A 90-Minute Live Intensive + Complete Playbook
The New Client Discovery Call
Taught live by Steve Shull
Discovery vs. pitching. Before you present, persuade, or prove anything โ learn the conversation that tells you the truth up front, so you stop spending your week on deals that were never real.
Sound familiar?
Stop pitching people who were never going to hire you.
Stop wasting hours preparing for opportunities that aren't opportunities. Stop being used for due diligence. Stop pitching before you understand what is really going on.
The dead-end listing presentation
They took the meeting to be thorough, to compare, or because a friend asked them to. You prepared a full presentation for a decision that was already made.
Hours that were never going to convert
Every hour on a dead-end appointment is an hour not spent with a seller who actually has a deal to do โ with you.
The free due-diligence call
Pricing opinions, market data, staging advice โ handed over so someone else's decision can be better informed, while you get nothing back for it.
There is a better way. We teach Discovery โ a transparent conversation about what matters most to the other person, before you start presenting, persuading, or proving anything.
The core distinction
Discovery vs. the traditional model.
THE TRADITIONAL MODEL
Get the appointment. Make the presentation. Demonstrate your value. Overcome objections. Hope you get hired.
DISCOVERY
Before presenting, persuading, or proving anything โ have a transparent conversation about what matters most to the other person.
The framework
Discover the answers to three questions.
Simple questions. But think about how much time, energy, and money you could save if you actually knew the answers.
Is there a deal here?
Is there a deal here with me?
Do I want this deal?
Favorite or Fool? This is the question most agents never ask themselves. Are you genuinely being considered? Or has the decision essentially already been made โ and you are being brought in to provide another opinion, validate a price, compare commissions, satisfy a family member, or complete someone's due diligence?
The purpose isn't to judge the client. It isn't to manipulate the outcome. And it certainly isn't to convince someone to hire you. The purpose is Discovery โ understand what is actually going on before deciding what happens next.
In the room
What you will learn.
During this 90-minute live session, Steve Shull will walk you through the complete New Client Discovery Call, including:
The Discovery Paradigm
Why Discovery is fundamentally different from pitching, presenting, persuading, or trying to create a predetermined outcome.
The Three Filters
How to discover: Is there a deal here? Is there a deal here with me? Do I want this deal?
Favorite or Fool
How to recognize whether you are genuinely being considered or simply being used as part of someone else's process.
Tactical Empathy
How to remove yourself as a threat, listen without steering the conversation, make someone feel understood, and create the conditions for transparency.
What to Say and What to Listen For
The actual progression, questions, dialog, and reads that move the conversation forward.
How to Stop Chasing the Answer You Want
How to remain curious, regulated, and unattached enough to discover what is actually true.
The Graceful Exit
What to do when Discovery tells you there isn't a deal, there isn't a deal with you, or you don't want the deal.
If you read The Full Fee Agent...
You already understand the philosophy.
This is where we take it from concept to conversation. This 90-minute intensive and accompanying Playbook will show you how to put the Discovery paradigm into practice.
What are you listening for?
What happens next?
How do you know when to go deeper?
How do you recognize Favorite or Fool?
And how do you conduct the conversation without turning Discovery into another sales technique?
Simple. Doable. Actionable.
You will receive
One live session. One playbook.
90-Minute Live New Client Discovery Call Intensive
The Complete New Client Discovery Call Playbook
A field guide you can study, reference, and use to prepare for these conversations.
