It's ALL Communication: The Truth About Business & Negotiation with Brandon Voss

[Music] this is the investor mindset podcasts and I'm Steven Pesavento and for as long as I can remember I've been obsessed with understanding how we can think better how we can be better and how we can do better and each episode we explore lessons on motivation and mindset from the most successful real estate investors and entrepreneurs in the nation we really have some of the best listeners around I am absolutely amazed by the growth that we've been having both personally and professionally over here at mindset HQ we have been moving the ball forward so fast reaching so many people I am just I'm amazed and it's because of great people like you so keep listening if you love what we're doing please share with a friend on social you know check us out on Instagram on Facebook and shoot us a message let us know if you like what we're doing let us know what you like about it or what you'd like to hear more of because we are here to serve this is about helping other people live a better life every day something I truly believe in so thank you everybody drop a five star review if you can and join us the insider Club at the investor mindset calm now let's jump into this episode alright welcome back to the investor mindset podcast really excited here I have an amazing guest Brandon Voss how you doing today Brandon I'm doing fantastic man I'm doing really good Stephen I'm glad to be here glad to be with you well I'm super excited to have you because never split the difference written by Chris Voss is one of my favorite books I've read it so many times so many people I know have read it it's been a big influence on us and Brandon is the one who's leading up the charge on putting all that training into practice for people in so many different industries and we're gonna talk a little bit about that and about some of your background today how's that sound Brandon sounds good to me man I'm excited awesome well I'm excited too so you've obviously had a lot of success you are teaching some of the best real estate investors entrepreneurs pretty much people from every industry negotiation but if we take a look back you know earlier on in your life what are some of the events or influences that shaped your life today you know it's real interesting question and and there's kind of there's really like three moments or three instances if you will that kind of comes to mind you know both from - from the teenage years and one from adolescence and kind of starting from the beginning being able to travel out to the Midwest as a kid right everybody knows well most people know chris is actually from Iowa right he's got the New York accent and things but he's originally from Iowa and so his parents still live out there and and getting to go out there as a kid and growing up like in the East Coast you know urban New Jersey you know North Jersey area being able to go from there to the Midwest and experience two very different environments you know that that was definitely a big one and you know my grandfather his his father was an entrepreneur and so getting in the sea somebody build something with their hands from a young age and experience that out there was was definitely a big one I couldn't I could imagine that coming from the city life where everything's hustle and bustle and you know everything's pre-made for you to go out to the Midwest son of some country land I'm sure that is a big change for you yeah yeah and I was it was it was definitely different you know he had they lived in town you know a little southeast Iowa in a little town called Mount Pleasant which is a town that that a Chris actually grew up in and so he had the house there and then the main office was just outside of town you know small little office just outside the city border and the town border I should say right tiny little town but yeah it was interesting it was fun yeah definitely going from an urban environment to that you know jumping on a bus every day to go to school to you know now I'm riding a bike out to the office because hey I got grass to mow you know it was it was interesting and what did your grandparents do for work or for business so he ran a company called Voss petroleum and kind of a sub partner of that was Joyce and incorporated so boss patron was run by my grandfather and kind of the sub partnership was with my grandmother and she handled a lot of the back-office stuff and he was the front runner out selling moving and and they they they were middlemen for gasoline you know the the you know convenience stores and different gas stations need gas and the gas company you don't need somebody to get it from one place to another and so he built that a little a little business for himself being a middleman dropping gas off and and found out that running a convenience store was definitely the way to go and and started you know a chain of what he called Mustang markets in the what do you have that entrepreneurship thing going on within your family from the very beginning even while Khris Khris vas which is your father was working in the FBI you were able to kind of see a little bit of two different kinds of world somebody is working for the government and living one kind of lifestyle and then somebody who's a an entrepreneur business owner living in yeah yeah absolutely absolutely and you know you've been entrepreneur for a long time so Chris got to see the way you weren't growing up and and I think that helped us both going into our own endeavor together and and as Chris will tell you and any anybody that's worked for the government to tell you you know they don't teach how to be a businessman in the government right that's not your purpose you know they don't prep you for life outside of those four walls that you're working in and so you know it's been a learning experience for us both and it's been cool to go through together I could imagine so tell us a little bit about what it is that you guys are doing obviously negotiation training is a big piece of it but kind of walk us through a little bit about what it is that the black swan group does yeah well you know in the early days but before the book came out we were definitely trying to cater more towards corporate training you know the Fortune 100 fortune 500 and now that the book has been out for a couple of years and it's and it's also selling really well right it's a lot of people know we really kind of started to shift our focus more towards the individual and as it turns out you know the individual works for the corporation so those things you know very nicely tend to go hand in hand and and that said you know we do a lot of training we do a lot of coaching those are two biggest sources of revenue and Chris obviously does a lot of keynotes and then so does so just Derrick gone and I realized some name-dropping here a little bit but one of our other main instructors they're gone came out with a book in February ego authority failure and it's selling well and he's also doing keynotes and so those are kind of you know the three top things that we do we also have some some virtual courses we got another live virtual course we're gonna launch towards the end of the summer you know we haven't done we haven't done a live virtual course in about a year so we're excited to get that thing off the ground and and there's also a couple of things that were launched into the website there are some email negotiations but really really the things we're trying to provide other than either live or in-person training is support that people can rely on on essentially a daily basis right something you can pick up you can read it real fast digest it and then go about your day and make every communication that you're in better well it's like you can get so much from this book I know it's personally changed my life because I think there's one really interesting thing about learning to be a better communicator which is I think a big part of the negotiation game is that when you are a better communicator people people like you more and when people like you more you're able to end up getting what you want and they feel like they're getting what they want so I've taken a lot away from that but talk to me a little bit what is it that you do with Black Swan group on a day to day basis so my technical title is director of operations and training and if you've ever been a person in any of those seats you'd know that that essentially means you wear many hats and so right for anything from creating content to instruct it on-site you know frontline sales all the way down to handling you know taxes and and financial spreadsheets you know it's there's a lot of different things to that I got my hand in but I love to teach you know my favorite thing to do is to meet people and talk about communication challenges and essentially just help people come up with a better way to do it right and it's interesting just like just like a lot of things when you can look when you're familiar with a circumstance or and and and you're not emotionally involved and you can stand back and look at the information at arm's length you see it from a very different perspective and so I love being able to do that and then with the expertise I've managed to learn through sales and we're working with my dad and the other guys that I have I've been fortunate enough to meet you lass that's a fun thing you know it's it's it's fun to help people tackle new things in life so walk us through your journey on getting into this space obviously you had one of the best coaches out there right at home to kind of deliver some of this information to you I'm sure you grew up around it but talk us through how did you end up making the decision that this is something I want to invest my life in well you know it's kind of answer the first part in regards to a mentor you know definitely lucky blessed I mean there's there's a plethora of words you come up with to describe how lucky I am to be in this situation and I gotta tell you my dad still my dad and you know while he's tough on me it's still his job to encourage and things like that and so I got to admit I learned a lot of tough lessons outside the home just like a lot of people did right and and dad was there to be supportive all the way through and you know great person I got a sounding board right I need to talk through this thing who can I bounce this off of right it's my father that was that was a cool thing but you know sales you know early on in sales going going door to door you know pushing Verizon's name you know that was start now like doing that there's a certain grit that door-to-door sales gets you that I think it's you can't really earn it anywhere else yeah and it's so interesting to talk to top-level salespeople now they want to discuss their their early days going door to door and and getting past the no solicitation signs and grumpy people and you know just did there's something to that and so yeah it definitely learned a lot doing that and I've always enjoyed people you know just personally right I like the people watch I like the I like to see how people operate I like to see how they carry themselves you know this is it's fascinating people are people are so interesting and so sales came naturally in a lot of ways just because I like to interact mm-hmm and then you know you start coupling you know the love fur for working with people and then getting agreements to move forward and agreements that make everybody happy right agreements where everybody's making money on it on the back end and you combine that with the level of communication from a guy like Chris Wallace and it's just it's fun man and it's the learning Sprint's every day you know I don't know if I'll ever be as good as I as I should be but you know just trying to get better all the time you know but that's that that's that mindset if you want to continue to grow and continue to progress if somebody was you're gonna give somebody some advice and they're maybe early in their career they were a young gunner or there's somebody who's been doing something else really a long time they want to get good at sales they want to get good at this where should they start and who should they model wow that is that is that's a good question well first of all I gotta hit the book right that never split the difference book but to be in sales it just it takes a certain amount you gotta have a thick skin to be in sales if you've ever been in it at any capacity you know that it takes a thick skin and staying as they're gaunt would like to say staying cognitively flexible as a salesperson is tough because you generally got quotas to me god forbid if your commission only sales then you're in a hole you're in a whole new boat right you got it you got an unlimited feeling but there ain't no floor either that's one of those things right so but people don't like you just because you're in sales initial impressions for a salesperson are almost always bad just because you're always fighting it uphill I'm a salesperson battle and so you know things and I can't think of the guy's name woofle Wall Street you know things things that he talks about are essential for mindset and so you know that's um and then Kiyosaki I can't think Rich Dad Poor Dad you know those are those are good those are good places to start looking early on if you're if you're early in your sales career jordan belfort Rob Warfel Wall Street so you're thinking of exactly yeah Jordan Belfort exactly right yeah there's certain the guys got grit you know that's that's the one thing that you can you can see it in the book and the way that the story is told and you can I mean if you got a chance to watch the movie - I think DiCaprio probably did a really good job emulating this guy and there's just a certain toughness that you gotta have but also at the same time without being let me shove my product or service down your throat you know there's a fine line in there that uh you know yes it's tough to balance a lot at times absolutely so as a hostage negotiator trainer and you're bringing these skill sets to the business world how did you go about converting it and bringing what had been working so well in the public sector and bringing that to this the business world understanding on a business side that you are in fact dealing with emotions and hostage negotiations they're well aware that they're dealing with emotions number one and then number two in order to get around an emotion or try to you know I you know dodging dodging emotional issue because you want to focus on facts and maybe telling a lie to get around it you know that don't fly in a hostage negotiation work and and the two things in business that shocked us both for me was the the lack of understanding in the moment that you're dealing with an emotion you know people outside of the office or you know if they're at a theoretical level like oh yeah you know it's emotional this and that and then you get at the table and you forget that you're actually faced with an emotion like I can't believe they reacted that way you are faced with an emotion you got to figure out how to deal with the emotion right and I like you shouldn't be asking yourself that question so that was one and then another one is you know how much lying there was you know and it doesn't mean that everybody lies but there is a percentage that does and you know and I got to see this in sales as well you know he sees some sales a lot you know that you can tell a little lie and make a great sale and then that lie works every time and it's like I just a small lie right you see that in your environment that was always tough for sales for me was watching that all the time that happens in a private sector as well you know will tell a little fib just to get around this thing right we run up into this sort of term or this type of situation we'll just do this and it's not exactly honest and you know it doesn't fly in a hostage negotiation world so those were those were two big things how do you hand write this upfront so how do you end up handling when somebody is lying how do you go about confirming that it's a lie or how do you go about dealing with that just knowing that that's gonna be something that's gonna be on the table yeah well this you know initially you know working in threes and so there's there's several things you got to understand some of which we explained in the book first of all there's three types of yeses right you got your confirmation your counterfeit and your commitment the counterfeit yeses is running rampant all the time and that's one of those really really small lives people to say yes to get you to shut up they get you to go away to move on to the next thing I didn't I didn't commit to anything I just know if I say yeah or I say you're right right now we'll move forward yeah and I'm exhausted by you that's a small version of a lie so something that's small all the way out to you know much bigger things right so understanding that upfront and then countering it with what we refer to as the rule of three okay and so when you've got a commitment or a confirmation from someone you got to get them to lock that in three times in the same conversation and you know obviously there's a sequence to it that involves labels and mirrors and those things but you got use those tools to get them to say it two more times right you got the first one you got to get two more out of them and really really judge how the yes changes as you work your way through the interaction you know so that that's a big one using the rule of three and we talked about that in the book I wish I had the page a top of mind but for those of you that got the book you can look it up in the index of a point you right at will include that in the show notes for anybody who's looking for that if you want to just click on the podcast episode you can just click right into the show notes and will will specify what page that's on for you perfect yeah man thank you and then there's another one in regards to use the use of summary you know we're when we're making a point to summarize someone else's understanding right not the way we see it but try to summarize how we think they might see it and so if you craft your summary and it's designed for them to be very truthful or for them to confirm a point you're right you throw that into your summer right there's some nuance designed to how you word Smith that but essentially looking for that's right as a response to a summer and if you've thrown a bunch of truth into your summary and their response is not that's right oh then there's something wrong with the contents of what's in there and how they see it right and so now you know there's an issue you got identified a problem before you can solve it I summarized these specific things I did not get to that's right I didn't get that that's it exactly so there's something wrong with what's going on in here and now my communications got to be steered to really picking that apart so when you run into that situation and you're talking with somebody and you don't get it that's right what's the next step what do you do there do you start over the process you start digging back in and and if so what kind of questions might you ask now if that's yeah I like that's a great question this comes up a lot in our training and one and probably at our live event so top five questions like this is one of those top five and your short answer is you follow with a label and we define labels in the book for those who aren't familiar with the term it's essentially a verbal observation that starts with the words it seems like it sounds like it looks like or it feels like right those are kind of your four avenues to choose from and then you just add on whatever dynamic you're trying to identify in the moment and so in this instance you're not getting the answer that you're looking for you could just easily say it seems like I missed something yeah or it sounds like I'm off-base right in communication with a list of negotiation 9 there's several avenues right of course that you can choose from but really easy one is to drop one of those labels it okay so you drop a label and then what well the idea is to get them to explain what it is right if I'm off base I need you to help me get back on base and the other thing about it is you have to correct the situation in order to get me back on base in order to get me back on the right track as it were and people happen to be very honest when they're correcting yeah so you're kind of hitting on a human nature responsive people love to correct they happen to be very honest when they do it let me put him in a position to correct and then you know I had first I want to be somewhat open-ended on what it was that I got wrong or what it was that I'm on off-base about so very general right it seems like I'm really off base and the subtext there is please help me understand mm-hm right in the conversation we want to say I need to have you need help me understand this right oh honey I didn't get this I need anything huh you know look help me figure this out let's be clear right you want to say things like that and with a good genuine label especially one that really identifies hey I am off face what did I get wrong please help me out you get to say all of that within your message and just a few simple words yeah yeah that makes so much sense so if somebody's interested in learning more about sales and negotiation they should obviously check out Jordan Belfort they should obviously check out Chris Foss and never split the difference but what are some of the things that they should practice maybe on a daily basis that can help them get better if there was one strategy and you're like Steven go perfect this strategy maybe it's not the eat maybe it's the easiest one maybe it's the hardest one but what's the one thing that you would suggest hey if you put this into your repertoire you're gonna see results it might take you some time but if you get really good at that things are gonna change for you not very good so I'll kind of answer this in in two parts first of all the one skill you want to take with you and if you master it you're gonna get results every time is the label obviously that's my favorite no it's interesting all of us have our favorite skill or set of skills the label is definitely my favorite you know we definitely we also use it to really gather information right we don't use questions to gather info because certain people are very off by questions they're very skeptical of them especially if there's no relationship built but the label especially good labels make the conversation feel much more natural so that's that's one then as far as practice you know we love talking about low stakes practice and where people can get some of that in and so a low stakes practice where you got a little bit of skin in the game but not enough to drive you insane is calling you utility companies and renegotiating your bill you know what I'm when we're coaching people or the first place we go is like you got a between now and the next call you got to renegotiate one of your utility bills and you got to tell me what happened and these are the steps you're gonna follow and you know those are low-hanging fruit right customer service reps in any capacity are always getting yelled at by people so if you come in right you talked about good communication makes people like you better you become instantly likeable to a customer service rep and they will bend over backwards for you I've seen that in my own personal life it's it's like if you start using some of these techniques and what's crazy what's really cool is a lot of people naturally use them and when you go and read this book if you haven't I definitely recommend going buy it right now buy the physical book buy it on audible listen to it because when you start applying these things and you start saying you know it seems like I kind of hear what you're saying there you know what's that mean what's that like you start using these things you start getting upgraded on planes you start getting freebies but but it's not because you're asking for those things is because people want to give them to you which is so cool yeah yeah hits it on the head man like you just you make it easy for people to talk to you and you'd be surprised how much easier your daily life becomes yeah so you're obviously not in the real estate game but negotiation I think is one of the most important things for a lot of our listeners so what is it that you think allows you and your clients to succeed when so many others fail at negotiation that's a good question that's a really good question and I'll start kind of kind of twofold and and but both very interrelated and I think it starts with confidence you know where people get tripped up yeah is they got a lack of confidence for one reason or another and secondly because they don't feel like they have specific tools like specific things that I can say which is one of the reasons you know we talked about lying earlier why that can catch on because you know you can remember a lie short little lie right you can remember that if it works every time right it's easy to execute and so right that part of the brain the way that we remember stuff we just access that by using short stuff like labels and mirrors and and and good calibrated questions right and and so when people have skills they have more confidence you know those things that people feel like they have more tools in their toolbox they're instantly more confident and they have kind of like what is a 1 a right if those are both one drag confidence and and skillset you know your 1a is then compromising your position and people have a tendency to compromise themselves before they get in the room that goes away that mindset just goes away when you've got the skill set and you got confidence that comes with it right you no longer go into a conversation and go we can't ask them that we could never say that to them or we can't ask them this because this is what they're gonna say back yeah those conversations stop happening in your office before you walk into the negotiation room yeah that's powerful so you've been building this business you're obviously Director of Operations you're wearing a lot of hats you're leading some of the training you're delivering you know an amazing service what are some of the challenges that you've ran into along the way as a you know a business owner like yourself you know the first big challenge was was getting our first client obviously like any any business right when you're starting out the blocks you want to get that first revenue stream rolling right and so that was a big challenge and then oddly enough after the book came out was another challenge because there was another another growth in our business obviously and we like I said earlier we started changing our business focused a little bit more but the real the 180 shift of prior to the book coming out the resume of Chris right the sexy marketable piece right that we wanted to build a business off of out the blocks for us was not as helpful as we thought right the the impression was that's wonderful I negotiate business deals you negotiate hostages that's not to think the same thing you can't help me yeah right and that's that was the hill that we were climbing right how do we get around that objection and after the book has come out you know that's been that push behind everything right how could we not have the training yeah you know that hostage negotiation and so that you know this trying to ice-skate uphill to now all of a sudden you're like barefoot going downhill on skids and it's and it's just like whoa what is happening you know those those were two - interesting points right at the very beginning and then the shift after the book you know they said it's again it's a blessing in a lot of ways but you know you learn a lot as a businessperson and as a team so it's almost like there was really two - time periods before the book and after the book and it sounds like the book was kind of that pivotal moment for your guys's business in being able to communicate that message clearly on why you guys could deliver value yeah yes I think that's a good way to put it kind of like almost like before-and-after pictures a little bit but nice is it got the word out you know one thing that we have always been hesitant in all of our marketing even to this day right you go on our website you don't see a list of client logos yeah and that's all been very intentional you know and and so the book was a really quick marketable piece to really start getting the name out there and that was Chris's intention behind it the whole time right to build a short book you know on our end was like four and a half years right it was a long time to wade through many writers and and finally you know ended up with the right team of people and and the right you know tall is a genius and so but yeah it's it's definitely been it's been a ride man it's been fun ride so it's been a huge shift and you didn't it sounds like you didn't intend for that to change the focus of your business on to focusing on the individual why did you end up deciding to go that direction the supply and demand you know it's why a lot of businesses might shift certain aspects of what they do right like the demand is there we gotta figure out we gotta supply this thing and so you know that's really was the biggest driver you know we had we had started trying to do small like kind of one-day events and partnership with with you know the camp group you know early on and we have fun doing that and that's kind of what got us started on on trying to arrange events and as the book popularity has grown you know we've done we've done a little bit bigger events had more people in we're still trying to limit limit size obviously because we say intimacy is a required piece of the learning environment yeah but that's kind of how we started in the book well it's crazy because when I read the book I remember I remember very clearly I read the book and I was like how do I find a way to go out and talk to these pin this training I need a go and I had just missed one of the camp trainings in LA and I was like well there's nothing else there's nothing for me and so I think it's so smart for you guys to be delivering you know direct to individual training because it's valuable because the stuff from a book is valuable I remember and I'd recommend everybody go out and do this if you read the book and you think it's was something that you know is worth reading 10 more times like I did I would recommend go out and find some of those interviews those podcast interviews with Chris is talking because you know hearing these little differences in the way that people kind of talk about these things is where you end up getting the most value it's like the book is a is a introduction to these techniques and then when you hear them and you start applying them that's when you can really start using them effectively yeah man yeah it said yeah he says a lot of good stuff on those podcasts you got to listen to definitely I would recommend the James Altucher podcast if you want to go look up one specific that I took a lot away from so you know for you talk to me a little bit about what some of what are some of your key stone habits some of the things that you do on a daily or weekly basis that you think make a big impact in your life one is you know something that we coach our people upon and that's keeping a list of go-to skills next to your phone or on your desk or you know in your jacket pocket or in your purse right wherever you need to keep it something you can refer back to quickly that's that's definitely a big one you know if you don't take notes while you're in a conversation you're you hurting yourself right even if even if it's in person you know you got it you got to take good notes and that's that's a helpful one people also have a tendency to talk more when they see you writing things down in front of them right it's kind of know another one those human nature buttons that you can push it at will so you know why not take advantage of that and then also you know mindset going in you know that's the big thing what are the what's the consistent mindset you want to have when you're entering that conversation what do you want that to look like right and if you ever been an athlete you understand right that game time mentality before you step on the court before you walk on the field same thing right and how does that help you shape your communication and again keep you cognitively flexible throughout absolutely well those are some amazing habits that you should do heading into a negotiation I know I was writing some things down myself right there so I don't forget but tell me what are some of the keys don't habits that you personally do on a daily basis that helps you kind of live at your best level oh well you know it's um using the team as a sounding board mm-hmm you know especially in our business you know we got you got to communicate a lot right internally just like any other business leaning on team members that are also experts in the field that's a good one and that's that's it that's a daily thing some capacity I'm talking to somebody on the team about a very specific communication issue the negotiation that I was in or that they were in and that that keeps things just top of mind you know if you're constantly thinking about it you're analyzed and how you're gonna do your next interaction better just because you have you have that habit that's that's one and of course you know do a lot of phone calls right being involved with sales is some aspect I am naturally an assertive and so making myself smile right before I walk into a sales call right before I'm gonna have an interaction where I'm trying to influence behavior you know I actually when I'm in my office alone I jump up and down and I'll be like okay you got a smile you got a smile you got a smile you got a smile because that helps my tone of voice that helps my aspect that helps my delivery yeah all of that leads to what you were talking about earlier right the trail to being likable as all of that is the first initial steps and so if you got that pretty good you're probably gonna be okay in the long run so that's you know those are those are two big ones leaning leaning on leaning on team members and then um you know for me just like anything else you gotta have time to clear your head you know I love dogs I got a couple of dogs on my own and so taking ten minutes every day to to work with them and clear the mind right this is always a good one so those are kind of like three big habits that pretty much on a daily basis that's what I'm making sure I do I I love that so we've made it to the growth fire round where the questions are quick but the answers don't need to be so tell me what's a book that's impacted your life the most or one you're the most excited about right now and it can't be your guys's book yeah that's a good one man I I've always really liked getting more by Stuart Diamond and really anything store diamond talks about you know one professor psychology background I believe he still is teaching a negotiation course up at Wharton if he's not he was for a long time and she has got a feel for human interaction that I haven't really been able to find anywhere else you know it's interesting there's a certain understanding for it and the complexities of it and also how important it is to society in daily life and they just he gets it and so I always like listen to his podcast you know he talks about communicating through email better you know and getting more is a good resource and so that you know that's that's what I lean on pretty hard and have for a while I love that that's great so purpose why do you do what you do Brandon you know it's interesting and in the early days I would have said I do what I do because me and my dad are a team right and you know the mindset you know him as the business owner being the lead his mindset coming in was you know he wants to teach people how to deal with bullies oh you know when you're at the table and that person is pushing around how do you stand up to that person and how do you do it well right you don't got a storm out you don't got to get up and leave you don't gotta slam your hands down get emotionally I I rate right you don't got to do none of those things how do you handle them really well and that is really trickled down to me being a part of the business and having him as a mentor and you know teaching somebody that sick again beat up or sick and not being able to get over this one hurdle especially in regards to a particular individual and being able to help that person come out on the other side victorious you know that's a cool thing that's that's pretty cool so from an inspiration standpoint who are some of your mentors and how do they influence your career yeah I got I got I got several you know they're they're kind of all over the place you know there's a this you know for all intents purposes a business coach that we're working with right now you know our name dropped him that Jonathan Smith and and he's I see him very much as a mentor for me cuz he's always he's always there and he's always got good advice you know is a great sounding board it's also someone right that I can lean on outside of my dad I always been like that like my dad's that guy everybody knows like even when I was a kid everybody knows who he is I gotta I gotta have other resources I got it I gotta be able to turn other places right and so you know he's one early on in the early days you know several football coaches that I had you know coach Tulare when I was in high school playing football in Jersey and coach Kearns you know those guys just football teaches you about life and your coach is one of those people that kind of helps you figure some of that stuff out yeah and so in the early days of high school football you know those guys for sure you know obviously my father throughout and and even you know Derrick gone I mentioned I mentioned his name I've gotten to know Derrick for a long time now you know he started working with us in 2012 and you know knew him even before then and and he's always been a really good influence know as a as a as a cop as a stand-up guy and also as an expert in this field you know understanding how to communicate with people and how the world spins so you know those are definitely though all those people have been huge influences for me throughout Wow that's awesome so finally what drives you to live your best life every day this sounds really shallow but I've always liked earning money and even when I was a kid right in my hand working for my grandfather when I was 8 years old I remember cashing my first paycheck and standing on a corner with $163 and 84 cents in my hands right back in those days we had to go to the bank and put the teller and they gave me the cash and you know I I liked our money right I like being able to provide for the family and do the things that that are fun to do right their life that that can afford you but more than that what is what has really become as a businessperson is exposure to other rock stars in the environment mm-hmm and one great reason to continue to be in this line of business and do these types of things is like you run into some rock star people absolutely and a lot of those that came from nothing and it's just it is crazy to see you know like I think I got a band look how successful this guy is and look where he started and it's like you know it's it's that's that's a cool thing and that's that's a huge motive your honor daily being able to meet that next person and then learn from that individual so yeah that's a cool thing about it it's empowering to meet those amazing people and I really appreciate having you on today this was a lot of fun where can people find out more about what you guys do and get in touch well the you know the easy one is is is our website you know Black Swan Ltd calm but really the key place and we're you know our subscribers we serve our subscribers the most is through our newsletter absolutely you can sign up for that on the website or you can actually text the word FBI empathy I know I realize that's two words but it's one word and text all capital letters text the word FBI empathy to two to eight to eight and you can sign up for the newsletter through your cell phone as well and that's it that's a great place we're always addressing you know concerns of people that reach out to us in the newsletter and and you know advertising for our next live event or our next product for negotiation support you know all that stuff hits there first I can say personally I've I read a lot of what comes in through that newsletter so I definitely recommend go check it out and if you haven't read the book obviously go read never split the difference by Chris Voss it's incredible and definitely check out ego Authority and failure by Derek Gahan which we hope to have him on the podcast here coming soon so awesome being with you today and thanks so much Steven thanks for having me oh man it's been a bit of pleasure thank you for listening to the investor mindset podcast if you like what you heard make sure to rate reviews subscribe and share with a friend head over to the investor mindset calm to join the insider club where we shared tools and strategies from the top investors and entrepreneurs on how to take it to the next level [Music]

Channel: Steven Pesavento

Views: 12,610

Keywords: chris voss, brandon voss, black swan group, negotiation, negotiation skills, never split the difference, negotiation in business, business mindset, real estate investing for beginners, communication, communication in business, tactical empathy

Id: pMj2Dp34HZA

Length: 42min 44sec (2564 seconds)

Published: Mon Jun 17 2019