Good evening, everybody. See you. Everyone's loading in. Alright. Everyone, as you join us, drop in the chat where you're from. Patty and I like to know, across the country who's joining us today. We've had a lot of East Coast people in the evenings. I Yeah. I'm normally asleep by, like, eight thirty eastern, so I I I'm I'm an East Coast girl. So that's that Lori. Lori, I'm back. You're welcome. Girls from South Carolina. Hi, Jennifer. Hey, everybody. Alright. Drop in the chat. We're gonna wait just a few minutes on where everyone's from, and I wanna throw a wild and crazy thing. If there's something that you feel like you need to walk away today and get, today we're talking about mindset and mechanics, and, would love to just, know that from your your mind and brain. If you wanna make sure there's something you wanna make sure you walk away today and receive, send a message to the host and panelist so Patty and I can see that, to make sure to, do our best to take care of you guys today. Look at all these East Coast. Oh, we got a couple of It's it's Sunday. It's Sunday. Yeah. Yeah. Reset tomorrow. We're here. Yeah. And and then, it's a start of a week where new changes have happened. Yep. Today, we're here to talk around mindset and mechanics. I've been an agent for twenty plus years. Nice. Some of the agents that are gonna listen to this don't know who I am. They're gonna know who you are, but they don't know who I am yet. So I I think we can start by introducing who we are. Yeah. Go for it. I think that's a great idea. Yeah. Let's let's dive into it. You know, the fact you're here on a Sunday night, at seven o'clock eastern means so much to us. And those that are gonna listen to this on the rewatch, I just from the bottom of my heart, thank you. Thank you. Thank you. I my name is Christina Griffin. Two and a half months ago, I joined the executive team for LPT. I'm, my official title is vice president of partnerships and national real estate opportunities. I've been in the real estate business for over twenty years, personally have sold over five thousand plus transactions and, just extremely excited about what's planned, the future, and everything we've got going on. That's awesome. That's very awesome. Alright, Patty. Tell everyone who you are. Yeah. So, region five director currently broker in charge for South Carolina, West Virginia, Alabama, and a tiny piece in North Carolina just for those a couple of dual agents I have up there. But, yeah, been here with LPT over a year now. So very excited. Very excited. Hit that milestone a couple weeks ago. But, yeah, just here to be able to help and get these questions answered for everybody. I I love it. So you being you know, I call it the you have the hardest job. You do. I, I I'd say mindset with agents right now. Yeah. Yeah. So we're doing well. I mean, from what I've seen in our states, we're doing well. Again, most of it is communication. I've done some one on ones. I've done big group meetings. But although everyone wants to see this in a negative light, it can very easily be very positive. So and I think that's the goal tonight is just to say, hey. It doesn't have to be doom and gloom. I know the news is crazy. Everyone's on Facebook and social media. Oh my gosh. These changes. But, locally, we see changes statewide with these forms pretty regularly, and it's always doom and gloom, and it's all these big things. And then now it's just how we do business. So it's kinda one of those, like, yep. We're gonna change, and there's gonna be a couple hurdles and some long conversations, but we're gonna be okay in four months. This isn't a big deal. Everyone's doing it. It's not just us. Every brokerage is doing it. I think it's good. I do. So everyone needs to really just learn the new norm? Yeah. One hundred percent. In addition to not be paralyzed Don't. Don't don't be paralyzed. There's extra paperwork. There's extra conversations. But as long as you're having that honest, open, hard conversation upfront, it's one of those things like we're gonna be okay. There's not gonna be surprises because the buyers know what to expect. They come to you and you say, hey. We gotta sign this buyer broker agreement or whatever it is in your state because different states and MLSs have different touring agreements and transactional brokerage. Again, that goes local. But have the conversation. Like, it's not just me. It's gonna be anybody that you're gonna come across that you're going to wanna see a home with. And it can be for a day. It can be for a week. It can be for thirty days. Like, it can be for six months. So and sometimes, it's a feel, not just with the buyer, but with the agent. I might not wanna work with you for thirty days. I might meet you and say, oh, maybe not today. But then there are others I'm just like, yes. Let's do it. Like, they're golden. They're ready. So it really don't limit yourself. Don't limit yourself to say, oh my gosh. No. I don't wanna do this. You can. It's just again, it's just having those harder, honest confer conversations upfront. So we have agents across the country. Yes. A lot of them, kids just got back to school. Yes. They may or may have not hit their pipe may have what's in their pipeline to accomplish their financial goals. And this new thing that they have to learn has paralyzed a lot of them. As a broker and just master regional expert on tools and forms, How do you recommend our agents allocate the time to learn the process and still focus on what they're doing each and every day? I think it is time management. You do not keep a digital, on your phone or paper. I have both. You know, it is time management, and it's one of those do a seven o'clock class. Jump into a ten o'clock class. Most of the states have videos online that you can watch anytime about these changes. NAR has FAQ with videos. Like, there's tons of resources. If if I get a text right now from one of my agents, maybe, like, sorry. I'm in a meeting, but you're sixth in line, and I will call you back. You know, everybody has resources to say, hey. We can do this. It might not be today. It might be on Wednesday at three AM. You wake up and you're like, I have all this time. I can't sleep. Find it. Everybody has resources. Doesn't matter what state you're in to be able to make that, happen and get that information. All of our recordings are in Connect. Yeah. So all of these classes that have been done, by all means, go find them. They're all in Connect within I think it was twenty four hours Tracy had said. Absolutely. So you have resources. Just absorb it. I I love that. So what I'm hearing from Patty is we we have the resources. They're recorded. You can do on demand. So here is, you know, I've been asked multiple times, Christina, how in the heck do you do what you do, have three kids, and and do what you do and still do what you do. So Sunday, we're walking into the week. One of my favorite things that I do to help set me up for the week is an administrative block. Absolutely. Yeah. Whether it's one to three to four hours, it depends on you and your business. Ideally, everybody, I pure gold. Write down what Patty said on defining out those resources, where they're located, so when you have maybe it's a client that didn't show for a showing or you have an availability that you have, free, you can listen to the recording. Heck, it could be on your, steps that you do. I just hit my eleven thousand steps for the day. Right? I know one of those, like, if you if you have time to scroll Facebook and TikTok, these meetings are only thirty minutes. Like, get go back and get that information. I see Mary Miner's comment about role play. Yes. If you have people that you know in this industry, make those connections. Do those role play scenarios. Let's see. Lorinda asked where and connect. If you go to, LPT Connect and click into your knowledge base, if you just Google not Google. If you search BBA, everything that we've been doing for this, two week marathon is there for you guys. Anne, I I had, can you repeat, this, what you do, the screen froze? Administrative blocks, they are by far, to start the week. Ideally, you we're all walking into the week. We have different, goals, roles, responsibilities, and focus. However, our our our all of us are here to accomplish our financial goals that help hit all the other goals. So administrative blocks, what those look like is we're walking into the week, we're going to take a time frame. For me, it it's always super early in the morning when the rest of my household sleeps. I still wake up at four thirty every morning, seven days a week. It just it's it's habit. And I take a time frame that I'm gonna do what's called a brain dump. I take everything out of my head. I put it down on paper, and I write out the task and things that I need to do for the week and who I need to delegate it to. So Patty had shared that everybody, yes, how how Elrod is exactly where I learned that, that club. So those that you those of you that do not know who he is, definitely look it up. He's he's absolutely amazing. So she shared that when when you have time, listen to the recordings, but we have to create the upper the list, right, that has the recordings in front of us where we can go to the the resource available. Yeah. So, I mean and that was one of my biggest ones that Robert did was this class. You know, you talk about buyer broker agreements and what those hurdles look like now. You know, do you make the phone call? Do you find out what the commission is? Do you this? If they say no, do you stop? No. We're not gonna stop. Like, we're gonna get those hurdles where the seller and listing agents are saying, no. There's nothing. But that's not gonna keep us from going back to the drawing board with the buyer and the lender to say, okay. What are our options? What does this contract need to look like? Do we need to talk about seller concessions? Like, there's so many more options versus just accepting that no from the other side to say, hey. We're gonna keep doing this. We're we're gonna do everything we can. If this is the house and this is the house you want, we're gonna do everything you can to make that happen. And if you don't know what those options are, I would definitely, have a lender that you can call and talk to and say, hey. How can I work this out for my clients? And every loan is gonna be different. So have a lender that's willing to talk with you, educate you, that type of thing when it comes to, hey. What are my options for my clients? Yes. We have seller concessions, but maybe they also need them for closing cost. So know again, know what those conversations look like, and be upfront with them when they come to you and say, hey. I only have, you know, x amount in the bank, and I can't this, but I but I need this. And they're saying no. Like, we have other options. It's not just an automatic, so sorry. You don't get a house. Yeah. You have tons tons of resources, again, at your fingertips. Just have to figure out which ones are gonna work for your clients. I I I love that you said lender and resources and what and, you know, what's gonna work for clients. So, ideally, every one of you, that's where that list comes in play. So as we're walking into the week and the mindset and the things that we need to do and the mechanics around what's needed, what Patty said, I need to call my lender partner and have a conversation about how I can work in this new market. That's something that you guys if you write down the list of everything's that's needed, all of the suggestions that Patty said, you can check a box. We take out the emotion when we follow a list. Role play early AM. I'm writing out scripts and practicing every morning, Lori said. I, Lori, I love that. Guys, we have such an amazing community at the LPT. Connect with your fellow agents. Post in the Facebook group. Hey. I need a role play partner. You can role play different ways. It it's writing them out every day for thirty days, the same the same conversation dialogue. It it's back and forth, or god. I even like to sing, and you don't wanna hear me sing, but it works. And then you talk the the conversation out loud, record it on a voice memo, and while you're getting your steps and in the morning, just listen to that conversation repeat in your head. So, Patty, we're here around mindset, right, and mechanics and walking into the week. I for me, I believe that transparent transparency and confidence is so important for the agents. They need to understand first and foremost that the buyers are first. Right? We have to be able to understand, educate ourself, and time block the ability to That is huge. When you talk about educating and knowing yourself, like, my confidence comes because when an agent calls me and says, hey. What about this form? Or, hey. What about this state? And, hey. What I have that. I have it in here, and I have it in my computer, and I have all the resources at my fingertips to say, I know how to help my agents. I need buyer agents to do the same thing. You know your state. You know your laws. You know your paperwork. You know your options for your buyers. That's the confidence. They come to you with a question. You're like, hey. I got this. I can answer that question. But wait. If I don't, I can go find it. I'm not afraid to ask for help. I'm not afraid to ask my resource or go look it up, and I'll get back to you in five minutes, or whatever that time frame looks like. But but that's the confidence. Right? Like, I love my agents. I think they're great. So when they call me, I want to be able to help them, and that's where the buyer's agents need to have that same confidence to say, hey. When my buyer calls, I got this. I know how I can help them. So if you don't, if you can't walk into a room and say, hey. I got this, let's let's get it. Okay. Right? Let let's take the classes. Let's do the role play. Role play is huge. I love it. What are the objections from this side, that side, that side? How can I help? So I know. So so it sounds like walking into the week. Part of helping them with their mindset is all of our our buyer broker agreement trainings, for for the brokerage on a high level should be on their calendar. However, they need to go into our knowledge base. They need to find where their their state trainings are. Yeah. So we have a calendar for that right now too for this coming week. Every state has all of their stuff listed. It's fantastic. If you're in my states, I'm doing three week. So let's do it. So they need to go in. They need to define what works for them. They need to put it on their calendar and then, make sure that in order to have that confidence, they're prepared walking into the week on on when they're gonna do that. One hundred percent. And if you can't make those meetings and, hey, the recordings aren't enough, I need more, then reach out and say, hey. Can I get on your calendar for a Zoom? I need a twenty minute Zoom. I need you to help me walk me through this. We can do that. We just have we, brokers, regionals just have to know what those needs are, and we can try and make that happen for our agents for sure. So say their schedule doesn't work for the time, and and I love that the one on one, should they prepare maybe a list of questions as we move through to make sure that the meeting with you is effective and and maybe So, generally, I do, like, top five, top ten. Like, what does that look like? Same if like, if I have to have a meeting with Robert, I'm like, okay. Top ten. What does it look like? Like, what's right now? So it's one of those, I don't wanna waste his time. I don't wanna waste my time. Same for the agents. Because we have so many, and some have so many more than me, it's as easy as, hey. These are my top five, and they might be able to answer it in an email. It might be easier to say, okay. This is what this looks like, but sometimes, I'm not gonna lie, it's kinda like clients. Like, they want that personal relationship, and I'm more than happy to give that if we can fit it on a schedule somewhere. So it sounds like if they don't have, I always walk around with a notepad or even phone. Any questions that they have, any objections that they have, they need to be jotting those down throughout the week. Yeah. Because, you know, gosh, I've been an agent for twenty plus years, and I'll tell you, the last call, even David Lewis stumped me on our role play. It it was the high d, and I'm the high c. And it was a sometimes we have to just step back and breathe a minute. So I think the the having a great jotting those questions down to be able to communicate. Now if they have a list of questions and maybe the broker can't meet for a few days. Right. It's also a social shoot an email. Yeah. Just shoot me an email. I'm I'm generally a call, text, email. Whatever form of communication works for you, I can generally work make work for me. You know, tickets are great too. Send them into support because sometimes the support piece, especially if it's, like, an accounting question or a compliance question, they can pick up those tickets before I can and be like, oh, yeah. This is what we're gonna need, much faster than I get to those tickets because I'm phone, text, email as well. Okay. So there again, there's other people behind the scenes when you send stuff in tickets to support to say, hey. They they can do it too. If they see it before me and they can answer it, they will. I I I love that. And thank you guys. Thank you for that guidance. And regardless if Patty is your broker or regional, every one of our regionals and brokers are gonna support you in the same way. It's like we all have teams of amazing people that can do all those things. It's the same process. You know, it's the support or NC brokers or PA brokers or, you know, Texas brokers, whatever that looks like, to get that support because there are teams everywhere in each region that can help with all the same things. I I love that. And so no question silly. So make sure to ask whatever you absolutely can. Good thing. And and, guys, we're here around mindset mechanics. Whether you gosh. Everyone has something walking into the week around our mindset. I want you to know that no question is silly. You can send us a a private message via host and panelist if you if you wanna share something that you're not willing to share in the chat on on what's happening with your mindset this week. What I'm hearing in from a lot of agents right now, it's time. So we've got this new thing and we're walking into the week and I I don't have enough time to learn this new, master this new skill. I I I I'd say for me around mechanics before we dive in the mechanics of the BBA, every one of you, what will help your mindset is preparing for your week. It it's looking at every meeting, every responsibility, putting it on your calendar, and then creating a task list of absolutely everything that you need to do personally or professionally. I just meal prepped for four grown adults, went to church, family and and all my work in between in the last four hours. We have to allocate that time. So just that that's one thing I would encourage each and every one of you. So post or or share if there's anything that's impacting Patty, what are your thoughts around, you know, just mindset with agents walking into the week? I think we my high speed I I have this conversation with agents a lot, because, you know, I'm not just a broker. I get to be a therapist too, which is fantastic. I love to help people. That's kinda my thing. But it everyone comes like, what do you do and how do I handle everybody has stuff. It doesn't matter if it's car, dog, place you live, your job, how many clients you have, how many clients you don't have, you know, doing role play, where do I fit all these things in? Everybody has it, and everybody's gonna do it different. And just because you're doing different than the way, you know, Christina gave it to us or the way that I do it, doesn't matter. As long as it works for you and you're still seeing the goal reaching those goals and those seeing those results that you want, great. I hope it works for you. There's no right way, so to speak. I'm a late night person. And, again, I keep it on the phone and I keep it in writing. So I have it in two places. It's physically with me at all times. I don't know how to explain that. My schedule is a little crazy, but when I get those tasks, I do. I write them down. And then when I get to it, I'm like, okay. Great. It's done. And I mark it off. It's that dopamine thing. It says, oh, I got something done. Yeah. So but, yeah, everybody's gonna be able everyone's going to process their stuff differently. But it's that, hey. Okay. What's next? Like, I have to keep track of what's next. Where are my responsibilities versus letting all this stuff weigh me down? And that's me. I'm a tracker. I track everything in writing, because I need to know, like, what's next. But, again, everyone's gonna do it a little bit different. I I I agree, and I love that you're a tracker and and you check the boxes. So your late night, I I'm I'm, like, probably when you go to bed. Right? It it wasn't always that way. So, you know, like, what I heard that she said, it it's truly what works for you. And, I'm just for timing, my high c, I always write notes. So I I created, some mindset notes in case you guys would like to download. I use something on Amazon called the time box method, and the time box method is ideally getting the brain dump, the three things you need to focus on, prewriting out your schedule for the entire week, and then creating your task list. And, that's something in addition to putting it on my calendar that I do. For me, I like to take the emotion out of the things that I'm doing because it helps me stay focused. Every one of you is is going to have different things that are gonna impact your mindset. For me, I've gotta exercise in the morning. You know, I've gotta get three or four miles and walking to get it done. All of us are gonna have different things that make this a, you know, focus. I I just want you to know that we are here to help and support you, on absolutely anything that you're doing, and and that's why we're here tonight. Absolutely. So, Patty, ideally around mindset, and, you know, I I shared some things, on a download around, I call up my schedule and other things that may help agents, but around mechanics. So ideally, you you shared around understanding the buyer broker agreement and that they need to allocate timing, they need to allocate the time needed to be able to learn how to articulate. It their, you know, training compliance, you know, clarifying fees, everything around the mechanics of what's happening in their state and and getting rid of the noise. Is there anything that you you'd like to any thoughts about it? Because because we have all the the noise on it. I'm going I'm going stay off of social media. Put some blinders on. Concentrate on what you want to do with your business. It can be a great tool. Don't get me wrong. So until you're ready to, like, back it up and say, I know how to use my tools. I know how to do it. Just just stay out of the icky. There's a lot of negative, not just with buyer broker agreements, but with NAR and owe this lawsuit and owe that lawsuit. Like, let's focus come back down local level, focus on you, focus on your business, what you need to do, what you need to learn, to be able to go tomorrow and say, hey. I I got this. You know, it's about building those relationships with your clients. I've always been all of my states have been buyer agency states. So for me, it's like, okay. Business as usual. Couple of mechanics changed, but we're gonna get through it. So but for the states that haven't and they're just learning this for the first time, knowing the lingo, again, doing the role play, and what that what that hard conversation looks like before you say, yeah. Let's sign a buyer broker agreement. We're gonna go look at houses. Make sure you know what that looks like. And, again, if you don't, resources everywhere. Me, Christina, LPT, knowledge base, your local associations, your local MLS, everybody's doing classes. Everyone's giving out information. You've probably seen twenty emails from your board in or MLS in the last twenty days. Like, they're literally putting stuff out every single day. The NAR FAQ. Like, just know your business. And if you need help, know you need help. Don't wait until two weeks from now to say, oh my gosh. I don't know how to do this. I got my first buyer client since all this happened. Know it now. You have the time. Know it now. If you don't have the time, we're gonna stay up an hour later, and we're gonna do it. We're gonna get up Or or you're gonna get up an earlier Right. Or you're gonna get up or you're gonna get up an hour earlier or three hours earlier with Christina and say, hey. Like, I need help. How do I get help? But I think it it is, you know, just kinda coming away from the chaos, staying off of those, like, crazy social media pages that are just gonna keep throwing trash. Come back into the positive mindset of this is my business. I need to know how to do it. Let me go figure that out. I I think that's the biggest piece. I I love everything you said. So I ideally, we all have our different schedules, goals, and time commitment. So I you we're we're almost we got a few minutes left. What what I wanna say that I call it wrap it up before she answers the Ronnie's question, is is every one of you, as we go into the week, you're being able to stay focused and have our mindset in a way that we need, we need to look at personally and professionally everything that we need to do to accomplish our goals. Personal is first. If we don't take care of us, we can't take care of our business goals. So as you're walking into the week, you need to have everything personally that you need to focus on. That training and education is so important. We need to articulate it to our clients. Patty said, stay off of social media, all the noise. You need to be able to take your pipeline, let them all know before they see that social media noise what's happening. So we have to be able to educate our clients. Yes. I'm an educator, by default. David Lewis picks on me a lot around that because I always go to education. However, we've gotta be able to tell them what's going on in our sphere and people before they hear it somewhere else, and we're not telling them. So, I I just we believe in you. We're here to help you continue plugging in, and and we're here to help you in any way that you need. Ronnie is, the last question I would say, Patty, is there anything around that on a broker side that you can recommend before we Yeah. So I think that's gonna, as far as, leases or rent, it's gonna depend on state. I don't think that NAR has dictated lease or rent. I think it is just for a residential purchase. I'm not gonna say that I'm not correct on that. But from what I have seen for us, rents and lease do not require. I would try and get something in writing, depending on what state you're in, whether it is a showing agreement or a transactional brokerage, because we don't want you wasting your time. So just know what that looks like, state specific, and see what that looks like for you. And I'm in Florida, so I echo the same thing. And I ideally, if we're gonna spend the time and create that re rapport, I highly recommend that as well. Listen. We all believe in we believe in you mindset. Just know that, gosh, been through market crashes in the last twenty years, interest rates going like this. I know that this is something we're all gonna get through. When you have the right mindset to focus on your goals, you can accomplish anything. Good night. We'll see you soon. Guys. Bye. Great. Have a great day.