Real Estate Success with the Black Swan Method®
What separates the elite from the mediocre in real estate? Tactical Empathy. Take your skills to the next level with training straight from the source: Chris Voss and his team of master negotiators at The Black Swan Group.
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Your life as a real estate agent is one hard conversation after another.
You already know Tactical Empathy is the key to mastering those moments.
You've read the books, listened to the lectures, maybe done some role play.
It all makes sense in theory...
But in the real world, things don't always go how you expect.
You still stress over sensitive conversations...
You still struggle to build trust quickly with your clients...
You still don't have the level of influence you want...
And when things go off-script, you're never quite sure what to do.
To get to the next level of Tactical Empathy, you have to go deeper.
This program takes you straight to the source
This is the ONLY place you can get Tactical Empathy training specifically about real estate from the original creators of the methodology: Chris Voss and The Black Swan Group. Nobody knows more about mastering tough conversations than Chris and his hand-picked team of high-stakes negotiators.
Unmatched insight on the issues you face every day
- Building trust with new clients
- Upholding your standards when clients push back
- Breaking bad news and broaching sensitive topics
- Guiding clients through tough decisions
- Negotiating effectively with other agents
- ...and much more
Wait...what's Tactical Empathy? Who is The Black Swan Group?
Tactical Empathy is the art and science of influencing people by making them feel understood. It’s one of the 6 Building Blocks we teach at Performance Coaching, and it will TRANSFORM the way you think about and communicate with your clients.
Tactical Empathy was developed by Chris Voss—former FBI hostage negotiator, author of Never Split the Difference, and co-author (with Steve Shull) of The Full Fee Agent. Chris and his negotiation training company, The Black Swan Group, have taught Tactical Empathy to people in every industry, all over the globe. They're partnering with us to bring that expertise to the real estate world—to YOU.
How It Works
11 *advanced* Tactical Empathy training sessions
🌟 Featuring a Black Swan guest coach in each session
🎤 Hosted by Steve Shull and Laurie Gilmore
🗓️ First Tuesday of the month from February to December
⏰ 9:30 - 10:30 AM PT / 12:30 - 1:30 PM PT
💻 On Zoom
▶️ Lifetime access to session recordings
What You'll Learn
Here are just a few of the topics we'll hit in this program. More details to come soon!
Empathetic Listening
Learn to achieve and maintain Level 5 (Empathetic) listening in client interactions, to identify unstated emotions, read non-verbal cues, and understand latent dynamics.
Advanced Summaries
Create and deliver comprehensive summaries that capture both stated and unstated dynamics, to maintain alignment and build trust.
Negotiator Personality Types
Take a deep dive and learn how to quickly and accurately identify and adapt to your counterpart's negotiator personality type.
The Science of Labels
Go beyond basic labels and learn to craft and deliver impactful labels that address complex emotional states, and adjust them based on personality types.
Mastering Accusations Audits
Construct and deliver accusations audits that effectively defuse negative dynamics before they arise.
The Art of Tone
Consciously control and modify your tone of voice to achieve specific emotional responses. Learn to shift between Analyst and Accommodator tones while avoiding Assertive tones.
Is Real Estate Success with the Black Swan Method® right for me?
We have several programs that teach Tactical Empathy, so you might be wondering if this is the right one for you at this moment. Here's how this program compares.
To master the fundamentals...
Tactical Empathy Bootcamp is our foundational course. It's perfect if you're new to Tactical Empathy and want a thorough grounding in the skills. This live, comprehensive, 10-week course is offered several times each year.
To practice regularly...
The Role Play Groups give you a place to put your Tactical Empathy skills to the test in a low-stakes environment. They meet daily or weekly and provide you with the repetition and feedback you need to achieve proficiency.
To LEVEL UP your skills...
Real Estate Success with the Black Swan Method is about going BEYOND the basics. This program will go deep into the nuances of Tactical Empathy and its applications. If you're aiming for true mastery, you do NOT want to miss these sessions.
Join usWhat do people say about Performance Coaching?
Meet the Coaches
Steve Shull
Head Coach at Performance Coaching, co-author of The Full Fee Agent, 32-year real estate coach
Chris Voss
Founder of The Black Swan Group, author of Never Split the Difference and The Full Fee Agent, former FBI hostage negotiator
Derek Gaunt
Black Swan Coach, former hostage negotiation incident commander with the Alexandria, VA police
Marcella Oakley
Black Swan Coach, real estate agent, former detective and hostage negotiator in Washington, DC
Troy Smith
Black Swan Coach, former SWAT crisis negotiator
Don Fielselman
Black Swan Coach, former homicide investigator and crisis negotiator with the Las Vegas police
Jorge Gayle
Black Swan Coach, former head of procurement at JetBlue Airways
Sandy Hein
Black Swan Coach, former hostage negotiator with the Alexandria, VA police
Nick Peluso
Black Swan Coach & Director of Business Development
Dennis Flynn
Black Swan Coach, former hostage negotiator with the Las Vegas police
Laurie Gilmore
Performance Coaching Curriculum Director & top Manhattan real estate agent
FAQs
How is this different from the Tactical Empathy Bootcamp?
The Tactical Empathy Bootcamp introduces you to the foundational principles and techniques. This program builds on that foundation, going deeper into the nuances of applying these skills.
How is this different from the Role Play Groups?
The Role Play Groups are interactive practice sessions where you can test your Tactical Empathy skills in a low-stakes environment and get feedback. This program is very different: it's a master class, not a practice session.
How do I know if I am a good fit for this program?
You are a great fit if you AGREE with all of the following statements:
- I have studied and practiced the basics of Tactical Empathy
- I am committed to mastering Tactical Empathy
- I want training from the BEST Tactical Empathy experts in the world
If you're new to Tactical Empathy, this program is not the best place to start. Book a free consultation call to find out which programs might be a better fit for you.
Where and when are the training sessions held?
- First Tuesday of the month from February to December
- 9:30 - 10:30 AM PT / 12:30 - 1:30 PM PT
- On Zoom
Will the sessions be recorded?
Yes, and you will have lifetime access to the recordings.
Will we have an opportunity to ask questions live during the sessions?
Yes, there will be Q&A time with the expert guest coaches.
Take your Tactical Empathy to the next level
Real Estate Success with the Black Swan Method® puts you in the room with the top experts in the world. There's no other program like it. Join us!
Due to our partnership with The Black Swan Group, Performance Coaching credits cannot be used for this program.
