Hey. Hey. What's up, everybody? Thank you for joining. We're gonna give a couple of minutes for people to filter in.

If you don't mind, let's get the chat, heated up. Everyone tell me, where you're joining from.

Awesome. We got Tampa, Maryland, Wisconsin, Charleston.

Danny Martin, the legend, is in the house from Maryland. Jeff Cook, the other the legend. We got a lot of great people here. That's awesome.

Give everyone a couple more minutes to filter in. The other Richie Torrance, the other legend. Man, all the legends here.

I love it.

Woodlands, Texas.

Very cool.

We got Hijer from Michigan, Massachusetts.

Awesome.

Like I said, we're gonna give it one more minute, then we're gonna get kicked off.

Appreciate everyone joining us today to talk about all things opportunity within the buyer brokerage agreement world. Right? This new world that we're living in, and making sure that we're taking the most advantage of it.

Ocala, Florida, Vlad Katz, another Maryland legend. Man, all over the place. That's all. The whole country represented, at least on the East Coast for sure.

Alright, guys. It's ten o five. Let's kick it off. So today, we're gonna talk specifically around bringing value, creating opportunity in this new post NAR settlement world that we're living in.

If some of you guys are LPT agents. We've got agents from other brokerages around, but, we've been doing this thing specifically at LPT. We're being part of this giant brokerage, education blitz. So we've been part of fifty seminars over a two week period to make sure that we're increasing confidence, talking through best practices, talking through best ideas around all things NAR settlement.

So if any of you guys are interested in not necessarily LPTs. This is like a broker agnostic deal. But if any of you guys are interested in taking part of some of those classes, because I know we're all in this together and we're all kinda trying to figure out this new world and how to win in it, which is the thing that I wanna focus on is talking how to win it. But if you guys are interested in learning more about that blitz of education that we're doing over at LPT, send me a link, send me an error, send me a message, shoot me an email, and I can make sure you guys get invited and get to register for some of those classes.

Okay. So let's talk about all things opportunity.

This is what I wanna focus on. I'm not your broker compliance guy. I'm not the guy that's gonna teach you what boxes to fill in where.

You know, we've always said that you need to lean into your state brokers and your ask them, like, hey. Because one thing we all wanna do in this new world is we wanna get it right, right, from a compliance standpoint. We wanna make sure that we're filling out our forms correctly. Like, that's a given. Like, we all understand that. Right? Like, that's that's something that we all should be focused on.

But outside of that, this is where I come in, and I wanna talk about how do we win. What are we gonna do that's different? Where's the opportunity lie, in this new world? Where where how are we gonna win specifically?

Because we've been in this world for a long time. So I I'm gonna interact with you guys via the chat as much as possible, so, because I can't get you guys to talk, and that way we can interact as much as we need to here. So, in this new world, like, where do you guys think the most opportunity lies?

When you guys think of this new world post NAR settlement, where for you specifically in your business lies the biggest opportunity to win?

Karen said Sphere. I love that.

Yeah. Sphere for sure. Like, Sphere is always a good place to win.

Fear, providing more value for the buyers, educating them, buyer compensation, higher fee structure for buyers. Yeah. Jeff Cook, knocked it out of the park on that one.

So, traditionally, we've always been kind of tied, to this world. I'm a we we've all traditionally, we've been in this world where we haven't been necessarily been able to dictate how much money we make, right, on the for buyer representation.

I think all of us have been in a situation when we worked with buyers in the past where we've just kinda taken it whatever the listing agent was offering or whatever it was advertised on the MLS. And some of us have always stuck to our guns, and we've negotiated for more.

Right? But a lot of us have just kinda taken it. In this new world, that's over. Like, we get to define our value. We get to define what our opportunities are. We get to define our own income, and that's amazing.

And that's something that we've never really had the opportunity to do before in a way that was endorsed by the industry as a whole. Now part of that is daunting as well because a lot of us, when we get into this world, we're thinking, well, how do I define fire value?

Because we're also guilty of another thing that we've all done, which is, oh, you wanna see a house? Great. Let's get you out to that house. We'll figure out compensation later.

So how do we marry those two in this new world? Like, how do we articulate value at the highest level, create the most opportunity for us to dictate our own income and compensation, and make sure that we're doing the best by our clients.

So that's the problem that we're faced with. So, we've been kinda breaking this down in two different scenarios, over the past over the past week as we've been talking through this. So all of us have two groups of buyers. We've got our past buyers or so our people we've been currently working with. So the people in your pipeline I knew something about the sun, guys. Give me two seconds.

Sorry about that.

Yeah. So we've got two groups of buyers that we have to address. We've got our current pipeline, and then we've got our future people that we're gonna work with. Right? So think of your current pipeline as people that you've been working to or working with for it could be the person you've been showing houses to for six months. It could be someone that you set a search up a long time ago that you might have been sitting on a buyer brokerage agreement. They weren't super motivated.

Right? So how do you address it with those, and then how do you address it with your future buyers?

And the simple answer for both is you've got a lot you've gotta go back and have a hard reset, and you've gotta go and you've gotta have a consultation.

And I know a consultation is something that on the buyer side, I don't know. I mean, I'll speak for myself personally and not agents on our team. We always have we've gotten a little bit lazy around it in the past.

It's something that we didn't always mandatory or mandate, and it's something that moving forward, like, it's gotta be it's imperative. It's gotta be something that we do.

So what are some important elements of that buyer consultation?

Whether it be your past clients, your current clients, or your future clients.

Those those some those some big pieces in the in the chat. In the past, like, what are some elements of the buyer consultation that you guys have really focused on, that have helped you win?

Liana said need to gain trust. Yeah. Build rapport. That's a big one. The steps in the process.

I love that. Right? So going, that's from Charlene. That's so going over, like, what they expect.

Jeanette said asking what is important to them and what they're looking for in an agent. Yeah.

Danny, driving that we are in a monogamous business relationship.

Yeah. Definitely. Peeling the onion to find their why. Christy King, that's amazing. Right? Getting to understand their true motivation. Erica said finding out everything about them.

Right? All of that stuff is true.

All of that stuff has been traditionally a giant part of what we're doing in that buyer consultation.

Specifically speaking, though, we are going to have to add another element into that consultation that we haven't done previously as much. Right?

A lot of us don't compete in the buyer relationships the same way we do as a in a listing consultation, Where if you look at the buyer consultation and a listing consultation, the buyer consultation was largely what you guys are talking about. Right? Finding everything about them, peeling the onion to find their why, educating them on the process. It's been more of a, educational, here's what we do, but it's been less about you articulating your value.

Because and I know this is probably the the basis of the the lawsuit to begin with, but, guys, I know we're all guilty of it maybe not saying the exact words, but alluding to the fact that, hey. Well, the seller pays the commission.

Right?

Charlie and Sandoval said it's been passive, not active.

So what we've gotta get really good about doing is articulating our value in a way that's gonna make them wanna compensate us. Because moving forward, the buyer will have to compensate us. And, guys, this is where the opportunity lies.

Right? A lot of us have been settling for one and a half, two percent, two and a half percent, but there's nothing to say that you can't build a a value wall so high that you could actually get ten percent.

Right? So how do we marry the two? How do we take the consultation as we knew it on the buy side and move it into this new world where we're actually getting out there and selling ourself?

Right? So I I I come up with a a little bit of a formula. Right?

Number one, differentiation statements.

Where before, you've been talking specifically about the process.

The most opportunity for us lies where we are going to be able to create differentiation between us and the market. Right? Differentiation between us and everyone else out there.

Right? Karen, then show us what show show them what we do for them. Right?

The second piece is determining value. Right? So think of differentiation of you against the field. Right?

What separates David Lewis, the owner of TLG Atlanta, from every other agent in Atlanta? What separates Jeff Cook from every other agent in the Carolina? Right? Like, this is what we need to be able to articulate.

That's the differentiation statement.

So some examples of this look like, well, okay. So I I can talk about the, I mentioned all the LPT training. So over twenty five hours of NAR specific training.

So if I were looking for a differentiation statement and I was coming across a client that said, hey. I'm I'm a little nervous about what's happening. Do you understand this new market? And I could say, hey.

You know, the average agent has probably spent thirty minutes to an hour trying to figure out how to navigate this new market.

Well, us at TLG Atlanta, I've spent over twenty five hours teaching, leading, and taking courses to figure out how my clients can win.

You guys see the difference there? It's a differentiation statement. It's a wedge statement between you and everybody else. This is a common practice of what we do on a listing or a listing presentation, but it's never really been part of the buyer consultation. So making sure you're articulating what separates you from everyone else.

That's step one.

Right? Step two, determining value.

Now what, let's go over some definitions of value. What is value to you guys?

Someone throw some definitions of value in the chat.

What does value mean to you?

Shannon said being an expert. I love that.

Inside info, off market. Yeah. Love that. Those are those are two pieces of value.

Loyalty. Danny says being a resource. Shannon says our time and their time. Jeanette says examples of how.

Karen says using all resources available.

Richie says being mister Wolf from Pulp Fiction. Yeah. The the the solver. Right? The the the problem solver. Being accessible and delivering.

Love those. Knowledgeable and available. Well, guys, this is the most interesting concept about value.

Because I've seen this all over the social media. I've seen this all over, like, the realtor videos.

And there's this thing where there's, like, this list. I'm sure you guys have seen it where it's a list of, like, the hundred and one things that agents do. Or you think you wanna be an agent, hear all the things that we do.

Guys, I need to be the maybe the first one to tell you.

The consumer doesn't care about everything that we do. They don't care that we're up late writing contracts. They don't care that we show thirty homes. They don't care that, like, we care.

But this is something, if you take away nothing else from this session, is value is determined by the person who is going to pay you.

Right?

And your ability to articulate your value is what's gonna determine how big of this opportunity is in the future.

So I want you guys to flip the switch on value, and I want you guys to think a little bit differently. I want you guys to think along the lines of not why I think I'm valuable, but why would a consumer think I'm valuable?

And what are some of the driving forces for consumers? What do they care about the most?

Number one, money.

Right? Number two, convenience.

Right? We know that convenience is a factor, and we the industry has proven this. When when all the iBuyers came out and you had all these big companies that were going to come in and they were going to, offer people eighty cents on the dollar to sell their house without having to show it, I would have said, no. Absolutely no. I'm money motivated. Everyone's money motivated. But you saw people it was proven by all these iBuyer companies that were willing to to take less money to not be inconvenienced.

Right? So money is important.

Time is important.

I've seen a lot of, stress, stress free.

So your ability to create a stress free environment.

Right? So we've got money, time, stress.

Anything else, guys?

Communication. I, Kimberly Williams, I crushed it on that one. Do what do we know the number one complaint on all realtors across the board?

Like, what's the the number one reason that people complain about their realtor or don't work with them in the future?

Right? It's communication. Danny Danny killed it there. So if we know that that's the number one complaint, if we're addressing value, shouldn't that be part of our cadence?

Right? Shouldn't that be something that we are making sure that's part of our pitch every single time? Because we know it's that the the elephant in the room. We know it's the reason that they likely hated their last agent. Right? It's the yeah.

So communication. Love that. Money, time, stress, communication.

And I've heard, Richie said fun. Yeah. I think that's a big piece. Right? Like like, creating that stress and and making it fun.

So, guys, like, I I love this exercise because, like, now we're looking through the eyes of the consumer. And that's important because we have to look through the eyes of the consumer because who's gonna pay us in this new world? Who's gonna agree to how valuable we are in this new world?

It's the consumer.

So when you're creating your value pitch, right, and you're thinking of differentiation, which was step number one, separating yourself from the field, keeping you away, making you different than everybody else because everyone knows a realtor, but only one realtor like me. Right?

And you're creating this value wall. I love that now we're thinking in the terms of their their their lens. What is valuable to them?

Okay. So now we've set up number one. We've got our differentiation. We know we have to be different. Right? So now we're articulating our value in a way that is reflective of what the consumer wants the most.

So step number three is tying it all together, making sure that you are explaining your value and why it's different than everyone else. Right? So using those differentiation statements, understanding that, hitting it on the nose, going, hey.

I know you've sold a house before. This is not your first time buying a home.

I gonna go ahead and guess that the communication with your last agent wasn't wasn't that great.

Right?

Well, let me tell you at TLG ATL, why we're different.

Right? Communication is the utmost importance for us at TLG ATL that so much that we have a dedicated time each week that we call you.

So I can make a commitment to you today that on every Thursday between ten and eleven, you're gonna hear from me. Now we're gonna talk a lot more. We're gonna you're gonna hear from me other times a day, but that's my dedicated time that I'm gonna call you. And I'm gonna simply ask the question, how am I doing? How are we doing? Do you have any questions? That is gonna be our dedicated check-in time because we are so committed to upfront communication around the job that we're doing and making sure that you are getting the best experience, that that's our commitment to you.

I know the average agent wings it. But at TLG ATL, we do something a little bit different, and I wanna make sure you're aware of that.

So what we did is we took the value of communication.

We drove a wedge between us and everyone else, and we articulated it in a way that would mean something to them.

Right? Let's look at the concept of money.

So, guys, I I know that saving money is important to you. Right? Mister and missus buyer, I know that getting a house, your dream house, at the best possible price in the best possible terms is important to you.

That's amazing.

Well, the average agent is going out there, and they're just basically offering list price. They're they're they're they're in this market, they're they're fallen susceptible to this seller's market that we're in. Right? We have a little bit of a different approach at TLG Atlanta.

We've actually been able to save our clients up to fifteen thousand dollars on most of their transactions, save them money by using our proprietary buyer attack plan.

Okay. So once again, I've taken the concept of money, and I've driven that wedge.

Right? We can talk about time. Right?

We can talk about the the stress free. We you guys get what I'm saying? Those are you guys following me? Give me some give me some affirmations in the chat here. Are you guys understanding what we're saying about taking this concept of differentiation, taking the, idea around value, and making sure that you're crafting it?

Awesome. I love that. So that's the most important. This becomes your pitch.

Right? Serene asked, how do you save the fifteen thousand dollars? So part of what I'm gonna do here at the end is I'm actually gonna run you guys through our buyer loyalty agreement. So how you can see that we are engineering conversations to get us well over the average, the the the average commission amount that we've been seeing in the the rest of the industry. So I'm actually gonna I love that question. I'm gonna talk you through it, Serene. And I hope I'm pronouncing that right.

So number one, you're focusing on consultations. You're making sure you're sitting down and you're actually having the conversation in the first place. Right?

So is there any world in this new place that we're living in where, guys, like, you understand, like, in most states, like, you have the opportunity to just sign a nonexclusive showing agreement, basically. Like, you guys are aware of that.

That is gonna be the lazy agent's way out. Now I understand is that situation that calls forward at all times. Like, you might be on the fly. You might be of the low flex team. Like, you might have these things where it's required to kind of work within your system.

But that's gonna become a crutch for a lot of agents, and it's gonna it's gonna keep them from taking advantage of the opportunities in this new market. Because I I want you guys to understand the advantages in this new market solely lie in the consultation.

It lies in your sit sitting down with your potential clients and being able to properly articulate your value.

Right? So focus on consultation. Focus on differentiation. Focus on value in the eyes of the consumer. What is important to them?

So I'm gonna give you guys some homework. Right? It's a it's a little bit of a challenge. But following this class, I want you to pick out your top five.

I wanted you to know what your top five things are, the things that matter the most, right, to your clients. And I want you to guys to have that in an elevator pitch of differentiation.

The average agent does this. TLG ATL does this. Right? The average agent does this.

Richard does this.

Right? I want you guys to understand. You don't have to articulate it that way, but I want you guys to understand that that's how you start building a value wall.

Right?

Taking those concepts and working through them in a way that's going to create a confidence with the the potential client to know, oh, no. This is definitely the person. Right? Laying that foundation of, I don't want the average agent. I want the best.

Right? So the homework is to come up with five concepts. Right? And we talked about communication, money, time, stress, fun, all of those things that you know that you can deliver on.

Okay. So you've got this. You're heading into the consultation.

Right? All of that stuff is important. Right? We talked about building rapport. We talked about getting to know them. All of that stuff is fun.

But at some point in time, you're going to have to articulate your value because what comes at the end of every consultation.

That's right, Kimberly. The BBA, the signing of the paperwork, the contract, the agreement. Right?

If you're not walking and and before, we would walk out of there without the agreement. Like, we'd go, no. I'm just gonna send it to them if I send them a contract. Not anymore. Right? Now we've gotta get this up like, we gotta get this up front.

So I'm gonna I'm gonna see if I can share here. Bear with me a second. I'm gonna bring this up.

So, hopefully, you guys can see it.

You guys see my screen?

Okay.

So can you guys see this? This I I am not that tech savvy. As you can tell, I'm, like, using my email in the background. So can you guys all see this buyer loyalty agreement?

Okay. So I'm gonna walk you through this document, which is engineered to talk about value, to talk about what we do, and is the end result to get you into the buyer brokerage agreement and getting it signed. So let me talk to you about the mindset behind this, and let me see if I can bear bear with me one second. Let me see if I can get it bigger.

Okay. So this is the TLG ATL buyer loyalty agreement. Let's talk about the the the functionality of this. Right? Because what is the easiest way to articulate value?

Make a list. Right? Like, put it out there front and center. Here are the things that we do. Right? Here is yeah.

And what is the easiest way to not have someone question the cost of something?

Danny says historical data.

Yeah. All of that. Right? But number one, when you go to a restaurant, you don't when someone hands you the menu like, once you're there, you don't really question the cost of what's on the menu. Right?

You go, oh, no. Here are my options.

And, you know, the filet is eighty five dollars and the hamburger is fifteen dollars.

Right? So when you're working through this, we built this in a menu style format. Right? So here you go. Buyer loyalty agreement. Now look for keywords here, loyalty.

Right? Loyalty is a, is is a give and take relationship. Loyalty loyalty is me being loyal to you, you being loyal to me. This is our commitment. This is our agreement.

Right?

Right out the gate, I hit you with the differentiation statement. It's always our goal to create a five star experience for every client. Well, we've got twenty years of experience over a thousand transactions and five hundred plus five star Zillow reviews. So I'm already telling you that I'm the man.

Right? I'm coming right out the gate and going, look. TLG ATL, we don't play. Right?

This is our BIOLOTI agreement. And by the way, this is the the stuff you should know.

Okay. So then, functionally, we built this in a way where you have options.

Right? So we've got our TLG basic buyer plan. This is your customer agreement. Look. You're not really gonna have a dedicated agent, but we're gonna use the team.

If you need to get in the house, we're gonna get there. If you wanna write an offer, we're gonna help you write the offer, but we're only going to write it as you want us to. Right? We're we're not gonna offer any advice.

We're not gonna give you any negotiations, and we also charge a six ninety five transaction fee.

Right? So this is basic. Look at the words, though, I chose.

Basic buyer plan. Guys, does anyone wanna be basic?

Danny, do you wanna be basic?

This this menu is engineered in a way to say, hey.

Probably not for me. Right? So then we have our TLG select buyer plan.

Okay. Now we're now we're cooking. Now we have an agent client relationship. You've got your dedicated agent. You get the full team support.

We're gonna submit offers and give you expert advice. All agent negotiations involve team owners of twenty years of experience, full access to our vendors and discounts, full access to our exclusive off the market properties. There are love it or leave it guarantee, six months. If you buy the property and you want to leave right? Richie says basic ain't my style. Me either, man.

If you buy the property and you wanna leave, we'll sell it for free.

Okay? So then there we have the compensation. This is three percent. Now isn't this basically what we've been doing, guys? Isn't this like the is is it this actually the really, like, the the baseline of, like, what we do?

Okay. Now let's talk about the t this is Select. Right? So this is an upgrade.

Right?

Now let's talk about the TLG elite buyer plan.

Everything from the Select plan, plus you get access to move concierge, which is an amazing company that lets, that that will connect all of your utilities and home services for you at no additional cost. We're gonna we're gonna, reimburse you for a one year home warranty at closing up to six hundred dollars. We're gonna reimburse you for your home inspection up to six hundred dollars. We're gonna reimburse you for your appraisal for up to six hundred dollars.

We're gonna offer you a two hundred and fifty dollar paint credit with our TLG paint vendor. We're gonna give you full access to that list of off the market homes. And here's where the kicker, guys. The love it or leave it guarantee for twenty four months.

If you decide you don't like your house over the next two years, we're gonna allow you we're gonna sell it for free at no listing compensation.

So and this is a four and a half percent commission.

Right? This is actually our best value, and you'd ask the question, how do we save fifteen thousand dollars? Well, fifteen thousand dollars in potential rewards and savings right here if you count the listing guarantee.

So let's take a pause for a second.

I have now presented this to our clients.

And I've said, hey.

Here's our menu of services.

Okay?

So then we take them into this next document, and we say this is our buyer loyalty agreement.

So, basically, what this says is that we're excited to get started helping you accomplish your real estate goals. This is an agreement between you and, us, and we're gonna provide all of these. Right? Act as your representative, respond to all inquiries. This is this is part of our commitment.

We explained the love it or leave it guarantee, plus all additional items for the plan of your choice.

Okay, guys. This is where it gets really good. For the services listed below, TLG is due compensation at the time. So I'm allowing this document to start creating the dialogue around the compensation.

I've given you my list of values, and you you have the freedom to choose what you want.

And now I'm saying that there's compensation due. So there's no awkward if if you're if you're ordering off a menu, the bill's gonna come eventually. Right?

So there's no there's no weirdness around it.

Okay. So this is where it's engineered to make sure that we at TLG Atlanta are seizing the most opportunity in the market.

Okay? You've got your TLG basic plan, your select plan, your elite plan. And, guys, look at this last field. This is the TLG custom plan.

So you asked the question, which one are you interested in?

And, obviously, they're probably not gonna go for the basic. They're probably gonna be somewhere between elite and select.

Well, if we considered three percent as average and expected, wouldn't anything over three percent be a win?

Would you guys agree?

Awesome. Awesome. I I love the quick fingers, guys. It it it makes this, it it it makes this easier to, to interact. Right? Okay. So anything over three percent to win.

So why wouldn't we right? Like, if someone baulks like, say, I've got a really because I've got Richie. I've got the legendary Richie Torrance on the line here. He's not a realtor.

He's out of the game now, and he wants me to help him with it. And I'm walking him through helping him buy a house. And I go, Richie, look, man. We've known each other for ten years.

And, man, like, I appreciate this relationship so much.

Here's what I'm gonna do for you.

I'm gonna offer you everything that was listed in this elite buyer plan here. I'm gonna offer that to you at three and a half percent at four percent.

Everyone's asking for a copy of the template. I will, I'll I'll send something out to you guys.

And you can, so yeah. So isn't that a deal? Like, don't doesn't everyone want a deal? Doesn't everyone want a discount?

Right? So if I've articulated the value, I've connected, we built the rapport, and we're going through this, now how is Richie gonna say no, excuse me, guys, to the elite plan at a discount?

So we built this in a way that's engineered to drive. So we left this custom field. So I go, look, man. For you, just like they do at the the car dealership, they x this out and they write stuff on it.

I'm going, you get all of this, and and I'm writing it in right here. You get the TLG custom plan. I'm gonna offer you the elite plan. I'm gonna do it at three and a half percent.

Sign right here.

Okay.

So where do we go? Because it it guys, this is a document that I built. I am not a lawyer, and I'm I'm not as smart as I tell everyone I am. So why did I build this?

This is the I built this as a precursor to the buyer brokerage room.

So now I take this because I've said so I want you guys to there's a there's a line here I want you guys to pay attention to.

The relationship will be outlined and defined in the signed and executed exclusive buyer brokerage agreement and highlighted below. So now that we've gone through this, and we said at the bottom that all parties agree that TLG is granted permission to ask the seller to pay our compensation on your behalf as a negotiated term of the contract.

If there's a commission deficiency and the seller is not willing to make up the difference, then the buyer will be responsible for the difference at the closing of your new home.

Guys, now I'm ready to present them with the buyer brokerage agreement, and there's no awkwardness around saying, well, what am I gonna put here?

Or, like like, oh, okay. Let's get to the point where I've gotta write in the daunting three percent. I go, I know you guys might have to pay this. I've already given them the menu. I've articulated value. We've honestly already discussed commission.

So now we're just building out the buyer brokerage agreement in a way that they're ready to sign.

So in in the they teach in the language of sales, and they teach, like, when you're doing things as customizing, Like, for someone, what's the rule? Three yeses get you to a yes?

Right? So if if I'm, like, if I'm if Karen and I are talking and I can get her nodding her head, and I'm like, well, wouldn't you agree that this is a a perfect scenario for you? And she goes, yeah. And you go, well, wouldn't you agree that if we could help you accomplish all the things that you wanted to accomplish that for the most amount of money and the least amount of time, wouldn't that be great? Yeah. Could then shouldn't we get this started and sign the paperwork?

So we're already engineering yeses.

They're going, yes. This is valuable.

Yes. This makes sense. Yes. I've agreed on the I'm I'm agreeing to the loyalty agreement. Right? Karen's nodding her head, and I go, great. Well, one more signature, and we can get started.

So this is driving us into the buyer brokerage agreement conversation.

So going back, remember, differentiation. Look look at all the things that I talked about in the beginning. Differentiation, right here.

Value, right here.

Right? Buy in, right here.

And, guys, here's the thing. Let's be completely honest.

I know a lot of you guys are terrified, and I know a lot of the agents right there are terrified about asking for three percent as a whole.

What's the worst case scenario if I go, look. I'm gonna give you the TLG elite plan at three percent?

No one's gonna say no to that.

So alright. I'm going to stop sharing screen, pull up the chat. We've got about, ten, fifteen more minutes left.

Give me some takeaways. Give me some thoughts. Give me some questions in the chat. Like, what are you guys seeing? Are you understanding where the opportunity now lies?

Right? Shannon says I always do three percent. Haven't had a bulk yet.

Well, Shannon, I gotta tell you, if you're if you're always getting three percent and you haven't had a buyer bulk yet, you're probably good at getting four.

Right? You're probably getting you know, there's like, so but this is the world we live in. Guys, we don't settle anymore. Someone is going to win in this market, and there's no reason it shouldn't be every one of us on the in this webinar.

I plan on trying to win.

So any questions specifically about this process, about creating opportunity, right, and guiding these conversations?

Right?

If you also notice about our menu, it's everything for our clients.

Right? It's everything for, for for them. Right? It's not about us. There's a little bit about us in the beginning, but it's basically all value, all value, all value.

Alright. Any questions? Any thoughts?

Anything I can kinda reiterate or go back over?

And and and it's okay if not.

I just wanted to make sure I'm I'm not leaving any confusion out there.

Brian Friedman, is this being recorded to watch a replay? It should be being recorded.

I'm gonna send, let's see, my contact information. I'm gonna put it in the chat right now.

So that's my email address. Win at t l g a t l dot com. You can follow me on socials at at t l g companies.

Kimberly asked the question. Is there any chance LPT can make a general version of the menu to be used by all agents?

You know, I that that's a question for someone with a higher pay grade than me. I'm just here going rogue trying to get you guys to bring value.

I hope I'll have access to this chat. Like I I told you guys in the beginning, technology is not my thing.

I'm, like, only slightly better than Danny Martin at this stuff. So if you guys, will shoot me an email. Right? Follow me on socials, communicate me in either way. And if you want a template, I'll be happy to get it out to you guys.

But if not, if there are no questions, I appreciate the time, guys. I appreciate you guys joining.

Parting words is every single one of us bring a unique value to our clients. Every one of us bring a unique opportunity to make more money.

If you're a little bit stressed by what's happening in the market and you're a little bit stressed about these new rules and you're a little bit stressed, like, just know, like, you're not alone. You're just like everyone else. But step one is stress.

Step two is confidence, and step three is absolutely crushing it.

Right? We can agree that the market is getting a little weird.

Let's get weird first. Right? Let's go out there and get weird in this weird market and make some money. You guys have been awesome. I'm here to help anyway. Follow me. Shoot me emails.

Tell everyone you know how great this class was, and, we'll hopefully get some more content out soon. You guys are awesome. Bye, guys.