Good evening, everybody. Good evening, man. How you doing, bro? Good, man. I'm doing fantastic. A little bit later for us on the East Coast Yeah. With the the Midnight Warriors, you would say Night hours. Night hours. Night hours. We're the night hours, man. But cool. We'll we'll give it just a few minutes for everybody to get started. We're gonna go through seller role play. We won't necessarily role play scenarios, although you guys can ask questions in the chat, and we will give you our responses. Good night from Texas. How are you doing? Good evening. For Apollo Beach. What state is Apollo Beach? That's Florida. Right? Alright. We have some East Coast folks up in here. Yes. We got some late night. Great. It's on the beach. Okay. Alright. We see you. Virginia, Miami. Okay. That's cool. Yes. Florida. Alright, Mary. Cool. Alright. We'll give another two minutes or so. Madison, Wisconsin. Florence, South Carolina. Alabama. Alright. I'd love to see that. I'd love to see that. North Carolina, Raleigh. Fantastic. Tennessee. Alright. Virginia. Fantastic. Well, let's guys, I just want you to know when we first embarked on this LPT mission we'll we'll get started here in just a second. But when we, when we first embarked on this this mission, anytime we did roll calls, it was like, you know, Orlando, Tampa. If it was like Miami, a couple hours away, we were like you know? And now to see all these different states is amazing. San Antonio, Vermeer, Florida, Hutto, Texas. I actually haven't heard of Hutto, Texas. Welcome, Pam. But, yeah, so it's been it's been amazing to watch this grow. But tonight is sellers role play. And so, we won't necessarily go through, like, the scripts again, but you can say, hey. I'm concerned about this, or this has been asked of me, or I've got this question. How would you respond to it, or how would you present that? And we will actually do that for you. But we wanna talk to Vegas. Alright. Love Vegas. We were just there. We're in Charlotte, Florida. Okay. So it's ten zero three. We'll go ahead and get started. As you guys know, my name is Matthew Hodge, executive vice president. Louis Ferman is my co VP. Probably need to change my name on all of these because I've been logging into the the main studio account, and, it says it says LPT studio for me. But, so we are gonna go through this evening to talk about, you know, what does a conversation sound like with the seller? And we're gonna tackle it from a couple of different buckets. First bucket is I have an existing listing, and it's longer than thirty days, whatever, longer than yesterday. And, well, you probably started getting offers about a week or so ago. That's probably when you first started seeing people trying to make those changes. But so I've had a listing longer thirty, sixty days, whatever. This was not a conversation that I really said anything about. Maybe I lightly told them about what was happening, but we still signed a compensation agreement, a listing agreement that had both my compensation and the buyer's compensation included. So we've got that. And then we're gonna talk about, okay. We're getting offers now. How do we help that seller understand how to reason and negotiate through that process? Kinda how do you need to get them to think about things. And then lastly, what's it look like going forward? Best practices for new listings, listings that you're on that you will take tomorrow going forward. Unless you're West Coast and you're still gonna take a listing appointment tonight. But but that's gonna be the three buckets that we're gonna we're gonna talk through. And, again, you guys are welcome to put any, any questions inside of the chat or any scenarios that you would like some guidance around in terms of how to how to answer, and we will script that that piece of it or give you the idea on how to think about talking through that that piece. Does that sound fair? Everybody good with that? Let's give some thumbs up, some oh, I I got my gestures on. Let's see if I can get the It is. It never works. So it's like it always randomly alright. There we go. The emoji thumb up for for good. Okay. Cool. Alright. So, scenario number one is I've got, I've got a listing, current listing, and, obviously, I I didn't take it yesterday or or today. I've had this for a little while. I didn't mention anything about kind of the buyer's broker's agreement. I was like, I'll figure it out when we get there. We've got a listing sign where you've got a pre earmarked number for, buyer's compensation and, of course, your compensation. So first thing we'll do, Louis, is there anything that we need to do to that scenario? Do we need to do an addendum to the contract? Are we okay as is? Is there anything that needs to happen there before we kinda get into the conversation of what needs to happen? Yeah. So the first thing is, I guess, figuring out whether or not, your seller is still going to be offering co cooperating agent commission. Right? So, you know, if if if you're gonna have conversations with your existing customers today, the very first thing that they have to understand, which was the greatest impact on the seller side, is that, cooperating commission is no longer going to be advertised, on the MLSs. And this is important because most state listing agreements do have a do have a section in there that basically says, you know, total commissions and then what portion of that is ultimately going to be the cooperating agent commission. So now you've already, you know, predetermined, I guess, what that commission amount is going to look like. So I think it is going to be very important for you guys to engage your sellers and start having conversations with them to basically advise them that, a, MLSs are no longer going to have cooperating agent commissions published on the MLSs. And then two, figuring out whether it's going to be a strategy in which we wanna, quote, unquote, I guess, predetermine, what this seller commission or or this buyer's agent commission is ultimately going to be. Now throughout the week, we've laid out many cautions. Right? And that caution being, you know, having conversations with your seller that, you know, hey. We're no we're never gonna have to pay a buyer again. Like, we're good. Like, you know, you're gonna save more money in your pocket. Like, I would never recommend to, you know, program your seller in that fashion. Because when the offers come in, now, you know, we understand that these offers may be coming in more frequently with maybe a buyer agent commission on there. And if you program your a your your client accordingly, it may be very difficult for you to break that program. Right? You know, these offers may come in. They're gonna have a predetermined, you know, amount in their head that you're gonna have to try to break at that moment. So setting those expectations may be, you know, more difficult going down the road. You know, a better approach is, you know, what you heard, you know, maybe Robert advised throughout the week is, you know, programming your seller that, you know, we are going to be open or we recommend to be open to, you know, offers of compensation. And here's how it ultimately is going to work. You know, it's all a numbers game. You know, break that down to them. Let them understand that at the end of the day, it's still a net amount. You know, whether it's through seller concessions, whether it's through escrow holdbacks like some states call it, whether it's through buyer agent commissions. At the end of the day, these are all coming from the proceeds of the seller. And regardless of what that combination looks like and what that construct looks like, you know, having your agent and having those consultations now so that way they understand it's not that big of a just because it falls in that one category, it's still just numbers. Right? You know, we gave some examples, you know, over the few over the last few days. You know, if it's a three hundred thousand dollar purchase price and there's a three percent in concessions coming in, that's basically a two ninety one going to the seller. Right. If there's a three percent that's going to buyer's agent commission, it's still the same two ninety one. It's just written in two different ways. If it's two percent going to buyer's agent commission and one percent going to seller concession, it is still two ninety one. It's still the same amount. So, again, the numbers still work out to be the same for the seller regardless of which category it is. But if you set the wrong expectations to your seller from the beginning, you have to be very careful. It may make negotiations and reaching the meetings of the minds much more difficult later down the road when the buyer starts submitting offers to your property. Right. So perfectly set. Thank you, Louis, for walking us through that. I think that that gives you that encompasses pretty much almost all the scenarios in that sense where, you know, you're saying, hey. It's either gonna be seller concession. It's gonna be buyer you know, you're you're basically getting it down to a net number. Now here's the piece that this is the the philosophy that the part that you really need to get them to absorb, and this is this is gonna be very important. You can, of course, put this on in your own words, but here's the deal. If we've all come across or heard the horror stories initially of someone being like, hey. My seller says that they absolutely do not wanna pay buyer's commission. We've already heard of those stories. Now we all believe, right, and it is clear that that is clearly not a logical thought to think that someone would work for free. So, ultimately, what you're saying is is that I do not wanna have buyers come through here who are represented by another person. I want you to find the buyer directly, or I want the buyer to contact you directly. That is ultimately the implication that they are they are they are saying. If they're saying, I do not wanna compensate another person for their for their work, you are eliminating that pool of people. And so what you're gonna help have to help the the seller understand is, well, mister seller, I understand that you're really ultimately trying to make the most amount of money. However, agents are signing buyer broker agreements, and a lot of them are exclusive, meaning that this the the buyer has to pay for this compensation because this is not the only house that they're looking at. Right? So there is gonna be an agreement for compensation there. If you are not paying that and the house down the street is paying it, you are increasing your cost of the house by x percent. So if the house on the street is pre negotiated two and a half percent or they're open to negotiations, which is gonna be, you know, between the the normal ranges that we've seen, probably between two to three percent, and you're not offering anything, you are now increasing the cost of your home to the buyer by x percent because they have to they have to pay their compensation. We can all agree it makes zero sense for someone to work for free. That's not a rational thought. We cannot argue through that that people should be working for free. Right? Like, then let's just throw that into the crazy bucket. So what you're saying is that you will out, you know, price your house from the market. Now if your house is listed for five hundred thousand, the house on the street is listed for five hundred thousand, they're equivalent properties, they're offering a buyer's agent commission, they haven't committed to the amount that they're going to pay, but they are open to the the negotiation process, then you are gonna put yourself at a disadvantage as if you're saying you are not going to offer that. And now a buyer has to absorb that cost, and now that's two and a half percent or three percent or whatever that number, four percent, whatever you have have put that at. And so you will be above market value, which ultimately hurts your ability to, you know, to sell the property and make the most amount of money. Because as we know, the longer your house sits, the harder you know, the more difficult it becomes to sell, and you walk them through that normal thought process. But that is really what they are doing. That is the the the they are cutting off their noses, you know, in spite of their face when they choose that scenario, and you have to help them to understand that. Because, really, ultimately, what they're trying to do is they're just trying to make the most money. They they are seeing that you've heard me say this a million times. Change births opportunity. That happens for everybody. Right? The seller sees this change. They're trying to make the opportunity then for themselves. Hey. I wanna make more money. This change is happening. I wanna make more money. Right? That's the that's the challenge. You as an agent, hey. This change is happening. I can now take commissions into my own hands, increase my value, make more money. Right? Like, everyone has the same change and and the different way to spend the opportunity. So that is their version of them trying to make, you know, more opportunity from the change. However, you need to let them know exactly how that works so that they don't end up, you know, becoming their own worst enemy. Again, mister Sella, I wanna address your concern. I know that you are trying to make the most money for your house, and I'm here to do that. I am you have hired me. Look at all the tools that I've got. We will absolutely make sure that we get the highest and best for your house. However, the way that that happens is creating the most amount of exposure, creating the most amount of buyers who walk to your house so we can find out which one of those people are willing to pay the absolute top dollar. If we close the door on the agents who have signed this exclusive agreement, whose buyers are expecting that compensation to be negotiated through the selling process, no predefined amount, but the compensation ultimately comes from you, then we cut that group out. And that's gonna be the majority of the market. And so you are eliminating the biggest buyer pool where likely the highest and best person. Now it doesn't mean that's absolute, but that's more than likely where that person is going to come from. We all know that. And so that's really what you need to get them to understand. You can pick and choose how you help them digest that thought, but that's ultimately what you need to help them understand. And, of course, if someone says, well, I don't wanna pay any commission at all, you need to let them know that is really not a rational thought. We cannot think that it is normal for people to work for free. That's just not you know, we we can't even we can't even reason through that. It it it it doesn't make sense. Yeah. What's what's you know, the the most important, you know, as you're going through the listing process in terms of getting the property active on the market is, you know, you wanna educate your seller to, you know, make sure that they are not closing the door on opportunities as Matt mentioned. You know, you wanna invite as many opportunities as possible. And the crazy thing is before the NAR settlement, you know, that was the world that we lived in as a listing agent. You know, we've been going through this whole week, you know, talking about changes and so forth. And we talked about this during real estate first Friday. Even though there's some changes that are happening to our industry, there are still a lot of fundamental principles that we cannot forget about as agents. You know, first, you know, on the seller side, you go active on the MLS. What's your number one mission once the property goes active on the MLS? Get as many showings as possible to the property. So again, that's a basic principle. You're active on the MLS. You want as much traffic, you know, going through that property as possible because that will increase the likelihood and the opportunity that an offer would ultimately come in. So if you have agents reaching out to you and and asking, hey. You know, are you willing to accept, you know, a buyer's agent compensation or buyer's agent commission, whatever the case may be? And if you say no, you're going against the basic principle of inviting as many people as possible. So now, you know, if a seller brings up to you, hey. I saw the headline over the weekend. You know, all the major news networks had, you know, on their front page. You know, the real estate industry is changing. You know, that's you know, we've been seeing them hit since Friday and and yesterday. You know, the conversation with them is, you know, discussing with, you know, the importance of opening up those opportunities, discussing with them that we don't wanna shut those doors. If they're being programmed by their sources to, hey. I no longer have to offer compensation, You know, set the expectations that, hey, let's not make those decisions today because if a number comes in that's reasonable enough, we may consider walk them through examples. Walk them through examples of what that could ultimately look like. So that's number one. Basic principle number one is getting people into the property. So now agent or buyers are at the property. What happens next? You wanna invite as many offers as possible. How often do we get the phone call and and an agent says, hey. You know, I saw the walls need to be repainted. Do you mind a a three thousand dollar seller concession to repaint the house? What do we typically say? Write up the offer, submit it so I can have a conversation with my client. It's no different than the buyer's agent commission. Hey. Are you willing to offer a buyer's agent commission? Write up the offer. We will present it. We are open to it. Back to the basic principles and that seller concession scenario, we don't tell the buyers, no. Don't write the offer. We're not gonna accept any consent. Like, we gotta see the terms of the deal. We want them to write it up. We want them to submit it to us, and we wanna be open to having those conversations. And I'm sure we've also had examples too where we've spoken to a seller. I'm not gonna repair this roof. And then for whatever reason, the offer comes in, the number's nice where it's at, and they're like, okay. Okay. I I get it. You know, I'm more than happy to offer some type of level of commission or or or concessions. So, again, guys, like, the basic principles that exist in real estate, even though we're going through this week of changes, they do not change. The basic principle of inviting up many as many people as possible to your property during the active stage, The, basic principle of, you know, opening and and and having as many offers come in, written offers come in, those things do not change. And then lastly, it's a net gain to the seller and making sure your seller understands that it's a net gain. You know, it it's it's going to make sure that the programming is is at a state of reason. Now, again, what creates new dialogue is sellers possibly asking you this whole thing about the buyer's agent commission. I was at my father in law's, house on Friday, and he goes, hey. I heard that, buyer's agent sellers no law. What does that mean? So he came from a place of not even knowing what it means. Right? Like, it it it just didn't resonate with him. And and there's gonna be a lot of sellers like that. They see a headline, they see something change, I'm getting ready to list the house, but they really don't know what it means. You have to be prepared to educate your sellers and would strongly recommend do not take the side of you're about to make so much more money today because we no longer have to pay three percent to a buyer. Like, I would recommend not doing that, guys. Totally agree. Angie Murph, I we have heard reports of that too where brokers are saying, you know, don't don't go to properties unless they can produce showing that they are offering commission. Now, one, let me tell you fundamentally why that doesn't make sense for a couple of different reasons. We first of all, how many offers have you written where you are not sure if the terms of those offers would be accepted? Right? We've all written offers that have not been accepted. We've all written offers that had to be negotiated from the very first offering that was put out to a place where ultimately both parties landed. Right? There was a meeting of the minds. So this is that concept is a as a is an idea of keeping it the way that it is today. Hey. I'm not gonna show your property unless you're automatically paying me x. That totally removes what we're trying to do, which is create more transparency around the buyer about what what compensation looks like and allow value to guide that number. Right? Before, it was, again, I'm gonna get whatever the person prenegotiated for me, and that was gonna be it regardless of how much value that I brought to the transaction, whether I was gonna negotiate fifty thousand dollars and I had all these accredit. You know? I'm the absolute best realtor in the world. This guy who may not be the best realtor in the world is gonna tell me what my what my workflow and what my value is to the transaction from a monetary standpoint. And so this is more of the same with that. If you don't tell me how much I'm going to premake without me having the ability to negotiate it, then I'm not gonna show your property. I believe that we get into some steering issues there. I think that at some point, that could be an actual liability to the brokerage that is is is telling their agents to do that. But most importantly, just leave it open to negotiations because that is what it's designed to do. It's designed for you to say, look. This conversation has been centered around compensation so much. Right? But that is not the mission. That is not the focus. That is the byproduct. The focus is bring value to the transaction. The more value you bring to the transaction, the less people worry about how much they're paying you. Right? It's you you focus on bringing more value to the transaction, the dollars will take care of themselves. You wanna make more money, bring more value. Now we have all done transactions where we haven't done a lot. Let's keep it real. Right? Where we may not have if it wasn't for the seller having that predefined number, may not have earned our money. Right? Like, that that is the reality of it. That's the way that the industry has always been. That it's just a reality of it. But what we are doing now is saying, hey. The buyer is going to say and commit to a number that I'm ultimately, they're going to pay me. I'm gonna pay you two and a half percent. You're gonna go try to get it from the seller. Ultimately, if you can't get it from them, I'm on the hook for it. You may decide to amend it down afterwards, but the agreement that you're signing today says that this is amount that I am going to charge you for the service. You have to throw value at that because now they're looking at that number. Hey. I'm gonna pay you ten thousand dollars for this transaction. I have to bring ten thousand dollars worth of value. If I don't ever pick up my phone, if I can ever get in touch with, you know, with with my agent, if they are never know anything about the house and I have to run it down, you're not going to fit that. Right? So for that agent, you are going to get squeezed. But the people who look at this and say, hey, I'm going to add more value so I can protect these commissions or grow my commissions more importantly, that's where it's at. So how does this translate into the seller's thinking? Right? Because that's ultimately what's happening on the on the buying side. So what you have to say to the seller is, hey, listen. What is happening out here is that everyone, in order for them to walk in through your home, in order for someone to walk, show your house, or walk in your house on behalf of someone else, they have to have this agreement signed. That agreement means that they are going to have agreed to a compensation number. Now we don't have to match that. Right? But if there is we put that all onto the buyer side and it previously didn't exist, we are gonna be way less competitive than what someone else who is open to it. So I don't need you to make a decision about that today. Let's talk about that when we have something to talk about. Today, our only mission, my only concept is to tell you that I need the ability to say that we are open to all negotiations, which we should be, in order to help you make the most amount of money on your property. Are you okay with me letting people know that we will negotiate what that looks like when they're ready to to to provide an offer? Yeah. Absolutely. That makes total sense. Perfect. Now you go in there, you try to say, hey. I wanna secure two and a half percent for the other side, or I wanna secure three percent or whatever. That's where you could maybe start to to hurt yourself a little tiny bit because you don't need to have that conversation. What you need to do is say, hey. I am going to be worth three percent to you because I'm going to put out these door hangers. I'm gonna put in, you know, marketing material inside your house. I'm gonna get these digital whatever your value proposition is going to look like. Listing Power Tools makes that very, very easy. LPT makes it very easy for you to show a lot of value on the listing side. But now when it comes to the buyer side, we don't need to have that conversation today. Let's get there when we have something to talk about, and that is when we get an offer. So we are gonna do everything that we can, which is expose it to as many people at awful as as as possible. Let people know we're as easy to work with as possible so we can have these negotiations, and that is what is going to accomplish your goal. That is what you need to get them to digest. Now the person again who says, I don't wanna pay buyer's agent commission. If they stick in that world, I say still keep the listing. Because I had my, as you guys know, I I still have a small team. My brother was having a conversation with me on the day. He took a listing that was probably worth about four hundred and eighty thousand is where he where he thought four seventy five is where he thought it was gonna be. They wanted to list it for five twenty five, fifty thousand dollars over what he thought it would sell for. He says, okay. Matt, I don't wanna take the listing. It this seems like it's gonna be a waste of time. They're too unrealistic. And I said, hey, man. Well, let's do two things. One, take the listing and let the market define that. Right? Interpret when they're not getting the showings or they're they're not getting result. Be there to interpret the what's happening in the market so they can understand. Let them know that they are not receiving an offer and that we don't have any current comps that would support our list price, but take it and then do an open house. Maybe you'll get some additional buyers, and you'll get also get something out of it. Right? So work on getting some additional business while you're helping the seller understand and interpret the market when we go fifty thousand dollars above the highest comp that we can find. Alright. So that's the game plan. We go out there. We list the property. Of course, no one's coming to see the property. The seller's asking the reason why. He's giving me all the reasons. Hey. Again, you know, I was happy to test the market at this price, but we do not have any comps that support this list price. So I'm not telling that their house is not worth it. We're saying we don't have any comps that support where we are listed today. And, ultimately, as a buyer's agent's going through, they're pulling the same information, and people are gonna say we might be priced over over the market value. Ultimately, long story short is is that they end up bringing the price down. They sold the house for four hundred and eighty two thousand. Seven thousand dollars more than what he thought it was gonna sell. Right? So it was a win on that side. But they, who didn't absolutely wanna sell for anything less than five twenty five, ended up selling for four eighty two because, ultimately, the markets, you know, dictated what the value of the property was worth. And they listened. He interpreted it, and they listened. And so there is no value in digging in and pre negotiating that. Right? There's no value in getting them to lock in on something. Let's have the conversation when we get there. Our mission today is to make the house most presentable as possible. Your portion of that is make sure the house is clean and cool, and it has a great impression when people walk through. My job is to get as many qualified people through the door. Can we have a partnership there? We can. Okay. Perfect. Then that means that we're gonna make you the most amount of money on your property, and we're gonna negotiate the best deal possible for you when the time comes. Yeah. Yeah. Let's let's go through some of these questions here in the chat, Matt. I know some of them were flying off here in the last two minutes. So first, a lot of buyers might call the listing agent to save money. What happens in that situation? Remember, guys, procuring cause is still relevant. So if you have a buyer broker agreement, you showed a property to a buyer, that buyer, if he reaches out to the seller, you were technically the procuring cost. So all procuring cost rules are still intact. If that buyer is gonna reach out to the seller without reaching out to you as the buyer's agent, You know, I guess in that instance, I mean, even without a BBA or even in the previous world, I guess a buyer could have done that anyways. I guess the only thing to protect you as a buyer's agent is if you had an exclusivity agreement. Remember, the buyer broker agreements that most state forms, have created, do not create exclusivity. The buyer broker agreement is merely to satisfy the requirements of the NARS settlements and to make sure that compensation is stipulated, But most of them do not create a term in which if the buyer finds any property, whether it was procured with you or not, you are entitled to your commissions. That's an exclusivity agreement. So if you wanna take your buyers to that level, make sure an exclusivity agreement is executed. We actually have some subject matter this week that is going to go over, some of those things. Another question, I have an agent who asked what the commission is, and I said seller is open to all offers. Please submit an offer. Agent keeps responding for me to give her a percentage. Guys, today, we've spoken a lot about, having conversations with our sellers. But, you know, the funny thing is I see, setting the expectations with bad drivers probably being the hardest part of this equation. Like I foresee conversations with our clients being easier than some of the bad drivers who are you know, going to be forcing us to provide, you know, those percentages. My recommendation is to do everything you can to educate that bad driver as to what is important for your seller. Maybe draw as many comparisons to the world as it was before. You know, no different than before. If the deal was short, what happens if we were still three thousand, you know, dollars apart? Where was the money typically coming from? From agent commission. Right? Like, that is, you know, kind of a standard that has always existed. So even if a number is predetermined, even if you tell them, yes. My client is open to give you three percent. That offer comes in. That was a verbal offer of three percent. If the offer comes in, we're now renegotiating the deal anyways. You're not forced to give a buyer's agent three percent. That's the thing. There's nothing legally binding to force you to pay a three percent on a deal that never works out. If the numbers are still fall far apart and the buyers and the buyers agents say, hey. I still want my three percent, you can strike that from the deal and basically resubmit it with your counter offer to the buyer and see if they accept it. Like, you know, even though a verbal was provided, it doesn't create a a a necessary or or a legal requirement for that to happen. So let's see another question here. I had an agent that call and asked and said their client said only the show homes, the seller will pay. Same thing there as well, guys. There's going to be bad drivers on the other side, and we have to do everything we can to, you know, try to educate them accordingly. And as I said, I see that being maybe the harder challenge, but some of the strategies when you're trying to get somebody to agree with you is to show similarities. Agree with you when a change takes place. Right? Show them the similarities. Show them how it's maybe similar to how it was before. Talk to them about what's ultimately important to your seller. And at the end of the day, if if whatever strategy you take, if a verbal is given, etcetera, it does not create a legally binding relationship if that offer comes in. Right? If that offer comes in below asking price, at asking price, there's plenty of contingencies in the deal that can preclude, you know, an ultimate agreement until the ink is on the paper. I see a question here if we can answer Angie's. Let me just scroll up, guys. Angie mentioned there are agents already stating their brokers are advising, directing them to not tour, show a property without a copy of the commission agreement. I foresee that being a legal lawsuit against those brokers. I mean, that goes ultimately against the intent of the settlement agreement. Remember, the main purpose of the settlement agreement was for those steering practices that were being argued with the courts under the antitrust laws. And, by basically having brokers state that, you know, we're not gonna have our buyers go to properties unless a prenegotiated commission is, being offered, then that is going against the settlement agreement. So that will more than likely be a lawsuit against that brokerage. That is, I believe, unlawful as, you know, Angie mentioned, and that is going to create problems for that brokerage. Let's see if there's any other outstanding questions, guys, before we wrap up today. Yeah. Jeanette, so your your your question is, can we tell them to call the legal hotline? I mean, yeah. I mean, that is, you know, an option that we have. Again, guys, we're gonna reach circumstances in which we are going to hit those crossroads. You know, we may get to a circumstance in which, you know, a buyer's agent is or or a seller is asking for documents to be exchanged in the deal, these are documents that are between you and your customer. If you get to that crossroads, you know, you're gonna have to make a decision. You know, create a frictionless scenario and provide the documents or fight and contest it and and and convince them ultimately that it's not a requirement to share the document. Keep this in mind. However, if you do decide to go the route of sharing the document, make sure you are getting that authorization from your customer. Do not share the document unless your customer authorizes you to because, again, it is a contract between you and your customer. So that's kinda how that would work. So if the opposing agent is basically saying, hey. You know, we would need, you know, to see this document. I would recommend first poke the challenge, see how, you know, much, you know, of a challenge you could pose to maybe not disclose the document. However, if they're still fighting you on it, you're gonna have to make a decision. And if the decision is to share it, get authorization from your customer before you share that document. You could receive that authorization maybe via an email correspondence. I do recommend obtaining it in writing. If your client is authorizing you to release the document, I think an email memorializing that conversation will suffice in that scenario, but I would try to get some type of confirmation via via email or in writing, so that way you have it for your records. Alright, guys. We have hit, the thirty minute mark. It was an absolute pleasure to be with each and every one of you guys today. Look forward to tomorrow, motivational Monday. We will be publishing a new calendar with new topics for this week. We have some pretty, creative topics that we're gonna be excited to kinda collaborate with each and every one of you guys on this week. So, I look forward to, seeing you guys this week on more, BBA marathon classes, and I know Hodge and Robert will be on motivational Monday tomorrow morning. So let's see. Awesome. Have a great night.