This is Chris Voss, former FBI Hotson negotiator and author of Never Split the Difference,

telling you that everything in life is in negotiation.

And if you want to hone your negotiating skills, you should be starting every Monday with the Waste No Day podcast.

Thank you. You should be starting every Monday with the Waste No Day podcast. Welcome to the Waste No Day podcast, a podcast specifically for and about the home services industry

as it relates to plumbing, heating, air conditioning, and electrical.

More than a podcast, Waste No Day is a credo, a determination, a mindset.

It is a never-ending discipline.

It is a refuse to lose pursuit.

It is a wake-up call every morning, Waste No Dead.

Now here's your host, Brian Burton and Nate Minner.

Hey, welcome to another episode of the Waste No Day podcast, your host, Nate and Brian,

hanging out with you again

and looking forward to a great episode today. We have Sandy Hein, from the Black Swan Group,

on with us today. That's right, another Black Swan Group person who's going to be bringing

absolutely great information. We're looking forward to talking with her today about some of the basic

foundational elements of communication that will directly apply to what you can do right now

in the home or to the next house that you're going to. It's going to be a good conversation,

and Sandy is just a total blast, so we're looking forward to having a good time with her today,

but we're going to spend just a minute or two talking about this idea for you ourselves.

We're going to turn to Brian for our quote.

It's not always about being nice.

It's not about liking them or getting them to like you necessarily.

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