Episode Details

Stop losing real estate deals over price! In this insightful solo episode, Mark Stubler reveals how elite investors consistently beat higher cash offers by mastering the second phase of the "JHB" (Join, Hear, Build) framework. 

He explains why treating seller conversations like a robotic checklist destroys your chances of closing, and how to uncover the hidden emotional triggers that actually drive a sale. You will discover how to deploy Chris Voss's calibrated questions to get sellers to open up, peel back their defensive layers, and build undeniable trust. Stop competing on price and start winning on solutions. Be a part of the TTP training program now.

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Show notes:

• (0:00) Beginning of today’s episode
• (0:54) Winning a stubborn seller who demanded top dollar
• (2:00) The "Hear" phase of the Join, Hear, Build framework
• (2:25) Why a seller prioritized her comfort dog over a massive payout
• (4:48) Stop relying on surface-level facts to negotiate
• (6:03) Peeling back the layers of a seller's true motivation
• (7:18) Using calibrated questions to naturally disarm sellers
• (8:36) Why sellers always give safe, surface-level answers first
• (9:19) How identifying underlying anxiety builds bulletproof trust
• (10:39) Why you cannot build a solution until the seller feels safe
• (11:32) A five-call challenge to stop competing on price

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Resources:

• Never Split the Difference
• To speak with Brent or one of our other expert coaches call (281) 835-4201 or schedule your free discovery call here to learn about our mentorship programs and become part of the Tribe

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