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

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

YAP Media Network | Hala Taha

Marketing, Business, Entrepreneurship

4.8 • 1.5K Ratings

🗓️ 15 May 2023

⏱️ 60 minutes

🔗️ Recording | iTunes | RSS

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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. Active Deals - youngandprofiting.com/deals Key YAP Links Reviews - ratethispodcast.com/yap Youtube - youtube.com/c/YoungandProfiting LinkedIn - linkedin.com/in/htaha/ Instagram - instagram.com/yapwithhala/ Social + Podcast Services: yapmedia.com Transcripts - youngandprofiting.com/episodes-new Entrepreneurship, entrepreneurship podcast, Business, Business podcast, Self Improvement, Self-Improvement, Personal development, Starting a business, Strategy, Investing, Sales, Selling, Psychology, Productivity, Entrepreneurs, AI, Artificial Intelligence, Technology, Marketing, Negotiation, Money, Finance, Side hustle, Startup, mental health, Career, Leadership, Mindset, Health, Growth mindset. Learn more about your ad choices. Visit megaphone.fm/adchoices

Transcript

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0:00.0	That's one of the first realities that I learned as a hostage negotiator.
0:17.7	You see this picked up all the time.
0:19.3	How you do something is how you do everything.
0:21.5	People are going to stick to their habits. They're going to make the decisions and evaluate the
0:25.2	way they did in the past. They're going to continue to act under pressure, the way they acted under
0:28.9	pressure in the past. What they say is not a great predictor of what they're going to do.
0:32.9	So what they've done in the past is the most effective predictor of what they're going to do in a future.
0:40.1	There's an abundance of people who want to work with you. I don't want to spend my time trying
0:45.6	to convince somebody to work with me because the first thing that goes wrong, they're going to be
0:51.3	jumping down my throat. They didn't choose me. And so it just sets up
0:55.1	the wrong dynamic. And life is just too short to work with people who don't want to work with you.
1:05.9	What is up Young and Profiters? You're listening to Yap, Young and Profiting podcast where we interview
1:13.2	the brightest minds in the world and unpack their wisdom into actionable advice that you can
1:17.9	use in your daily life. I'm your host, Halitaha. Thanks for tuning in and get ready to listen,
1:24.3	learn, and profit.
1:37.7	Thank you. to listen, learn, and profit. Chris and Steve, welcome to Young and Profiting Podcast.
1:41.8	Thank you.
1:42.6	Paula, it's awesome to be here.
1:45.1	I love having you guys on the show.
1:47.7	Young and Profiters, it's a unique day because today we have not just one, but two
1:52.5	fabulous guests to interview on Young and Profiting Podcast.
1:55.4	So many of you are familiar with Chris Voss.
	...

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