Good morning. Good morning. Good morning. Thank you for joining us this morning. Let us know where you're joining us from. Nice. Look at this. We just opened the chat for a minute. We have over a hundred people in running. Correct. Like, make that a hundred and fifty. It's like, here we go. Love it. Yes. From all over the world. This is amazing. I love this. Love it. Love it. Love it. Look at this. Awesome. Week week two. Week two. Here it is. BBA marathon. Week two, first official business day after the This is amazing. I love this. Wow. Awesome. Well, thank you for joining us, guys. We're so excited to have you. Let's just give it one more minute, Noggin. I think people are still coming in. Yes. And fast and furious. We're over two hundred people right now. This is awesome. Amazing. Love it. Love it. Love it. We'll start in just one minute. Just give everyone a chance to come in and use the link. As Norky said, this is our first business day after our new normal, which happened on Saturday. We were on calls and all of these, sessions over the weekend. So we were here with all of you, and we had some great role playing going on. But we'd love to sort of hear from you guys how your first weekend was, and I think we're just at time here. So, RP, why don't we give you the floor? Yeah. Good morning, everybody. I just wanna pop in, have a quick sip of coffee with you guys, and, then I'm gonna go get ready for motivation Monday. We've got a really big eleven AM session this morning as we do kick off week two here of the BBA marathon. And then Friday is our big closing ceremonies where we're gonna be rolling out some new technology and some exciting new stuff now that I feel like we've taken the last two weeks to really get this foundation built. You know, the the the feedback that we've gotten has been amazing from people. The, you know, feeling like they were poured into and feeling like the the clarity around the settlement, again, things have been moving. You know? The some of the some of the ideas that that we set out with even even a week and a half ago have shifted. Now we've actually seen things, in practice. I would say that some of the bad drivers on the road that we're having to compensate for and deal with, and then a lot of agents just aren't taking the time to educate themselves, you know, to learn about what's going on. We're gonna announce this on Motivation Monday. We've had almost seventy five hundred people come through, our BBA marathon, you know, which is an amazing chunk of the brokerage. When you think of me, that's, you know, seventy percent of of our company has come through these, which has been amazing. Yes. I did shave. I I finally took the beard off. You know, we'll we'll see if I grow back out or not. But took the beard off now that I'm back in Florida, and it's a little hot. You know? The it's too hot for the beard right now. But yeah. So we're we're just really, really feeling good about where we are as a brokerage. We're feeling good about adapting to these changes. We're feeling good about our agents, you know, leading the charge on how we communicate, how we best take advantage of the opportunity created by this, the opportunity to show our value, the opportunity to communicate and negotiate with our own consumers, and and really make what we're, you know, what we're worth, whatever that number is, whatever that ends up being, you know, the ability to control that upfront by having clear communication, transparent communication with your buyers. And on the listing side, again, while LPT is here to support, all the different, all the different strategies you can use, I do think over time we're going to see less and less listing agents pre negotiating the commission. Again, still willing to pay buyer's agent commission. Like, we're not I don't think that goes away. I don't see a world where that goes away, but I do think you're gonna see less sellers pre committing to an amount and more sellers gravitating towards, hey. Yeah. I'm totally willing to pay this, but let's let's wait for the offers to come in and see how much I actually have to pay. And so again, I think all of this is gonna you're just gonna work itself out. We are in a a new situation. There's a lot, of these rules that that depend on human psychology. Right? How are others going to act? How are our competitors gonna act? How are we gonna act? How are the sellers gonna act? How are the buyers gonna act? And right now, I think there's a lot of guessing and a lot of people have different opinions on how sellers are gonna react, how buyers are gonna react. I have mine, obviously, but we're gonna see it we're gonna see it start to shape out. I can tell you early on reports are that agents who go in knowledgeable and speak intelligently and understand how to communicate, what's changed, why we're getting these forms signed, why we're changing the way as an industry we do business, and, you know, again, in the spirit of transparency, I think is great. And so a lot of additional great information. We've got new content this week. We'll be releasing the new content calendar on motivation Monday at eleven, so make sure you catch that. We've got new topics. We're moving from conversations to more role play, which is gonna be fantastic. I've done some I did some of that, I think, with Friday night and maybe Saturday morning. So, again, a lot of great stuff, and everything is recorded. So if you've missed any of these, go check out that Friday night role play or that Saturday morning role play. We've got so much content. We're gonna have fifty sessions in the knowledge base that you can go back and use as a resource to listen to, to bring yourself up to speed, to to, again, hear the right words. You need to hear these things multiple times for it to click for some folks. You need to hear it multiple times for it really to resonate in your brain because we're trying to get to is a place where you can quickly recall and communicate the strategies and the underlying facts and psychology around this settlement to your consumers because that's how you show value and that's how you you build confidence. I think in a lot of times, we get too hung up on the idea of showing value as, like, what am I gonna do for you? When as much of that is, how confident are you in my skills? How much how much calm do I bring to the transaction? How much knowledge do I bring to the transaction? How much confidence do I bring to the transaction? And and those are those intangibles that we have to show through excellent communication and really being really being students and really being experts on our stuff. So with that, I'm gonna kick it over to, Norkis and Michael, and I'm gonna get ready for motivation Monday. I will see you guys at eleven AM. Enjoy the rest of this nine AM, coffee BBA coffee, and I'll see you in a couple hours. Michael, Norkis, take it away. Thank you. Thank you, Robert. Robert. That's an awesome Great. Norkis, how was how was your weekend? I know we jumped in and on a lot of sessions, and there was a lot of Amazing. It was an amazing weekend. It was great because I was accessible Agent saying that they utilized the role play that we did as an example, and people were signing the BBA without any objections. And the people that did have an objection, they felt comfortable and educated enough to explain it to them. And at the end, they did sign. Some people were more comfortable with the BBA, not the exclusive right away, and that is okay. It's just a matter of explaining it to them. Once you build that relationship and that report, they will sign the exclusive one. So it was good feedback so far. You know, and we're getting that in the comment as well. We're getting this in in the comment that RP script, you know, got me through to really sort of be able to sign that BBA and that the buyers were fine with it. Look. This is our new normal. We're on we're on day two of this. So this is and and as you said, the first business day of it. So this is where we really need to get comfortable with it. This is where we need to make sure that we are the professionals. We're the ones that are guiding them. And it comes back to that mindset, guys. It comes back to that sense of I'm worth this value. I've said this on a lot of the calls that I was on this weekend where this is actually, to me, one of the best things that could have happened. Because now you, if you were a buyer's agent, you don't have to be dictated by the listing agent to tell you how much you're worth and how much you're going to make. Now your value is infinite. It's the idea of showing that value to your to your buyer. That's what gets me so excited. This is amazing. You know? I I would love for everyone in the chat to just throw specific questions that you guys had over the weekend. Those of you that were throwing a that that were in the field, that were looking and working with clients, what was your reaction? What are the some of the questions that you like Norkis and I to discuss on this call today? We want this to be very intentional for you because this week is is our new normal. This is when we get in here. We've got almost three hundred people on this call. So there is a lot of interest in this. I love it. I love it. And like you mentioned, you know, mindset is everything, but thank god if you have the support system and the education, you're confident enough to go in there and show your value, and that's why we're here. Ask your questions. Let's make it more like a q and a. If you want us to role play, what is it that you're looking for so that we can give you that guidance and support? Open house. I'm trying to read some of the questions. Open house. Why did this change happen? Okay. Look. I think I think that there's you know, with open house or really any of the of the questions, it's us that's really, educating the consumers. Right? Where, people sort of the problem is that the news is reporting, oh, buyers commissions went away. This whole thing is now cheaper for you. It is not. So we need to sort of educate the public. We need to say that what happened with the NAR settlement was the fact that there was just a decoupling, and that's a great word to use, decoupling of commissions. The listing agent gets paid but excuse me. The the the the seller pays their listing agent, and then the buyer's agent has to negotiate their commission. It's just separate now. So Right. That's being paid by the seller or that's being paid by the buyer. That's something that's all negotiable. This is just another item for negotiation. Just like closing date, just like the amount of down payment, it is just another point of of consideration in any contract. And that's really the way to sort of look at this. Correct. And that's honestly like, if you ever did a commercial transaction, that's how it's always been. You negotiate your commission in the beginning when you speak with the listing agent. So it's just a matter and we've always had an exclusive buyer brokerage agreement in place. If you were running your business correctly, you should have been using it. So it is the new norm, but it all starts with the buyer's consultation. That's key, guys. Meet with your buyers, have a consultation with them, review their needs, what they're looking for, and that's when you start creating that bond. And they won't have a difficult time signing it because, again, you're providing the value. Some people mentioned they don't know how to articulate exactly what they need to say and the value that they provide, but get educated. Join all these little webinars. You're gonna get little nuggets from each and different every one of them. Join your association's webinar again. It you have to be state specific with your laws and, you know, the forms that you use. But it's a matter of just getting involved, being confident, joining the webinars, and getting little nuggets from different people, and then you'll be able to feel have the confidence to speak about it and explain all that. Couple of things on here, and that's spot on. Couple of things on here, it says, open houses are different per state interpretation. Thank you for that, for that, nuance. So we still are doing all of the state classes this week as well. So please, we'll put out that schedule, on motivation Monday today. So when you see that, please follow your state sessions that are happening because that's very, very important. Thank you for the nuance. And then it said, I had a seller this weekend that wants to list their home, but doesn't wanna pay the buyer's agent. Look. Here's how we sort of handle everything. Every there's nothing there's no offer at the moment. So I would say to your seller, mister seller, why would you sort of, like, you know, start with with these things that you won't do? Let's just wait till the offer comes in, and then let's talk about everything as though they were another, piece of that contract. Right? We're gonna negotiate anything that comes in anyway. So let's just see what comes in and have that conversation at that point in time. If that seller is saying, I'm not gonna pay a buyer's commission, they will, in in essence, block out a lot of people who won't show that home. And why would you have your seller be at a disadvantage? I would really sort of say to that seller, look. Let's not make any decisions right now. Let's just see what offers come in, and let's just talk about all offers as they come in. Correct. Then we need to remember that they're listening to whatever's in the news. This click bait click bait saying, you know, you're gonna save money. You don't have to pay a buyer's agent commission now, so let's educate them. And exactly like Michael said, you know, let's just hold off. Let's wait for the right offer in place because I'm sure if they get the right offer, full asking price, everything that they need, they will consider paying a buyer's agent commission. So it's all about waiting, negotiating, and providing the value. You know, this one was an interesting one. This one said, I had a buyer's agent text me and ask what the seller was paying for buyer's compensation and to send over the compensation agreement. I responded and said that the seller was considering all offers of compensation. The agent asked me to send this to her in writing because her broker is only allowing her agents to show a house with a compensation agreement in hand or an email from the listing agent. That guys, that is steering. We cannot do that. That that broker is not educated. That's one of the bad drivers that Robert keeps talking about. That is not what this law says or this new agreement says. It is, you cannot do that. It is the response that you said was that the seller would consider all offers of compensation is the perfect answer. It's the only answer we can give. There is nothing that we can sort of do because that that that brings the whole essence of what this nor lawsuit was all about. It is the idea of coming in and and having what they perceived as collusion. That was what this whole agreement and this whole lawsuit with NAR was about. That's what this settlement is. This is steering. Please listen with those bad brokers and those bad drivers will be in line really soon. And remember again, guys, this is day two. People are not understanding what this says. We have really educated ourselves. We have been here for five sessions a day for the last week and now this week to educate all of you to make sure that you don't get in trouble. And this is something that we cannot do. This is exactly what is a bad driver. So thank you for putting that one in there. Awesome. Keep them coming, guys. Great questions. So, again, Diane had the same type of thing. I had an agent email me twice asking what the percentage of commission was. Again, guys, this is the same one. Please be careful with these. These are the these are gonna be traps that you'll hold into that you fall into, so be careful, guys. We're here to truly educate you and to be by your side, to be here for you guys to thrive. And so, yeah, there's a lot of I'll comment in here. That's a terrible broker. I agree with you, Absolutely. See what else we got. Okay. Time to recruit that agent. I love that one. Correct. Show them the value of everything we provide here. Another question. Can you clarify VA's position on covering BBAs? You know, a virtual assistant, I guess that's what they mean. It's a it's a matter of make sure you have an educated virtual assistant that's gonna be able to you mean I I wanted I want clarity on the question. You mean the VA I believe I believe they mean the the the veterans association. Oh, okay. VA loan. So clarify because Yeah. So if if the person asking a question can just put a clarity in there, I believe you're asking about, VA loans. But let's get that one going. Perfect. Let's see. Let's see here in writing. Let's see. Our board contract state that seven online seventy seven that the listing broker must disclose if seller is offering compensation. So, again, these are state specific questions. Please join your state or just, call your broker. We don't wanna give you wrong information. Alright. So let's sort of get that. We have people from all over the nation, so we have to be state specific. Contact your broker. Join the webinars. You'll be able to get those ants those questions answered. Okay. Somebody put in that, VA loans will cover the buyer agent commission as a closing cost. So, thank you, Alan, for that one. But it's so that answer was in there, but I would just double check again in your state, making sure that everything is the same there. So, again, people are putting in there, VA is allowing VA buyers to pay as of August ten? Correct. So Again, verify with your state specific broker. Will there be any training this week using dot loop to set up our BBA forms? That's a great suggestion. Let's bring that back. I don't, again, on, on on motivation Monday, the schedule for the week will be out. And, if we need to add things, we certainly will. I actually love that one, so I'm taking a note on the job. Yep. There's a question here. How should I proceed when a buyer's wife who is inactive, an inactive licensee wants to represent herself, use her attorney, and doesn't want to sign a buyer brokerage agreement with anyone? Well, if she's an inactive licensee, then she is not ready, willing, and able to receive compensation. Precisely. And then you should not work with anyone that does not wanna sign a buyer brokerage agreement because it's mandatory now. This is what you need in order to represent them and you know? That's weird. Let's see. Again, I deal with a lot of renters. What forms do I need to have presented and signed? Again, state by state, let's make sure that we are, covering that. But I think that RP said this in one of the earlier meetings last week. If you're dealing with anyone, it's gonna be good practice to just get a BBA signed. Remember, renters become buyers, and then buyers become sellers. So let's sort of get into what our new normal is, and let's have everyone sign it. It's better to be on the to air on the side of being protected and making sure that you are, covered with what you're doing and that your value is shown. And I love people that that deal with renters because it's an incubation period, right, for a long term career in this business. Correct. Let's see what we got. Hours are loaded into dot loop already. Oh, okay. Good. Yes. The forms are in dot loop. But if you need guidance on filling them out, go to your state specific classes because we do have webinars on how to fill out and and interpret each of the forms. Correct. Do we send the compensation form with the offer? It's all about negotiations, guys. So have that conversation with the listing agent. Get a feel and a perspective of what they're looking for. Again, create that relationship, that bond. This industry is super big, but it's super small at that same time. So today, you may have the buyer. Tomorrow, you may have the listing. So create relationships. And then you don't wanna do a disadvantage to your your fiduciary, whoever you're representing. Maybe they're offering, three percent and you're asking for two point five. You see what I'm saying? So it's, again, having the conversation as to what exactly they're looking for to make it work and get to the finish line at the closing table. Alright. So somebody's asking for, like, a quick role play on having somebody sign a BBA. So do you wanna be the, the agent or the buyer? Let me be the buyer. Let me make it hard for you. Okay. Dorkies, how are you? Doing well. Thank you. And you? Fantastic. Thank you. I'm so glad you wanted to see this house. Thank you for reaching out. Just wanted to let you know. I don't know if you know this or not, but over the weekend, we had some changes that happened in our industry where we now have our decoupling of all of our commissions. So we have a a a buyer that's going to be, taking care of their listing agent. And now me representing you or showing you any property, I just need you to sign this buyer brokers agreement, and this is how we now do business in our new normal. Actually, I heard in the news that now I don't have to pay anything, that it's gonna be way cheaper for me to buy a house, and that's why I reached out to you. Don't you love the news? They always give you such accurate information. That's not quite how it works. And so, obviously, no one's expected to work for free. So the only thing that that did was actually decouple the commissions. And so the news, unfortunately, got it wrong. It's a bit of sensationalism. And so what it is, it's just the fact that, again, the buyer's broker will be taking care of their commission, and the seller's broker will be taking care of this. So me representing you, we will actually try our best with negotiations as we do to have the seller pay for your commission so that it doesn't come out of your pocket as was traditionally done in the past, prior to this weekend. So before I can show you anything, I just need you to sign this, form, and we can do it as in informal as just this one property for me to show you. If this is what you actually like, then we move on together. If there is a more, concrete relationship that you wanna have and you want me to show you more properties, then we do a different form, which is more of an exclusive agreement. Thank you for the education. However, I don't feel comfortable signing a document that I haven't read through. Is it, like, property specific? Is it a binding contract for several months? Can you explain a little bit more on that? Yeah. Of course. We can do something as as simple as you feel comfortable with. So if you just wanna see this one house, we can do this as a property specific house just for today. I'll show you this. If there's if you're not interested in the house, that's it. Our relationship is over. If you actually want me to continue to show you properties, we can extend this relationship for a defined period of time, but we just want you to be comfortable with it. All we want to ensure is that we're compliant with what our new regulations are and that we're here to serve your needs as best I can. Great. Sounds good. I just don't wanna be binded into, like, a long term contract. So this one's specific for this property or the ones that you're gonna show me today. Correct? Absolutely. We could do that. Absolutely. Awesome. Perfect. Thank you. Where do I sign? There you go. Try to make it a little bit difficult because we need to know how to overcome the objections. A hundred percent. A hundred percent. Right? And hope that helped, guys. Those I see a little hearts there, so I'm hoping that you and remember, guys, you just need to show what your value is. Right? And that's where you sort of bring that. And, again, you can just do a property specific one where you just come in, and this is good for the day. Right. Right? And so if you wanna then go in and and say to your buyer, let us now sort of extend this. Let me understand what your needs are. Let me be able to show you and and be your trusted adviser to get you that home that you need. And so that's where we actually go and take that journey. Exactly. Somebody mentioned to speak to role play about the commission. The way that I've we I think we would handle it would be like, okay. So you're asking me to sign a document where I need to pay three percent commission. I don't feel comfortable with that. Can you and then the agent and Michael, I guess, he would say, well, let me see what I can collect from the listing agent, and then we can negotiate. We can either modify up or down. I, as a listing agent would buyer's agent would probably say, let's start high. And then if they pay me less, then we can modify because that's an easier conversation to have than to go start low and then, you know, modify it to go high. So that's how I would address that. And then remember, it's always the idea that you're gonna say, we're going to negotiate to try to have the the seller pay for this compensation so that nothing is coming out of pocket for you. But in in the interim, if if if it doesn't happen, it becomes part of the negotiation. Just and and I would go back to really sort of, like, let's not make it because, obviously, it's about you getting paid. Right? So let's not even make it about you getting paid. Let's just make it about one of the line items for negotiation on any contract. So we're gonna negotiate the terms. We're gonna negotiate when the closing date is. We're gonna negotiate what the down payment is. We're gonna negotiate what the commission is. So it's just becomes one of those points of negotiation. And then you come back and you sort of say to someone, look. Let's just look at this as an overall, contract. I'm just wanna show you the house. I want to serve your needs. And then if it's something that you actually are are interested in and it serves your needs, then let's talk about everything else. Correct. Somebody says, I thought you couldn't go higher in Florida. Again, verify with your broker, but I believe you can. Verify with Natalie Cox. She's your Florida broker. I highly believe you can, and it's all about negotiations and doing the modification and transparency is key. So there there there would be so both are both are correct. There would be an amendment that would need to be done to that BBA because the person who put that in is correct in the state of Florida. If you say that you would work for two percent and the seller was offering three percent buyer's commission, you cannot take that extra percent unless that BBA is modified. So you're both correct. So it is something that is so be careful about downplaying what your value is because the the buyer excuse me, the seller might actually be offering more. So you can actually remember to just now make sure that your value is is is is what you are leading with. Right? And so this is this this is really where now you guys are coming in. This is your first week of this new normal. Today is your first, your first business day where a lot of this is now going to become reality. Right? Because only those hardworking LPT agents are the ones that work on the weekends because instead of, like, now the other brokers are finally waking up and figuring all this out. And today is the day that this really starts. So when you actually are doing this, we are here with you. We are here with you for the duration. We are gonna have all this week, we're going to have all of the the classes still. Motivation Monday, we're gonna go through the schedule, so please jump into that a little bit later this morning. And then we're gonna have the closing ceremony on Friday. But listen, we're still we're here for you guys. We're here for anything that you need. And I will be running some other sessions in Spanish this week as well for our Spanish speaking agents. So this is you got this, guys. You got this. This is do. Oh my god. This is so great. I'm loving that this is happening because now your your value is limitless. Correct. Correct. Well, time's up. Yes. Thank you for your question. Thank you for joining. I'm so excited. I'll see you guys later as well. And remember, we're here to assist you in anything that you need. Feel free to reach out. Thank you. Thank you, everyone. Have a great weekend. You guys. Have a make it a great week, guys. We got this. We do. Bye bye, Doug. Bye.