Chris Voss and Steve Shull: Charge What You’re Worth, Lessons on Sales and Negotiation From the Field | E223

When an injury forced former Miami Dolphins linebacker Steve Shull to change his game, he pivoted into finance and real estate. After he read the book Never Split the Difference by Chris Voss, Steve completely transformed his coaching company and redesigned his programs from scratch. Since then, Steve and Chris have been working together to help real estate agents save their time and energy. In this episode, Chris and Steve will cover some of their favorite sales hacks and negotiation principles in their new book The Full Fee Agent.

In this episode, Hala, Chris, and Steve will discuss: 

- Steve’s career pivot from football player to real estate agent

- How Chris and Steve started working together

- How emotions influence our decision-making

- The 7 essential truths of human behavior

- How to be “the favorite” or “the fool”

- Possibility vs. Probability 

- Why free consulting is a fool’s tactic 

- Why compromise is never equal

- And other topics…

Chris Voss is a Former FBI Hostage Negotiator and the CEO of The Black Swan Group Ltd. Before becoming the FBI's lead international kidnapping negotiator, Christopher served as the lead Crisis Negotiator for the New York City division of the FBI. During Chris’s 24-year tenure with the Bureau, he was trained in the art of negotiation by not only the FBI, but also Scotland Yard and Harvard Law School. He is also a recipient of the Attorney General’s Award for Excellence in Law Enforcement and the FBI Agents Association Award for Distinguished and Exemplary Service.

Steve Shull grew up outside of Philadelphia, Pennsylvania. He attended The College of William and Mary in Williamsburg, Virginia, and graduated with a BS Degree in 1980. He then played four years in the NFL as a linebacker with the Miami Dolphins and was one of the tri-captains in the 1982 Super Bowl. A knee injury ended his career in 1983. He then went to graduate school at The University of Miami and received his MBA. 

He worked on Wall Street as an institutional fixed-income salesperson for five years. From 1991 through 1993 he sold residential real estate in Fullerton, CA. In his first year with his partner, they closed 53 transactions. In his second year, they were on pace to sell 100 homes when he came up with the idea to create a coaching program, which marked the beginning of his real estate coaching career in 1993. In 2007, he was one of the founding partners of Teles Properties. 

Resources Mentioned:

Steve’s Website: https://performance-coaching.mykajabi.com/

Steve’s Linkedin: https://www.linkedin.com/in/smscoach/

Steve’s Instagram: https://www.instagram.com/smscoach1/

Chris’s Website: https://www.blackswanltd.com/our-team/chris-voss

Chris’s LinkedIn: https://www.linkedin.com/in/christophervoss/

Chris’s Instagram: https://www.instagram.com/thefbinegotiator/

Chris’s Facebook: https://www.facebook.com/ChrisVossNegotiation/

Chris and Steve’s book The Full Fee Agent: https://www.amazon.com/Full-Fee-Agent-Estate-Professional/dp/1544536631

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