Love it. Love it. We're excited you're here this morning. We're ready to go. We've had our coffee and our Wheaties.
I'm always way too caffeinated for these things. People think it's, like, passion enthusiasm. I'm like, no. It's just It's just pain in it. It's just heart palpitations.
But, I love that.
Hear bio life. I don't know what's going on.
Awesome.
Arizona, Stuart, Orlando, West Palm Beach, Texas, DC. Love it.
Alright. We're gonna give it a few minutes, guys, while people are jumping in.
The topic of this class is mindset.
Right? So we're gonna be getting our mind, our brain, our thoughts screwed on properly, ready to take this on.
Love it.
Alright.
Just so you guys know, in the chat while we're talking, you're gonna notice there's a toggle button to send the host and panelist, message, or you can send out a message to everyone.
Make sure that you are putting your questions in there. We will try and get to to your questions. Certainly, not all of them will be addressed on this call, but we are doing our best one by one.
Man, I do miss Hodges intro music.
Little quiet.
I thought David I was told that David was singing. I don't know.
That's what I was That's right.
It's only in the ten PM session.
You guys gotta sing.
See. For that. Uh-huh.
Yeah. We're we're in rare form on the ten PM session.
Right.
Alright.
Alright. Well, we're gonna go ahead and jump in.
You know, as I said, today's session, this eleven o'clock, is about mindset.
So we have great panelists on here. Cathy Trevino from Texas.
Adam, he has quite, or sorry. It's David, not Adam. I apologize. Has a quite large team in Atlanta. I'm so sorry.
Probably.
Apparently, I need more coffee. We have Michael Valdez with us, Amanda, Hannon, one of our regional directors, and, coach Dean as well. So quite the spread here for you guys.
But I just wanna jump in.
See.
I I do want to talk about, there's some conversations that I've been having with agents, and I just want to bring kind of those conversations into this forum because it's quite literally what you're going through and experiencing as the agent. So I wanna make sure we are addressing your concerns and your experience, and the conversations you're having.
So, one thing I wanna bring to the table or talk about start out with, I guess, we need to make sure as we're taking on all of these new changes, okay, and on a national level and at a national scale.
When you're talking with your clients, when you're talking with other realtors, it's important when we're processing not to, get overwhelmed.
Right? All of the information that is currently coming at us, we can we're taking in so much. We're processing so much at one time. It time industry wise. That's how we're going to get through this. So quite literally, when you're interacting, break it down into like, you just need to focus on the conversation you are having with your client in the moment to educate them, get the correct document side, and move through that moment. I think sometimes we can overcomplicate things when we're trying to process everything all at once, So it's really important to focus, you know, to a scenario or point we talked about this morning.
We submit a compensation form to a listing agent. They push back and say, no. We are not gonna use this form. We would like it in the form of concessions.
That's okay. Like, when I'm receiving that feedback, my goal is not to necessarily police, what form somebody else from another brokerage may or may not want to use. My goal is to serve my client and to take the next right step to get the property locked down for my client and my commission locked down. There are different ways I can do that with the current tools we have. Right? If they don't wanna use the form, okay, we can move to concessions.
I'm not gonna overcomplicate it or get worked up or let the anxiety that others may be feeling affect how I'm going to run my business and how I'm going to take the next step for my client and for myself.
So I just wanted to speak to that and say, I think it's really important, to to keep our head in the game and and for us to be successful in moving through this.
I think that's great advice. Thanks, Natalie, for sharing that. I mean, I'd like to just add to that. I mean, it's so very important. Like you mentioned earlier, we're gonna have agents who who are going to do it one way. Different brokers are going to be doing it different ways.
And so it's just so important to be flexible, to be able to pivot, any anytime during the transaction. Everything's negotiable. Keep an open mindset and be easy to work with. And then you're also gonna you know, we're gonna have agents who wake up on Saturday morning who have no clue of what's going on, and that's the scariest thing, because we're gonna have to educate them as well. And so just be patient.
You know, work through it. Like Natalie stated, ultimately, we wanna do what's best for our clients to make sure that we can get them into their homes that that the home that they're really, really, wanting. So thanks for sharing that, Natalie.
Yeah. Yeah.
And, you know, I think I think that's just so important. I just I just jumped off the Spanish language, call, and it turned to mindset. And it's it's so important to start thinking about this because there's so much noise that's happening right now, and we're trying to really be here as a support for all of our agents to really navigate this and navigate the confusion.
But, really, if there's a shift of thinking, here's what's really wonderful about this.
You are no longer, have a ceiling of what you can earn that's determined by the listing agent on a co broke situation if you're dealing with a buyer. Now you have an incredible opportunity to truly show your value, negotiate your value, negotiate your worth. The power is back in your hands.
This is actually an incredible thing for those that look at it in that manner. You're all the professionals. You're the ones that are the real estate licensee, license being the keyword there. You're the one that's there as the trusted adviser.
And now you could actually determine what your value is in that transaction.
Once we shift that, this is such good news for us. And how we navigate that on the other side, that's all gonna be great. We're gonna figure that out in the next couple of weeks.
But this is where you and your value are now going into this marketplace with no ceiling. This is a time to get excited, not worried.
Yeah. That's a great point, Michael. We're already seeing LPT agents get upwards of what they would have gotten before. We've had people come in and give feedback that they've gotten four and a half percent on buyer brokerage agreements, five percent on new construction, like, going out there because in the only difference between that agent and some of the other people on this call that might be feeling a little bit nervous is just that they took action.
Yes. They took advantage of the situation. Right? Like, they realized it's gonna rain. They took an umbrella, and they got after it.
Right? Like, that is what's gonna separate you because there are people in this market that are just gonna choose to survive, but, like, that's a choice. Survival is a choice. Driving is a choice.
So for all the agents on this call, like, step one, figure out how to fill out some forms. Great. Like, that's the biggest thing you gotta learn. Fill out the forms correctly.
Step two, you just got to realize who you are, what you bring to the table, and find a way to articulate it in a way that's gonna make you more money than you've ever made before. This is the biggest opportunity that most of our businesses like, I I've I've been blessed to interview teams all over the country, including running a pretty large team in Atlanta, and most agents have traditionally always been sixty percent or higher buyers to sellers. Mhmm. Right?
That's a fact.
So what if I told you that now for sixty percent of your business, you have a chance for a twenty to thirty percent increase in how much money you're gonna make? Like, that is a mathematical amazing opportunity. Right? Like and that's what we're facing, and and we get to make a choice.
We can either see it as something that's tough or see it as the opportunity that it is. But guys, like, I'm telling you, I'm watching it in real time. I'm watching people go from not a clue what they're doing to making more money than they made before. And that's amazing.
That's in a two day process. Right? A three day transition. So just imagine when we actually start when we get cooking.
Right? When we actually get out there and start making a difference. So mindset is everything. Understanding the opportunity is everything.
And it and it's it's not just hyperbole. I'm watching it happen in real time and real examples, and it's awesome.
Sure. Hey, guys. I mean, we prepare for listing agreements and listing presentations.
So why aren't agents preparing for buyer representation and buy buyer presentations?
You know, I think it's so important to look at it that way where we all know LPT agents are the best of the best here. So this will really give our agents and our our community, time to shine and show what we're all about and what we can offer and, you know, really what our value proposition is. So just think of it like that. You prepare for a listing presentation.
So let's do the same thing for a buyer presentation and really show the buyers how you're different and what sets you and LPT apart.
Amanda, I love that. Even even changing our language of saying, hey. I just got a listing. The next question should be great. Buyer or seller.
Let us start changing how we start thinking about this. And it's it's now it's now just having an agreement on both sides.
Absolutely.
I I I, you know, I don't know if you guys know the facts or not, but before all this really started happening, eighty five percent of the agents in this country did not have a buyer's presentation.
That's just amazing to me. But the thing of it is the emphasis wasn't on that. I agree with everything that everybody's being being said. It is about the mindset and the and the the, confidence.
You guys are getting confidence these next, several days, and confidence is gonna build mindset. Mindset's gonna build confidence. Confidence for you to talk to people as if you know what you're doing because you do. I don't know of any other, brokerage right now that's getting this detailed and to spending this much time giving back to you.
And and and I really appreciate the observation that we see out there of agents changing because they're getting more confident. And it is just knowing how to if you wanna build something and you know what to do with a hammer and a nail, you can build it. But if you have no clue what a hammer and nail is, you're just gonna go, yeah. Where do I go with this?
And this is the transformation that we have done so far, and this is what we need to continue to do. Have the education, be the professional, be who you are. Don't you can't fake you. Right?
So be who you are. But, you know, Natalie, you brought a point about everybody talks about, you know, how do you eat an elephant? One bite at a time. Do you know what happens when you eat the whole elephant at one time?
You get sick, and you possibly die. So let's not just, like, overwhelmed. Overwhelmed definition means that your mind basically shuts down. Don't let this stuff happen.
You do not have to do this by yourself. You are not alone.
Don't be afraid to ask questions.
There is no such thing as a stupid question when we're adapting to a new market like this. So just know the resources are there. The classes are there. I'm I'm I'm I'm available.
I'm the the corporate coach here. I'm available for any conversation whatsoever because we've gotta get this in the right direction to make sure that we're gonna be prosperous in this business. I have been waiting for this, Michael, for fifteen years. I've been in this business over twenty some twenty years now, and I did this type of practice back when I realized, you know what?
I'm not letting the listing agent control my income. I'm controlling my income. But in order for you to control your income, you have to bring value to the table. It's about your value proposition.
It starts, Amanda, it starts with the buying presentation. Mhmm. Let's get good at what we do, and and let's concentrate on what we do, and we will stand out. We have the tools.
We gotta use them. They're sharp and ready to go.
Yeah. I, to that point, I I wanna just, there's a couple of quotes that have been on my mind. One of them is consider the cost of inaction.
What is the price that you are going to pay as an agent for inaction during this time? And then you also have to realize, it go I think the saying goes, nobody knows what they're doing, but some people do it anyway.
Right? Listen, guys. You're not alone. We are all in the same boat here. We are all moving towards we're getting the same knowledge, the same uncertainty, the same guidance across all states.
You know, NAR is still working out some details, state to state, some states, state forms, they're working out details. That's okay. Like, you're not alone in this.
The point is now is the time for you to take the information that you are gathering from these sessions, that you are gathering from your state trainings, and start customizing. Okay. What is the action I'm going to take as an agent to better serve my buyers and to level up and provide a higher level of service?
I love what Amanda said, a buyer presentation. And the fact, coach Dean, that stat is so high. Did you say eighty five percent?
Eighty five percent of the agents was not having a a buyer presentation prior.
Right. Right. So we I knew I know LPT, we're working on our tools to get some of that in your hands.
I saw an idea. It it's not my idea, so I can't take credit for it, but I thought it was brilliant.
The idea of maybe incorporating a buyer agent weekly report for your buyer.
So every week, you are sending them something templated that you have created that's visually engaging, maybe on Canva or some other source like that to give a account for what you have done for your buyer that week. Hey. Here's the number of properties we've toured together.
Here's the properties, you know, the number of properties I've looked through and and sent to you individually.
Hey. Here's the number of expireds I've talked to this week or sellers who are thinking about listing. Maybe their home is an option for you as an off market deal. Right?
This is how many doors I've knocked on this week. Again, showing that you are the professional, that you are getting out there and and working and actually looking for homes on their behalf. Hey. I'm not gonna sit here and just plug your email address into my MLS and sit back and wait for you to find a home or wait for you to to see something on Zillow. I am proactively, as your agent, looking for properties for you, And I'm getting some kind of visual representation of that to my buyer client every week, could go a long way and be something different.
Yeah. I see David changed his name to Adam, and it literally made me chuckle.
So that's that's funny. Yeah, guys. I mean, there's lots of creative ways that we can go about this. The point is I know that you're feeling uncertain.
We know that.
You just have to take the next step and take action. Once you start taking action, these things start coming together and solidifying.
Your confidence continues to build.
And I just wanna add to that too. I mean, I think a lot of times, like, right now, it is scary. You know, there's a lot of agents out there that are are terrified of what's going on, how to how to how to maneuver through this new process. But just know that you have an amazing team of, agent of of brokers and managing brokers and and compliance, you know, that are here to help you along the way.
Make sure that you're going in and submitting tickets if you, you know, if you have questions or reaching out to your to your broker directly. We're all here to help and make sure that you get through your transaction, you know, easily as easily as possible.
And, and then, of course, you know, we I I think someone mentioned it earlier, but I don't know of another brokerage that's offering us this many classes and training. So, you know, make sure that you're taking the the the classes, sit in through as many as you can, whether it's whether it's LPT training or with within your local, state, national. There there's so many resources out there, but familiarize yourself with everything that's going on because it's your business, and you need to take control of your business. So, you know, just know that we're all here to help. You're not, you know, on an island.
I love that. I love that. It's it's about building value, isn't it? Right? I mean, if you wanna get paid, you have to bring value to the table.
How many years have we done just, oh, don't worry about my commission. The seller will pay it. And, I mean, my thing was like, wow. Do you really want the seller to pay me or you know, because that's that means they're in control.
We have an opportunity that the buyers have an opportunity to hire somebody now, and we need to be able to to to step up to the plate and say we are that person. Just remember, if you have to convince somebody that you're the best, you will convince them until the day of closing. If someone hires you because of your value and because of your proposition and what you're giving them and tell them that you will do and won't do and then doing it, that's where you start creating that value of what your net worth is. You know, when I was doing this business early two thousands on a very full time basis, I didn't settle for anything less than four percent.
I have four percent from my buyers, and they paid if the other a if the selling listing agent didn't. And my listings, I did seven percent on my listings, and I got four, and I would give three because I create a value package that was bar none. And I did went over above and beyond. You all can do this, and I didn't have the tools that you guys have today.
Right. You have the tools to be able to do that. I keep going back to that, but this power pack has been is far more, far more proven than the two years we've been in business. This has been in business for eight years.
It's helped thousands, sixteen to twenty thousand agents across the country. This tool works, but we've gotta use it. Otherwise, if it just sets in the toolbox, we're trying to create our own value. Our value is here.
Just get the magazines out, get to know them, present that to people, ask questions, get them to know, put become top of mind. We've got the tools. We just need to build be able to put them to work. But I'm telling you, you from personal experience and from the experience of agents that I've been coaching, you create value, you create income.
David, you talked about that. We have an opportunity to increase our our income exponentially exponentially. It's weak, but we've got to bring the value. We've got to talk about different things that they're looking for.
Know our client. Know what they're really looking for because you gotta face the facts. Buyers really don't know what they want until they see it. You have to be able to bring that to the table with them.
You have to listen very carefully. You have to write a lot of scrupulous notes of exactly what they're seeing because they'll see one thing in one house. They'll go two houses later, and they'll hate hate the same thing they love. Right?
Because they're not putting it all together. You have got to bring that together. We have treat our treat our buyers, just like we did our sellers over the past several years, even better. The more we bring value, the more we bring service, the more better of an agent that we're gonna be.
And I'm just telling you, I want everybody here right now at some point in your life to be able to retire. Yes. A real estate agents can retire. And if you put these tools to good work, you got it.
LPTs put that together for you.
I would like to say too, let's see.
I would like to say too, focus on things, this idea of buyer presentation. Right? Focus on things that's going to save your buyer stress, time, and money. Okay?
These are the things that we need to be focusing on to help prove and provide that value.
And, also, remember that you are in a sense when you're talking with a buyer when you're talking with a seller, you are selling yourself as well. Penny has a great resource and knowledge base, buyer consultation. It's actually very lengthy, a bunch of specific questions that you can sit with your buyer and walk through them.
So I highly recommend that everybody takes a look of that in knowledge base as well. Incorporate that into your presentation so you can actually connect and get to know your buyer. I'm not gonna just ask them the general questions, how many bedrooms, bathrooms, what location.
You know? I wanna get very specific as to understanding their needs because that provides the opportunity for me to connect with them. And that is ultimate ultimately, the goal is to connect with the client, not just serve them. Like, we wanna take it to a deeper level.
You know, I in in mentoring agents when I was highly focused on the mentor side, we would talk about ideas all the time as far as exposure and getting to know people. You have all these opportunities to serve your community. You know? Like, you're in your h o you are in your community, guys.
Most communities in Florida, I can't speak for all, but I know a lot in Florida do have HOAs. Right? We we have these events. Like, become the event person for your HOA, for your community.
Host these things for holidays. When I show up to do a buyer presentation, when I show up to do a listing presentation, I already have dog treats in my purse. Right? I already have some kind of sucker or treat for their children and and ask for the opportunity to give them something.
Come up with targeted specific ways to find out more about them, to be intentional and listen, and then to also connect and provide professional value as well.
I know we typically give out our experience, as an agent and say, oh, well, I've sold this many houses, and I've saved my client this amount of money and things of that nature. Put how you're involved in your community as well.
What cost like, what projects are you working on to serve the community? Add that to your resume. Make sure that you're connecting with people, like, on a human level, that we're not just trying to be all about business. It really does make a difference, in staying top of mind and for referrals, for future deals.
So, yeah, I I just wanted to insert that there.
David, Adam, you look like you have something you wanna say.
No. I I I love all this, and, I mean, you're exactly right. Like, value think of think of the things that matter. It's cash or convenience.
Right? People value cash or convenience. People value you being able to deliver an experience. Like and and we move into this new space, like, you have to think because, like, what you think is valuable as the agent is irrelevant.
It's what the consumer thinks is valuable. So figure out, like, put you you at some point when you're making these presentations and you're figuring out how to articulate value, you have to take your agent hat off and put your consumer hat on and go, well, what would I wanna see if someone was if I were gonna pay David, Adam ten percent to help me, facilitate a transaction, what would I need to see from Adam? Like, what would I need to see? Right?
And then make that list. And but, like, that's the consumer hat. And the minute we start thinking like consumers and we think around that value based, like, you make a list and you come up with the five to ten things that would you would need to see, and then all you do is practice articulating that. How do I sell that?
Right? Like, we talked about all these great things. Like, you guys don't understand you're already better than everybody else for this market because you're sitting through these webinars. Right?
You're sitting and you're hearing from great minds in real estate like everyone else on the panel, and then you got me too here, which is just by happenstance. But, like, that's amazing. Like, and you guys are empowered. Like, think of it as part of your presentation when you say the average agent probably took one class.
The average agent probably spent an hour trying to figure out how to help their clients win. I want you to know that, like, me personally, I sat through over, what, fifty half hour sessions, so twenty five hours worth of training so I can help you and your family win. Like, that's the differentiator.
Right? Just start thinking of the things that separate yourself from the field and never waste an opportunity to tell people how great you are.
That's the key. Right? Like, know like, you've gotta get out there, and you've gotta let people know the trainings that you've done and the, the the things you've accomplished and what you do better than the average agent. Like, you've gotta get out there and and articulate that, and that's on us.
The people that master the ability to do that are gonna make unlimited amounts of money, and those who are afraid to do that are just gonna be, like, in the waves. Right? Like, moving with the tide. And, like and that's that's not what any of us signed up for.
Right? I I love coach Dean's idea of a retired real estate agent. Right? This is your chance to take action.
This is your chance to make something happen. A lot of you guys are sending emails in the chat too. There's no way I'm gonna copy them all, so I put my email in there. If you shoot me an email, I'll be able to facilitate, but there there's zero chance I'm copying all those guys.
So Thank you for doing that.
Yeah. Definitely reach out to him so David can get the information to you. I still feel so bad about that. That's I'm not gonna let that down.
It's, you know, it's really important, guys, that you know that you're not alone. You have a group, LPT leaders and executives who are here to support you in any capacity we can.
I know a lot of us, we're not just available on these type of, conversations, but also making ourselves available at the state level to agents and personally. I know a lot of agents have reached out personally as well. That's what we're here for, for your questions and concerns.
You can do this one step at a time, one day at a time. The next right thing to do is just take the next step.
One by one, we'll win in it together.
We're gonna go ahead and wrap this session up, but we will at four o'clock be having our BBA town hall, which is more of a conversation type style with a lot of questions.
So I hope if you can that you'll join us on that call as well. There's state trainings going throughout the day like we announced earlier, and we really appreciate everyone being here and giving us your time. We know how valuable it is. So thank you so much, guys, and enjoy the rest of your Thursday.
Thanks, everybody.
Thank you. Have a great day, everybody. Bye.