Boroughs & Burbs

Episode # 84  Thurs April 27 @ 3pm EST

​​​​​​​”The Full Fee Agent”

the most important book of the year for Realtors
this is the sequel to “Never Split the Difference”
zoom with the author this week: Boroughs & Burbs
Steve Shull
author and real estate coach with
​​​​​​​Performance Coaching

If you only read one business book this year, make it “Never Split the Difference”  because it will change your life.  It changed mine, and it changed the life of Steve Shull, a Superbowl champion who became a massively successful realtor and real estate coach. Steve took the principals in Chris Voss’s groundbreaking book partnered with Voss to apply them to the real estate industry in their new book, “The Full Fee Agent”, a radical new approach that will free you from the old way of doing things and make more money. Once you’ve read “Never Split the Difference” you’ll understand JEDI mind tricks like “mirroring”. But, once you’ve read “The Full Fee Agent” you will know how to use them to be a better real estate agent.

Steve says when he read the first book “I literally had to throw everything out. I was the guy who was trying to get emotion out of the equation….make it all about fact, logic and reason, lead people to a logical, inescapable conclusion… and you can’t overcome emotion with fact, logic and reason.”

“The entire real estate industry is built on a false premise, that is that people win or lose business based on their presentation and their commission. And its just not true. Some people have gotten really good doing the wrong thing”

Steve Shull connected with Chris Voss to translate the concepts of the first book into a roadmap and principles specific to the real estate industry.  “The Full Fee Agent” is the product of that collaboration, and it is a great book, brand new to the market this quarter.

Concepts from the books we want to talk about:

– How can I compete with realtors who have discounted their commissions? Why would somebody hire me if I am charging 6% when others are at 4%?- What does it mean when you ask  “Are you the FAVORITE or the FOOL?” Why do you think most of the time their mind is totally made up and the listing presentation is a complete waste of time?

– Why would anybody waste their time talking to a real estate agent they have no intention of hiring? How can I recognize these time-wasters? How can I change their minds? How can I become the FAVORITE?

– Mark Cuban says knock on alot of doors. Why do you say knocking on doors a fool’s errand. Why is it a waste of time? Why is farming a bad idea?

– What does it mean to have a transactional oriented business and how do I make the change to a referral-based relational business? How do I build trust? What is the role of transactional empathy in relationship selling?

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Phoenix, AZ — (SBWIRE) — 04/24/2023 — Boroughs & Burbs: The National Real Estate Conversation, a podcast hosted by John Engel and Roberto Cabrera, has joined the VoiceAmerica Variety Channel lineup, airing Thursdays at 12 PM PST. The show will begin releasing new episodes on April 27, 2023 on
“Real estate is a subject that brings us all together. We all live somewhere, and for most of us it’s the biggest financial decision we will ever make,” says John Engel, co-host of Boroughs & Burbs and co-founder of the Engel Team at Douglas Elliman. “That’s why Boroughs & Burbs has evolved from a mostly financial look at the greater New York market into a nationwide conversation. It’s become a mix of different interests, a combination of The Travel Channel, some HGTV, some financial engineering, some negotiating psychology and a dash of those fix and flip shows we’ve all become addicted to.”
Listeners of Boroughs & Burbs can expect to gain the necessary knowledge and strategies for their specific markets, whether they are investors, real estate agents, or anyone interested in the real estate world. The 84th episode “The Full Fee Agent” with special guest Steve Shull will broadcast on April 27, 2023.
If you have any questions about the show or would like to advertise your products or services, please contact Sandra Roberts, Network Director at or (480) 553-5756.
Don’t miss out on this exciting new addition to the VoiceAmerica network. Tune into Boroughs & Burbs on Thursdays at 12 PM PST on the VoiceAmerica Variety Channel.

About John Engel

John’s career began as a military officer leading soldiers in the main attack of Kuwait. After, he founded and sold two successful internet companies, e-Media and before joining what’s become the family real estate business, The Engel Team, along with his wife Melissa Engel and mother Susan Engel. Real estate has always been a passion for his family since he was little, and his parents were fixing up houses in East Hampton, Newport and Connecticut. John and his wife are in their 5th house, an antique that they are renovating. And, they’ve built and managed two commercial buildings. John’s career has evolved into everything real estate and they recently opened a Douglas Elliman office in New Canaan, Connecticut. Douglas Elliman is the leading agency in the nation for luxury real estate sales with 7,000 agents, and The Engel Team is their top large team in Connecticut. Together with their partners in New York, Florida, Texas and California they offer their clients a premium level of service and connect their clients to some amazing properties.

About Roberto Cabrera

With 24 years of experience, Roberto has been recognized throughout the industry for achieving outstanding results: Ranked nationally by REAL Trends as one of “America’s Best Real Estate Agents” for avg. sales price of $4.350M. Sold a single family Townhouse faster than any other on the Upper West Side over $10M. He lives with his wife and daughter on the Upper West Side, the neighborhood he has called home for the past 23 years. Roberto was originally born in Richmond, Virginia and grew up in Maryland, just one mile south of the Mason Dixon line. After graduating with a degree in Mathematical Economics from Hampden-Sydney College, the 10th oldest school in the country, Roberto spent 5 years in Washington, DC working as a financial consultant. He also studied at The National Conservatory of Dramatic Arts and he’s a former actor who once moonlighted as a stand-up comedian. Many years ago, Roberto authored APPLE PIE – The Real Ingredients for Buying and Selling Your Slice.
Boroughs & Burbs began as a New York oriented show and has evolved into the national real estate conversation. This is because many of the markets discussed are a direct flight from New York. People are commuting in from Florida, Texas and even Montana. John Engel and Roberto Cabrera talk to the most fascinating and wide-ranging people in the world from Governors and Mayors who shape policy to world-famous designers and architects who shape our nation’s skylines. They talk to billion-dollar agents, and billionaire sellers each week, a veritable front-row seat into the most incredible properties, how they’re marketed, who’s buying, who’s selling and why. John and Roberto started the podcast to connect with the most brilliant people in real estate regularly on a deeper level in order to understand their markets and how they help us to understand our own.
For more information about Boroughs & Burbs: The National Real Estate Conversation, visit the show page at

About VoiceAmerica

VoiceAmerica is the original digital broadcast company for the production and delivery of Live Internet Talk Radio programming and continues to be the industry leader in digital media, marketing, and distribution. We are the pioneers of digital radio programming and have been since 1999. We create and distribute over 500 unique and innovative radio programs for our millions of engaged listeners worldwide. Our network channels distribute live programs daily that reach a growing domestic and international audience who connect through all devices via our mobile, desktop, and tablet VoiceAmerica destinations. Learn more at Follow us on Facebook, Instagram, LinkedIn and Twitter. Call us any time to find out how VoiceAmerica can help you reach your audience, (480) 553-5756.
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Thursday, April 27, 2023

3:00-4:00 PM EST
Boroughs & Burbs – Past Episodes:

B&B 1: Heym, Kliegerman, Stevenson, Karp, Hobbs 
B&B 2: Louise Phillips Forbes and Scott Hobbs
B&B 3: Ari Harkov and Eileen Hanford 
B&B 4: On the New York Recovery – Greg Heym
B&B 5: The Hamptons and Greenwich – Rob Johnson, Tim O’Connor 
B&B 6: Designers -John Barman, Denise Davies, John Douglas Eason, Anjali Pollack
B&B 7: Focus on Palm Beach – featuring Whitney McGurk
B&B 8: Manhattan and Darien – Mike Lubin, Amanda Spatola
B&B 9: Disruption Dislocation and Details- John Allen, Phil Horigan
B&B 10: Evolving Tastes with Christopher Peacock
B&B 11: High Style John Barman & Richard Grossman
B&B 12: I’ll Take Manhattan -Lisa Lippman & Curtis Jackson
B&B 13: State of the Market -Greg Heym & Eugene Cordano
B&B 14: New Development – Steve Kliegerman & Arnold Karp
B&B 15: The Creative Show – Whitney Kraus & Christina Roughan 
B&B 16: Miami and Los Angeles – Techrin Hijazi & Gary Gold
B&B 17: Manhattan Luxury Market -Schlisser & Forbes
B&B 18: “The New York Market Report” – Roberto Cabrera 
B&B 19: Hudson Valley – Horowitz & Felcetto
B&B 20: “The Video Marketing Show” – Chris Kromer & Mikey Pozarik
B&B 21: “The Townhouse Show” with Bo Paulson & Anna Shagalov
B&B 22: The Evolving Business of Real Estate: Bess Freedman & Matt Leone
B&B 23: “Super Houses” with Cardello & Hobbs
B&B 24: 5th Ave, Park Ave. & Central Park W.: Hall Wilkie, LeslieColeman,MaryRutherford
B&B 25: Neighborhoods – Jeffrey Goodman and Michael Goldenberg
B&B 26: “Current Market Conditions” (John Engel and Roberto Cabrera)
B&B 27: “Classic Architecture and High-Tech” (Peter Michalsky of Wadia & Associates)
B&B 28: “The Definitive Fairfield County Tour” (John Dicenzo and Robyn Kammerer)
B&B 29 “How’s The Real Estate Market Right Now?”  Lisa Lippman and Rob Johnson
B&B 30 “Am I A Brand?” Brand Building in Real Estate. Matt Leone & Chris Halstead
B&B 31 “The Townhouse Show” New York Real Estate: Terry Niaini & David Kornmeier
B&B 32 “The Pricing Show” Jonathan Miller of Miller Samuels and Dr. Rob Docters
B&B 33 “The Current Market” Talking About Real Estate with Scott Hobbs
B&B 34 Darien, New Canaan & Westport: Discussion on What Makes these Towns Special David Genovese, David Waldman, Tucker Murphy, Laura Budd
B&B 35 “The Ranch Show” Montana Ranches Are Selling For Record Prices
B&B 36 NYC Real Estate “What We Can Expect in 2022”  (Greg Heym & Kevin Kovesci)
B&B 37 About Real Estate w/ Tony Fox, Scott Hobbs & Michael Goldenberg
B&B 38 Super-Lux Condos at $2500 PSF Selling New Canaan & Westport
B&B 39 What’s the Price of New in New York? Kliegerman & Tomana
B&B 40: Bob Stefanowski: Critical Issues for Connecticut’s Real Estate Economy
B&B 41: Ari Harkov on the NYC & Brooklyn Markets & Running a Top Team
B&B 42: Affordable Housing – Tony Hwang, Ryan Fazio, Scott Hobbs & Francis Pickering
B&B 43: Benjamin Moore’s Color Expert & Top Designers Talk Color Trends
B&B 44: Noah Rosenblatt of Urban Digs on the New York Market
B&B 45: Governor Ned Lamont on Real Estate & the Connecticut Economy
B&B 46 “Tax The Rich, They Won’t Move” on Migration and Demographics
B&B 47: “Mexico is Hot” Need to Know about this Rising Real Estate Market
B&B 48: Market Report for Real Estate in New York & Connecticut – So Hot
B&B 49: Mike Lubin & Matt Cohen in New York on The Post-Covid Market
B&B 50: “Can Housing Keep Rising”  Jonathan Miller on Rising Rates
B&B 51: “Designing on a Dime” Sergio Mercado & Jennifer Cohler Mason
B&B 52: The Martha’s Vineyard Show with Britt Bast and Cheri Mason
B&B 53: The Vero Beach Show with Sally Daley and Bob McNally
B&B 54:  “Bracing for An Economic Hurricane” Steven Lascher & David Perry
B&B 55: Thinking of Downsizing? The Show on Small Houses, Sheri Koones
B&B 56: Will Skyrocketing Oil Affect Real Estate. Eric Meyer & Ira Joseph
B&B 57: California Dreamin’ and the Market out West:  Ivan Estrada
B&B 58: The Big Boston Show -Lisa Ranis, Craig Brody, Carl Lindvall & Jesse Greenstein
B&B 59: The Fire Island Show with Experts Robert Kuhar and Glenn Rice
B&B 60: New York’s Commercial Market with Amir Korangy and Aaron Feldman
B&B 61: State of the NYC Market with Lisa Lippman and Louise Phillips Forbes
B&B 62: What’s So Great About The Hamptons? Justin Agnello & Adam Hofer
B&B 63 || The Future of Modern Architecture with Reja Bakh & Robert Dean
B&B 64: The Southwest: San Diego & Scottsdale with Greg Kuchan & Nicole Kobrinsky
B&B 65: The Dominating Social Show: Samantha Yanks and Jonathan Stein 
B&B 66: The Growth Show with Richard Ferrari and Richard Grossman
B&B 67: Bigger in Texas with Catherine Lee and Jacob Sudhoff
B&B 68: Will Housing Weather the Storm with Jonathan Miller
B&B 69: Brian K. Lewis, Top Innovator, on Keeping It Fresh
B&B 70: Jamie Heiberger-Harrison on Real Estate Law 
B&B 71: Carrie McCormick, the Billion-Dollar Queen of Chicago
B&B 72: LA Beach Cities: Redondo, Hermosa, Manhattan  – Misty Frasier & Cindy Carvel
B&B 73: Peter Hernandez, founder of Teles, President of California
B&B 74: The Upper East Side of Manhattan: Alfred Renna & Neil Laurine
B&B 75: The Science of Selling: Attractiveness, Loyalty & Persuasion  Feb. 9

B&B 84: “The Full Fee Agent: How to Stack the Odds in Your Favor as a Real Estate  Professional” the new bestseller by Christopher Voss and Steve Shull – April 27
B&B 85: Infinite Creator – better video marketing in real estate, Camillo Lopez – May 4
B&B 86: The Marble Show – the white marble quarries of Danby, Vermont – May 11
B&B 87: The Brentwood, Los Angeles Show with Sheila Simmons & Erin Moore – May 18
B&B 88: The Aspen Show with Richard Berkshire and Mayor Torre – May 25
B&B 87: The Brooklyn Show with Jared LeFrenais – June 1
B&B ??: The New Jersey Show with Tom Crooks and …. – coming soon
B&B ??: The Houston Show – coming soon
B&B ??: Knight Frank and The Wealth Report – coming soon
B&B ??: Westchester County, New York – coming soon
B&B ??: The Washington D.C. Show with Ruth Boyer O’Dea – coming soon
B&B ??: Orange County and Laguna Niguel – coming soon
B&B ??: The Market Down Under: the Sydney Australia Show – coming soon
Or, binge watch all 83 shows on Youtube.
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