Boroughs & Burbs # 84 || The Full Fee Agent Never Splits the Difference
By John Engel
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
author and real estate coach with
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.
“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?
“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.
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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 Paper.com 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.
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.
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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