others. So it really is worth investing in some mapping geo mapping tools and time to get it right. Paul Marden: I bet this is probably. How long is a piece of string quite type question, but broadly is the paid advertising for attractions? You know, there were terms, there are search terms that people are going to be searching on that you're going to want to sponsor or you're going to be sponsoring things in social platforms. There are some spaces that are, you know, fantastically competitive and hugely expensive. I'm thinking car insurance. You know, it will, you know, the cost per click of that is going to be phenomenal, but the return on investment for them is great. Yeah. Is this space a competitive and expensive space or is it remarkably reasonably priced? Liz Dimes: That really is. How long's a piece of string, I'm afraid, when it comes to search. So if we're just going from a search perspective. So if you're using Google Search Ads, absolutely. It depends what the keyword you are using is, how expensive that cost per click is going to be and really. Or you can help it by having an amazing ad, having an amazing landing page and being really relevant and your location targeting being right for that place. So you can be the low, you can get yourself to the lowest in the range that's possible for that keyword, but you're never going to get a keyword that cost £2 to cost 10p. What you can do, and what I would always suggest you do is use more longer tail keywords, which is the correct terminology, longer tail. Liz Dimes: But so if you're, if you're using, rather than maybe using day out, use day out in Yorkshire, family day out in Yorkshire. So you're extending the, the detail of it. Yeah. And the more detail you have, the less competition there will be within Google. You can do some really good keyword planning and get an idea of what your, what the type of cost will be for the type of keyword you're going for. If we stick on the Google search point. Actually, one of the other real howlers we regularly see is people actively targeting or not realising they're actively targeting their own brand name and therefore. And Google's algorithm, if you're doing a list of keywords you're going for, will always do what works best. Liz Dimes: So if you have either on purpose or accidentally put your brand name in there, all your budget is going to go on your brand name. Now, as long there are occasions when you might do that. If your SEO is terrible and you're coming up on page three for your brand name, go for your brand name. Absolutely do it in a separate campaign. So you're spending only a certain amount of money. But in general I'm yet to find attraction that isn't coming up on the map, on the Google map or on the top of the search results for their own brand name. So you are effectively paying Google for website visitors, clicks, conversions that you would have got for free. Don't do that. Please don't do that. And we see that relatively regularly.Paul Marden: You differentiated between paid advertising for search and paid advertising in social platforms. So we've got the tooling in Google to be able to estimate how much things cost. Go for those long tail search terms because they're probably going to better value for you, probably have better landing pages. And be really clear, if you've got a nice long tail search, you know that person is looking for something very specific. So serve them a really specific landing page to arrive at on the other side. That speaks to them and they'll love it, won't they? They'll be much more likely to engage. So you get that return on investment even further. What about in social, what. How are you planning out? You know what the cost is likely to be and where you should focus your energy. Liz Dimes: So because we are doing this all the time, we have a good idea of what that. So in social you'll look, you want to look at the cost per thousand impressions, what's called the CPM as opposed to the cost per cl. That's the, that's the bit in social that you can't affect. Meta, for example, are going to. If the cost per thousand for the target audience you are going for in the location you are going for is £4, it is £4, there's nothing you can do to change that. £3, it's £4. And unfortunately it is depending on where you are. For some people it's lovely. If their location's less, that's great. But if your location is more expensive. You've got to just deal with that. Liz Dimes: Unfortunately, in the last few years the cost per thousands have gone up around 12% and they're estimating this year it will be around 4%. So to get the same number of impressions in 2025 that you got in 2024, you're going to need to spend 4% more. Unfortunately, it is what it is. I hate saying that, but it's true. You can't. We can try and lobby meta all we like. The cost is what the cost is. It's a demand and supply thing. Paul Marden: Exactly. Liz Dimes: But what you can do is be realistic. You are going to have to get the same number of impressions. You need to spend 4% more. However, if your budget has to remain the same, how can you improve your click through rate one? Well, 0.2% to get. So although you'll get less impressions, you'll try and aim to get the same number of web visits and clicks from that. Can you then improve your conversion rate on your website? 0.2% and therefore you actually, for the same budget, you may get more conversions. So although you have to understand as we all do, that costs of everything are going up and impressions are one of those things. Liz Dimes: Actually, can you optimise and improve your ads because minimal improvements in your click through rate, minimal improvements in your conversion rate on your website are going to result in more revenue at the end of the day for potentially the same budget or a minimal increase. Paul Marden: And what are those? Again, this is such a sweeping, broad question, but what are those things that people could do to improve the engagement in the ads themselves? Liz Dimes: I'd say the number one thing to look at is your targeting correct? Paul Marden: Yeah. Liz Dimes: Is your location targeting correct? Is your audience type targeting correct? And then are you tailoring your ads to your audience? So if you're doing a target and you're targeting grandparents, for example, maybe your ad needs to be slightly different if you're targeting the parents or maybe your ad needs. And then your ad again will need to be. If you're, if you're remarketing and you're going to your sort of what we would call a hot audience that needs a very different ad to prospecting, a cold audience. So really focus on your targeting and focus on speaking. Again, think about the customer. Who are you speaking to with that ad? Anita Waddell: I think the other thing to mention and add to that is also the number of ads you're putting out because you never know exactly how your audience is going to react. So we actually do a lot of testing for a campaign. We would put a lot of ads out and it could be marginal differences in an ad because that's what, that's really what you want. So is it a bold heading? Is it not a Bold heading is it use the word say to save or best prices or you know and each of these will result in say that we're looking for that marginal gain because over time all those marginal gains will add up on the creative and the messaging and you'll get the best result. But it's time, energy and to get there completely. Paul Marden: Look, this has been really interesting but I want to just leave people with two or three things that they ought to prioritise to get 2025 off to a great start because last year was rubbish for so many people, wasn't it? So let's what can we all do to help get the show on the way for the attractions this year? Anita Waddell: I think the key thing is giving that people a reason to visit. It's getting the programming right. What people should be doing is looking at the last two years, breaking down the visitor numbers throughout the year, ascertain where there's opportunity for growth. We know people is much easier to build those peaks when, during the school holidays when people are actively looking. If you still, if you're not reaching capacity in those periods, that would be our, you know, build the peaks rather than the troughs. If however you've got to the stage where you think on your, you're creaking a bit at the seams and actually you want to build the term time campaigns, consider that as a secondary but again giving them that reason to visit now rather than waiting to a different time. Anita Waddell: And then once you've done that, you can plan your marketing budget around those opportunities. If you know that you've got more capacity in the summer, give more budget to the summer or if you know you've got more capacity in the October half term, give more budget to the October half term. So it's all going to start of where you want to get those extra people from and to and where. And then as some, as Liz mentioned later, postcode mapping, making sure that whatever advertising and marketing you're doing, you're hitting the people in the right areas who are going to have the biggest propensity to convert. And I've only got one other last thing to add is it's looking and learning from last year. Anita Waddell: Looking back at the data points, look at your benchmarks, your email, but email open rates, your landing pages, your digital advertising, try and get that margin of 1% improvement. If you can improve all of your marketing just by 1%, that's a lot of 1%. Paul Marden: That's a lot of people, isn't it? At the end of the day coming through the door. Liz Dimes: Absolutely. Anita Waddell: Yeah. So, so that would be sort of my kind of, you know what I would do. And Liz, has you got anything else you want to add to that? Liz Dimes: No, I think that's all of it. I think as say for, from the digital advertising side, postcode map if you can and absolutely look back and then test based off that and then test again. Paul Marden: Well, there's some homework for everybody. We always finish with a book recommendation and that book recommendation can be fiction or non fiction and I've got two guests so there's got to be two books. So Anita, what's your book recommendation for our listeners? Anita Waddell: This, this was a really tough question actually because one of my new year objectives is to read more. But I looked back and thought, “Okay, over the last five years, what books have I read and what's, what can, what's really resonated and what still I feel I can remember really”. So, so the one, I think it's Who Moved My Cheese by Dr Spencer Johnson. I don't know if how regularly it's mentioned on, on this podcast, but it's not a new book but it all talks about how you got, you know, you've got two stories about two little mice and two people and they, and the two little mice go off and they find cheese in this maze every single day. Anita Waddell: Whereas the two people found their cheese, they're happy with their cheese, they really like this certain cheese. Why would they look elsewhere? And then that cheese and then ultimately that cheese supply from the two people runs out and it's talking about having to innovate and change to survive. And I, and it's done in a really easy reading and fun way. And so yeah, I think that would be my recommendation to anybody. Paul Marden: Right Liz, what about you? What's your recommendation? Liz Dimes: Well, this was actually recommended to me because I thought about it. Okay, what have I been recommended that I've read? And actually it was recommended by a member of my team, Miles. So this comes from him. It's Never Split the Difference by Chris Voss, who I don't know whether you've read this book, but he was an FBI negotiator and he has since written this book and it's actually written in a really easy to take in way. I just found it really interesting and just started reading it and read it basically which I don't do nearly as much reading as I used to before I had a child. So if I've managed to do that, you know, it's a good one. Liz Dimes: But my key sort of takeaways from it was how if you first think about negotiation skills, you probably think, “Well, what would I say?” And actually, that's not what you should be thinking, it's what are they saying? Your key negotiation skills is actively linked listening. And if you're actively listening, then you can follow the other key skills which are mirroring what they're saying, repeating the last of their three words, things like that. I just found it really interesting and it has made me rethink how I engage with people. So I would recommend it as a good read. Paul Marden: You got me thinking about my. What I was going to say now. Thinking about what were the last three words that you said? Oh, patting your head and rubbing your tummy part to this. Isn't there as thinking about the conversation and having it? Liz Dimes: Exactly. I think that's what he says. He says, while you're having a conversation, there's two of you. You're half listening, but actually the majority of you is thinking about what you're going to say next. If you're thinking about what you're going to say next, you are not listening, so you are not taking in what that person is saying in the way that you should be. And actually, if you can switch that bit off and really listen, what you say next will be the right thing. It's really hard. It's really hard to do, but I have actively tried to do that. When I think about it sounds. Paul Marden: A little bit like interviewing on the podcast, because this is a skill I've had to learn. This does not come naturally to me and it. It felt like a hostage negotiation at the beginning and it did feel a little bit like I had to negotiate my way out of the podcast episode. But with time and with practise, these things become easier and you can focus on the conversation whilst you're doing figuring out where the conversation is going to go. But, yeah, I've heard reviews of that book. I've not read it myself, so you've got me thinking I need to go and get that. Liz Dimes: It's worth a read. Paul Marden: Dear listeners, as always, if you would like a copy of either Anita or Liz's book recommendation, then the trendy thing to do is to go over to Bluesky now, not Twitter. Who wants to go onto Twitter? It's full of megalomaniacs. So go over to Bluesky and retweet the show message and say I want Anita or Liz's book. And the first person to do that will get a copy sent to them and I will be generous. It can be the first person for each book will get a copy. I'm not getting bankrupted this time with loads of book recommendations. I just want to leave people with one last thought. We know that benchmarking is important to you guys and this is something you're going to be doing a lot over the next few months. Paul Marden: So if people want to get involved with working on the benchmarking project for digital advertising that you guys are doing, what do they need to do? Anita Waddell: They need to go to our website where there'll be more information about it, and that's agility-marketing.co.uk.Paul Marden: And hopefully it will be in the show notes as well. So you can jump over to the show notes and follow the link there. But agility-marketing.co.uk and people will find all they need to know about the benchmarking that you're currently doing and how they can get involved in it. Brilliant. Ladies, this has been a wonderful conversation. Thank you very much. Liz Dimes: Thank you for having us. Paul Marden: We will catch up again soon. Paul Marden: Thanks for listening to Skip the Queue. If you've enjoyed this podcast, please leave us a five star review. It really helps others find us. And remember to follow us on Twitter for your chance to win the books that have been mentioned. Skip The Queue is brought to you by Rubber Cheese, a digital agency that builds remarkable systems and websites for attractions that helps them increase their visitor numbers. You can find show notes and transcriptions from this episode and more over on our website, SkiptheQueue.fm. The 2024 Visitor Attraction Website Survey is now LIVE! Dive into groundbreaking benchmarks for the industryGain a better understanding of how to achieve the highest conversion ratesExplore the "why" behind visitor attraction site performanceLearn the impact of website optimisation and visitor engagement on conversion ratesUncover key steps to enhance user experience for greater conversionsDownload the 2024 Rubber Cheese Visitor Attraction Website Survey Report

Mike and Kristen break down Chris Voss's game-changing book on negotiation, Never Split the Difference. As a former FBI hostage negotiator, Voss brings street-smart tactics that work in real-world situations, not just theory. The couple explores how these techniques—from using the late-night FM DJ voice to mastering the power of "no"—can transform both business and personal interactions. Mike shares his experience applying these methods in restaurant management, while Kristen connects the dots between negotiation tactics and improv techniques. They unpack why getting to "yes" isn't always the goal and how understanding your negotiating style (are you an Accommodator, Analyst, or Assertive?) can make or break your success.Highlights:The psychology behind the "late-night FM DJ voice" and why tone matters more than you thinkWhy "no" is more powerful than "yes" and how to use it to your advantageThe three negotiating styles: Accommodator, Analyst, and Assertive - and how to work with eachWhy asking "How am I supposed to do that?" can be your secret weaponThe power of tactical empathy and why labeling emotions worksGetting to "that's right" instead of "you're right" - and why the difference mattersUsing the Ackerman model for pricing negotiations (start at 65% and work up strategically)How to prepare a negotiation one-sheet that sets you up for successLinks & Resources Mentioned:Never Split the Difference by Chris Voss Getting to Yes by Roger Fish and William UryThinking, Fast and Slow by Daniel Kahneman Influence by Robert CialdiniHow to Win Friends and Influence People by Dale CarnegieThe First 90 Days by Michael D. WatkinsJefferson Fisher on Instagram for negotiation tipsPrevious Episode: The Coaching HabitGet your FREE 5 Day Leadership Reset Challenge guide here: https://llpod.link/challengePodcast Website: www.loveandleadershippod.comInstagram: @loveleaderpodFollow us on LinkedIn!Kristen: https://www.linkedin.com/in/kristenbsharkey/ Mike: https://www.linkedin.com/in/michael-s-364970111/Learn more about Kristen's leadership coaching and facilitation services: http://www.emboldify.com

Unlock the secrets to enriching your life through the power of relationships and self-belief. This episode is part 2 of the incredible episode with Barry Nicolaou, an expert in organizational cultural synergy and personal growth. Tune in for a journey to enhance personal growth by tapping into the potential of every connection, whether it's with a loved one or your local plumber. Discover how embracing challenges fosters resilience, and learn the art of balancing personal growth with stability in your closest relationships. Through shared sacrifices and communication, Barry shows you how to bridge gaps and strengthen partnerships, making every interaction an opportunity for transformation.Get ready to manifest your dreams without spending a dime, as Barry introduces you to a revolutionary six-step approach to achieving your desires. You'll redefine what you believe you're worthy of and learn to embrace new realities. With insights from Chris Voss's "Never Split the Difference," Barry and Alison explore negotiation techniques that empower you to maintain control and influence outcomes. Whether you're negotiating in real estate or everyday life, these strategies will equip you to create the life you truly desire. Join in as we shift perceptions, learn from failures, and transform aspirations into achievements.Key highlights:Navigating Relationships for Personal GrowthManifesting Your Desires With BeliefMastering Negotiation Tactics in Real EstateConnect with Barry Nicolaou:Website: barrynicolaou.comInstagram: @barrynicolaouConnect with Alison:Instagram: @alisonanswers | @lagercounselingWebsite: LagerCounseling.comYouTube: Alison AnswersFacebook: Alison Lager Lcsw CasacPurchase Alison's book: “The Wake Up Call”Alison Answers Facebook Group: Join HEREWomen of Excellence FB group: Join HERE

This week, I'm thrilled to welcome Paul Wheat, a dedicated 55-year-old triathlete who exemplifies what it means to be a High Performance Human. For Paul, high performance transcends athletic excellence; it encompasses all aspects of life, including sleep, nutrition, exercise, relationships, and mental health. The beauty of this journey is that you don't need to be a top-tier athlete to excel in these areas. Paul's transformative journey began in 2020 when he joined my SWAT Inner Circle after experimenting with a complimentary 12-week plan amid the COVID pandemic. The structured approach not only challenged him but also revealed the vital connections between fitness, nutrition, sleep, and work habits. Like many, Paul was once caught in the cycle of stress and fatigue from constant travel as a manager. However, he took proactive steps by applying training principles from SWAT, incorporating the 80:20 Pareto principle, and catalyzing a substantial transformation in both his personal life and professional environment. One of Paul's standout achievements has been the establishment of a workplace culture that encourages his team to maintain a healthy work-life balance, limiting work to eight hours a day. This impactful change has led to enhanced productivity and notably reduced staff turnover. Over the past five years, Paul has made impressive strides in his athletic performance, significantly improving his 70.3 Ironman time by 75 minutes—down from 6:45 to 5:30. Additionally, he has shed 19 kg, proudly stating that he achieved this by “cleaning up what I eat, understanding that processed foods aren't real food, and being more active.” If you're inspired to embark on a lifestyle transformation in 2025, Paul's journey is sure to motivate you! In this episode, we'll explore: The lifestyle changes Paul implemented and their impact on his health. How these changes elevated his triathlon performance. The process of integrating healthy habits within his work team. The positive effects of these workplace changes on overall performance. Paul's top three pieces of advice for anyone looking to start a similar journey. Join us for an enlightening conversation that could kickstart your own path to high performance! Paul doesn't do social media so you can't follow him but if you'd like to get a feel for how he has upped his game he recommends the following books: Ultra-Processed People:The Definitive #1 Bestseller You Need to Understand Ultra-Processed Food by Chris can Tulleken. Never Split the Difference: Negotiating as if Your Life Depended on It by Chris Voss.   He also loves to listen to THIS podcast Things People Do with Joe Marler ***Join our SWAT/High Performance Human tribe using this link, with a happiness guarantee! You can watch a brief video about the group by going to our website here, and join our SWAT High Performance Human tribe here. You can find all of my social media links HERE: You'll also find some really great content on my Instagram and YouTube! Instagram  YouTube   **To get a free copy of my personal daily mobility routine, please click HERE** **To download your FREE infographic ‘7 steps to swimming faster', please click HERE  Sign up for Simon's weekly newsletter Sign up for Beth's weekly newsletter To contact Beth regarding Life Coaching, please visit her website at BethanyWardLifeCoaching.uk. If you would like to help offset the cost of our podcast production, we would be so grateful. Please click here to support the HPH podcast. Thank you! Visit Simon's website for more information about his coaching programmes.  For any questions please email Beth@TheTriathlonCoach.com.

Join us for an insightful episode on negotiations featuring Chris Voss, former FBI hostage negotiator and author of "Never Split the Difference." Chris shares groundbreaking negotiation strategies and teaches at Georgetown University's McDonough School of Business and USC's Marshall School of Business, shaping future leaders in their MBA programs. Hosted by David Hill, a 36-year sales expert, coach, and author with a proven track record of transforming sales teams and boosting performance. David specializes in cutting-edge sales strategies, phone and outbound sales tactics, and leveraging AI to modernize training. Don't miss this opportunity to learn from two masters of negotiation and sales!   Connect with David  Public Website: www.davidihill.com Real Estate University: www.realestatelistings.club Facebook: https://www.facebook.com/davidihill/  LinkedIn: https://www.linkedin.com/in/davidihill 20-Minute call: https://www.davidihill.com/strategycall

In this episode of CPG Insiders, Mark + Justin are joined by negotiation expert Chris Voss, former FBI hostage negotiator and author of Never Split the Difference, to discuss his new book Empathy and Understanding In Business. Together, they dive into the art of negotiation, exploring how empathy, trust-building, and collaboration can transform your business strategy. Learn why understanding the other party's perspective is critical, how to create long-term vendor relationships, and why prioritizing collaboration over compromise is essential. Chris Voss brings his unique expertise to the CPG world, offering actionable insights to help brands win in high-stakes negotiations.

The Negotiation Mastery Summit is coming to Louisville, Kentucky, on March 17-18, 2025. This exclusive two-day event is designed to help participants master high-stakes negotiations using real-world, battle-tested strategies. Buy your tickets here: https://bit.ly/3VARMks.  -------------------- Codie Sanchez sits down with Chris Voss, former FBI hostage negotiator and author of the bestselling book Never Split the Difference. Together, they explore how the high-stakes strategies used to negotiate with criminals can be applied to business, personal relationships, and everyday decision-making. Discover powerful tactics like the "tactical empathy" method, why "no" is not the end of the conversation, and how to use mirroring to create deeper connections. Whether you're negotiating a business deal, managing a team, or navigating tough personal situations, Chris's insights will give you the tools to communicate more effectively and achieve better outcomes. Topics Covered: The psychology of negotiation: lessons from FBI hostage scenarios How to diffuse tension and build trust in any conversation Practical negotiation tactics for business leaders and entrepreneurs Why listening is the ultimate superpower in any negotiation -------------------- Learn more here: https://www.blackswanltd.com/negotiation-mastery-summit-2025 -------------------- MORE FROM BIGDEAL:

Join us for a special episode of the REDX Podcast with coach and speaker, Bill Pipes. In this episode, Bill and Curtis Fenn talk about the $400 Million commission opportunity coming in January 2025 and how you can take advantage of it. Here's what you will discover in this episode... • How to have a proactive approach to the listing opportunity in 2025. • How to combine traditional prospecting methods with modern marketing strategies. • How to genuinely and effectively approach expired listings. JUMP TO THESE TOPICS

Legendary negotiator Chris Voss takes us on an extraordinary journey, sharing his transformation from a small-town Iowa native to the esteemed head of the FBI's international kidnapping negotiation team. Throughout our conversation, Chris reflects on the pivotal lessons in hard work and integrity imparted by his father that shaped his path in law enforcement, eventually leading him to Harvard Law School and Georgetown University. As the CEO of the Black Swan Group, Chris offers insights into his influential work and the surprising inspirations behind his bestselling book, "Never Split the Difference."   We engage in a profound dialogue on the importance of self-responsibility and perseverance, especially amidst modern challenges of a victimhood culture. Chris reveals the meticulous process behind writing his book, emphasizing the power of collaboration and strategic decision-making in achieving international success. We explore the unexpected opportunities that arose from his book release, including his prestigious involvement with Masterclass, highlighting the relentless hustle and serendipitous moments that paved the way.   The episode rounds out with a captivating exploration of mastering client relationships, drawing from Chris's negotiation techniques to transform real estate coaching strategies alongside Steve Shaw. With a focus on trust and elite customer experience, we discuss the art of building genuine connections and becoming a trusted advisor. Join us for another engaging episode of Escaping the Drift, as we reflect on valuable insights and invite you to connect with our community for more enriching content.   CHAPTERS    (00:00) - From Small Town to FBI Negotiator (13:56) - Success Through Self-Responsibility and Perseverance (22:10) - Opportunities Seized (31:56) - Mastering Client Relationships in Real Estate (47:20) - Building Trust and Elite Customer Experience (01:00:27) - Connecting With the Audience  

Dubbed “multi-potentialite”, Teeg Stouffer is a multi-faceted professional who shares his skill journey from nonprofit environmental activism to selling fishing gear and eventually transitioning into film production. Throughout the Communication, storytelling, and adapting to new environments are some of many strength Teeg emphasis as bing instrumental throughout his career. In his latest venture in heritage and legacy film production, he illustrates the power of connecting with people's stories. Teeg Stouffer: ⁠https://www.linkedin.com/in/teegstouffer/⁠ Fascination Film Studio: ⁠https://www.fascinationfilms.com/⁠ Never Split the Difference: ⁠https://shorturl.at/TGg7Q⁠ Multi-potentialite: ⁠https://shorturl.at/95Ohk⁠ Cackle Media Instagram: ⁠https://shorturl.at/RKHYt⁠ Cackle Media YouTube: ⁠https://shorturl.at/tXEur⁠ Cackle Media LinkedIn: ⁠https://shorturl.at/tevS9 00:00 Introduction to Transferable Skills 00:08 Meet TeeG Stouffer: A Multi-Potentialite 02:46 The Journey with CatchCo 03:39 Nonprofit Ventures and Environmental Activism 06:01 Lobbying and Political Activism 08:10 The Power of Communication 13:35 Balancing Data and Emotions in Decision Making 19:17 The Concept of Multi-Potentiality 24:31 Hiring for Skills and Personality 25:51 The Importance of Adaptability 26:34 Experiential Retail in the Fishing Industry 28:04 Building Effective Teams 29:50 Challenges of Scaling Operations 33:07 The Power of Storytelling 34:31 Starting a Film Company 38:14 Lessons from History 42:31 Finding Fulfillment in Work 43:45 Conclusion and Final Thoughts

Watch Here: https://youtu.be/Ds4gV3xUnmwAbout the Guest(s): Derrick Chevalier is a seasoned negotiation expert and consultant with decades of experience in the field. He is the creator of the CNSUF method, which stands for Comprehensive Negotiating Strategies Universal Framework, an advanced and universally applicable negotiation framework. Derrick has an extensive background with the Karis organization, contributing significantly to negotiation theory and practice worldwide. He has also authored several books on negotiation, including *Beyond Negotiating From Fear to Fearless*, *Beyond Negotiating Influence Rapport Results*, and *Evolve or Be Slaughtered: Negotiation for the 21st Century*.Summary: In a recent How2Exit podcast, host Ronald Skelton chatted with negotiation guru Derrick Chevalier about the CNSUF method. This cool framework goes beyond popular techniques like Chris Voss's, offering a more tailored approach to deal-making.Whether you're a small business owner or a corporate titan, CNSUF can help you navigate complex negotiations. Chevalier stresses the importance of building relationships, understanding the other side's perspective, and adapting to different cultural and institutional contexts. By sharing real-world examples, the podcast gives listeners practical tips to level up their negotiation game.Key Takeaways:CNSUF (Comprehensive Negotiating Strategies Universal Framework) offers a universally applicable framework that adapts to different negotiation contexts and is rooted in historical and contemporary negotiation principles.Building a rapport and understanding the psychological and socio-economic background of negotiating parties is crucial, especially in small and mid-tier business transactions.Popular negotiation frameworks like "Never Split the Difference" have limitations, particularly in less transactional and more complex negotiations.Active listening and effective communication are vital tools in achieving negotiation success and resolving potential conflicts efficiently.Understanding the roles of knowledge, power, and influence in any organization or negotiation context can significantly enhance the outcome of a negotiation process.--------------------------------------------------Contact Derrick onLinkedin: https://www.linkedin.com/in/derrick-chevalier-6323272/Website: https://www.h-c.com/--------------------------------------------------

Chris Voss is a former FBI hostage negotiator, author, and expert in negotiation tactics. Known for his innovative strategies, he authored Never Split the Difference, sharing techniques for negotiating in high-stakes situations. ` Master the art of negotiation: https://www.blackswanltd.com/ Text me if you have any sales questions: +1-480-637-2944 The only book on sales you'll ever need: https://go.nepqblackbook.com/learn-more ✅ Resources: JOIN the Sales Revolution: https://www.facebook.com/groups/salesrevolutiongroup Book a "Clarity CALL": https://7thlevelhq.com/book-demo/ ✅ Connect with Me: Follow Jeremy Miner on Facebook: https://www.facebook.com/jeremy.miner.52 Follow Jeremy Miner on Instagram: https://www.instagram.com/jeremyleeminer/ Follow Jeremy Miner on LinkedIn: https://www.linkedin.com/in/jeremyleeminer/ ✅ SUBSCRIBE to My Podcast CLOSERS ARE LOSERS with Jeremy Miner: Subscribe on iTunes: https://podcasts.apple.com/us/podcast/closers-are-losers-with-jeremyminer/id1534365100 Subscribe and Review on Spotify: https://open.spotify.com/show/2kNDyUR7fz9SqBr9iGwfwV?si=uMhsOBP4S_SBaHqAFp4EGg Subscribe and Review on Stitcher: https://www.stitcher.com/show/closers-are-losers-with-jeremy-miner Subscribe and Review on Google Podcasts: https://podcasts.google.com/u/1/feed/aHR0cHM6Ly9jbG9zZXJzYXJlbG9zZXJzLmxpYnN5bi5jb20vcnNz TESTIMONIAL DISCLAIMER In accordance with the FTC guidelines concerning the use of endorsements and testimonials in advertising, please be aware of the following: Testimonials appearing on this website are received in various forms via a variety of submission methods. The testimonials reflect the real-life experiences of individuals who used our products and/or services. However, individual results may vary. We do not claim, nor should the reader assume, that any individual experience recounted is typical or representative of what any other consumer might experience. Testimonials are not necessarily representative of what anyone else using our products and/or services may experience. The people giving testimonials on this website are not been compensated with free products or discounts for use of their experiences The testimonials displayed are given verbatim except for grammatical or typing error corrections. Some testimonials may have been edited for clarity, or shortened in cases where the original testimonial included extraneous information of no relevance to the general public. 7th Level is not responsible for the opinions or comments posted on this content and does not necessarily share the opinions, views or commentary of postings on this content. All opinions expressed are strictly the views of the poster or reviewer. All testimonials are reviewed for authenticity before they are posted for public viewing

This episode is about SLPs and conflict management. It opens with a discussion of Nonviolent Communication, an approach that focuses on using empathy during challenging interactions. There are four main components in Nonviolent Communication: observation, feelings, needs and requests. A core understanding within Nonviolent Communication is that everything we do is in service of our needs. This idea can help us understand why others do what they do—and why we do what we do! Nonviolent Communication also uses animal metaphors to describe different communication styles. Jackal communication is aggressive and judgmental, and operates with a limited perspective. Giraffe communication comes from the heart, and it uses a more expansive perspective. After exploring Nonviolent Communication, I talk about strategies from Harvard's Program on Negotiation. These strategies focus on finding common ground during a conflict. I close the episode with a reminder that listening can be one of our most powerful actions in a conflict. In his book Never Split the Difference, well-known hostage negotiator Chris Voss emphasizes that the listener is the participant who controls a conversation.

NetSuite: Take advantage of NetSuite's Flexible Financing Program: https://www.netsuite.com/ICED Ramp: Now get $250 when you join Ramp at https://ramp.com/ich Shopify: Sign up for a $1 per month trial period at https://shopify.com/ich Chris's Instagram: https://www.instagram.com/thefbinegotiator/ Chris's Twitter: https://x.com/fbinegotiator/ Chris's Website: https://blackswanltd.com/ Never Split the Difference (book): https://amzn.to/3J5scNC Add us on Instagram: https://www.instagram.com/jlsselby https://www.instagram.com/gpstephan Official Clips Channel: https://www.youtube.com/channel/UCeBQ24VfikOriqSdKtomh0w For sponsorships or business inquiries reach out to: tmatsradio@gmail.com For Podcast Inquiries, please DM @icedcoffeehour on Instagram! Timestamps : 00:01:19 - Why is negotiation important? 00:07:06 - Difference between Negotiation vs manipulation 00:09:13 - Spotting honesty in negotiations 00:10:17 - Learning his negotiation skills 00:14:03 - Sponsor - Netsuite 00:15:14 - Crisis hotline experience 00:18:46 - Working crisis hotline and mental health 00:20:25 - Where crisis hotlines fail 00:22:30 - Empathy vs compassion vs sympathy 00:28:07 - Lessons on human nature 00:28:56 - Do hostage takers ever get away? 00:31:18 - Hostage situations in movies 00:33:32 - Negotiation success story 00:33:41 - Sponsor - 00:41:42 - Dealing with unattainable contingencies 00:47:07 - Using silence in negotiations 00:52:42 - Verbal fluency importance 00:54:41 - Reading people in negotiations 00:55:44 - Are women better at reading people? 01:03:18 - Criticism of Chris Voss 01:04:25 - Sponsor - 01:05:27 - Controlling your ego 01:07:20 - Cultivating curiosity 01:09:54 - Intuition when negotiating 01:15:19 - Importance of appearance 01:24:32 - Negotiating in relationships 01:30:38 - Compromise in relationships 01:36:20 - Negotiate a higher salary 01:45:54 - Negotiating in parenting 01:47:01 - Hostage negotiator salaries 01:47:32 - Improving negotiating skills *Some of the links and other products that appear on this video are from companies which Graham Stephan will earn an affiliate commission or referral bonus. Graham Stephan is part of an affiliate network and receives compensation for sending traffic to partner sites. The content in this video is accurate as of the posting date. Some of the offers mentioned may no longer be available. Learn more about your ad choices. Visit megaphone.fm/adchoices

In this insightful episode of "Shark Theory," host Baylor Barbee explores the concepts in the book "Never Split the Difference" by Chris Voss, the former lead international hostage negotiator for the FBI. Baylor draws parallels between high-stakes hostage negotiations and our personal ambitions, urging listeners to adopt a life-or-death mindset when pursuing their goals. He challenges us to consider what list of demands we need to confront embedded within ourselves to unlock our potential. Baylor emphasizes the importance of taking accountability and setting clear demands to break free from self-imposed limitations. Throughout the episode, he provides actionable insights, such as creating non-negotiables and small routines like exercising before leisure activities. Baylor stresses personal freedom is attainable by aligning one's actions with their true desires and dreams. He encourages a thorough self-assessment of the consequences of inaction, emphasizing the transformational power of commitment to change. Key Takeaways: Adopt a life-or-death mindset toward personal goals to elevate commitment and action. Make a list of demands for yourself to hold yourself accountable and unlock your potential. Small, consistent habits, like exercising before relaxation, can significantly impact over time. Evaluate the cost of inaction by considering what you might lose by not pursuing your goals. Celebrate personal progress and use past experiences to fuel ongoing personal development. Notable Quotes: "You can't split the difference. We have to get what we need." "We've been holding ourselves hostage from our potential." "You have to love yourself enough to find freedom." "Freedom is when you're actually living the life that you want." "Celebrate the fact that you are where you are right now."

This week we break out of the past and back into the present. But first we discuss the tragedy that is someone bringing the same dish as Joe's to Friendsgiving!In chihayafuru, we finish off our tragic backstory by splitting all the kids up. Middle school arrives and we say goodbye to the karuta club. Then we just back to high school life where Chihaya is determined to make A rank! Will she succeed and strong arm Tachi into make a school club with her or will she taste defeat at the hands of some old guy? Tune in to find out!Recommendations: Joe -> Sarah: Mobile Suit Gundam: The Witch from MercurySarah -> Joe: Forgotten Anne

In this episode of the Daily Mastermind, host George Wright III interviews Wayne Mullins, the CEO and founder of Ugly Mug Marketing. They discuss Wayne's journey from a struggling salesperson to starting his own lawn and landscape business, eventually leading to the creation of a highly successful marketing agency. Key topics include the importance of incremental growth, the natural progression in marketing, and turning customers into brand evangelists. Wayne emphasizes the need for a strategic approach over merely tactical actions, leveraging human psychology, building trust, and the powerful role of customer referrals in enhancing marketing efforts. The episode concludes with advice for business owners to evaluate their strategies and continually exceed customer expectations. 01:00 Wayne Mullins' Background and Journey04:28 The Importance of Incremental Growth06:33 Understanding Marketing and Sales11:22 Building Trust in Marketing16:14 Turning Customers into Evangelists22:45 Strategic Marketing Advice Thanks for listening, and Please Share this Episode with someone. It would really help us to grow our show and share these valuable tips and strategies with others. Have a great day. George Wright III“It's Never Too Late to Start Living the Life You Were Meant to Live”FREE Daily Mastermind Resources:CONNECT with George & Access Tons of ResourcesGet access to Proven Strategies and Time-Test Principles for Success. Plus, download and access tons of FREE resources and online events by joining our Exclusive Community of Entrepreneurs, Business Owners, and High Achievers like YOU.Join FREE at www.JoinTheEvolution.comAbout GUEST:Wayne Mullins is a passionate entrepreneur committed to creating remarkable experiences, and building a team at Ugly Mug Marketing that produces extraordinary results for their clients.He has been called “the guru's guru,” as he is regularly called upon for advice from industry leading CEO's, New York Times Best Selling Authors, and Silicon Valley startups. He loves helping entrepreneurs challenge their assumptions, create value from places they've never looked, and reach goals they never believed possible. He has personally worked with clients in 91 different industries, from 34 states, and 11 countries.Ugly Mug Marketing, which Wayne founded 10 years ago, has won the praises of some of the leading influencers in the business world, such as, Neil Patel (Founder of QuickSprout & Kissmetrics), Chris Voss (New York Times Best Selling Author of Never Split the Difference), and Ari Weinzweig (Co-Founder of Zingerman's Community of Businesses). Wayne's work directly influences more than a quarter million entrepreneurs annually through his blog, books, and training programs.Guest Resources:Website: UglyMugMarketing.comInstagram: https://www.instagram.com/fireyourself/Linkedin: https://www.linkedin.com/in/fireyourself/ About George Wright III:George Wright is a Proven, Successful Entrepreneur- and he knows how to inspire entrepreneurs, companies, and individuals to achieve Massive Results. With more than 20 years of Executive Management experience and 25 years of Direct Marketing and Sales experience, George is responsible for starting and building several successful multimillion-dollar companies. He started at a very young age to network and build his experience and knowledge of what it takes to become a driven and well-known entrepreneur. George built a multi-million-dollar seminar business, promoting some of the biggest stars and brands in the world. He has accelerated the success and cash flow in each of his ventures through his network of resources and results driven strategies. George is now dedicated to teaching and sharing his Prosperity Principles and Strategies to every Driven and Passionate Entrepreneur he meets. His mission is to Empower Entrepreneurs Globally to create Massive Change and LIVE their Ultimate Destiny.

REPLAY (Original Air Date Feb 19, 2024) Today on the Social-Engineer Podcast: The Security Awareness Series, Chris is joined by Mary D'Angelo. Mary helps clients understand the threats that exist on the dark web and how to use that intelligence to bolster their cybersecurity programs. With a solid foundation from the University of Washington, where she earned her Bachelor's degree, Mary has rapidly ascended as a global leader at SearchLight Cyber. Her expertise, honed over six years, delves deep into understanding the nuances of dark web threat actors and their intelligence. Mary's and her company's insights and analyses have been instrumental in shedding light on the shadowy aspects of cyber threats emanating from the dark web. Her work not only aids in neutralizing these threats but also contributes significantly to the broader understanding of cyber security dynamics. Additionally, Mary's passion is volunteering her talents into nonprofit organizations. She was a mentor for Big Brothers and Big Sisters. Recently, she has devoted her time to a nonprofit called, The Innocent Lives Foundation, which uses Dark Web Threat Intelligence to help law enforcement stop child traffickers. [Feb 19, 2024]   00:00 - Intro 00:41 - Intro Links: -          Social-Engineer.com - http://www.social-engineer.com/ -          Managed Voice Phishing - https://www.social-engineer.com/services/vishing-service/ -          Managed Email Phishing - https://www.social-engineer.com/services/se-phishing-service/ -          Adversarial Simulations - https://www.social-engineer.com/services/social-engineering-penetration-test/ -          Social-Engineer channel on SLACK - https://social-engineering-hq.slack.com/ssb -          CLUTCH - http://www.pro-rock.com/ -          innocentlivesfoundation.org - http://www.innocentlivesfoundation.org/                                                02:56 - Mary D'Angelo Intro 04:12 - What is a Dark Web Threat Intelligence Advisor? 04:36 - One Giant Leap 07:04 - On the Front Lines 11:53 - Deep Web, Dark Web, Clear Web...Oh My! 13:43 - Shifting to the Deep 14:58 - Crime Pays 17:39 - 2024 Forecast 19:00 - Left of Boom 20:53 - All in this Together 21:53 - An Ugly Example 25:19 - Timely 26:30 - Relevant 28:02 - Actionable 29:58 - What's Next? 30:54 - Mentors -          Siblings -          Larry Littleton 32:05 - Book Recommendations -          The Practitioner's Guide to the Dark Web - Searchlight Cyber -          The Ride of a Lifetime - Robert Iger -          Never Split the Difference - Christopher Voss &Tahl Raz 33:33 - Find Mary D'Angelo Online -          LinkedIn: linkedin.com/in/dangelomary 33:55 - Wrap Up & Outro -          www.social-engineer.com -          www.innocentlivesfoundation.org

Summary Jonathan Smith (X; LinkedIn) joins Andrew (X; LinkedIn) to discuss the application of intelligence to entrepreneurship. Jonathan is an entrepreneur, author, and business strategist. What You'll Learn Intelligence Building high-performance teams Case officers vs. entrepreneurs  Networking and overcoming operational challenges Curiosity as a key trait for success Reflections The will to succeed  The power of listening and empathy And much, much more … Quotes of the Week “I often switch languages …I'll speak from a medical CEO's perspective versus a financial services CEO perspective. And people, when you use their language, they tend to lean in. They're like, “Oh, you understand me.” It's fascinating – People don't want to know how much you know until they know how much you care.” – Jonathan Smith. Resources  SURFACE SKIM *SpyCasts* The Cyber Behavioral Profiler with Cameron Malin (2024)  The FBI Hostage Negotiator with Chris Voss (2024)  Spying and Start-Ups with former Assistant Director of the CIA John Mullen (2022) From the CIA to Strategic Cyber with Hans Holmer (2022) *Beginner Resources* What Do Entrepreneurs Actually Do? Foundation for Economic Education, YouTube (2019) [3 min. video] What is EOS? Entrepreneurial Operating System (n.d.) [Fact sheet] Case Officer, Central Intelligence Agency (n.d.) [Job description] DEEPER DIVE Books Sell Like A Spy: The Art of Persuasion from the World of Espionage, J. Hurewitz (Diversion Books, 2024) Never Split the Difference: Negotiating As If Your Life Depended On It, C. Voss & T. Raz (Harper Business, 2016) Optimize for Growth: How to Scale Up Your Business, Your Network and You, J. B. Smith (Chief Optimizer, 2015) Learn more about your ad choices. Visit megaphone.fm/adchoices

Imagine applying the strategies of FBI hostage negotiators to your interactions with students. In this episode, we delve into Chris Voss's book “Never Split the Difference” and explore how its principles can transform communication with young people. Discover why giving ... Read More » The post 551: Never Ask Why: FBI Secrets for Negotiating with Students appeared first on The College Prep Podcast.

Summary Chris Voss (X; LinkedIn) joins Andrew (X; LinkedIn) to discuss the art of negotiation. Chris formerly served as the FBI lead international hostage negotiator.  What You'll Learn Intelligence The very basics of negotiation, including the phrase “Never split the difference” The art of Tactical Empathy  Case studies from Chris' career, including the Dos Palmas kidnappings Techniques in ethical interrogation Reflections Pressure makes diamonds Human nature & understanding “the other side” And much, much more … Quotes of the Week “Never take advice from somebody that you wouldn't trade places with. Never take directions from somebody who hasn't been where you're going … I'm coachable, but I know who to be coached by.” – Chris Voss.   Resources  SURFACE SKIM *SpyCasts* James Foley: Journalist, ISIS Hostage, Son with His Mother Diane Foley (2024) A CIA Psychologist on the Minds of World Leaders, Pt. 1 with Dr. Ursula Wilder (2024)  A CIA Psychologist on the Minds of World Leaders, Pt. 2 with Dr. Ursula Wilder (2024) The Counterintelligence Chief with FBI Assistant Director Alan Kohler (2023) The FBI Way - Counterintelligence Spy Chief Frank Figliuzzi (2021) DEEPER DIVE Books American Mother, C. McCann and D. Foley (Etruscan Press, 2024) The Siege, B. Macintyre (Crown, 2024) Never Split the Difference: Negotiating As If Your Life Depended On It, C. Voss & T. Raz (Harper Business, 2016) Primary Sources  A Proclamation on U.S. Hostage and Wrongful Detainee Day (2024) Executive Order on Bolstering Efforts to Bring Hostages and Wrongfully Detained United States Nationals Home (2022) FBI Hostage Rescue Team Policy Guide (2019)  DOS Foreign Affairs Manual: Hostage Taking and Kidnappings (2018) 5 Leaders of the Abu Sayyaf Group Indicted (2002) Hostage Negotiation: A Matter of Life and Death (1983)  Current Status of the Hostage Crisis and the Implications of US Policy Options (1980)  *Wildcard Resource* Want to learn even more? Check out Chris' MasterClass on the Art of Negotiation.  And while you're there, tune in to MasterClass' other intelligence and espionage-related courses featuring insights from John Douglas, Michael Morrell & more, and Condoleezza Rice.  Learn more about your ad choices. Visit megaphone.fm/adchoices

Master your money, revolutionise your relationships, and live a rich life with personal finance expert Ramit Sethi.   Ramit Sethi is the host of the Netflix series ‘How to Get Rich' and author of the best-selling book, ‘I Will Teach You to Be Rich'. He is also founder of the podcast, ‘Money For Couples'.  In this conversation, Ramit and Steven discuss topics such as, how to create your vision for a rich life, why you should rent rather than buy a house, the best money talks to have with your partner, and the top 3 money red flags in a relationship.  00:00 Intro 01:35 Why People Should Care About This Conversation 02:25 What Has Ramit Learned About Money And Relationships 04:10 Differences Between Men And Women's Spending Habits 05:40 What Are The Sources Of Arguments In Relationships 07:14 Women Earning More Causes Problems 11:47 You Don't Need To Buy A House To Be Successful 14:18 Should Men Remain Single? 15:39 Who Should Pay For The First Date? 18:09 Should Men Be Chivalrous? 19:45 What Are Financial Red Flags? 20:51 The Money Types – Avoider 22:17 The Optimizer 24:31 The Worrier 26:14 The Dreamer 27:29 Which Money Type Lives A Happier Life? 29:14 Do You Know How Much Your Partner Makes? 31:32 Should You Keep A Bad Financial Situation A Secret? 36:00 Are Prenups A Good Thing? 42:44 Do We Need A "Money Guy"? 43:59 Red Flag: They're Cheap 45:24 Robert Kiyosaki's Advice Is Rubbish 46:36 What Makes A Worrier? 48:14 What Is A Rich Life Vision? 52:32 Merging Finances As A Couple 58:15 Should You Sweat The Small Stuff? 01:00:13 Is Buying A House Financially Savvy? 01:03:59 Why Is It Hard To Buy A House In 2024? 01:07:13 A Better Use Of Money Than Buying A House 01:14:04 Alternatives To House Buying For Investments 01:16:16 Uncovering Finances And The Shock It Can Have 01:22:19 Should You Make A Budget? 01:24:01 How Do We Teach Our Kids About Money? 01:27:16 Should We Let Our Kids Enjoy Our Wealth? 01:28:23 How To Raise Kids Without Spoiling Them 01:29:34 How To Educate Your Kids If They Want To Be Wealthy 01:31:54 The Principles Of Wealth Creation 01:33:57 How Much Money Do You Need To Start Investing? 01:35:27 Gambling In Relationships 01:36:46 Money Issues Destroying Marriages 01:38:09 Steven's Parents' Money Mystery 01:39:23 If You Have Enough, Why Continue? 01:40:01 What Ramit Would Do With A Surprise $100M 01:41:55 What People Love To Spend Their Money On 01:47:01 The Guest's Last Question Follow Ramit:  Instagram - https://g2ul0.app.link/36K8W7SVBNb  Twitter - https://g2ul0.app.link/A0YgzpVVBNb  Website - https://g2ul0.app.link/UyeTgBYVBNb  You can pre-order Ramit's book, ‘Money For Couples', here: https://g2ul0.app.link/L532luaWBNb  Watch the episodes on Youtube - https://g2ul0.app.link/DOACEpisodes  My new book! 'The 33 Laws Of Business & Life' is out now - https://g2ul0.app.link/DOACBook  You can purchase the The Diary Of A CEO Conversation Cards: Second Edition, here: https://g2ul0.app.link/f31dsUttKKb  Follow me: https://g2ul0.app.link/gnGqL4IsKKb  Sponsors: WHOOP - https://join.whoop.com/CEO

A Note from James:You know, I first had Chris Voss on in 2016. Out of the 1500+ podcasts I've done, his is one of the few where I've really followed all the advice. His book Never Split the Difference wasn't just any negotiating book—it's a survival guide for life, built from his time as the FBI's lead hostage negotiator. And trust me, if you're going to take advice from anyone on negotiation, take it from Chris. His tactics don't just work in life-or-death situations—they work in everyday business, personal relationships, and everything in between.Today, Chris is back on the show for the third time. We talk about his documentary Tactical Empathy, available on Amazon Prime, and what makes a truly great negotiator. Trust me, whether you're selling a company or just trying to ask for a raise, you're going to want to listen closely to this one. Negotiation isn't just a skill—it's a way of life, and you'll learn why here.Episode Description:In this episode, James sits down with negotiation expert Chris Voss to dig into the real secrets behind successful negotiating. Drawing from his years as an FBI hostage negotiator, Chris reveals how the techniques he developed to save lives can be applied to everyday negotiations, from asking for a raise to making high-stakes business deals. They also discuss the impact of Chris's documentary Tactical Empathy, which explores the importance of empathy in negotiation. With actionable tips and real-world insights, this episode is a must-listen for anyone looking to improve their negotiation game.What You'll Learn:Why empathy is the most powerful tool in any negotiationHow to use tactical empathy to build trust and get better outcomesThe difference between tactical empathy and manipulationHow understanding neuroscience can give you an edge in negotiationsKey techniques to avoid burnout in high-stress negotiationsTimestamped Chapters:[00:01:30] Introduction to Chris Voss and his journey[00:03:00] The importance of tactical empathy[00:05:25] Chris's experience with a suicide hotline[00:08:00] How to disrupt manipulation in negotiation[00:12:00] Chris's approach to asking for a raise[00:15:00] The role of emotional intelligence in negotiation[00:19:30] Neuroscience and how it applies to negotiating[00:23:58] Triggering neurochemical responses in negotiations[00:27:32] Oxytocin and its role in building trust[00:31:10] Manipulative vs. genuine empathy[00:36:05] Building relationships and timelines in negotiation[00:40:15] How Chris deals with suspects and witnesses in interrogations[00:45:20] Evolution of terrorist organizations post-9/11[00:50:13] Tools of the trade: go-to techniques for negotiation[00:54:45] Using the Ackerman model in bargaining[01:00:09] Emotional bandwidth and hostage situations[01:05:08] Understanding pronouns and decision-makers in negotiations[01:12:26] Using empathy to secure high valuations in business deals[01:16:07] The importance of long-term relationships in negotiation[01:18:26] Final thoughts on anger and negotiationAdditional Resources:Never Split the Difference by Chris VossTactical Empathy Documentary on Amazon Prime ------------What do YOU think of the show? Head to JamesAltucherShow.com/listeners and fill out a short survey that will help us better tailor the podcast to our audience!Are you interested in getting direct answers from James about your question on a podcast? Go to JamesAltucherShow.com/AskAltucher and send in your questions to be answered on the air!------------Visit Notepd.com to read our idea lists & sign up to create your own!My new book, Skip the Line, is out! Make sure you get a copy wherever books are sold!Join the You Should Run for President 2.0 Facebook Group, where we discuss why you should run for President.I write about all my podcasts! Check out the full post and learn what I learned at jamesaltuchershow.com------------Thank you so much for listening! If you like this episode, please rate, review, and subscribe to “The James Altucher Show” wherever you get your podcasts: Apple PodcastsiHeart RadioSpotifyFollow me on social media:YouTubeTwitterFacebookLinkedIn

A Note from James:You know, I first had Chris Voss on in 2016. Out of the 1500+ podcasts I've done, his is one of the few where I've really followed all the advice. His book Never Split the Difference wasn't just any negotiating book-it's a survival guide for life, built from his time as the FBI's lead hostage negotiator. And trust me, if you're going to take advice from anyone on negotiation, take it from Chris. His tactics don't just work in life-or-death situations-they work in everyday business, personal relationships, and everything in between.Today, Chris is back on the show for the third time. We talk about his documentary Tactical Empathy, available on Amazon Prime, and what makes a truly great negotiator. Trust me, whether you're selling a company or just trying to ask for a raise, you're going to want to listen closely to this one. Negotiation isn't just a skill-it's a way of life, and you'll learn why here.Episode Description:In this episode, James sits down with negotiation expert Chris Voss to dig into the real secrets behind successful negotiating. Drawing from his years as an FBI hostage negotiator, Chris reveals how the techniques he developed to save lives can be applied to everyday negotiations, from asking for a raise to making high-stakes business deals. They also discuss the impact of Chris's documentary Tactical Empathy, which explores the importance of empathy in negotiation. With actionable tips and real-world insights, this episode is a must-listen for anyone looking to improve their negotiation game.What You'll Learn:Why empathy is the most powerful tool in any negotiationHow to use tactical empathy to build trust and get better outcomesThe difference between tactical empathy and manipulationHow understanding neuroscience can give you an edge in negotiationsKey techniques to avoid burnout in high-stress negotiationsTimestamped Chapters:[00:01:30] Introduction to Chris Voss and his journey[00:03:00] The importance of tactical empathy[00:05:25] Chris's experience with a suicide hotline[00:08:00] How to disrupt manipulation in negotiation[00:12:00] Chris's approach to asking for a raise[00:15:00] The role of emotional intelligence in negotiation[00:19:30] Neuroscience and how it applies to negotiating[00:23:58] Triggering neurochemical responses in negotiations[00:27:32] Oxytocin and its role in building trust[00:31:10] Manipulative vs. genuine empathy[00:36:05] Building relationships and timelines in negotiation[00:40:15] How Chris deals with suspects and witnesses in interrogations[00:45:20] Evolution of terrorist organizations post-9/11[00:50:13] Tools of the trade: go-to techniques for negotiation[00:54:45] Using the Ackerman model in bargaining[01:00:09] Emotional bandwidth and hostage situations[01:05:08] Understanding pronouns and decision-makers in negotiations[01:12:26] Using empathy to secure high valuations in business deals[01:16:07] The importance of long-term relationships in negotiation[01:18:26] Final thoughts on anger and negotiationAdditional Resources:Never Split the Difference by Chris VossTactical Empathy Documentary on Amazon Prime ------------What do YOU think of the show? Head to JamesAltucherShow.com/listeners and fill out a short survey that will help us better tailor the podcast to our audience!Are you interested in getting direct answers from James about your question on a podcast? Go to JamesAltucherShow.com/AskAltucher and send in your questions to be answered on the air!------------Visit Notepd.com to read our idea lists & sign up to create your own!My new book, Skip the Line, is out! Make sure you get a copy wherever books are sold!Join the You Should Run for President 2.0 Facebook Group, where we discuss why you should run for President.I write about all my podcasts! Check out the full post and learn what I learned at jamesaltuchershow.com------------Thank...

Master the Art of Negotiation with FBI Hostage Negotiator, Chris Voss! This week, I'm incredibly excited to bring you an episode that's all about mastering one of the most crucial skills you can have – negotiation. And who better to learn from than the legendary Chris Voss, a former FBI hostage negotiator and the brilliant mind behind "Never Split the Difference." Chris takes us on an eye-opening journey from his high-stakes negotiations with terrorists and criminals to applying those same powerful techniques in business and everyday life. This episode is packed with insights that will change the way you approach every interaction. We get REAL about the art of negotiation teaching you expert tactics including: Tactical Empathy: Discover how to connect deeply with anyone you're negotiating with by truly understanding their perspective. Mirroring and Labeling: Learn these simple yet powerful techniques to build rapport and influence outcomes. The Power of ‘No': Understand why getting a ‘No' can be just as valuable as a ‘Yes' and how to use it to your advantage. Creating the Illusion of Control: Find out how to guide conversations so the other party feels in control while you steer towards your goals. Calibrated Questions: Master the art of asking the right questions to uncover hidden truths and navigate complex situations. Chris shares some of his most intense negotiation stories, like dealing with a bank robber and talking down a hostage-taker. These real-life examples illustrate the principles he's developed and how you can apply them to achieve success in your own negotiations. This episode isn't just for business leaders or salespeople – it's for anyone who wants to improve their ability to communicate, persuade, and achieve their goals. Whether you're negotiating a deal, asking for a raise, or resolving a conflict at home, these strategies will give you the edge. Join us for this transformative conversation and equip yourself with the tools to become a master negotiator. Don't miss out on these invaluable lessons from one of the best in the field! Learn more about your ad choices. Visit podcastchoices.com/adchoices