Are you discounting your services in order to get deals done? Listen to today’s podcast and learn why you should always charge what you’re worth. Real estate veteran Steve Shull, coauthor of The Full Fee…

Before authoring Never Split the Difference, one of the top negotiation books of all time, Chris Voss worked as the FBI’s lead negotiator for international kidnappings. On today’s podcast, Chris shares the secrets of professional persuasion and explains what agents can do to save deals that are in danger of falling through. Pat and Chris role-play several common real estate negotiations, including those for post-inspection repairs and last-minute hang-ups at settlement. Chris also outlines the communication pitfalls that cost agents referrals, how to manage client expectations, and more. Continue reading