Nathan Payne applies Chris Voss's negotiation tactics from Never Split the Difference to real estate wholesaling. Instead of pushing for immediate closes like door-to-door sales, he learned to present options that let buyers feel in control, especially when family members and "deal killers" are involved.
Man, we're looking at it. This is one of the best— never split the difference. Because, you know, when I started learning how to communicate the right way and not trying to convince people, right, but just trying to figure out the best way to communicate, that really helped me. Because I, I came from the door-to-door sales background where you had to close somebody on the door, right? You had to close them right then. That's not how it works with housing. You don't get to just meet somebody and then be able to like get the contract signed that day or that hour. Sometimes they gotta, they gotta go through some deal killers. You got to go through some issues, or, you know, they I got to talk to their family because they got to, right? They got to run it by a couple people. And that, you know, that book just helped me understand, like, you know, the way to negotiate and not just try and force someone to do something, because that's not the way sales works. You can't really force people to do anything. You got to present options and make them feel like it's their decision.
Why Traditional Wholesaling Keeps Failing You (Use This Pre-Flip Method Instead)
