Are you discounting your services in order to get deals done? Listen to today’s podcast and learn why you should always charge what you’re worth. Real estate veteran Steve Shull, coauthor of The Full Fee Agent, outlines proven techniques for getting your full fee on every transaction. Steve also shares his no-nonsense approach to prospecting, the one thing it takes to succeed in real estate, and the best tool for any type of negotiation: tactical empathy.
Listen to today’s show and learn:
- Steve Shull on playing for the Miami Dolphins in Superbowl XVII [2:28]
- Steve’s introduction to real estate and Mike Ferry [4:22]
- Steve’s first couple years in real estate [5:11]
- Real estate sales in simple terms [7:23]
- Mike Ferry’s four options for drumming up real estate business [8:00]
- A no-nonsense approach to prospecting [8:32]
- Building a custom real estate CRM back in 1991 [9:39]
- How sports can help you succeed in real estate [13:46]
- The name of the real estate game: listings [16:39]
- The mistake most real estate agents make [17:30]
- Real estate is not rocket science; it’s a battle for consistency [19:36]
- Chris Voss’ Never Split the Difference [23:26]
- How Chris Voss’ book completely changed Steve’s real estate scripts [27:27]
- The Full Fee Agent by Chris Voss and Steve Shull [27:32]
- What it means to be a full-fee agent [28:08]
- The false premise that the entire real estate industry is built on [34:08]
- The root of all evil in real estate [42:50]
- How to respond to a client who asks you to cut your commission [45:49]
- Transactional versus relational paradigms [47:14]
- Tactical empathy [48:43]
- A story detailing the power of tactical empathy [51:50]
- What you’ll learn by reading The Full Fee Agent [55:44]
Steve Shull
Steve Shull grew up outside of Philadelphia, Pennsylvania. He attended The College of William and Mary in Williamsburg, Virginia. He graduated with a BS Degree in 1980. Steve then played four years in the NFL as a linebacker with the Miami Dolphins. He was one of the tri-captains in the 1982 Super Bowl. A knee injury ended his career in 1983. Steve then went to graduate school at The University of Miami and received my MBA. He worked on Wall Street as an institutional fixed income sales person for five years. From 1991 thru 1993 Steve sold residential real estate in the Fullerton, CA. area. In his first year with his partner, they closed 53 transactions. In his second year, they were on pace to sell 100 homes when Steve came up with the idea to create a coaching program which marked the beginning of his real estate coaching career in 1993. In 2007, Steve was one of founding partners of Teles Properties. He helped the company open four offices in Beverly Hills, Brentwood, Newport Beach and Pasadena before leaving in 2012. Steve is married to his wife Katerina and they have two daughters and they live in Brentwood, CA.
Related Links and Resources:
Thank You Rockstars!
It might go without saying, but I’m going to say it anyway: We really value listeners like you. We’re constantly working to improve the show, so why not leave us a review? If you love the content and can’t stand the thought of missing the nuggets our Rockstar guests share every week, please subscribe; it’ll get you instant access to our latest episodes and is the best way to support your favorite real estate podcast. Have questions? Suggestions? Want to say hi? Shoot me a message via Twitter, Instagram, Facebook, or Email.
-Aaron Amuchastegui
Apple Podcasts
Google Podcasts
Spotify
Stitcher
RSS