A Deal A Week
Buyer on the phone
Buyer Scenario
On the phone.
B Hi, I’m Candace Smith. I got your number from an agent I’ve been working with in Central California. I want to buy a house in San Pedro. Can you help me find one?
Hi Candace. Who is the agent who gave you my name?
B Joe Cool. He said you probably wouldn’t remember him, but you’d stopped into his office once and he like you.
Joe Cool in Cambria? Yes, I remember him. Tell me, what is bringing you to San Pedro?
B I lived there years ago, and I’ve had it with Central California heat. I live inland, and if I’m going to move, I’d rather move back down to San Pedro.
Great! What is your job situation?
B I’m unemployed right now.
Hmm. How will you be financing your purchase?
B I have a house to sell here. It’s on the market now, and my agent says I’ll probably get around $100,000 for it.
And what about the rest of the cost?
B I’ll get a loan.
Have you spoken with a lender yet?
B No, well, a while ago I did, and they said I’d have no problem.
Is that when you were working?
B Yes.
Are you planning on getting another job?
B Oh, yes, I guess I should have mentioned that. Silly me. I would get a job down there. I’m a nursing educator, I work at the hospital. It’s always been easy for me to get a job.
So will you be finding a job first? I’m asking because I’m wondering if you will be able to get financing before that.
B The lender I spoke to said I’d have no problem…
Would you mind if I got in touch with your lender and talked to them about your financing? I want to understand what program they’re offering you.
B Sure, that would be fine.
Okay. What is the name and number?
B Oh, you want that right now?
Yes.
B Hold on. Here, his name is Mort Gage Younger. The number is 905-555-1234.
Great. I’ll give him a call when we hang up. Now, before we go further, I need to ask you a couple of other questions.
B Sure.
Are you interviewing other Realtors down in this area?
B No, I was planning to work with just you.
Okay. Let me tell you how I work. I only have space for two qualified buyers at any given time. To me, a qualified buyer is someone who has already been preapproved by a lender, I’ve spoken with their lender about their ability to buy, and they are prepared to purchase a home within one week. Right now, we have to get through those first two criteria. What about the third? Assuming everything checks out with the lender, would you be ready and able to write an offer this week when we find the home that meets your criteria?
B Wow, I don’t know. I think I probably need to figure out where I’m going to be working.
So are we jumping the gun?
B Maybe a little bit. I’d like to get familiar with the area though, it’s been a long time. Can we go out and look at a few things?
That would be problematic. If you’re not ready to purchase now, we will be looking at homes that may not even be around when you’re ready to buy. Do you believe that when you’re ready to buy, we’ll find the home you want in an area that works for you?
B Well, I’d like to find out more about the areas.
What would you need to know about an area to feel comfortable living there?
B Well, I know about San Pedro, but I’m not sure how things might have changed.
I’m very familiar with San Pedro. I can help you with what areas are like. But let’s get back to the job question. If you need a job before the lender will give you the loan, how will you address your living situation?
B I guess I might have to rent for a few months.
That might also give you the chance to get familiar with the area again.
B Yes, it would.
Here’s my suggestion. I would like you give the lender a call tomorrow morning and get your approval updated. Will you do that?
B I can do that, yes.
Good. I’ll give them a call in the afternoon and have a chat with them as well
B Okay.
After we know where you stand with your financing, we’ll have a better idea if we should be looking for a house to buy, or finding you a rental.
B That makes sense. Darn, I was excited about buying a house.
I know, I’m sorry if I’m disappointing you, but better to find out now instead of after you’ve found a home you absolutely love and can’t buy!
B Okay. And I can see I need to seriously step up my job search.
Great. Now, getting back how it works – after we get you preapproved and you’ve found your job, we can start looking for a home for you when you’re ready to buy in a week. It will be a rolling week, but I need you to be ready to write an offer on the house that you like. I’m not saying you HAVE to buy in a week, but I want you to be in a position to do so. Does that make sense?
B Yes, I see – just be ready to pull the trigger if I see the game!
That’s right. When we’re at that point, I’ll ask you to sign an agreement with me as your exclusive agent, the same way I do when I’m listing a seller’s home for sale.
From that point forward, I’ll be actively searching for a home that meets your criteria, but you will also be searching on the Internet, and possibly spot something when you’re out and about. I’ll give you some business cards of mine to keep in your car. If you go to open houses on your own, you’ll give the agent my card and let the agent know that you are working with me. If you should hear about a home from some other source than me, you’ll call me to get information about the home rather than calling the number on the sign or on the Internet, or Bob’s brother’s cousin who’s selling his house. That’s what it means to me for us to work together exclusively. Is that something you can agree to?
B Yes, I think so. Will you email listings to me like other agents do?
I will, but let’s begin that after we’ve spoken with your lender and we know what you can afford. And I want to be clear – I will be available to let you know if a home you like is having an open house on the weekend, but until you’re “ready to pull the trigger” we haven’t met that third criteria and we won’t be going out to look at property. Can you live with that?
B Yes.
Great. Do you have any other questions for me tonight?
B Well, I think you’ve helped me see what my homework is for right now.
Good. You’ll get in touch with your lender in the morning, I’ll get in touch with them tomorrow afternoon, and we’ll touch base after that and see where we are. Will you be around tomorrow night to talk?
B Yes.
Great. I’ll give you a call then.
B Okay, I’ll look forward to it.
On the phone.
B Hi, I’m Candace Smith. I got your number from an agent I’ve been working with in Central California. I want to buy a house in San Pedro. Can you help me find one?
Hi Candace. Who is the agent who gave you my name?
B Joe Cool. He said you probably wouldn’t remember him, but you’d stopped into his office once and he like you.
Joe Cool in Cambria? Yes, I remember him. Tell me, what is bringing you to San Pedro?
B I lived there years ago, and I’ve had it with Central California heat. I live inland, and if I’m going to move, I’d rather move back down to San Pedro.
Great! What is your job situation?
B I’m unemployed right now.
Hmm. How will you be financing your purchase?
B I have a house to sell here. It’s on the market now, and my agent says I’ll probably get around $100,000 for it.
And what about the rest of the cost?
B I’ll get a loan.
Have you spoken with a lender yet?
B No, well, a while ago I did, and they said I’d have no problem.
Is that when you were working?
B Yes.
Are you planning on getting another job?
B Oh, yes, I guess I should have mentioned that. Silly me. I would get a job down there. I’m a nursing educator, I work at the hospital. It’s always been easy for me to get a job.
So will you be finding a job first? I’m asking because I’m wondering if you will be able to get financing before that.
B The lender I spoke to said I’d have no problem…
Would you mind if I got in touch with your lender and talked to them about your financing? I want to understand what program they’re offering you.
B Sure, that would be fine.
Okay. What is the name and number?
B Oh, you want that right now?
Yes.
B Hold on. Here, his name is Mort Gage Younger. The number is 905-555-1234.
Great. I’ll give him a call when we hang up. Now, before we go further, I need to ask you a couple of other questions.
B Sure.
Are you interviewing other Realtors down in this area?
B No, I was planning to work with just you.
Okay. Let me tell you how I work. I only have space for two qualified buyers at any given time. To me, a qualified buyer is someone who has already been preapproved by a lender, I’ve spoken with their lender about their ability to buy, and they are prepared to purchase a home within one week. Right now, we have to get through those first two criteria. What about the third? Assuming everything checks out with the lender, would you be ready and able to write an offer this week when we find the home that meets your criteria?
B Wow, I don’t know. I think I probably need to figure out where I’m going to be working.
So are we jumping the gun?
B Maybe a little bit. I’d like to get familiar with the area though, it’s been a long time. Can we go out and look at a few things?
That would be problematic. If you’re not ready to purchase now, we will be looking at homes that may not even be around when you’re ready to buy. Do you believe that when you’re ready to buy, we’ll find the home you want in an area that works for you?
B Well, I’d like to find out more about the areas.
What would you need to know about an area to feel comfortable living there?
B Well, I know about San Pedro, but I’m not sure how things might have changed.
I’m very familiar with San Pedro. I can help you with what areas are like. But let’s get back to the job question. If you need a job before the lender will give you the loan, how will you address your living situation?
B I guess I might have to rent for a few months.
That might also give you the chance to get familiar with the area again.
B Yes, it would.
Here’s my suggestion. I would like you give the lender a call tomorrow morning and get your approval updated. Will you do that?
B I can do that, yes.
Good. I’ll give them a call in the afternoon and have a chat with them as well
B Okay.
After we know where you stand with your financing, we’ll have a better idea if we should be looking for a house to buy, or finding you a rental.
B That makes sense. Darn, I was excited about buying a house.
I know, I’m sorry if I’m disappointing you, but better to find out now instead of after you’ve found a home you absolutely love and can’t buy!
B Okay. And I can see I need to seriously step up my job search.
Great. Now, getting back how it works – after we get you preapproved and you’ve found your job, we can start looking for a home for you when you’re ready to buy in a week. It will be a rolling week, but I need you to be ready to write an offer on the house that you like. I’m not saying you HAVE to buy in a week, but I want you to be in a position to do so. Does that make sense?
B Yes, I see – just be ready to pull the trigger if I see the game!
That’s right. When we’re at that point, I’ll ask you to sign an agreement with me as your exclusive agent, the same way I do when I’m listing a seller’s home for sale.
From that point forward, I’ll be actively searching for a home that meets your criteria, but you will also be searching on the Internet, and possibly spot something when you’re out and about. I’ll give you some business cards of mine to keep in your car. If you go to open houses on your own, you’ll give the agent my card and let the agent know that you are working with me. If you should hear about a home from some other source than me, you’ll call me to get information about the home rather than calling the number on the sign or on the Internet, or Bob’s brother’s cousin who’s selling his house. That’s what it means to me for us to work together exclusively. Is that something you can agree to?
B Yes, I think so. Will you email listings to me like other agents do?
I will, but let’s begin that after we’ve spoken with your lender and we know what you can afford. And I want to be clear – I will be available to let you know if a home you like is having an open house on the weekend, but until you’re “ready to pull the trigger” we haven’t met that third criteria and we won’t be going out to look at property. Can you live with that?
B Yes.
Great. Do you have any other questions for me tonight?
B Well, I think you’ve helped me see what my homework is for right now.
Good. You’ll get in touch with your lender in the morning, I’ll get in touch with them tomorrow afternoon, and we’ll touch base after that and see where we are. Will you be around tomorrow night to talk?
B Yes.
Great. I’ll give you a call then.
B Okay, I’ll look forward to it.
About
FREDIAN THEORY....
Commitment is measured by action.
Who will do what.... when?
Are you talking to people in terms of benefit (opportunity)?
Enlightenment is being free of self-limitation.
"I like to find out what people think."
You don't vend a propportunity™ to sell that specific property, although that is a possibility. You vend opportunity to find out what people will do.
Every day you need to watch from falling into the trap of thinking, "Tomorrow things will work out."
Measure your success by what you do today.
One definition of success is... taking appropriate action.
The goal is to find out what you don't know vs. judging what you think you know. This is what it means to be "open".
Things don't get done because they don't get done today.
Great is being great today.
Your career, your year, won't come together until you break it down into the unit of today.
What are you pushing away, distraction or deals?
The practice of being in the hunt leads to production on a regular basis.
Begin each day "on purpose". Clear, connected, open, and READI.
Your decisions define who you are.
Fred Wilson
Who will do what.... when?
Are you talking to people in terms of benefit (opportunity)?
Enlightenment is being free of self-limitation.
"I like to find out what people think."
You don't vend a propportunity™ to sell that specific property, although that is a possibility. You vend opportunity to find out what people will do.
Every day you need to watch from falling into the trap of thinking, "Tomorrow things will work out."
Measure your success by what you do today.
One definition of success is... taking appropriate action.
The goal is to find out what you don't know vs. judging what you think you know. This is what it means to be "open".
Things don't get done because they don't get done today.
Great is being great today.
Your career, your year, won't come together until you break it down into the unit of today.
What are you pushing away, distraction or deals?
The practice of being in the hunt leads to production on a regular basis.
Begin each day "on purpose". Clear, connected, open, and READI.
Your decisions define who you are.
Fred Wilson
OUR MISSION...
The mission of Performance Coaching is..
Helping people go from Good to GREAT!!
I believe the information we are sharing with you on this website and at the 100 Day Events is truly life changing.
LIFE CHANGING!!
When I listen to Fred speak I know I am listening to the greatest real estate seminar ever. I don't think you will find this material anywhere else in the same concise and articulate framework.
Through the power of social networking we have the opportunity to have an unlimited number of Realtors across the country become part of this network. However we cannot do this alone.
My goal by year end is to have at least 2000 agents enrolled on this website. The business possibilities that can be generated out of this type of group are infinite. I want to inspire and challenge you in every way I can to be part of expanding our network. I would love to see each of you committed to adding one new member each and every week of this year.
I FIRMLY BELIEVE AS THE NETWORK GROWS....
SO WILL YOU!!
I want to thank you in advance for any help and support you can provide in making this the greatest resource center for Realtors worldwide!!
Make it an OUTSTANDING DAY!!
Steve Shull
Helping people go from Good to GREAT!!
I believe the information we are sharing with you on this website and at the 100 Day Events is truly life changing.
LIFE CHANGING!!
When I listen to Fred speak I know I am listening to the greatest real estate seminar ever. I don't think you will find this material anywhere else in the same concise and articulate framework.
Through the power of social networking we have the opportunity to have an unlimited number of Realtors across the country become part of this network. However we cannot do this alone.
My goal by year end is to have at least 2000 agents enrolled on this website. The business possibilities that can be generated out of this type of group are infinite. I want to inspire and challenge you in every way I can to be part of expanding our network. I would love to see each of you committed to adding one new member each and every week of this year.
I FIRMLY BELIEVE AS THE NETWORK GROWS....
SO WILL YOU!!
I want to thank you in advance for any help and support you can provide in making this the greatest resource center for Realtors worldwide!!
Make it an OUTSTANDING DAY!!
Steve Shull
LET'S CONNECT!!
I invite you to connect with me on Linkedin.com
CLICK ON MY PROFILE BELOW!!
To Contact the Performance Coaching Offices:
8950 W. Olympic Blvd. #148, Beverly Hills, CA 90211
office phone 424.704.5030
fax 424.204.0801
Email:
steve@
performancecoaching.com
CLICK ON MY PROFILE BELOW!!
To Contact the Performance Coaching Offices:
8950 W. Olympic Blvd. #148, Beverly Hills, CA 90211
office phone 424.704.5030
fax 424.204.0801
Email:
steve@
performancecoaching.com
Client Testimonials
“Steve is a clear, focused, direct, tough-minded, inspired and inspiring real estate coach. He maintains the highest standards of achievement for himself, his company and his clients. He consistently strives to make the Performance Coaching program the best that it can be and challenges his clients to do the same. He is a consummate professional whose disciplined approach to setting and achieving balanced professional and personal goals has kept me in the game and helped me achieve success.”
Nora Wendel, Sales Associate, Coldwell Banker Brentwood
“Steve helped me take my business to the next level! He helped boost my confidence and continues to help me with ongoing business situations. I highly recommend him.”
Top qualities: Great Results, Expert, Creative
Carol Wolfe
Coldwell Banker
Encino
“Steve knows how to help you set goals and actually achieve them. He can be tough while being very supportive at the same time, which is a great combination. He has helped me stay on track and achieve goals beyond my expectation.”
Top qualities: Good Value, High Integrity, Creative
Chaya van Essen
Teles Properties Beverly Hills
“One word sums it all up for me: BRILLIANT! That is what I think when I think of Steve Shull! Not only is he BRILLIANT but he is also a genuinely caring individual. In our difficult business of Real Estate some of the essential factors to achieving great success are; being surrounded by leaders who are innovative and think outside the box, who lead by example of hard work, consistency and perseverance, who are supportive in their tactfully guiding way, and who are exceptional human beings! Without a doubt, I think of Steve Shull and his team when it comes to the success that I am achieving and will continue to improve. I would highly recommend Steve Shull and Performance Coaching.”
Top qualities: Great Results, Expert, Creative
SiBelle Isreal
Coldwell Banker
Santa Barbara
“I have found Steve's input valuable in many ways. Steve has been able to keep me focused on the "Big" picture while I sometimes become to involved with "details". One of Steve's strengths is to recognize mine and point me in directions that take advantage of those strengths. I would recommend Steve without reservation knowing that he will put his client's needs first. I welcome any calls or inquires from anyone considering working with Steve.” April 29, 2008
Top qualities: Great Results, Good Value, Creative
Bob Widing
Coldwell Banker
Santa Barbara
“Every business person should work with Steve Shull! Coaching with Steve has been life changing with huge personal and professional rewards. Steve is phenomenal at 1:1 coaching and in a large team environment.” April 29, 2008
Top qualities: Great Results, Expert, Creative
Lori A. Torres
The Irvine Co.
“Steve has been my coach for my real estate business for about 4-5 years now. He is fantastic! Always motivating and pushing me to be the best I can be. He is able to see things in myself that I am sometime blind to. He reminds me of my value and abilities and encourages me to always move forward and be in action towards the things I want in life.” April 29, 2008
Top qualities: Great Results, Personable, Creative
Christophe Choo
Coldwell Banker
Beverly Hills
“Steve was my coach for a number of years and very helpful and effective for me. He has a very strong work ethic, and I loved his whole body/mind philosophy..I was able to increase my business as a result of my relationship with him. I would highly recommend him as a coach. Thank you.. Steve”
Top qualities: Great Results, Expert, High Integrity
Carole Schiffer
Coldwell Banker
Brentwood
“Steve has really helped me from the start of my career to advance my business, he cares a great deal about your progress and does everything in his power to help you succeed”
Top qualities: Great Results, Expert, High Integrity
Michelle Nissani
Coldwell Banker
Beverly Hills
“Steve is an incredible coach and motivator. He clearly sees what is important in situations and has an uncanny ability to put aside what is irrelevant. He has had a profound effect on my profesional life.”
Peter Kinnaird, Agent, Teles Properties
“Steve gets straight to the point. One of the sharpest arrows I have ever known. If you want your career to go to the next level, take advantage of all he knows. I first met him as a Keller Williams agent, but now have transitioned into the Investment Advisory World and have taken everything I learned from him into my new endeavors.”
Top qualities: Expert, High Integrity, Creative
Al Knobloch
Financial Consultant
“Steve is an expert in the field of coaching. His ideas are inventive and out-of-the box. He encourages his clients to be the best that they can be in their lives and in their business. Our business is at a totally different level since coaching with Steve because he has pushed us out of our comfort level into an exciting heights that seemed out of our reach. We highly recommend Steve Shull as a coach. You will be delighted with the results.”
Top qualities: Great Results, Expert, Creative
Betty Comegys
Surterre Properties
Newport Beach
Nora Wendel, Sales Associate, Coldwell Banker Brentwood
“Steve helped me take my business to the next level! He helped boost my confidence and continues to help me with ongoing business situations. I highly recommend him.”
Top qualities: Great Results, Expert, Creative
Carol Wolfe
Coldwell Banker
Encino
“Steve knows how to help you set goals and actually achieve them. He can be tough while being very supportive at the same time, which is a great combination. He has helped me stay on track and achieve goals beyond my expectation.”
Top qualities: Good Value, High Integrity, Creative
Chaya van Essen
Teles Properties Beverly Hills
“One word sums it all up for me: BRILLIANT! That is what I think when I think of Steve Shull! Not only is he BRILLIANT but he is also a genuinely caring individual. In our difficult business of Real Estate some of the essential factors to achieving great success are; being surrounded by leaders who are innovative and think outside the box, who lead by example of hard work, consistency and perseverance, who are supportive in their tactfully guiding way, and who are exceptional human beings! Without a doubt, I think of Steve Shull and his team when it comes to the success that I am achieving and will continue to improve. I would highly recommend Steve Shull and Performance Coaching.”
Top qualities: Great Results, Expert, Creative
SiBelle Isreal
Coldwell Banker
Santa Barbara
“I have found Steve's input valuable in many ways. Steve has been able to keep me focused on the "Big" picture while I sometimes become to involved with "details". One of Steve's strengths is to recognize mine and point me in directions that take advantage of those strengths. I would recommend Steve without reservation knowing that he will put his client's needs first. I welcome any calls or inquires from anyone considering working with Steve.” April 29, 2008
Top qualities: Great Results, Good Value, Creative
Bob Widing
Coldwell Banker
Santa Barbara
“Every business person should work with Steve Shull! Coaching with Steve has been life changing with huge personal and professional rewards. Steve is phenomenal at 1:1 coaching and in a large team environment.” April 29, 2008
Top qualities: Great Results, Expert, Creative
Lori A. Torres
The Irvine Co.
“Steve has been my coach for my real estate business for about 4-5 years now. He is fantastic! Always motivating and pushing me to be the best I can be. He is able to see things in myself that I am sometime blind to. He reminds me of my value and abilities and encourages me to always move forward and be in action towards the things I want in life.” April 29, 2008
Top qualities: Great Results, Personable, Creative
Christophe Choo
Coldwell Banker
Beverly Hills
“Steve was my coach for a number of years and very helpful and effective for me. He has a very strong work ethic, and I loved his whole body/mind philosophy..I was able to increase my business as a result of my relationship with him. I would highly recommend him as a coach. Thank you.. Steve”
Top qualities: Great Results, Expert, High Integrity
Carole Schiffer
Coldwell Banker
Brentwood
“Steve has really helped me from the start of my career to advance my business, he cares a great deal about your progress and does everything in his power to help you succeed”
Top qualities: Great Results, Expert, High Integrity
Michelle Nissani
Coldwell Banker
Beverly Hills
“Steve is an incredible coach and motivator. He clearly sees what is important in situations and has an uncanny ability to put aside what is irrelevant. He has had a profound effect on my profesional life.”
Peter Kinnaird, Agent, Teles Properties
“Steve gets straight to the point. One of the sharpest arrows I have ever known. If you want your career to go to the next level, take advantage of all he knows. I first met him as a Keller Williams agent, but now have transitioned into the Investment Advisory World and have taken everything I learned from him into my new endeavors.”
Top qualities: Expert, High Integrity, Creative
Al Knobloch
Financial Consultant
“Steve is an expert in the field of coaching. His ideas are inventive and out-of-the box. He encourages his clients to be the best that they can be in their lives and in their business. Our business is at a totally different level since coaching with Steve because he has pushed us out of our comfort level into an exciting heights that seemed out of our reach. We highly recommend Steve Shull as a coach. You will be delighted with the results.”
Top qualities: Great Results, Expert, Creative
Betty Comegys
Surterre Properties
Newport Beach
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