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b"When an injury forced former Miami Dolphins linebacker Steve Shull to change his game, he pivoted into finance and real estate. After he read the book Never Split the Difference by Chris Voss, Steve completely transformed his coaching company and redesigned his programs from scratch. Since then, Steve and Chris have been working together to help real estate agents save their time and energy. In this episode, Chris and Steve will cover some of their favorite sales hacks and negotiation principles in their new book The Full Fee Agent.\\n\\nIn this episode, Hala, Chris, and Steve will discuss:\\xa0\\n- Steve\\u2019s career pivot from football player to real estate agent\\n- How Chris and Steve started working together\\n- How emotions influence our decision-making\\n- The 7 essential truths of human behavior\\n- How to be \\u201cthe favorite\\u201d or \\u201cthe fool\\u201d\\n- Possibility vs. Probability\\xa0\\n- Why free consulting is a fool\\u2019s tactic\\xa0\\n- Why compromise is never equal\\n- And other topics\\u2026\\n\\nChris Voss is a Former FBI Hostage Negotiator and the CEO of The Black Swan Group Ltd. Before becoming the FBI's lead international kidnapping negotiator, Christopher served as the lead Crisis Negotiator for the New York City division of the FBI. During Chris\\u2019s 24-year tenure with the Bureau, he was trained in the art of negotiation by not only the FBI, but also Scotland Yard and Harvard Law School. He is also a recipient of the Attorney General\\u2019s Award for Excellence in Law Enforcement and the FBI Agents Association Award for Distinguished and Exemplary Service.\\n\\nSteve Shull grew up outside of Philadelphia, Pennsylvania. He attended The College of William and Mary in Williamsburg, Virginia, and graduated with a BS Degree in 1980. He then played four years in the NFL as a linebacker with the Miami Dolphins and was one of the tri-captains in the 1982 Super Bowl. A knee injury ended his career in 1983. He then went to graduate school at The University of Miami and received his MBA.\\xa0\\n\\nHe worked on Wall Street as an institutional fixed-income salesperson for five years. From 1991 through 1993 he sold residential real estate in Fullerton, CA. In his first year with his partner, they closed 53 transactions. In his second year, they were on pace to sell 100 homes when he came up with the idea to create a coaching program, which marked the beginning of his real estate coaching career in 1993. In 2007, he was one of the founding partners of Teles Properties.\\xa0\\n\\nResources Mentioned:\\nSteve\\u2019s Website: https://performance-coaching.mykajabi.com/\\nSteve\\u2019s Linkedin: https://www.linkedin.com/in/smscoach/\\nSteve\\u2019s Instagram: https://www.instagram.com/smscoach1/\\nChris\\u2019s Website: https://www.blackswanltd.com/our-team/chris-voss\\nChris\\u2019s LinkedIn: https://www.linkedin.com/in/christophervoss/\\nChris\\u2019s Instagram: https://www.instagram.com/thefbinegotiator/\\nChris\\u2019s Facebook: https://www.facebook.com/ChrisVossNegotiation/\\nChris and Steve\\u2019s book The Full Fee Agent: https://www.amazon.com/Full-Fee-Agent-Estate-Professional/dp/1544536631\\n\\nLinkedIn Secrets Masterclass, Have Job Security For Life:\\nSign up at yapmedia.io/course.\\n\\nSponsored By:\\xa0\\nShopify - Sign up for a $1 per month trial period at youngandprofiting.co/shopify\\n\\nMore About Young and Profiting\\nDownload Transcripts - youngandprofiting.com/episodes-new/\\nGet Sponsorship Deals - youngandprofiting.com/sponsorships\\nLeave a Review -\\xa0ratethispodcast.com/yap\\nWatch Videos - youtube.com/c/YoungandProfiting\\n\\nFollow Hala Taha\\nLinkedIn - linkedin.com/in/htaha/\\nInstagram - instagram.com/yapwithhala/\\nTikTok - tiktok.com/@yapwithhala\\nTwitter - twitter.com/yapwithhala\\n\\nLearn more about YAP Media Agency Services - yapmedia.io/"