Gonna introduce us here in a second. Welcome, everybody. We're gonna go ahead and get started. Lewis is leading today's call. He's been so gracious Look at him. To kick us off. So we're gonna get started right at four zero three.
Such a swell fellow, this this fantastic co VP of mine, Lewis Farman.
So today, I'm joined by Patty Sanders, one of our amazing brokers. And coming from where? So North and South Carolina. You're doing both. Right? You're doing both?
No. I'm doing just a few in North, South, West Virginia, and Alabama now.
Yeah. She is she is doing it all. And we've got Natalie Cox, one of our amazing Florida brokers. And I can't I honestly can never keep up her titles because she does so much for the company. I just call her like, jack of all trades.
Agreed.
What what is your what is your working title these days?
It is VP of agent community.
Yeah. Which means that you do everything. Yeah. VP of I do everything.
A little bit of everything.
VP of we do it all. Yes. Alright. Awesome. Cool. Well, we'll get started right at four zero three, give people an opportunity to join. Today's topic is going to be conversation with sellers.
And, we're gonna go through what that sounds like as people as you're taking new listings, as you maybe are talking to your current listings that are gonna have offers that look a little bit different. Most of them, I would imagine, probably have a pre negotiated commission, that was, you know, unless you you took it in the last week or so. But we're gonna kinda go through that. What does it look like for our current people?
What does that conversation sound like? How do we explain the new type of offers that are coming in? And if that prenegotiated commission is there, what does that conversation sound like up to the buyer's agent who may be calling and say, are you guys paying a commission? And then we're gonna transition to what a future conversation sound like so as you meet people tomorrow and going forward.
So that's gonna be today's topic. We'll start at four zero three, and Lewis is going to lead the way for us. You you've already kicked it off. It's it's it's a start.
Yeah. I'm gonna kick it off and kick it right over to you, and you're gonna guide us through this this path.
So before you guys jump on, just so you know, we're always trying to figure out who's gonna kick it off. And, like, ninety five percent of the time, I'm just like, I'll do it. It's no problem. But today, we're gonna see some other talent. We're gonna see my most people think my brother.
My brother's talent to roll us through today. That's what we're gonna do. I'm just gonna spotlight it so you don't even have an opportunity to get out of it. Man. Is gonna make you the only thing people can see.
Has all the controls in.
Oh, man.
Jeez.
Alright.
So it is four zero three. So, again, guys, I'll just kinda go over the top again for those who, who just, who just joined. So today's conversation with sellers, we're gonna tackle it from a couple of different angles. One, we're gonna talk about the conversation with your current sellers.
Hey. I've had a listing for a couple of months now, a couple of weeks, whatever. And we had a pre negotiated commission, five, six, seven percent, whatever that is. And, basically, we already have a a earmarked amount that we are gonna be, you know, sharing with the cooperating agent, the buyer's agent.
So we've got that scenario. What does that conversation sound like with the seller? What do we advise them as how we will go to market? Is there anything that we need to change in the listing agreement?
So we're gonna go through that. And then the next part of that is what happens as we take listing agreements starting tomorrow where that renegotiated number is no longer in the listing agreement. And, again, you will have to reach out to your state brokers to see exactly how that form, how your listing agreement has changed for your state. But at a high level, it's not there anymore.
How do we have that conversation with our sellers? And then we'll kinda circle right back around to our current listings. We're getting offers. They are now being asked for compensation.
If it comes in at two percent and you are offering two and a half or three percent, you know, what does that conversation look like to help them understand the differences between the two? So that's where we're gonna we're gonna start. So, Louis, I'm gonna kick it over to you as promised to get us started with. If we are if we have a current listing and, you know, if we had that prenegotiated amount, what do we need to do?
What kind of conversation do we need to have with the seller in order to help them understand kind of where we are today and, and how we're transitioning?
Yeah. So let's let's maybe first start off by talking about what not to say. And what I would caution you guys with with bringing up, and that's, you know, the sky is falling in doom and gloom. You know, we gotta be very careful that, yes, the industry is going through a change.
Yes. We're going into a world in which, you know, buyer agent commissions are no longer being advertised on the on the MLSs by the sellers and etcetera. But for many sellers, they might not even know that these changes are happening in the industry. So we gotta be extremely careful with how we present this to our customers, because we can either scare them off, you know, reduce our credibility, maybe not convert a listing presentation as we're trying to secure that client.
Because if we're scaring them off, etcetera, and the seller's intention is merely to sell their house, then we're gonna lose them. You know, we shared an example of this a few days ago where we had an agent who, you know, was in a series of a few listing presentations. I think he rolled number four out of, you know, a few others. And, you know, the seller indicated to that to that listing agent, hey, listen.
Like, I had three other listing presentations before you, and the whole conversation surrounded was surrounded by this buyer broker commission, this doom and gloom, the the sky is falling. And I'm like, I just wanna sell my house. Like, what is the strategy for me to market my property, to list the property? Like, what does the road map look like?
This is my first time selling a property. Like, I've never done it before. Yes. I've been on the buyer side, but that was, like, fifteen years ago.
Like, I don't know any different, and and I don't know any other way. And, you know, that particular listing agent was able to recognize, hey. This is an opportunity now for me to position this seller in a very different way. You know?
I'm now able to, you know, guide them through the pitfalls, through those bad drivers as Robert called them that came before me, and reposition them in a way that's, you know, more focused on what their ultimate goals are. So, you know, first, you know, when when we're having our conversations with our sellers, I would recommend to not, you know, put overemphasis on this doom and gloom, on this sky is falling. You know, we've been dealing with it for many months since NARS settled their lawsuit back in March, but that may not be the world that our sellers are living in. And then, you know, when we're talking about buyer broker commission from the seller's perspective, it's really just money.
Right? Like, it's all just net values in terms of how these things are gonna be negotiated.
You know, another thing that I would not recommend that you do is, you know, set wrong expectations with your with your sellers. You know, I would not, you know, per se, you know, counsel our sellers that, hey, you know, we no longer have to pay buyer broker commission. This is great news. When an offer comes in recommending a buyer broker commission, let's reject it.
Like, that is going to shut the door on many opportunities. Like, my advice and I think the advice that you've heard us mention frequently is, you know, keep the door open. You know, we are willing to entertain any offers that come in. Because remember, as a listing agent, when the property is active on the MLS, your main goal is to get as many showings as possible to the property.
So you don't wanna say things that are gonna prohibit a showing from happening. We shared this on real estate first where once the buyer is inside of the house, emotions are gonna kick in. You know, dollars are gonna mean something different for them once they're in the kitchen, in the bedrooms, doing their thing. You know, they're gonna get a different level of excitement.
But then once a buyer likes the house and they're ready to submit an offer, we don't wanna say things before that offer comes in that's gonna prevent that offer from coming in because we want the offers coming in. We want, you know, offers to be presented to our sellers.
So we don't want to do things that are going to preclude our ability to not only get more showings to the property and getting offers on the table, and that begins with setting the right expectations with our customers, with our sellers. So if those expert expectations are incorrect, now when these things are coming in, we're gonna have to readjust it. We're gonna have to recalibrate it. And it could be much more difficult to do so at that time. So with that said, I'm gonna kick it over to the our other panelists and see kind of their thoughts.
Yeah. Exactly. Don't be a mind reader. Right? Don't walk into that appointment and assume that you know already what the seller is thinking, what they're going to ask, what their position is going to be.
You honestly don't know. Don't put yourself in that position. So kind of like Lewis said, let them be the driver of the conversation and the questions.
Our job as agents is to bring strategy and value to them, ways how we can market their property differently than any other agent.
I just would not go in guns blazing being like, well, I know you've heard all about this and just start filling their ear with details that maybe don't concern them at all.
So I would definitely recommend that. I would also recommend at the same time, I would not tell your seller, well, if we don't offer at least three percent, no one is gonna come see your property. Okay? You also don't wanna strong-arm your seller into saying they have to offer commission. That is the whole point of this settlement.
Right? We wanna let them know they do have options. Hey, we can look at predetermining a commission if that interests you, or we can look, as Lewis said, negotiating as offers come in.
It's really important to make sure they know they have options, the strategy behind each of them.
I I do wanna speak to listings that are currently active right now. I just wanna do a call for that because we are seeing a lot of, issues and questions swirl around sellers who have their property currently listed.
One thing is you do need to, at minimum, provide the the NAR disclosure.
This is gonna vary state to state. I know Patty has some really specific states, but in Florida, for sure, you do need to issue that national NAR disclosure. Doesn't have to be signed. You just have to send it to your seller. There's a copy in Dotloop for you already to be able to do that.
And the other thing is as you're talking to your active listings and your active, sellers right now, if they bring this up, if they give you a call and they're like, hey. I know we have my house listed. I know I'm offering three percent, but I'm seeing all of this on the news. Can you tell me what's going on?
It's the perfect opportunity for you to practice and articulate, right, explaining the situation to your seller and also talking them through, as Lewis said. Our job is to get the highest number of people in this property as possible.
That is going to give you the highest likelihood of getting the best price for your home.
But you also need to, make sure that they previously offered.
If they wanna do that, guys, make sure, first of all, that you're not under contract. Okay? You can't flip the switch when you're under contract. This is while you're still active in marketing, and make sure that you get a modification to your listing agreement because the seller is now changing terms of compensation, and we have to have the proper paperwork for that. It's not just like, oh, how do I feel today? Right? You gotta make sure that you solidify your paperwork.
So I know those questions are gonna come up.
I would say in conversation with, sellers when you're doing listing appointments and you're trying to gain more business, that you explain, like, hey. Just because this settlement happened, doesn't mean buyers all of a sudden have had some crazy infusion of cash in their pockets.
Buyers are still in the same scenario.
They're still up against high interest rates.
They need cash to get to closing in a lot of circumstances, and so paying a buyer cooperating, commission is really important to them because they wanna have representation.
Just walking them through and explaining, like, the settlement did not, all of a sudden change the needs of sellers and buyers. It just changed the way that we conduct business from, like, a paperwork standpoint and a transparency marketing standpoint.
So that would be what what I would say.
Fantastic. Patty, we'll turn it over to you. You've been everyone's gonna get a turn here today.
Yeah. No. So I just had this happen this afternoon before this meeting. I had a listing agent reach out.
She's like, my sellers are freaking out. She's like, I've tried to calm them down. Can you talk to them? One on one, sure.
Not a big deal. Their request actually came up in a meeting yesterday. They wanted they wanna know if they can see the buyer agency contract. Right?
We're not no. We're not we're not doing that.
Not just like they can't see yours, you can't see theirs.
So we did. We walked through the steps of having the hard conversations and being able to have those explanations of setting expectations. If you don't want to offer it to the buyer agent, great. Now we're gonna track what's gonna happen over the next ten days.
How many phone calls are we gonna get? How are we gonna answer those phone calls? What does that look like? You collect that data.
And after those ten days when they may or may not have had as many showings as they want, you can go back to them and say, hey. This is what it looks like.
Maybe we wanna change our strategy. But they're looking to you to guide them on that one hundred percent. So go in there confident, have the conversations, explain the scenarios, give them a sample contract. When we get a contract, they may ask for seller concessions instead of just a buyer agency comp. Like, maybe they're looking to get those funds somewhere else because you said no upfront.
Just because a seller says no upfront does not mean it's not gonna happen in the contract. Everybody can change their mind. Everything's negotiable. So it's just kinda keeping them calm in that they're going to see different things come in, but it's not the end of the world. So, that's my biggest thing. Like, especially with agents, know your market, know your people, be able to have those conversations upfront versus having to be defensive later about why didn't you tell me or why is this happening. Well, remember, we talked about this could happen.
So just keeping them informed.
I know agents struggle sometimes because they feel like they're giving the doom and gloom. But the more information you can give them about the possibility of that process, the better prepared they'll be later on.
I I love that advice, when I hear that the takeaways from that, which is one, let's show the seller what a blank buyer's broker agreement looks like. Hey. Here's what when people come to your house, here's what they are going to be under this agreement. And if you are saying that you are no longer offering compensation, you are essentially changing the price of your house by, let's say, an average of, you know, three percent.
So you're making it that much more expensive. You are already at the top of the market where comps say that your property is. And so if you are saying that you are not gonna pay a a compensation piece, then to the buyer, you're really changing your you know, you are out you're you're outpacing the market. So you're either gonna have to come down, right, or continue to offer it at the same price and offer compensation.
That's really the way that it works. Like, we're just looking at the numbers. You're just explaining to them how the dollars are flowing. But I love giving them the opportunity to see, hey.
When people walked inside your house before, this was automatically assumed. I know we've got this number for two and a half percent. If you'd like to keep that and when people call, if you'd like me to say that, I can do that or I can't. You know, we we can have that conversation and strategy on and and let them guide you on what they're most comfortable with because remember, we are, you know, guiding them, hopefully, on the best practices.
But at the end of the day, we're fulfilling their their desires.
So you'll have that conversation, or we can remove this piece. We can wait for it to come in. We can let it be negotiable, but this is what it's gonna look like. This is what representation looks like on the other side.
And so let's just, you know, be be open and honest about that. And so that is, I think, a fantastic approach to have with a seller today who maybe doesn't understand. And you guys also have to remember, there's gonna be a period of time, but we're gonna call it transition time, where people are hearing this for the first time. Hey.
Listen. This is my third or fourth house. I've never had to do this before. I'm questioning whether you are telling me, you know, the truth or whether you really know what you're talking about.
There's going to be some level of, like, you know, test there to be like, let me see if this guy's really, really on the level. But two or three years from now, it's gonna be so normal that we're not going to have to go deep into it. And so that period of time, that change, and you guys hear me talk about this all the time, opportunity is birth through change. So that change, the people who can more succinctly talk about, hey.
Here's what's changing. Here's how the best strategy to adopt too quickly so that you can get the best return on either purchasing a home or selling your house, whatever it is. Those are the people who are gonna turn this change into an opportunity and gain market share. And that's what you gotta be thinking about.
Not how do I, you know, keep myself from slowing down or how do I do what I do today? Everything just stays even even status. How do I go faster? How do I use this opportunity to go further?
And that is the mindset that you really gotta ultimately be adopting. And so, again, guys, it's just a transition period. Think about this as like, hey. I know other people are gonna stumble.
I'm going to jump. So I'm gonna jump right over you and, you know, capture that business that you weren't capable of doing. And so I love seeing people on two to three Zooms a day just hearing this over and over and over again because it starts to shape your ability to talk about it. It starts to shape your ability to explain it.
And I know we are so blessed to teach it all day long because the best way to learn something is to teach it. And so for us, it's a it's a tremendous blessing as well too. So you guys are sharpening us just as we are sharpening you, but that's why we are a big team. Right?
We all have to do our part to support the customer, which is ultimately the North Star. So, with that being said, Louis, I'm gonna turn it back over to you. See you. I thought it was.
I'm just gonna rapid fire into people. I'm jumping on the Zoom side.
I mean, I think it's an important point part. Right? That, you know, we we are in a transitionary period, guys. Like, you know, what we're feeling right now, what we're experiencing right now is going to at some moment, I can assure you, it will stabilize.
Now whether that's a month from now, six months from now, a year from now, you know, we don't know. But there is gonna be a recalibration in our industry. It's just getting there. You know?
It's it's no different than before. It was normal to publish, you know, buyer agent commissions on the MLS, and nobody asked questions. You know? Buyer's agents never ask questions whether, you know, a property was advertising three percent, two and a half percent, two percent.
You just took it. Right? Like, they that was just normal in our business. And, yes, right now, there's a change happening.
Yes. Right now, there's a few unknowns in terms of how this is all going to apply. You know, we keep, you know, describing this notion. You know, we know what the black and white rules say.
We know what the elements are. We know what the requirements are. There's a lot of interpretation happening right now. You know, we have different attorneys interpreting the language.
We have different state associations interpreting the language. We have brokers interpreting the language. At the end of the day, how is it all gonna play out in application? And that's where only time will tell.
You know, now is there gonna be additional precedent that's gonna come out based off of, you know, different rulings that take place at different times? Absolutely. But that's when we have to stay nimble, and we have to be prepared for that, and we have to understand that that is the dynamic that exists. And granted, we get it.
It's gonna be a little bit challenging because there are gonna be agents on the other side who are not doing the same things you guys are doing on this call, rolling up the sleeves, taking the time to learn these changes, get more familiar with these changes. You know, you are probably gonna be on some transactions in which the agent on the other side is not as proficient with these changes as you are. But, again, that creates opportunities for you. That creates opportunities for you to take charge and and really push, you know, and and advocate for your clients in a totally different way.
So, you know, yes, right now, you know, we have these unknowns. We have, you know, what's to come starting tomorrow. We have these interpretations that are happening. We are in this transitionary period, but we will land at a place in which these things will stabilize, and there will be a new just normality that exists with all of this.
Alright. Perfect. Okay. So, Joanne asked, is anyone else here? Yes. This is a genuine live class. These are not prerecorded.
Every single one that you have attended is live. So this is proof. Is anyone here? Yes.
This is we are all actually here, and they are they are agents in here as well too. Okay. So we we can turn over to the chat and actually answer some questions live. If there's anything that you're thinking about, any objections that you are currently having, we we're we're happy to kinda talk through that, and we may even bust out some role playing.
I'm gonna I'm gonna put some people on this. No. I won't I won't do that. I will not do that.
But, yeah, we were happy to answer any questions. I know a lot of people are just asking, hey. Wait. You know, what's the best way to approach it?
I've heard this objection. How would you go about it? We are happy. We are happy to do that.
So let's go through. She said, I didn't see any questions at first. No problem yet. It's only you can only see from after you join.
You won't see the the ones that were before you were here. Okay. On the news last night, the focus was dollar signs telling consumers now that seller will save thousands of dollars. Yeah.
It's so funny. And, yeah. Now we have the mission to educate consumers. It's not about the money.
It's also about the the focus of transparency. It's solely about the the the transparency. The headlines are gonna say things to get people to, you know, click and watch the article and be like, oh, yeah. This that's not true.
And I will tell you what. And this is gonna sound this is gonna sound fairly controversial.
Right? Because this is this is early in, and I'm calling it. I think commissions go up. I genuinely do.
I think that people's commissions will go up because we had this thought process before where you were like, hey. I it's I'm not allowed to actually negotiate my commission as a part of the contract. Everybody knows that. That would have been a violation.
You would have been in trouble in yours. I know here in store Florida, that would have been a big deal. I've had to save agents from litigation who try to up the commission amounts through negotiations. You are not.
That's a big no no. So now you got into this mindset that, hey. I am paid whatever the sellers offered or whatever the listing agent wanted to give me or whatever whatever that conversation was that I wasn't a part that's what, you know, provided that was what produced my value. And if that was two and a half percent or two percent, I remember when COVID when things were really hot and builders were like, hey.
We're doing five hundred dollar flat fees or one percent. You know, Ryan Holmes. I won't say additional names. You know, there were a lot of builders who were who were pretty crummy about it.
I will give a shout out to Doctor Horton. They stayed at three percent. Love those guys.
But my point was is that that was what was being offered. Right? And it was we had no control of it regardless of how much value you were bringing to the transaction. And so you started to fit your value based on what other people told you it was.
Right? And there's still a free market that's gonna ultimately judge that, but that wasn't the party who you were providing the value to. So now you're on the other side of, hey, I can actually provide value to the buyer. We've gone through the list multiple times of what that is, which is, hey.
They're gonna value communication skills. They're gonna value negotiations. They're gonna value trust and honesty. They're gonna value these things and experience.
And so if you're doing that at a high level, you could probably potentially increase your commissions from what was the normal two and a half to three percent that you frequently saw. So I believe that the smart agents will figure out how to add the value to increase the experience of the consumer so they can make those higher commissions. That's what I believe is going to happen. Now this class is about the conversation with sellers.
So how does that world translate to the seller? So the seller is going to then start receiving offers where someone say, hey. I'm providing this guy four and five percent worth of value, and I'm asking you to pay for that. Right?
So that's gonna be a negotiation.
Now what happens if there's a big discrepancy between the two? Well, that can be amended. Right? You can always amend it, but as Lewis will say, it has to be was the what's the legal term?
Objectively ascertainable, the commission on the Correct.
Whatever that means, it means that you have to say the exact number. So you can't say a sliding scale of, hey. I'll charge you between three and four percent. You have to give the exact number.
Hey. I'm going to charge you three percent. However, if you're unable to really pay any of that and the seller is not willing to provide that, then we can just like anything else has to be executed, an addendum to amend that so that you can do whatever the pre or the negotiated number that you have with the seller. So that's how that whole dynamic works.
But explaining that to the seller is going to be important because now they're going to basically say at the end of the day, I'm just looking at my net number. Like, how much am I gonna make at the end of the day? And so then you can have that conversation that says, well, we're gonna price it right here. You can kinda keep in mind that most offers are gonna be this is around the reasonable number that people think, you know, buyer compensation will be.
You're probably going to see this most likely, and this is going to help you stay most competitive.
If we pull away too far from that, again, we may be a little less competitive, but we still may be able to, you know, you know, accomplish your goal. If we offer zero, you are now increasing your pricing. So you're really going the opposite direction. So you're trying to make more money, but you're really gonna have less and less people come to their home.
It's gonna sit on the market. You know, the spiel from there. So that's really the psychology that you are going to be helping people understand as we are getting to this world. Again, two years from now, nobody cares.
It is what it is. Man, I will tell you, we have homes in the British Virgin Islands. That's where my my father was born, right, where we grew up. And, that's how it's always been.
Overseas, it's all it was always like that. There was never pre negotiated numbers. And in commercial, a lot of times, there's no pre negotiated numbers. Nobody cares.
Everyone understands that that's just what's going to happen. It's this residential piece that's happening in the US that started to change. And so because it's changing for us, it feels like a big deal, but it's really not, guys. It really is not that big of a deal.
And the people who are licensed next year, who come into this environment, who that's all I've ever known, it's not gonna be anything to them. So definitely do not let those people pass you because we're still struggling with what used to happen. So anyways, that is my that is my spiel and my my mindset kind of piece for you to be thinking about. Pick what what makes sense for you.
You know your sellers. You are the captain of your business. We're here to support whatever decisions you think that make the most sense. But I would tell you the the the best advice that I've heard in terms of the conversation with the seller is to say, hey.
I'm gonna be three percent. You know, this is the services that I'm gonna provide. Look at all the things that I'm gonna do, the marketing materials, everything that Listing Power Tools provides you to army to say, I'm a top quality listing agent, and we need to be open to whatever the offers look like. You may get a cash offer that wants a ten day closing with all the perfect terms, but that person's asking three percent.
And you may say, Hey, I'm open to doing that. Look at what open door does, right? They basically say, Hey, I'm gonna pay you less for your home for the convenience of picking your closing date and all those things. There is elasticity there.
People will pay for convenience. And so when you translate that to the buyer side, people will pay for convenience and expertise. Like, it's just the way that markets work. People are are willing to pay, you know, post closing, of course, for performance based, you know, compensation.
So that is a lot. I know that is a lot. I've been talking about this a lot, so it's coming off my tongue very quickly. And, and you may be hearing this for the first time and that may maybe you may need to rewatch this to truly understand what I'm saying.
Or go back and start watching some of the ones that we've had over the course of this week and just keep the repetition going. I promise you, the more you watch it, the easier it will become, and you'll be like, this is not a big deal at all. This is such a great opportunity for us. I don't know why this wasn't like this before.
You will start to have that feeling. I guarantee you. And then last thing I'll leave you with is we saw that the homeowners who were in the settlement, you know, that the the reward, if you apply and send the stamp and then do all that, thirteen bucks. Right?
You can't even get a really good Starbucks for thirteen dollars. I mean, and and you know? So that was a wash. Yeah.
The lawyers got paid. They're happy. We're doing all this training. We gotta make something good happen out of this too.
So, that's all I've gotta say for that, guys. I appreciate you guys as always continuing to to invest inside your careers, spending time with us, allowing us to teach you and guide you through this process, allowing us to become better and sharper at it. And, of course, we are here together to support the customers, the buyers I'm sorry, your cost your clients and your and and the consumers, which is now as it's called. And, and and we're here to support you through the process to help you grow your business.
I promise you, you are worthy of making the commissions that you never thought was possible. You are worthy. It is possible. This everything that we are doing is so that you can understand and prepare yourself to do that, to set yourself up for success.
So don't let this fall on idle. Ears, put the things into work. You guys are I promise you, you will appreciate this. In a a couple of months, you're gonna realize how far ahead you are on the curve, and you're gonna realize that we are really a a fantastic team.
So thank you guys for everything you're doing. Have a blessed and prosperous weekend. If you're joining us at seven o'clock tonight, let me tell you what the topic is for that one.
Seven o'clock is the road map for current customers. So that conversation is gonna center around what does it look like for people who are current you're currently working with. You didn't have a BBA or even mention it at the start of your interaction. You may have been working with them for several months or weeks or whatever that number is. And now tomorrow, in order for you to go see that next tour, you got to have this if you're doing things the right way, which what we're asking you to do. Don't play around. We don't want you find or any other things happening to you.
That you have to have this this buyer broker agreement in place. And so we want you to proactively have those conversations. So it's not like, hey. Let's go see this house.
You're like, well, wait a minute. Let's do this. And now there's this friction point. Proactively set those appointments.
So we're gonna talk through what those conversation, those best appoint best best approaches will be at seven o'clock eastern tonight on, road map for current customers. We'll see you guys then.
Bye, guys.