A Deal A Week
SOMETHING YOU SHOULD READ AND RESPOND TO..........
Dear 100 Day Challenge Group Member:
Here is the email I sent yesterday. I would love for you to take the time to respond. We went over this email again today on our conference call. We did all the talking. Now I would like to hear from you.
************************
Dear World Class Performer:
Every day when I sit down to write this email I am always searching for a new way to say the same thing......
GET OFF YOUR BUTT AND DO SOMETHING!!
I try and look at YOU and the MARKET from every angle possible. I also try to keep things as simple as possible. Fred has done a brilliant job of distilling success in this business down to five basic steps:
1. Make your career just this week.
2. Talk to lots of people.
3. Ask lots of questions.
4. Get to the truth.
5. Vend Opportunity™.
The effectiveness and elegance of this model is truly profound. There is not a single real estate agent on this planet who can't do these 5 things on a regular basis including YOU!! Each of you could ACTUALLY be selling a home or more each week if you totally committed to every aspect of this process.
The first 2 steps in the Production Dynamic™ are:
1. URGENCY - make your career just this week.
2. INTERACTION - talk to lots of people.
The reason urgency is number 1 on the list is because you can only sell a home TODAY. You cannot sell a home tomorrow.
Talking to lots of people is number 2 on the list because this principle increases your chances for success. The more people you speak with each day the higher your odds of finding a deal.
This is where the model is breaking down for most of you......
Last week 41 people reported their numbers. These 41 people averaged 35 contacts for the week.
THESE NUMBERS TELL ME 2 THINGS.....
First, you are lacking URGENCY....
Second, you are simply NOT TALKING to enough people.
I say these things because.....
If you study the numbers you will see the average contact to sale ratio is 126 contacts per sale. If you had a real sense of URGENCY..... you would absolutely be making at least that many contacts each week!! No questions asked. Only 1 or 2 people in the group are hitting this mark on a regular basis. These 1 or 2 people get to graduate to the next 3 steps, asking lots of questions, getting to the truth, and Vending Opportunity™. For the rest of you this breaks down to 25 contacts per day which is totally doable when the focus of your day is being "in the hunt" vs. doing whatever else you do.
SO HERE IS MY QUESTION TO YOU......
ARE YOU MAKING A MINIMUM OF 125 CONTACTS PER WEEK??
THIS IS YOUR JOB!!
IF YOU ARE NOT MAKING THIS MANY CONTACTS EACH DAY/ WEEK........ YOU ARE NOT TALKING TO ENOUGH PEOPLE!!
This market is a TEST!! It is going to test everything you are made of as a human being and as a real estate agent. This is an economic war that you are fighting each day. A war for your financial well being. This war can be won and it can be WON by YOU!! However you have to be prepared to do battle each and every day. If you are not showing up and doing the 5 steps we have outlined, you are at great risk and will probably not survive. This is the harsh reality of what is taking place. Personally, I do not believe you are going to find a better gig than real estate. You won't know how good you have it until you lose it. This is a war worth fighting.
ARE YOU READY TO DO BATTLE?
TODAY IS THE DAY™!!
Steve
PS I encourage ALL of you to enroll in this weekend's Commission Script & Dialogue Boot Camp!! Click here http://www.performancecoaching.com/clients/calendar.php. To get some insight on what the program will be like watch this video clip if you have not already done so... http://www.youtube.com/watch?v=sW-PHukzdgM
Here is the email I sent yesterday. I would love for you to take the time to respond. We went over this email again today on our conference call. We did all the talking. Now I would like to hear from you.
************************
Dear World Class Performer:
Every day when I sit down to write this email I am always searching for a new way to say the same thing......
GET OFF YOUR BUTT AND DO SOMETHING!!
I try and look at YOU and the MARKET from every angle possible. I also try to keep things as simple as possible. Fred has done a brilliant job of distilling success in this business down to five basic steps:
1. Make your career just this week.
2. Talk to lots of people.
3. Ask lots of questions.
4. Get to the truth.
5. Vend Opportunity™.
The effectiveness and elegance of this model is truly profound. There is not a single real estate agent on this planet who can't do these 5 things on a regular basis including YOU!! Each of you could ACTUALLY be selling a home or more each week if you totally committed to every aspect of this process.
The first 2 steps in the Production Dynamic™ are:
1. URGENCY - make your career just this week.
2. INTERACTION - talk to lots of people.
The reason urgency is number 1 on the list is because you can only sell a home TODAY. You cannot sell a home tomorrow.
Talking to lots of people is number 2 on the list because this principle increases your chances for success. The more people you speak with each day the higher your odds of finding a deal.
This is where the model is breaking down for most of you......
Last week 41 people reported their numbers. These 41 people averaged 35 contacts for the week.
THESE NUMBERS TELL ME 2 THINGS.....
First, you are lacking URGENCY....
Second, you are simply NOT TALKING to enough people.
I say these things because.....
If you study the numbers you will see the average contact to sale ratio is 126 contacts per sale. If you had a real sense of URGENCY..... you would absolutely be making at least that many contacts each week!! No questions asked. Only 1 or 2 people in the group are hitting this mark on a regular basis. These 1 or 2 people get to graduate to the next 3 steps, asking lots of questions, getting to the truth, and Vending Opportunity™. For the rest of you this breaks down to 25 contacts per day which is totally doable when the focus of your day is being "in the hunt" vs. doing whatever else you do.
SO HERE IS MY QUESTION TO YOU......
ARE YOU MAKING A MINIMUM OF 125 CONTACTS PER WEEK??
THIS IS YOUR JOB!!
IF YOU ARE NOT MAKING THIS MANY CONTACTS EACH DAY/ WEEK........ YOU ARE NOT TALKING TO ENOUGH PEOPLE!!
This market is a TEST!! It is going to test everything you are made of as a human being and as a real estate agent. This is an economic war that you are fighting each day. A war for your financial well being. This war can be won and it can be WON by YOU!! However you have to be prepared to do battle each and every day. If you are not showing up and doing the 5 steps we have outlined, you are at great risk and will probably not survive. This is the harsh reality of what is taking place. Personally, I do not believe you are going to find a better gig than real estate. You won't know how good you have it until you lose it. This is a war worth fighting.
ARE YOU READY TO DO BATTLE?
TODAY IS THE DAY™!!
Steve
PS I encourage ALL of you to enroll in this weekend's Commission Script & Dialogue Boot Camp!! Click here http://www.performancecoaching.com/clients/calendar.php. To get some insight on what the program will be like watch this video clip if you have not already done so... http://www.youtube.com/watch?v=sW-PHukzdgM
Comment
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Comment by john steiner on June 11, 2009 at 3:59pm - Each day I walk down the street knocking on doors with my bundle of propportunities under my arm. I try to consider my self out on a quest. I take deep breaths and ponder the question. Where is the deal? I know it is there. It is all in the question. Ask and thou shall recieve. It is so simple to understand but hard to do.
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Comment by Nora Wendel on June 10, 2009 at 10:11pm - Still stuck more in old model than deal-a-week starting with making enough contacts and truly vending opportunity. Seems so hard for me to get out of my comfort zone. No excuses; just need to do it to make my business more consistent and predictable.
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Comment by Sean McGlynn on June 10, 2009 at 8:28pm - I got way off track which I never thought I would. Every once in awhile I need a kick in the pants to reset and get back on track again. And when I am on track it takes a lot of discipline to really giving it my all, 100% every day. I am inspired by Steves old schedule or the guy who knocks doors 9 hrs a day or Tiger Woods schedule. That would solve a lot of problems in my life! And I would feel good all day long. Now I feel guilty because I'm not giving it my all, my best!
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Comment by Gary Price on June 10, 2009 at 2:23pm - I'm certainly not making enough contacts. I am inconsistent in my prospecting efforts.I have gone back to blocking time in my dalily planner ( why did I ever get away from this) and I am quite sure this will increase my daily contacts. When I am in the hunt, I am improving in my questioning, going deep and wide. I just need to talk to a lot more people. I need to be hold myself more accountable.
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Comment by Donald McVicar on June 10, 2009 at 2:03pm - It's making more sense to me all the time. Am I talking to that many people, no. Usually about 50 a week, but I am getting more consistant, and will try to increase the numbers. I'm sticking to a schedule more than ever. I'm not there yet, but I'm gathering momentum. Trying to stick to the process. In the hunt more so than ever, but need to continually work on it. Thanks for the continual efforts, it works. I know this will payoff if I stay disciplined.
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Comment by Betty Comegys on June 10, 2009 at 11:51am - I am making the contacts and am in the hunt. Have fallen down on posting the numbers, so will beef that up to be totally accountable. It is getting easier and I am getting better at vending opportunity, even though my production isn't reflecting my efforts. Am working with a couple of buyers and several renters. Just leased a place and it took 2 days. I am replicating my activities daily regarding my hunting, so it is not brain surgery. I feel extremely focused and plan to be in this business successfully a long time.
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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