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

Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)

YAP Media Network

Education, Marketing, Entrepreneurship, Business, Self-improvement

4.8 • 1.3K Ratings

🗓️ 15 May 2023

⏱️ 61 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

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 LinkedIn Secrets Masterclass, Have Job Security For Life: Sign up at yapmedia.io/course. Sponsored By: Shopify - Sign up for a $1 per month trial period at youngandprofiting.co/shopify More About Young and Profiting Download Transcripts - youngandprofiting.com/episodes-new/ Get Sponsorship Deals - youngandprofiting.com/sponsorships Leave a Review - ratethispodcast.com/yap Watch Videos - youtube.com/c/YoungandProfiting Follow Hala Taha LinkedIn - linkedin.com/in/htaha/ Instagram - instagram.com/yapwithhala/ TikTok - tiktok.com/@yapwithhala Twitter - twitter.com/yapwithhala Learn more about YAP Media Agency Services - yapmedia.io/ Learn more about your ad choices. Visit megaphone.fm/adchoices

Transcript

Click on a timestamp to play from that location

0:00.0	This episode of YAP is sponsored in part by Shopify.
0:03.5	Shopify simplifies selling online and in-person
0:06.3	so you can focus on successfully growing your business.
0:09.0	Sign up for a $1 per month trial period at Shopify.com-profiting.
0:14.0	Frontline knows that pets are part of the family.
0:17.0	They make you feel happier, stronger, and better.
0:21.0	So they deserve the best care from us.
0:24.0	Frontline helps your pets stay happy and healthy
0:26.5	with products to get rid of fleas and ticks.
0:29.0	And with the new frontline warming range,
0:31.5	you can help keep them free of other nasty parasites too.
0:35.0	Frontline, the brand you know for the pets you know best.
0:38.0	Learn more at UK.Frontline.com.
0:43.0	The end of the video
0:58.0	That's one of the first realities that I learned as a hostage to go shader.
1:01.5	You see this picked up all the time.
1:03.0	How you do something is how you do everything.
1:05.0	People are going to stick to their habits.
1:07.0	They're going to make the decisions and evaluate the way they did in the past.
1:10.0	They're going to continue to act under pressure.
1:12.0	The way they act under pressure in the past.
1:14.0	What they say is not a great predictor of what they're going to do.
	...

Please login to see the full transcript.

Previous episode

Disclaimer: The podcast and artwork embedded on this page are from YAP Media Network, and are the property of its owner and not affiliated with or endorsed by Tapesearch.

Generated transcripts are the property of YAP Media Network and are distributed freely under the Fair Use doctrine. Transcripts generated by Tapesearch are not guaranteed to be accurate.