What's up, everybody? Welcome to the seven PM session of the BBA marathon.
We're gonna give it a couple of minutes, let people filter in.
When you do get in, though your location in the chat, I wanna know where everybody's at. And I also like I've I've said a couple times, like, we can't see you guys, so I need a a little bit of proof of life, helps a little bit in the chat. So if you're here, tell me where you're from.
I think, Jeanette's in the in the room. She might be our star student. She she hits a lot of these, which is awesome.
We'd love having repeat. Lisa?
Awesome. Lots of Florida. Yeah. I love that you guys are joining us on a Saturday at seven o'clock at night.
Oh, you should have seen that last night at ten PM. It was nuts. Like, the later it got, the more people that hopped on, which makes sense if, like, you're running late at, like, noon.
But, like, the fact that the closer it got to eleven, Robert did an insane, role play I heard.
With Norton. So, like, if you guys get a chance and I'll say this again once everyone kind of joins as people keep the filter in. So we'll probably go to about seven zero four before we kick off, but go back to last night and check out the ten PM session.
And I heard this morning there was another great role play at the at the, the coffee.
So Well, I I think we have role play tomorrow as well.
So I think we're at either four. I know we're I'm at four and seven tomorrow.
So one of them's role play.
We do have role play tomorrow. That is correct.
Yeah. So Awesome. Because, I and I and I think we'll talk about a little bit more in a a little bit, but I think you guys will have a lot to look forward to for next week. There's a there's gonna be an evolution of this BBA marathon.
So keep coming in. Tell us where you're from.
Britney from Greenville in Savannah.
I I own a I own technically, I live in Savannah.
That's, what my driver's license says.
So I'm a Savannah resident. We're neighbors. Although, I I basically live in Atlanta.
But the city of Savannah says you can't Airbnb your property unless you live there.
So And, yes, we are absolutely doing Sunday, same schedule.
And, Tracy, I I think it it came out all on the same thing as today. I think it was a weekend schedule, I believe. Right?
The weekend schedule was for the panelists, and then the email is going out. But we have, David's creating opportunity. There's morning coffee at nine AM. At eleven is creating opportunity.
At, four is buyer role play.
At seven is a mindset, and at ten is seller role play.
Yeah. So say same times as the rest of the week, guys, different content kind of we're kinda hitting a rotating cast.
Okay. It's seven zero four. Let's kick this thing off. I'm David Lewis. I'm the team leader of TLG ATL. I was one of the founding executives here at LPT Realty.
I what I've always said is in these things, I represent the agent voice, the team leader voice. Like, everyone else is telling you what forms to fill out, what boxes to press, and all I wanna do is talk about how to win. So I I love being here to give a different type of view on this, and it's been awesome. So and we have joining us the amazing Christina Griffin from Tampa.
Hey, guys. Christina Griffin, Tampa, Florida. I'm the vice president of partnerships and national real estate opportunities.
I also have a ton of experience, prior to joining LPT in real estate. So I've sold over five thousand homes and a lot of experience to be able to help and guide you to, what you're going through now. And, you know, David and I, think have a lot of similar experience, and this is gonna be a fun, very informative, session today.
Yeah. And we're gonna pop a poll at the end, and we're gonna ask who you liked better. So just, just be prepared.
So, we're gonna see David.
Who who delivered the best content? Who'd you like better? You know? I mean, we're just a little competitive.
Little competitive, but, David, I think you and I are just gonna end up hosting a lot. I I vote for role play ongoing.
That's right. That's right. Okay. So a a couple housekeeping items before we get started.
Same times tomorrow, different course. So you should be seeing an email come out first thing in the morning that you can register. Mhmm. Also, if you're one of our star students, you can also go in the knowledge base and register ahead of time. But you'll be getting an email that comes out tomorrow that you can register. But, guys, just remember it's the same times, different course content. So if you need to block yourself off and see what's available, just block out those time that those time zones.
Moving into next week, look forward to a very interesting motivational Monday. Look forward to a rollout of some different content.
We've got some exciting stuff coming. This has been an evolution. You know, RP said in the very beginning, we're doing this in real time to understand so we can pivot and move. Right?
It would have been very easy. Right? This is my I mean, this is probably my twelfth or thirteenth session, maybe even fifteenth session. So it would have been a lot easier to take my face and record it and just have it on repeat.
The same with Robert, the same with Christina, the same with all the amazing panelists. But we wanted to do this live multiple times a day just to make sure that we are pivoting. We're answering live questions that are happening. Today is the first day.
It's day one of all of the changes that we've been prepping for. So a lot is happening.
Okay. So look for the new content. Look for that. Once again, as a disclaimer, I am not the statewide broker.
I am not the guy who can tell you. I honestly don't even I'm having to figure out forms for myself here. So I you we can't suggest enough. Make sure you're taking those statewide courses, making sure you're learning because we have this concept, when it comes to and it's kind of a a a building of where we're gonna go with today's, BBA marathon session.
It's crawl, walk, run.
Right? I want you guys to think of it in those three sections. So crawl.
Crawling is step one. Right? Crawling is is the beginning, and that's understanding the NAR evolution as a whole. Like, what's happened?
Why is it happening? And, guys, remember, the crawling section is actually probably the thing your clients care the least about. But you need to understand overview. How did we get here?
What's the whole point? Right? And then in the evolution, we learn to walk. Walking is is the most crucial part, and that's what's gonna keep you out of realtor jail.
That's what's gonna those are your state specific, statewide rules, board rules, MLS rules, all of the forms that you need to fill up. Those are the the that's, what's gonna keep you from getting fined. That's what's gonna keep you from getting in trouble. So it that's that's what and then finally, this is where I come in.
I want you guys to run.
Right? This is the time of opportunity.
Right? Right now, I know that other realtors are freaking out. I know that they don't know what they're doing. This is the first time in the history of real estate that we've not been defined in any way, shape, or form as far as our compensation goes.
You have the ability, Jeanette. Right? Lori, Gail, Pam, Nora, all of you guys have the ability to go out and get a ten percent buyer brokerage agreement signed.
Over the past, we've always been subject to whatever the listing agent decided to put on there or whatever they decided to share and all those things, and that's not the case anymore. So today, we're here to talk about opportunities.
Christina, what do you think about all that?
Well and, you know, I wanna echo.
I think a a lot of agents when they hear ten percent, eight percent commission, it's almost this internal doubt that they can't get it.
Guys, I have a ton of experience in the off market and corporate space. When you learn how to get real clear on what your buyers want and find the the property for them and you match the buyer and seller together with the right appropriate forms, I I will tell you, in my experience, eight, ten percent commission is absolutely no issue at all.
And what I love that you said, David, is to just there's so much opportunity. People are paralyzed right now. A lot of people in our industry are losing their mind. This is the time for each and every one of you to get the a get the answers from your state broker so you're you get clarity on the forms, and your prospecting cannot be forgotten because a lot of your peers are gonna stop prospecting. Right? So, you know, from your expireds to your older leads, now is the time to be able to go and get the opportunity and, and run.
So I I completely agree with you.
That's right. Okay. So let's talk about opportunity. Where does the most opportunity lie? So, guys, like I said, I can't see you guys.
So I need you to flex those fingers, warm them up. I need you to be moving in these chats. Where do you think the biggest opportunity lies today?
Day one, BBA, NAR changes, where's the biggest opportunity for us as agents?
As the agents start lighting up the chat, David, what I'm hearing from our agents is their database, right, their pipeline, their older leads, and then their normal prospecting. How about you?
Yeah. So what's interesting is where I think the biggest opportunity is, Jeanette said for buyer's agents. I think you're exactly right. Mhmm.
Because it is. It is for buyer's agents. Like, the the if if you're a primary listing agent, you pretty much or or if you for if you were a a a exclusive listing agent Mhmm. You woke up today and it was not that different.
Mhmm. You gotta tell your client something a little bit different. But what do we know about so you guys know I make up most statistics, so I'm gonna make another one up. But you guys know that, like, eighty seven percent of realtors work with buyers.
Right?
No. It it is. It's a staggering number. And most most agents actually are more than sixty percent buyers. That that is a that is a real that is a real statistic.
So for people who work with buyers, which is pretty much everyone on this call in some way, shape, or form, you have the biggest opportunity.
But other than that, it's business as usual. But where the biggest opportunity comes is before, your commission, your opportunity was in a box, but now the box is gone.
Mhmm. So where we find the biggest opportunity is, as you were saying, your sphere, database, the people in your in your world.
Lisa said emptying the box. That's true. Right.
I agree. And, you know, Lori said listings.
I would recommend everyone go back and listen to RP's explanation on the morning coffee on the recording this morning.
Explanation on the morning coffee on the recording this morning around commission and compensation.
I agree.
To me, there there's opportunity across the board. It's on buyers and listings. But I want you to imagine just as simple as expired listings and all, emptying the box on those expires, if you have the conversation that RP coached everyone to this morning where it was around you're charging the listing commission and you're you're letting the seller know that that the buyer compensation is it's up for negotiation. It's very different than somebody walking in and saying it's a it's a six percent commission. The expireds are not hearing this conversation. I think, David, there's also a ton of opportunity in listings because of that.
Yeah. So okay. So we've talked about where the opportunity is. Do you guys mind if I share where the opportunity is not?
That's a good spin on it.
Yeah. So where is the opportunity not today?
Right? Where where can you not find any opportunity? Well, number one, if you're uneducated, meaning if you take don't take this seriously and realize there's opportunity, you won't find any. Mhmm. Right? Second to that, you won't find any opportunity if you lean on showing agreements as a crutch because then you're at the same exact mercy as you were before.
Right?
Where else would you not find opportunity right now?
If you're scared, if you're timid, if you're intimidated.
Right?
But the rules are activity?
Yeah. If you're not having buyer consultations.
Mary Miner said being an undercover agent. Gail said if you don't engage.
Andrea said no opportunity and ignorance. That's for sure. We had someone on a previous call that, and and they and this is not a because we've all thought about this, but you have to understand we've all talked about the bad drivers. There is no opportunity when you don't believe in collaboration.
When you view the listing agent as an opponent as opposed to two people that are trying to run-in alignment in the same direction, and he goes, hey. I need to see your buyer brokerage agreement. And you go, absolutely not. I don't have to show that to you.
Now you're in a confrontation. Now you're but, guys, what let's be honest. The only reason you wouldn't show it to them is if your clients told you not to. You can redact information.
Like, I I just think the the one who's close minded and doesn't believe that we're all in this together figuring it out and we're all operating with the best knowledge that we have, like, we're elite. We're LBT agents. Like, you guys have heard me run my mouth every single day going on six days now. Right?
And it probably they're all probably grateful, but the rest of the agents in the country haven't had that same benefit. They didn't have RFP's role play. They didn't have Christina's brilliance. So you guys have to understand that a lot of people don't know.
So that's where the opportunity is not. So how do we take advantage of the biggest opportunity right now is in the buyer consultation.
Like I said, do not use a showing agreement as a crutch. A showing agreement is a tool, not a crutch. And you guys understand what I mean by that. Right? So, Lori said maybe get the buyer to sign an authorization form to show the listing agent. Yeah. That that's possible.
So, David Christina.
If if we've got agents that are listening to this, I what I'm hearing across the country is people you know, there's a lot of paralyzing. There's a lot of people where their pipeline is depleted. So I'm on this call. There's all these changes. I have absolutely no opportunity in my pipeline right now, so I have nobody to go do a viral consultation with.
Right.
How would you coach your team on what to do?
It's the same. It's that that is not a, NAR related problem.
I agree.
That is a what am I spending my day doing problem. Right? The driving force of all real estate success is conversations. So So if you don't have enough business, you simply just have to go talk to more people about real estate.
So to go get the opportunity post, they need to go and talk to more people and be educated.
Yeah. But I wanna be very clear. Mhmm. You do not need to go to your job as an agent is not to go educate the planet on the NARS settlement.
Exactly.
Don't you I I cringe every time I see an agent do a Facebook video, right, that says, let me talk to you about NAR. Like, why would we pump fear into the general public? Like, they they don't guys, we care because it's our living. Right? Somewhere out there, there's a code being passed in the elevator operation manual, right, where elevator operators all over the country are freaking out about this code. But I haven't personally haven't lost any sleep over this, advance in elevate elevator technology. Have you guys?
No.
So this is very specific to our industry. So we need to be educated, but we need to be educated so we can protect the consumer and be better to our clients.
Mhmm.
Hundred percent. Key. Right? So so, yes, drive the conversations, have the conversations, be a resource. And, guys, I I differ here. Christina is a natural educator.
She wants to bring the details into the conversation.
Also big on a plan and activity. So I I think we're a good happy mix. Right?
Yeah. I think so too. Yeah. But for me, I don't wanna talk to any of my clients to educate them on the NAR settlement.
Mhmm. I only wanna talk to my clients about how I get how this settlement is going to help me help them get in a house faster for less amount of money, right, and with the most agreeable terms. And I think if we adopt that mindset, it's gonna be very good just to if someone like you we all have that client where someone obviously, he goes, what are your thoughts on the NAR settlement? Like, what is what are your thoughts on, showing agreements versus exclusive buyer agreements?
Like, we all got that person that might wanna talk about it in detail, and you gotta be ready for that. But the general public is like, hey. Cool. Like, how do I get in a house fast?
How do you help me find my dream house?
Exact exactly. And, you know, what I I've been hearing this the last few days is this last week, a lot of agents just stopped prospecting. So I love that you said we they just need to have more conversations because having the more conversations, imagine how many other agents have not prospected or you haven't even engaged with your pipeline in the last week or two. Now is the time to run and be able to get more opportunity.
How, so I think everyone has their own focus on how many conversations everyone should have each and every day.
What does your team do on a daily basis?
Well, I mean, we run a little bit of a different thing.
So this is the way I always put it.
Mhmm.
If you go, how many conversations should I have? The question is, is your business where it needs to be? Absolutely. And if the answer is no Mhmm. Then the simple answer to the question how many conversations do I need to have is more than you had yesterday.
It's almost that fifteenth protocol concept.
Was It's just more.
Yeah. Absolutely.
Here is not gonna get you there. And if right now you're sitting looking at an empty bank account, right, it would be insane to go, yeah. I'm just gonna give it the last Tuesday treatment because that seems to be working really well for me. So yeah.
So but as a rule of thumb, it's hard to say markets vary. It depends on quality of conversations. Like, we could get really deep, but high quality conversations with people who know and love you where you have the ability to ask what you can do for them, what you can do for someone else, and finally, who do they know that you might be able to help, those three pieces? If you're knocking out five to ten a day, you're way ahead of the curve.
Hundred percent.
Okay. So we've got about nine minutes left. Alright. So let's talk about opportunities. Let's talk about, buyer consultations.
We've avoided it as an industry a lot. We were such in a hurry, and there was so much abundance of opportunity that we were like, I'll just meet you at the house. Like, I'm guilty of it. Like, we've shown tons of properties without sitting down.
Guys, you can't do that anymore. Mm-mm. Right? When we talk about that showing agreement, when we talk about that, the the the right to show a property, like, that's amazing.
Like, if you're at an open house, there's there's completely a scenario for that. When you're at the open house and, Christina walks in and I'm like, hey. What do you think of the house? It's not my house.
Don't hold any punches. And she's like, I hate it. And I'm like, have you seen three twenty one Main Street? It's right down the road.
I I know you didn't like this backyard. It has a huge backyard. Right?
I can show it to you after this. Christina doesn't know me. We just met. We haven't built that much rapport. That is a completely appropriate time to use a showing agreement.
Mhmm.
And anytime you use anything less than an exclusive buyer brokerage agreement, you need to set the condition that, hey.
This is not normal for me. Generally speaking, I only sign thirty day exclusive buyer agreements. But, Christina, I know it's really important for you and your family to get in that property because as you mentioned, you've gotta be in a house, like, really soon. So but here's the thing.
I'm gonna get you in there. We're gonna take a look. I'm gonna give you a little bit time to realize how great I am and, like, how good I am at what I do. But down the line, I'm gonna have a ten minute conversation with you about why it's the of the utmost importance for you and your family to get exclusive buyer representation.
Is that okay?
I I I've gotta find a house in the next week, so why do we need time? Can we meet after to discuss, you know, what just the details, or can we do it at the house?
Yeah. We can do it at the house. Well, hey. Actually, camera's everywhere. I'm gonna be giving you some trade secrets.
I'm gonna be giving you the the TLG ATL exclusive buyer attack plan or a little sneak peek. I don't want that recorded. So maybe in the driveway, or we can meet at Starbucks if it's too hot. But, yeah, of course.
We definitely could talk about it.
Okay.
So So, guys I I love the concept you just said around the showing. You know, you you that that is the purpose. A lot of agents are, should I keep doing open houses, things like that, that one off. So to me, like, when it comes to the whole opportunity, if we're not pulling the entire neighborhood on what's available before you're doing an open house, that is a great lead in, David, is to be able to line it up, to be able to show that one to go in for the kill, so to speak.
Yeah. Yeah. So you're protected. You're following the guidelines, but you're not allowing your you're still showing up as a professional.
You're saying, like, hey. By the way, we're gonna have the have to have this conversation. If you notice when I talked about the conversation, it was why your family absolutely needs an exclusive buyer representation agreement signed. Right? It's crucial for your family and their success.
Right? Like, you wanna it's not about me. I need it because NAR says I need it. If you guys fall into that space, it's weird. Right? It was all about Christina's family.
Beta asked a question. What if you're a listing agent and you get a call and you're signed to see the property? Would you have a conversation over the phone and email them the form or still meet them beforehand to sign the showing agreement? Now, Beta, I am not a statewide broker to take what I say with a grain of salt, but you do not, in my opinion, have to have anything signed because at that time when you're showing them the property, you are acting in service of the listing, of the as a listing agent and on behalf of the sellers, you're not actually showing for the buyers. Now if they tell you they hate it and you tell them about one twenty three Main Street down the road and they want you to they wanna see that too or they say, hey. Could you show me a couple? Then you need a buyer brokerage agreement signed.
And I think that's where the preparedness on your own listings and going to the property to open the door is make sure you're prepared to be able to pivot to have that buyer broker, conversation, not just become a door opener on your listings to be able to show that value because it's a great opportunity to be able to have that conversation.
So and and then I've been licensed twenty plus years. I I know you guys have probably done the same thing as well, and you go show on the fly, but it it's it's really important to make sure that you're prepared in situations like this in my opinion. So, David, I love the so what I'm hearing from you is, you know, the buyer consultation, nailing that and having that conversation for the agents. A lot of agents have also, you know, set around the listings. I think it's I think it's, the opportunities both, And if we could just get the mindset focused to do the business to accomplish our goals and get back to business as normal and just be educated on the right conversations, then then everything is going to, you know, their pipeline, everything's gonna grow.
The universal rules still apply. The person who talks to the most people about real estate wins the game and gets the unlimited amount of giant checks. That hasn't changed.
Right?
But here's the best part is now there is no cap on how much money you can make on the buyer side. So you know who's gonna win the most?
The person who has the most.
The person who gets so good at understanding, number one, what are the five to ten things that they do better than anybody else in the market?
Mhmm. Right? What is their differentiation? What is their actual wall of value?
Right? And then, secondly, how good do you get at articulating that?
If you have the and you have the confidence to articulate that. That's the person that takes advantage of this market because Laurie asked a great question. How do you get eight to ten percent? Laurie, it's simple. You ask for it. Mhmm. And you ask for it in a way and make a compelling argument to why they'd be crazy not to give it to you.
Largely, you can drive a Camry the same way you drive a BMW, but the BMW cost more. They still get you from point a to point b largely in the same manner. So, Laurie, how do you become the BMW Mhmm. While those other agents out there are becoming the Camry?
And and and, Lauren, the eight to ten percent for me, what I have successfully prior to coming to LPT had negotiated on a high level at that price point. It was more the off market side of things. So it was buyer. I know I know exactly what you want. You want that three bedroom, two bath, two thousand square foot home under this price, and I'm gonna do whatever it takes to help you find a home.
It it where you're you become that hunter instead of waiting for the house to hit the MLS. And when you when you find really great deals and I'll tell you another one, investors, they pay eight to ten percent if you become a hunter and learn how to find those really, really great deals for them. So the possibilities is endless, and you guys can do really truly whatever you put your mind to. But, David, you said something that I have to hit. You said the conversation who becomes the best.
Part of community, part of with LPT, if you don't have a role play partner, I really recommend you reach out to a peer and you you create and have a role play partner to help you with these ongoing conversations. If you don't have a role play partner in in, you know, David, you said getting really great at articulating it. There's different techniques that you can do with role play from writing it out to it could be a a spouse that you're back and forth with. But, again, those habits will help you, get a lot more comfortable with those conversations.
Yeah. Practice makes perfect. Mhmm. It's seven twenty nine.
I don't see that we have any questions.
There's lots of ways. We got one more question. There's been several mentioned in several sessions about keeping the form in dot loop and Pulp it on your phone. Is there a step by step for that? I haven't figured out dot loop and can't find any forms unless they're in a transaction.
Pam, I'm not that guy. I don't know. I have, like I I I I can't guide you on that, but I would say either, number one, when it comes to forms, reach out to your statewide broker and ask them specifically where are the forms, and can I get them in PDF Mhmm? So I can have access to them. And then number two, if you can't if if that doesn't work, submit a help ticket.
Yeah. And and Dotloop, if it's a functionality around Dotloop, it it there it's very easy to also reach out to Dotloop if you do have questions, but I, I do wanna hit We have in the, q and a queue. I wrote an offer and was ridiculed today by an agent who who do I talk to about firms and submitting offers. My customers are gonna lose out on home. I sent the details in on a ticket around noon and haven't heard from anyone.
So, Jamie, I'm not sure if you you meant that an agent ridiculed you on how you wrote the offer, or or the details around it.
If it was a the agent was just rude, that's definitely your state broker. However, as an agent, our fiduciary responsibility on a listing is to present all offers. So if somebody did ridicule you and and it's not acting in a good I call it good faith manner, definitely broker. But I I I would definitely say, listen. I I am working with this client, submit this offer.
Yeah. Statewide yeah. I'm not I I love all of you guys, but I'm not touching that one. Statewide broker questions, because there there's a lot of variables there. Yeah. Alright, guys. At seven thirty one, we've officially gone, gone a little bit long.
Lots of exciting stuff coming next week. Making sure that you guys are on the lookout to see what's coming. I promise you, I've been in the I've seen it. I've got a glimpse in. Like, it's you guys are gonna be blown away at the stuff, as we con continue on this evolution.
Thank you for spending your Saturday night with us. The poll wouldn't work, so we're just gonna assume that you guys all voted for me and that I was your favorite of the two panelists. So thank you for that vote of confidence.
Think we have a tie breaker.
Yeah. So, guys, we're always here for you, anyway. We got ten PM coming up. It's gonna be awesome, but don't hesitate to reach out.
There are great classes around just every single day. So thank you, guys. Have a great night. Someone's gonna win this market.
Why can't it be you? Let's get it.
See you tomorrow. Have a great day, guys.