Boroughs & Burbs 84 || ”The Full Fee Agent” with Steve Shull (top author and real estate coach)

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If you only read one business book this year, make it "Never Split the Difference"  because it will change your life.  It changed mine, and it changed the life of Steve Shull, a Superbowl champion who became a massively successful realtor and real estate coach. Steve took the principals in that groundbreaking book and applied them to the real estate industry in the new book, "The Full Fee Agent", a radical new approach that will free you from the old way of doing things and make more money. 

Steve says when he read this book "I literally had to throw everything out. I was the guy who was trying to get emotion out of the equation....make it all about fact, logic and reason, lead people to a logical, inescapable conclusion... and you can't overcome emotion with fact, logic and reason."

"The entire real estate industry is built on a false premise, that is that people win or lose business based on their presentation and their commission. And its just not true. Some people have gotten really good doing the wrong thing"

Concepts from the books we want to talk about:

- How can I compete with realtors who have discounted their commissions? Why would somebody hire me if I am charging 6% when others are at 4%?

- What does it mean when you ask  "Are you the FAVORITE or the FOOL?" Why do you think most of the time their mind is totally made up and the listing presentation is a complete waste of time?

- Why would anybody waste their time talking to a real estate agent they have no intention of hiring? How can I recognize these time-wasters? How can I change their minds? How can I become the FAVORITE? 

- Mark Cuban says knock on alot of doors. Why do you say knocking on doors a fool's errand. Why is it a waste of time? Why is farming a bad idea?

- What does it mean to have a transactional oriented business and how do I make the change to a referral-based relational business? How do I build trust? What is the role of transactional empathy in relationship selling?

⏩⏩ Join the discussion every Thursday at 4pm, Use the Meeting ID: http://zoom.us/j/92135931351


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📍 The Engel Team - Licensed Real Estate Broker in Connecticut.⁠
💡 199 Elm Street, New Canaan, CT 06840⁠
http:ww.TheEngelTeam.com

Connecticut Real Estate Shorts: https://www.youtube.com/playlist?list=PLn0GRA-Kf96nqrUaJ6mkQMqOJpxNaNPmj


⏩⏩ Join the discussion every Thursday at 4pm, Use the Meeting ID: http://zoom.us/j/92135931351