663: How to “Raise the Stakes” So Anyone Accepts Your Deal w/Pitch Anything’s Oren Klaff (Part 1)

BiggerPockets Real Estate Podcast

BiggerPockets

Education, Business, Investing

4.8 • 16.5K Ratings

🗓️ 18 September 2022

⏱️ 63 minutes

🔗️ Recording | iTunes | RSS

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Summary

Oren Klaff is best known for his groundbreaking book, Pitch Anything. In it, he gives a systematized way to take control of every meeting, negotiation, and deal on your terms without taking a submissive position. Oren has the expertise to back up his claims. As a world-renowned leader in sales, capital raising, and negotiation, he’s been in the meetings, flipped the script, and gotten deals done that most couldn’t even dream of. Now, he’s sharing his wisdom with you. Much of what Oren describes gets a bad rap in today’s world. The terms “alpha” or “in control” are subliminally thought of as violent or harsh, but in Oren’s context, they are completely accurate. In part one of this two-part episode, Oren gives you everything you need to take control of your deal, get negotiations done on the terms you want, and put opponents in the position for you both to succeed, instead of merely butting heads. But this advice isn’t just for the board room. These key principles work in every conversation you’ll ever have, whether you're raising millions to close on an apartment complex investment or merely trying to get your kid to eat their vegetables. The way you pitch, frame, and control a conversation directly correlates to its outcome. And in real estate investing, this isn’t a skill you’ll want to be without. In This Episode We Cover: The alpha and beta dynamic and putting yourself in the alpha position in every negotiation The risk of not taking control and how giving someone else the lead could ruin your deal Shifting perspective and the “frame control” exercise that’ll bring anyone down (or up) to your level Putting your opponent or partner in an “emotional state” so they can see your point of view Raising the stakes and how doing so will solidify any deal that needs to get done And So Much More! Links from the Show BiggerPockets Youtube Channel BiggerPockets Forums BiggerPockets Pro Membership BiggerPockets Bookstore BiggerPockets Bootcamps BiggerPockets Podcast Get Your Ticket for BPCon 2022 Listen to All Your Favorite BiggerPockets Podcasts in One Place Learn About Real Estate, The Housing Market, and Money Management with The BiggerPockets Podcasts Get More Deals Done with The BiggerPockets Investing Tools Find a BiggerPockets Real Estate Meetup in Your Area David's BiggerPockets Profile David's Instagram Rob's BiggerPockets Profile Rob's Youtube Rob's Instagram Rob's TikTok Rob's Twitter How to Take Control of Everyday Negotiations With One Simple Technique 7 Real Estate Negotiation Tips 4 Reasons Negotiating Regularly Will Make You Richer, Wiser, & More Confident Book Mentioned in the Show: Pitch Anything by Oren Klaff Connect with Oren: Oren's website Click here to check the full show notes: https://www.biggerpockets.com/blog/real-estate-663 Interested in learning more about today’s sponsors or becoming a BiggerPockets partner yourself? Check out our sponsor page! Learn more about your ad choices. Visit megaphone.fm/adchoices

Transcript

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0:00.0	This is the Bigger Pogas 5CAST.
0:02.0	Show!
0:03.0	6, 60, 3.
0:05.0	Write this down.
0:06.0	Raise the stakes.
0:09.0	If somebody believes there is low stakes at this pitch, at this meeting, at this interaction,
0:15.0	it is going to end like this.
0:16.0	Hey, this looks great.
0:17.0	I love this.
0:18.0	I love what you guys presented.
0:20.0	Something we're really interested in looking at.
0:22.0	Send me the deck.
0:23.0	I'll talk to my committee, my partner, my wife.
0:25.0	We'll take a look at it.
0:26.0	If we have any additional questions, we'll get back to you in the next one.
0:29.0	That is, requires no training, all buyers, all investors, say that, unless there are stakes.
0:37.0	So raise the stakes.
0:40.0	What's going on, everyone?
0:41.0	It's David Green, your host of The Bigger Pogas 5CAST.
0:43.0	Here today with my co-host Rob Abbasolo with a fantastic show, and I really mean that.
0:49.0	Today, Rob and I interview Orrin Kloth, the author of one of my favorite books you've heard me speak about.
0:54.0	Often, pitch anything.
	...

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