All Forum Posts by: Christopher Vrondran

Never Split the Difference is one of my favorite books, when I started utilizing calibrated questions and labeling it was a game changer for me in my sales role.

I’ll admit I haven’t used it in real estate yet but here are some ideas I came up with that should illustrate how you can use two of the main concepts.

Chris Voss defines a calibrated question as an open ended question, a question that can’t be answered with yes or no.

One example might be when reaching out to an absentee owner lead instead of asking “Would you be interested in selling property x” try “What are your plans for property x?”.

Using the latter will get them talking even if they don’t want to sell, more information is the goal.

His labeling strategy is also very useful, it’s a softer way to ask the hard why questions.

Labeling is using phrases like “It seems like” “It looks like” “It sounds like” etc..

Labeling helps demonstrate active listening and it validates their emotions.

Let’s say you put in an offer contingent on a passing inspection for the foundation and other big ticket items and they respond “We aren’t comfortable with an inspection”.

The aggressive buyer might ask the next question as they should, but the phrasing is often wrong.

“Why aren’t you comfortable with an inspection?” – They may soften it up by leading with “I hope you don’t mind me asking” but this hardly softens it.

When we use why it sounds judgmental, some may get defensive.

A great way to ask this is by starting with a label and follow up with a calibrated question.

“It sounds like there might be a specific reason for that, what led to that policy?”

The label “It sounds like there might be a specific reason for that” validates their decision to have that policy. And the calibrated question leads to an open ended response.

These are just 2 examples the possibilities are endless!

I’m glad you started this thread, I’m excited to see how others have implemented this.

This is exactly what I was looking for. I just started a text campaign that I was trying to evoke a “No” response and the best I came up with was to say I was looking to purchase and then ask if they had sold the property yet.

I like the thought of using the calibrated question instead of trying to get a “No” first. Maybe another good follow up question would be “What types of problems do you have with this property?”

My goal is to put scripts together for both cold calling and texting specifically for wholesaling that are built around Chris Voss’s concepts.

2 Votes

Hey everyone.

So I have just started wholesaling and have been trying out different methods to contact motivated sellers.

Has anyone used Chris Voss’s strategies from Never Split the Difference to find and communicate with new leads? Has it worked better than the “always get to yes” strategy? And in what ways have you implemented any of his strategies into cold call scripts or texting campaigns?

0 Votes

Hello @Alexander Wood. Also looking for a house hack in the outer GR. The market is crazy. Are you looking for something off the MLS? Feel free to private message me

1 Vote

@Joshua Corser check out Sean Larson in GR. He is with United Reality

2 Votes

@Teodoro Vecchio @Sean Sloop is a great guy! Got to talk with him a little bit the other day.

1 Vote

Grand Rapids, Michigan

@Teodoro Vecchio Hello I am getting started in the GR area as well! Nice to know I’m not the only newbie lol

1 Vote

Grand Rapids, Michigan

@Sean Sloop I do have a question right now that you maybe able to answer. Should I keep a full inspection contingency and a financial contingency since with is my first home purchase? Someone has asked me if I am willing to waive them.

1 Vote

Grand Rapids, Michigan

Hello everyone!

I moved to Grand Rapids about 3 years ago and am ready to buy my first home in the area but would like to do a house hack. I would like to continue investing in the area using the BRRRR method and buy and hold after this house hack. I am married and we have a daughter so don't really want to do renting of rooms. I got pre approved through Consumers Credit Union with a 0% down, no PMI at 3.99% APR for $250k. The only down sides of it are that it can't be any more than a duplex and has to be on less than 5 acres.

Also, currently looking for a realtor. If anyone has any recommendation on one, I would appreciate it very much!

1 Vote

Grand Rapids, Michigan

All Forum Posts by: Christopher Vrondran

Christopher Vrondran has started 4 posts and replied 18 times.

Post: Using Chris Voss’s strategy in wholesaling

Post: Using Chris Voss’s strategy in wholesaling

Post: Buying my First property !

Post: Looking for an investor friendly realtor in the Jackson, MI area

Post: Looking for Insight in GR Market

Post: Looking for Insight in GR Market

Post: First home as a house hack

Post: First home as a house hack