What You'll Learn
There is an overwhelming belief that you cannot charge 6% and thrive in this business. Everyone says it, and everyone wants to pretend there is nothing they can do about it.
This is totally false. And it makes no sense—name one other profession where the best consistently work for less.
In fact, one of the most effective ways to grow your business is charging a full fee of 6%. To do it, you need a completely different perspective on the commission conversation (the conversation agents fear the most). There is a reason why people will or won’t pay your full fee, and it has nothing to do with your track record or listing presentation!
If you have an open mind and you are willing to hear a completely different perspective, this course will change your entire attitude and approach when it comes to your fee—and ultimately, your entire business.
What You Get
The 4-part video series includes:
- Part 1: The Mindset of a Full Fee Agent
- Part 2: Knocking Down Your Commission Excuses and the Objections You Most Fear
- Part 3: Commission Conversations with Tactical Empathy
- Part 4: Making 6% Your Standard
Meet Your Instructors
Steve Shull is a former linebacker for the Miami Dolphins, where he played under legendary coach Don Shula and was one of the tri-captains in the 1982 Super Bowl. When an injury forced him to change his game—literally—he pivoted into finance, then real estate, and found his calling when he started coaching other agents. After three decades and over 60,000 hours of one-on-one coaching, he knows more about real estate agents than anybody in the world. That insight has led to a unique approach that takes the fear and the fight out of real estate, allowing agents to build stronger businesses while actually enjoying their lives.
Steve grew up outside of Philadelphia and earned his bachelor’s degree from The College of William and Mary and his MBA from The University of Miami. In 2007, he was one of the founding partners of Teles Properties, where he helped the company open four offices in Beverly Hills, Brentwood, Newport Beach, and Pasadena before leaving in 2012. He has two daughters with his wife, Katerina, and they live in Brentwood, CA.
Chris is best known as the author of Never Split the Difference, a bestselling book that applies his experience in international crises and high-stakes negotiations to develop a unique, proven approach to business negotiation.
In his 24-year tenure with the FBI, he rose to become lead international kidnapping negotiator as well as the FBI’s hostage negotiation representative for the National Security Council. Prior to that, he served as the lead Crisis Negotiator for the New York City division of the FBI and a member of the New York City Joint Terrorist Task Force for 14 years. He was the case agent on TERRSTOP (Omar Abdel-Rahman/"The Blind Sheikh" case) and the TWA Flight 800 catastrophe. He also negotiated the surrender of the first hostage taker to give up in the Chase Manhattan Bank robbery.
Chris has been 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. He has taught business negotiation at the University of Southern California Marshall School of Business, Georgetown University McDonough School of Business, Harvard University, the Northwestern University Kellogg School of Management, the IMD Business School in Switzerland, and the Goethe Business School in Germany.