A Deal A Week
Kelly needs a breakthrough and she needs it NOW! (Friday, 10/17sometime in the middle of the night)
It’s the middle of the night and I can’t sleep. I keep thinking about how I need a breakthrough and I need it NOW! I know I’m getting in my own way. But, I don’t know how to stop. How the hell does Fred do it?
Today at the Teles business coaching class Steve said that we are all too concerned with what we want and not what’s important to us. At that moment I had a little epiphany. I think I want people to like me more than I want to do more deals. Which is REALLY messed up since it’s really IMPORTANT that I do more deals because I’m BROKE! I always think of myself as a disciplined person. I can diet and lose weight, I can keep to a schedule for the most part and I haven’t had a cigarette in over 13 years! But how can you change something that is so intricately ingrained into your personality? What I have here is a dilemma. I can be a poor “people pleaser” or a successful “gettin’ to the truth kinda girl”. But I know that if I am going to get to the truth on a regular basis I am going to have to be willing to make other people squirm a little. Why am I so afraid to make people squirm? It’s for their own good and it could help me get what’s important to me - MONEY!
Intellectually I know when I use the scripts and dialogues on people they never blame me for their squirming. They actually seem to like me MORE when I ask lots of questions. When I first met Steve and he did the door knocking script on me and I answered honestly and when he got to the truth I never thought he was pushy. I thought what a nice guy he was that he was so interested in where I wanted to live someday. As a Realtor I saw that he tricked me into telling him that I actually did have plans to move but when I was in character as a prospect I didn’t think about it as being tricked.
I know that I have to stop getting in my own way not just for myself but for my clients as well. It’s really the kindest thing to do. It’s like when I discipline my daughter – I never feel great about the fact that she’s in a time out and crying her eyes out but I know that it is absolutely the best thing for me to do as a parent because she needs to learn about boundaries and limits. It’s my job to teach her that and it’s my job as a Realtor to teach people how to soul search and make their decisions about what they can do and what they want to do regarding their real estate goals. I must be willing to ask them if they really need to buy or sell. And I must be willing to ask them if we see a house that fits their criteria will they buy it today? It’s not the client’s faults they don’t know that it should only take 7 days to buy or sell a house. We as Realtors have clogged up this system because there are too many of us, myself included, who are willing to drive their buyers to hundreds of properties and take over priced listings. We would be doing our clients and society as a whole great favor if we teach them that they don’t have to see 100 homes before they buy and they don’t have to clean their homes every week for an open house for months on end before they sell. There are a lot more useful things they could do with their time.
If I really want to be like Fred (and Elaine - never forget Elaine!) and do a deal a week I’m going to have to trick myself into being ok with feeling like a pushy you know what and just ask the most direct questions that I can come up with. I'm going to have to use my acting skills and play the part of a World Class Realtor. David Mamet says that great actors have learned to be comfortable being uncomfortable. I must act like I'm comfortable asking those questions until I really become comfortable. I mean really, not one of those questions on one of those cards could be misconstrued as being invasive. We are not prying when we ask questions that are real estate related for Christ sake – we’re Realtors! And if someone does take offense at being asked any of these questions they aren’t a real buyer or seller anyway! I really wouldn’t have any problem asking any of my close friends who are looking for a house to only call me when they are really close to buying. And I wouldn’t have any problem with telling a close friend that their house was way over priced. I have said it to many of them and they said they respected me for it. Why am I so afraid of other people that are practically strangers. Is it because I want the money so badly? Is it because I’m afraid of offending someone? Is it a combination of those things and more? I don’t know. All I know is that I need a breakthrough and I need it now!
Today at the Teles business coaching class Steve said that we are all too concerned with what we want and not what’s important to us. At that moment I had a little epiphany. I think I want people to like me more than I want to do more deals. Which is REALLY messed up since it’s really IMPORTANT that I do more deals because I’m BROKE! I always think of myself as a disciplined person. I can diet and lose weight, I can keep to a schedule for the most part and I haven’t had a cigarette in over 13 years! But how can you change something that is so intricately ingrained into your personality? What I have here is a dilemma. I can be a poor “people pleaser” or a successful “gettin’ to the truth kinda girl”. But I know that if I am going to get to the truth on a regular basis I am going to have to be willing to make other people squirm a little. Why am I so afraid to make people squirm? It’s for their own good and it could help me get what’s important to me - MONEY!
Intellectually I know when I use the scripts and dialogues on people they never blame me for their squirming. They actually seem to like me MORE when I ask lots of questions. When I first met Steve and he did the door knocking script on me and I answered honestly and when he got to the truth I never thought he was pushy. I thought what a nice guy he was that he was so interested in where I wanted to live someday. As a Realtor I saw that he tricked me into telling him that I actually did have plans to move but when I was in character as a prospect I didn’t think about it as being tricked.
I know that I have to stop getting in my own way not just for myself but for my clients as well. It’s really the kindest thing to do. It’s like when I discipline my daughter – I never feel great about the fact that she’s in a time out and crying her eyes out but I know that it is absolutely the best thing for me to do as a parent because she needs to learn about boundaries and limits. It’s my job to teach her that and it’s my job as a Realtor to teach people how to soul search and make their decisions about what they can do and what they want to do regarding their real estate goals. I must be willing to ask them if they really need to buy or sell. And I must be willing to ask them if we see a house that fits their criteria will they buy it today? It’s not the client’s faults they don’t know that it should only take 7 days to buy or sell a house. We as Realtors have clogged up this system because there are too many of us, myself included, who are willing to drive their buyers to hundreds of properties and take over priced listings. We would be doing our clients and society as a whole great favor if we teach them that they don’t have to see 100 homes before they buy and they don’t have to clean their homes every week for an open house for months on end before they sell. There are a lot more useful things they could do with their time.
If I really want to be like Fred (and Elaine - never forget Elaine!) and do a deal a week I’m going to have to trick myself into being ok with feeling like a pushy you know what and just ask the most direct questions that I can come up with. I'm going to have to use my acting skills and play the part of a World Class Realtor. David Mamet says that great actors have learned to be comfortable being uncomfortable. I must act like I'm comfortable asking those questions until I really become comfortable. I mean really, not one of those questions on one of those cards could be misconstrued as being invasive. We are not prying when we ask questions that are real estate related for Christ sake – we’re Realtors! And if someone does take offense at being asked any of these questions they aren’t a real buyer or seller anyway! I really wouldn’t have any problem asking any of my close friends who are looking for a house to only call me when they are really close to buying. And I wouldn’t have any problem with telling a close friend that their house was way over priced. I have said it to many of them and they said they respected me for it. Why am I so afraid of other people that are practically strangers. Is it because I want the money so badly? Is it because I’m afraid of offending someone? Is it a combination of those things and more? I don’t know. All I know is that I need a breakthrough and I need it now!
Comment
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Comment by Tracy King on October 21, 2008 at 7:42am - Wow! from baking to dating, you folks are awesome with the metaphors. Excellent advice, all of you. And from me who has been in the business 19 years, it's a process you have to go through. But with Performance Coaching behind you, the pain and the length of time involved in getting to an acceptable level of getting the business done is minimized. But not eliminated. That's why you see so many of us old folks (in the business sense of old) still showing up at the meetings. It's so easy to be distracted by so many things. Keep your eye on the prize, and that is not having people like you or being a successful Realtor, it is living the life you dream about. Maybe those other things are byproducts, but they are not your real ultimate goal.
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Comment by Julie Lubin on October 20, 2008 at 9:24pm -
Oh Ms Kelly,
You should of called me, I was up you know I never sleep... I understand it has not been easy for you and most of us. I know your situation and I can understand how real estate is like a roller coaster up and down with a carrot dangling at the end of the ride and you just want everything to be more llike a calm and enjoyable carriage ride in central park.
I understand where you are coming from. I once took a buyer to see 100 homes, over a period of a year. I was very green (I'm not saying that you are). He never had any intention of buying, he just wanted to appease his wife and I was their high end tour guide for free when they came to Newport... They sent me a flippin Pumpkin Cheesecake over christmas one year... The day he fell a sleep while driving and we got into an accident was the day I stopped the tours..(god I wish I was taking Steve's classes then I should of been he came to my office)... In January, I was reading the obtiuaries and there he was a big picture of him. He passed away unexpectedly... OH SHIT, that's -------- I prayed for his soul and asked him to be my buyer's angel and keep away all buyer's like him... Shit happens... I only got a cheese cake for that fiasco and lunch at the boom boom room in Laguna Beach. I didn't know... it was a colorful lunch...
I know that we always want to believe that all people are good natured but some are not.. kind of like dating or relationships, if you get past month 2 around the 6th month everyone's true colors start coming out. The control freak or the nice dinners stop and they start to complain about money... Next or what a waste of time all for unrealistic lust if it doesn't last hopefully the sex was at least good. You get no where trying to please everyone always, people unfortuntely take advantage and don't appreciate your good nature & kindness and all respect goes out of the window... yes we should be polite and professional as well as accomodating with great service but up to a certain point....Ask me I have been there I have more stories like Url only I sold them a house... No matter what you do or say they are going to do what they want to do and not care about your feelings and that is the nature of the beast...
It is ok to say NO think about dating and how its not good to always be available at the drop of a hat. Same thing, you have more than one client...We are professionals and appointments are required. I let go of a buyer this week... Showed everything and some properties not even listed for a $600,000 condo. I asked them to write on multiple properties they wouldn't but they expected me to jump up at the last minute on a 3 hour notice. Not much in Brentwood for 600 and 1500 sq ft... I took the weekend off paid our taxes and supported the retail industry and fired a buyer, I just said screw it all I need a weekend off... I needed a break and what it boils down to is get to the truth with these people and move forward...
Just like acting, you have to embrace rejection in this business as it is so not predictable and or stable. You have to be firm and be straight up with people and in their face. Over priced listings especially high end cost us money and our time. Talk to Jeff Saad he spoke on Saturday and he is very firm and turned down a listing. The truth will free you... It all takes time and in the 11th hour shit happens... Don't beat yourself up over other people's issues just get to the truth... and release it all to the universe... it will all happen let it all go and keep smiling my friend... Sorry that this is so long.
xoxo,
Jules
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Comment by Kelly Aluise on October 20, 2008 at 4:26pm - Thank you Yancy! I like that it's falling together, not falling apart line!
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Comment by Yancy Whittaker on October 20, 2008 at 9:43am -
Accept it. Accept it. Accept it. It's easy when I accept it, then i can havce fun with it
Being involved in the process is the breakthrough.
God Damn time takes time. But it is over time that it gets done.
Baking a cake.
First you gotta go get the ingredients...
no fun...gotta get in the car...go to the store thru traffic yukky yukky yukky! don't wanna do it! Nope
Then you gotta get your cooking stations and the ingredients all layed out...damn what a drag.
Then you gotta get messy and beat the eggs, sugar, and cream...damnit again what a real drag
Then you gotta bring all the ingredients together, in proprer proportions and whip it...damnit again
Then, of all things you gotta wait hours for the damn thing to bake....so i can't go anywhere.
or you can accept it, really look forward to doing it and enjoy the life it gives.
There's a song,"the secret of life is enjoying the passage of time"...accept it, accept it all
It's all in the attitude... Being involved in the process is the breakthrough...accept it
God Damn time takes time...accept it
It's not falling apart...it's falling together...if/when i accept 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
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To Contact the Performance Coaching Offices:
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office phone 424.704.5030
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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
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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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