Jefi and Ed are discussing the concept of “fool or favorite” this week, which is taken from Chris Voss’ book Never Split the Difference. They share how realtors can provide clients with options that allow them to make wise decisions. At the same time, agents can remain the favorite option and be seen as trustworthy. Ed and Jefi discuss the difference between forecasting and hope-casting and share how you can give your clients the power of choice!

QUOTES

• “As realtors, we are getting things on the table, setting standards, and not going off on a hope forecast with clients. They're going and doing what they need to do. And we are sticking to our standards. This communication is a way to assess, are you the fool or are you the favorite?” - Ed Billings [08:40]

• “I don't mind giving information because I think it's really important for clients to have that. It's just the second, third, and then fourth time back. That's on me.” -Jefi Moultrie [05:49]

TIMESTAMPS

00:15 Chris Voss' Never Split the Difference

03:12 Fool or Favorite Role Play

04:50 Accusation Audits and Setting Non-Negotiables

08:03 Negotiating Sales

RESOURCES

• Never Split the Difference
• The Five Dysfunctions of a Team
• The Peak Experience
• The U.S. Housing Market Has Peaked
• Why Rising Mortgage Rates Push Buyers off the Fence
• The One Thing Every Homeowner Needs To Know About a Recession

CONTACT

Messy in the Middle: messyinthemiddlepodcast.com

Ed Billings: edbillings.com

Jefi Moultrie: jefisrealestate.com