Right. We'll give ourselves set up here. Okay. Got the chat set up. Good afternoon, everybody. We will get started, of course, at four zero three. We'll give a few minutes for everyone to join. Today, I'm joined by Norquis Fernandez, our VP of agent culture and branding, and coach Keith Dean, our productivity and mindset coach. And today, what we're gonna be discussing is the new psychology of the sale. So after eight seventeen, how do we make the sale? As you guys know, the first sale in any transaction in real estate is you. It's not the house. It's not anything else. It's not the area. It's not anything but you. They have to say yes to you first, and it's always been that way. So you are always the first sale. So we're gonna talk about the psychology that goes into that. So we'll dive in right at four zero three, Give everyone an opportunity. I still see people piling in here, so we will jump right in at four zero three. And just a quick, update. If you can, inside of the chat, when you when you go to type, it defaults to say host and panelist. If you type host and panelist, only we can see that, northeast, coach Dean, and myself. So you're gonna wanna put that to everyone. So great job. I see everyone putting in everyone so far. If I see anyone go directly to host and panelists, we're gonna call you out because that means you're not paying attention to the instructions. Hello from Nevada, West Palm Beach, Saint Augustine, Atlanta. Oh, look at that. First infraction. Who is it? We got so who's it? I lost it already. Where did they go? David Lewis, host and panelist. Come on, David. Come on, man. Don't throw him under the bus like that. Right on there. I'm gonna back it up too and and and roll over again. Let me promote him to panelist here. Call him Adam. Call him Adam. Sorry, but I don't know who he is. Yeah. Alright, David. I didn't know you were on this one, but let me go ahead and promote you to panelists. I do not have you accounted for in our view, but we will work that out here in just a second. So, David Lewis, you are on here. Alright. Let's see. Is everyone else following instructions? Let's see. Is. Yep. Everyone is going to everyone. Okay. Nice job. We are off to a great start. Means we're gonna have a great class. You guys are ready to jump in. You're focused. You're paying attention. I love it. I love it. So, this will be technically the first class, since motivational Monday, of course, this morning for our second week. And we're gonna talk about the psychology of the sale that's new because last week, we were saying in preparation to things to come, in preparation for this new environment, here's the steps that you should be working on now. Let's start with anyone who you're working with that would fit the definition of needing a BBA sign that does not currently have, that sign. Let's start there and work to that conversation. Let's talk to the sellers that we currently have listed and get that conversation going. And anyone who's circling around like, hey. I've, you know, could be listing this house. That's our second group. Right? And then now we're gonna kinda start positioning to, hey. I'm meeting someone new for the very first time. This is largely gonna be the environment that we're in, and we are going to be able to explain how to how to make basically the sale, which is you, of course, always saying yes to use first, in in this new environment. And I wanna just preface with with one thing. I have no audio and no video. I know that's not me this time. You guys can hear me. Right? I can hear you. And you can see us? Okay. I got the double thumbs up from David. Okay. Perfect. Alright. Don't make me paranoid, Benjamin. You know, I I break all kind of audio. So the the the thought process that you're really gonna wanna be thinking about as we as we dive into this, and you guys have heard me say this a million time, is that opportunity is birth through change. So let's just unpack that statement and show you a couple different ways that that works. Right? Let's look at what's changing, and then let's look at the opportunity that creates. So right now, we are at a place where buyer agent commission and listing agent commission is decoupled for the first time. That's the change. The obstacle, you're gonna have sellers who wanna, you know, say, I don't wanna pay you anymore. You have buyers who are gonna be bad drivers or or buyers agents who are gonna be bad drivers. The opportunity is during this period of change, explaining it better and showing your value faster than anyone else can. That creates opportunity for you. If you think about two or three years from now when everyone has pretty much gone through a transaction like this or it's the new normal, that shrinks. Right? The change is gone. The opportunity to take market share from the change is gone. So it doesn't work. Let's think about it from the sellers. Hey. I just heard that things are changing. I wanna try to create opportunity for myself. I wanna pay less. We've heard that. I don't wanna compensate a buyer anymore. Like, that's their opportunity that they're they're trying to grasp onto. Right? So every single time, every time that there's a change, it opens up this crevice for opportunity to step in, and you can step in and fill that change, fill those needs, be better at it or faster than other people, and create market share for yourself. And so that's how you go faster. Hey. I'm no longer the change. I have to work in an environment where the listing agent renegotiates my commission. I can now create that for myself, the opportunity. Well, I can think about what adds more value to the transaction. I can think about what adds more value to the experience, and I can increase my commissions, the opportunity. So that is gonna be the the the focus of of kind of this this piece. We're gonna go through on the buying and selling side, but that that's the focus of it. And, again, guys, I know the conversations is largely centered around the change of commissions and the decoupling of that, but the focus is value. Bring your value. If you focus on bringing your value, the dollars will take care of themselves. If you go and chase the dollars, you're gonna miss the boat. You're not focusing on the target. The target is increasing your value, explaining and communicating your value, articulating it very clearly. And then, of course, thinking about where do you have holes in your current process where you could do a better job so that you can not only just stay the same and where we are. Of course, we don't wanna go backwards, but we can increase. So let me change this view real quick, Dave. I'm gonna have to get over to a different view so I can bring you in here as well. It should be this one. Let's see if we can get you there. Okay. Perfect. So we've got David Lewis, owner, one of the of TLG Atlanta, sells about three hundred houses a year with his team. I see you are in LPT headquarters. I have vacated there and and come back to my house. And, and he's one of the founding executives, with LPT. And so we're so excited to have him back. He went on a little side project for a little while. I think he, got lost in the desert. But now he's back. He came back with his senses, and, and he's with us to to give us all kinds of value. So I'm gonna share my screen, and we're gonna jump right into this deck now that we've kind of got that preferenced. There we go. K. Can everybody see that? We're good? Alright. Fantastic. Okay. So let's go ahead and jump in here. Week two BB eight marathon. The new normal, the psychology of the sale after eight seventeen. So that's a topic. Okay. So things have changed, but not as much as you think. Right? So we've got this piece here where there's this big change in the industry. We all are feeling what it is because our workflow is changing. That feels big. It feels heavy to us. Right? Because it's something new that we have to do. But the reality is not really all that much is changing. Right? And then if you also think about it, when someone who gets their license next year or actually, they get licensed today, they're gonna hang their license with LPT starting tomorrow, This is the only environment that they are gonna know. So it's not even gonna be a change for them. So don't allow this change to overthink it and to put yourself on a disadvantage for someone who's like, yeah. Of course. Okay. This is just what you do. So that's gonna be the piece. I know we all struggle with change to a certain degree, but it's not as big a deal as you would think. So don't allow it to slow you down. Okay. So educate, education on NAR settlement and I gotta say NAR. I know that they don't like when you say NAR. NAR settlement, but own over educated. So some will care about other things and others will not. So you're gonna have certain personality types that are really gonna wanna get into the weeds with you to understand exactly what's changing. We all know those personalities. Right? We've got a listing right now on our team where it's a vacant land piece. The owners are, in, in South Carolina, and they're literally like, hey. We don't even need updates. Just text us when we get an offer. That's them. Right? They don't care about it at all. They fully put it in our hands to handle it. Hey. Your value to me is providing the convenience that I can leave you with a professional and expert. Let me know when we get there. Don't bother me in the meantime. And then you've got people who are like, hey. Listen. I need to know every day, has anyone seen the property? Has anyone looked at it online? You know, and they're gonna be so granular. Right? So you're gonna have to cater to all different personalities. That exists also with this change. Hey. I saw some headlines. I'm not really sure what it means. You explained to me. I can briefly tell you what it is in layman's terms. Okay. Cool. Let's keep it moving. And then other people are like, well well, what would happen if, you know, they really wanna get deep into it? So you're gonna have all those type of of personalities. So with that being said, I wanna kinda open up to the panel what we're gonna call those personas or avatars. What type of personas or avatars should we be anticipating, for our buyers as as we're getting into this environment? I think, when it comes to most clients, you know, there's all these different profiles. Like, you've got the DISC profile, and you've got your high d's and your high c's. But the easiest way to think about it is are they head or heart? Do they lead with their head or they lead with their heart? Are they emotional based or are they fact based and data based? And you can find out really fast which someone is, and you approach it differently. Right? The database person is gonna wanna know a little bit more about, like, the NAR settlement. The heart person just wants to know that you love them and that you care about them and that you're gonna make them feel warm and welcome throughout the process. So figuring out the the the type of person, whether they lead with their head or they lead with their heart, is a really good way to understand how you need to approach it. But here's the thing. I'm not a heart guy. I'm more of a head guy, but I've gotta be able to flex that heart muscle every once in a while. Like, so we all have to be able to address both and be prepared for both. Totally agree. Totally agree. Coach Dean, productivity mindset, what, what say you? You need to know your audience. That is for a key in what they were saying. You gotta know your audience, kinda know how to talk to people. We we talk to people all the time. Any of us who are fathers, we have children. We have two children. We talk to them differently because of their of their makeup, because of their disc. I think disc Dave, I think disc is very, very important. Knowing the four personalities that are there, knowing the combination of those personalities, knowing that if you're an s, you need to know how to talk to a d. If you're a d, you need to know how to talk to an s. And, they're the opposites into the spectrum. So knowing your audience, knowing your information you know, sometimes, you know, this was a right good slide because sometimes you do give too much information. And I'm gonna say this, Real estate agents, they love throwing up on people. They love just telling them anything and everything, and they just tell it all because they wanna sound like they're their knowledge. This is not the time to do that. This is the time to know what to say, when to say it because if you start opening up that can of worms, you're gonna go down the road. You don't need to go down. Yep. So just, just know your people, know your audience, have the facts, state the facts. And if you don't know the answer, don't answer it. Right? One of my favorite questions as a real estate agent was, do you have any real estate question I can answer for you today or do research on? Keep it open. Keep it open so that you can do research and come back to them. I don't care if it's a simple question. You know? It just gives you an opportunity to build that relationship with that person one more time. That's right. Go ahead, Norquist. I know you wanna say something as well too. I just wanted to say again everything that my partner said. Mindset is everything. What you think you attract. So go come from contribution. Give them the value of the education that they that they need. But, again, have that confidence that you are the professional and that they need your guidance in order to acquire the biggest purchase of their lifetime. So, again, mindset is huge. I know this is the new norm and everything. Sometimes when we come out of our comfort zone, it's difficult. But if you're educated and you join the Zooms and you get little nuggets here and there from different webinars that you join, you'll have the confidence that you need to give them and place them in the right mindset as well. That's right. That's right. That's perfect. Okay. So we're gonna continue to move on here. So what do buyers specifically worry about? Right? They are gonna be in a place where it's value versus cost. We've talked about this. If I walk into a restaurant and I order a steak and it's fifty dollars and it doesn't taste all that great, it comes out burnt and it's still cold somehow. Right? It's not great. Then that fifty dollars is gonna seem really expensive. Hit that same exact size meat prepared perfectly, and I'm like, oh my god. This is amazing. Now it's in line. I'm like, this was absolutely worth the fifty dollars. Well, now in this environment where you're getting to a place where you're going to agree essentially on the value that you are going to bring to this transaction. Hey. I'm agreeing that I'm gonna put you at this two and a half percent or this three percent or four percent, whatever it is that you're choosing. And I'm hoping that you guys are looking at opportunities to increase the your value so you can have higher compensation amounts. That is going to have to be paired against value that you bring. Right? Because if not, you're going to sound expensive. You're going to cost too much if you get too far away from the actual value that you're bringing. So, again, think about the same exact thing with luxury sales. I know that there's an approach that we take to our luxury sales, our highest end clients. And while we're gonna treat everybody and give everyone the same basic services in terms of negotiations and efforts there, there are things that you're gonna do for higher priced homes that you don't necessarily do for the first time home buyer because the buyer is different. They are looking for a different thing. Right? And then to go along with that, obviously, the compensation amounts that go with selling a ten million dollar house versus the two hundred thousand dollar house is drastically different. How do you justify the value in between? So that's gonna be really, really important for you to be thinking about. What's the plan for our fees? That's gonna be thinking about, okay. Well, if it's two and a half percent or three percent or four percent, what I've agreed to, and the buyer I'm sorry. The seller is only giving two and a half percent, what's our plan for the difference? You know? Like, that's going to be a conversation you're gonna have to understand how to navigate. It's either one, don't worry. I'm gonna get it for you. Two, I'm going to, you know, amend this addendum. Like, you're going to have to have your plan. Now we can't decide what that is for you. You ultimately have to create that for yourself, but that is the concept that you're gonna need to be able to prepare and talk about very quickly. And then will it change your ability to buy their dream house? You know, it's another question. Hey, listen. I just sold my house. I've got this cash, but I can't afford to pay you and buy this house for seven hundred thousand because I've got just enough to make the twenty percent. I can't put another three percent on top of that. You know, again, is your representation going to stop me from achieving my goals or is it going to amplify my efforts? Right? Ultimately, that could be a concern of the person. And then pro tip, address these directly. So we're gonna talk about these very quickly before we continue to move on, value versus cost. Who wants to jump in on the concept of value versus cost? People will pay fifty dollars, a hundred dollars for a piece of steak if it's the best thing they ever ate. Doesn't matter what their budget is, because the value is there. We have a restaurant here locally, in West Palm Beach. It's called Okeechobee Steakhouse, and they give they they are like one of the best, but their steak start at sixty two dollars. So, you know, the thing of it is the people who walk in that restaurant know what they're getting, and the reason they come back is because they know what they're getting. I think value is really underrated. I mean, we have to create value value. David, you've been talking about this all week last week. Right? Value value value. Look. Our value is what creates who we are as a real estate agent. And we also have to be able to understand too that we need to be more educators than anything else in this market right now. It's kinda reversed what it was back in the day when I was a realtor where it was just all real estate, real estate, real estate. It's who I am, what I do. Now we've got to really be a marketer. We have to be a, an educator. We gotta be a friend, a colleague, and then we have to be a realtor as they need it. And we gotta really, you know, really do that and and connect with the people. So value is the key. Yes. You can get four percent for your listing. I based my business off of four percent. You can get four percent for your listing in your pocket. You can get four percent in your pocket with a buyer. But if you don't bring the value, they're not gonna take it, and they're not coming back. So we've gotta really put that put that out there to to to create that and create strong, and you can do that. You got the tools to do it. Yeah. And I love what you put in the chat. Oh, I'm sorry. No worries. I just wanted to call something else that, David put in the chat. Consider menu. Help them know what stake is. That's right. Hey, guys. If you want a two percent representation, this is what it looks like. If you want a seven percent representation, this is what it looks like. What makes the most sense for you? Oh, well, you know what? I wanna be picked up by Uber every single time that I go see a property. Okay. Cool. Well, that's no problem. That's gonna be the seven percent option. Or, do you know, do you wanna guide on the entire neighborhood and the surrounding areas and restaurants and schools and all that other piece? Okay. Well, that's our middle ground. You know, we're gonna make sure that you're comfortable there. But if you want that extra service, you know, think about all the ways that you can transform your business to add value, convenience, experience enhancing, you know, procedures to your process. That is what is going to get you bigger paychecks. You do not have to just fit under the mold of you could have done that before and then gone to a house and they're like, sorry, we're paying a half a percent. And you couldn't even legally negotiate any difference. Right? Like, you couldn't do it unless you had your buyer's broker agreement and then you were gonna ask, like, it wasn't common. Now the gloves are off. Now you can do it. So I was so excited for that comment. But I know because I want I know you wanted to say something. I'm sorry to cut you off. No. No worries. I just wanted to say people go as far as you allow them. Right? So if you show them your value, confidently educate them correctly, they'll pay you as much as you know your worth. So always remember that. That's right. That is right. Oh, I saw Matt Levy, our chief strategy officer, walked by so strangely, and there he is. Oh, no. I got a little natural view. Oh, that guy. Alright. So we're gonna move on to the next, to the next slide here and, sellers specifically worry about. So let's just address some of the things that the sellers are gonna be thinking about. And, again, this could be happening in some of the, people you're currently representing who you weren't having this conversation when you started, and then or, you know, new people you're gonna listing appointments starting today. So how what are sellers worried about? Okay. How will the buyer how will the buyer agent compensation affect their net? Right? Is there going to be a material change? Is it going to, basically, everyone's worried about it. What's in it for them? Is this going to hurt me? Am I going to make less money on my house because of this scenario? Will their choice be offered will the choice of offer wait. What is this? How will their choice of offered VA compensation affect property performance on the market? Okay. There we go. Got it out. So, basically, you know, is there, like basically, is there their choice of, are you gonna be offering two and a half percent, three percent? That conversation, does that again adversely hurt them? You know, you've heard Robert say a million times, the best way to say is, hey. We are open to all offers of compensation and negotiations. You know, just submit it along with your offer. All will be reviewed. We are open to negotiating all of those things. Just let's have something to talk about. Right? Let's not pre negotiate because we don't know if your buyer likes it. We don't know if our seller accepts your buyer's terms. So let's get there when we have something to talk about, but we are absolutely open to it. We've even if you wanna say we built in x amount of compensation with the current purchase price, but we are open to all offers of commission in negotiations. So let's go ahead and, let's have that conversation. So pro tip, address these directly again. So let's go ahead and talk through these. How are you how does this resonate with you, David? What do you think about when you see these these concerns from the seller? Well, I think knowing, what is gonna be at the forefront of their mind before they ask allows you to address it directly as it says. So, you know, the the largely, the process of listing a home hasn't changed. They're still paying you, like, the like, that that is the most unaffected area of all of these NAR settlement changes. Right? It's the the listing process. The thing that changed the most is strategy. So understanding the strategy that's gonna affect the things that they care about the most, their net, and then their performance, the, you know, the the time on market, like, have a plan and be able to articulate that and make that part of the conversation on the front because you know it's at the back of every one of their minds. So I love it. Yep. Awesome. Anyone else from the rest of the group? I'm gonna I'm gonna pull Mike Tyson on this. So Mike Tyson means nobody knows what happens right till you get punched in the face. Right? Okay. So I'm gonna pull a little bit different strategy on this. What you focus on expands. You focus on money, that's all we're gonna wanna talk about. If you focus on motivation, that's what they're gonna concentrate on. So if you take this around and you say, like, is it really about the compensation of what I'm gonna net, or is it about using that house that you purchased and the profit that you can get out of the house to get you where you wanna go next? If that if that house sells, when that house sells and you're able to take the proceeds and get what you want next, it's done its job. And so if you concentrate more on the motivation than you do on the actual money see, it would then all of a sudden you have a a purpose. And I love the word purpose because everybody has a plan. Plans can change. Purpose doesn't change. Purpose is always gonna happen that we need to focus on. So focus on the purpose of the of the of the seller. Find out really what they where they wanna go, why they wanna be there, and how you're gonna get them there. And as long as you focus on that when they when the offer comes in, it's not all about money. It's about purpose. That's right. We've got a question in the chat. Will there be any ramp ramifications for MLS, FarBar, or NAR, if we lower our compensation for some first time homebuyers but not others? Again, that's negotiations. Right? We all have done that to make deals work. Unless you're doing it specifically for a protected class, hey. Every time I hit this protected class, I either lower my commissions or I increase my commissions. That's where you can get some type of issue. That's not what's happening here. What you're doing is making a a selection on, hey. This person may need a little bit more funds. They don't have any ability to compensate. The seller is not willing to, you know, cover the difference. I'm then going to, in reaction to that, lower my compensation because I'm negotiating that piece, you know, at the time of offer to make it work so that they can be more successful. But I would be careful against thinking like, hey. Anytime first time homebuyers, this is automatically what I do, and you start to build some type of, permanent type of, response. That's not where that's not what we wanna be. So okay. Cool. With that being said, we're gonna move on to the next one, negotiations. Remember, good drivers, bad drivers all have to drive together at the closing table. And we'll take it a step past good drivers and bad drivers. Let's talk about their instructors who are teaching these people to drive. Right? We've heard already brokers explaining to their agents. Hey, call if they're not gonna be offering x amount of dollars, don't show the property. This is coming from their broker. These are from their, you know, their instructors. So we have to be careful because they are gonna be out there in abundance. They are not gonna be thinking about this as clearly as what we are talking about it, and they are gonna make things more difficult. So we have to be ready to react to that. Pro tip, work together through potential, differing views around the post NAR rules to create a win win path at the closing table. So let's unpack this a little tiny bit. David, I'll start with Deepan. Yeah. So, in a couple of the classes we've had, we've had people say that like, we've talked about it. Like, there's gonna be some listing agents that say, hey. I need you to send me your buyer representation document. Right? And I've heard some people say, absolutely not. I'm they're they're not entitled to that buyer representation document. I'm not sending it to them. But on the flip side, as long as your buyers are okay with it, where does it hurt? We just don't wanna die, like, on the hill of some of these things that we may know or to be right or not right that will adversely affect the outcome, which means none of us get paid unless we get to the closing table. Right? So let's work with them to educate them to work within the parameters of the deal. We're not gonna do anything that's that's against the rules or not ethical. But with that other than that, like, we all have to work together. So we should all come from a place of contribution and education as opposed to, like, I'm right and you're wrong because we know that there's people that are gonna be wrong, and we know that there's bad drivers out there. We've been talking about that since since session number one. So understanding that, let's come from a place of understanding. Let's come from a place of compassion, and, like, let's just try to get to the closing table because, guys, that's the only way we get paid. That's right. Rokis, what do you what do you think about this concept? Yeah. Like I mentioned before, this is such a big industry, but it's small at the same time, so we have to build relationship. It's a relationship service business. So today, I could have the listing. Tomorrow, you may have the listing or vice versa. You see? So it's about creating transparency and building relationships so that we can all collaborate and get to the finish line at the end of the day. That's right. That's right. That's a good point that when the tables turn Yeah. Which we always do at some point. Right? How many times have we worked with someone where, you know, they were not great to you and then the that dynamic has changed or vice versa? You were not the the most pleasant and, and then they they are in a different position. So, you know, again, it's a relationship business. I've worked with so many agents on multiple properties, and so that is definitely definitely a true statement. And the longer that you are in, the business, the more times that's gonna happen even if that's, you know, a year or two apart. They people do remember. So I I think that is a great advice. Okay. Let's continue to move on. What clients care about? Cash, netting more for the sellers and saving buyers, money. Convenience, smooth and frictionless experience. And then compassion. What are their needs? What are their goals? And what is their current motivation to either buy or sell? Now this is the basics of everything. Right? Because at the core of it, it's about focusing on them. And that's why I started off by saying, hey. Let's focus on adding value. Let's focus on increasing our expertise and our professionalism, and let's focus on increasing our experience versus focusing on the dollars. Because if you focus on that part first, the dollars will take care of themselves. You will see. If you focus on the dollars, then you are not going to land at a at a at a mental place that allows you to really, digest these concepts. So netting more cash, for sellers, you know, basically, what does that look like? If someone ultimately is saying, hey. Hey. I don't wanna pay a buyer's commission. Well, really unpack what they're saying. Why are they saying that? They're saying that because, ultimately, they wanna make the most amount of money possible. Well, what happens if they get an offer? Is that, if they got an offer twenty thousand dollars over list price? Right, are now are they open to to, you know, offering negotiation? Or if the only offers they've received with no, quote, unquote, buyer's compensation are fifty thousand dollars less than than list price. You know, there's going to be in a time period where they will look at it and say it's reasonable. Now we also have to make sure that people are on of sound mind and saying, hey. We cannot realistically think it that someone would work for free. Right? Most of the buyers that are out there are going to be working with someone who is under this agreement. And so if you are not saying that you're going to compensate this piece and the house down the street is, you are increasing your house to the buyer by x amount of dollars, whatever they've decided to charge on their on their VA. Now I'm not trying to say that you should automatically pay that, but what we are saying is that we should be open to the conversation because if not, you make yourself less competitive, and that ultimately makes your house sell for less because we can't put as much exposure on the home. We can't get as many buyers through the property, and that works against you. So we're not gonna find the person who's willing to pay the most for your property with that approach. And then, of course, the convenience side of it. Is it smooth and frictionless? Think about in your experience right now. Are we masters at communication? Are we saying, hey. Listen. What I'm gonna do at the beginning of your listing, I'm gonna, you know, have this touch point every single week where I'm gonna let you know how your market is performing, how your house is performing on the market, and, you know, I'm gonna get let you know all the agents that I follow with anyone who's been in the house. I'm gonna let you know the feedback. Are we doing those type of things? Are we making it easy for them to understand what's happening with them, or are we making it where they always have to call us and ask us what's going on with my property? You know? What's your plan with marketing? Like, things like that are a big make a big difference in the in your perceived value. So let me have someone else jump inside of here, kind of tell me what this means to you, cash and convenience, then we'll jump into compassion. I think the biggest thing to remember on this is, okay, money is money. Right? You've probably heard the expression that a money's money saved is money earned. So when you're talking money, is it always the highest offer that's what they're looking for? Sometimes conditions are actually part of that as well. Maybe you have to tie and talk to look. You got a cash offer. It's twenty thousand less, but you can move in thirty days. Okay? So do we wanna keep it on the market and look at your mortgage and what you're paying for the mortgage now? Multiply that up by six months and see how much money you're losing versus the twenty thousand you're losing today. So sometimes you have to talk money and talk money in long terms, not just in short terms. Because if if we're gonna just market properties, you know, for a three percent, we're not gonna be able to reach our number one resource, which is our other agents bringing buyers to the table. So all this money has to be talked about. And, also, guess what else? Time is money. Is it not? Right? So the more time that we spend, the less money that we make. So let me ask you this question, mister and missus Seller. Are you looking to get a certain dollar amount? Are you looking to put some, the most amount of money in your pocket? And that's what we need to be able to go after, and that's where money talks. That's right. That's absolutely right. Okay. So couple questions on the chat. Can can we ask the listing agreement to show us? No. So there is no there is no requirement to show your listing agreement, and there's no requirement to show your, your your BBA, to either party. That is to remember, they are decoupled. They are separate things that are happening. The listing agent has their own agreement with the seller. You have your agreement with the buyer. You may ask the seller to compensate the agreement that you have with the buyer, but you cannot it's it's not the same conversation. Remember, we are on opposite sides of the there's no more shared commissions. It's not someone pre negotiating for you. You are going to negotiate yours separately as they are going to do theirs. So that that is not, the case there. Alright. Let's continue to move on. So this is the schedule for this week. If, I know that there's some some specific questions that are inside of the chat. Again, remember, these are national classes that you're ascending you're attending right now. If you've got questions about how things work inside of your specific state, that's where you're gonna wanna go to your broker specific classes. Those are the ones that are gonna guide you on what's needed inside of your state inform. For example, we are in Florida, and that's very similar to Texas, but it's very different than Georgia. So you're going to want to make sure you're going to your state specific classes to understand which forms and what you can and cannot do when it comes from that perspective. What we are talking about is the evergreen stuff that is conversations with buyers, conversations with sellers, how to think about these best practices to help increase increase your commissions, things like that because that works at all places. Right? But the forms you may use in each state may be a little bit different. So that's that. But this is the schedule for this week. So, right now, you're obviously on the four PM eastern. We have the BBA bulletproof overcome BBA objections at seven PM tonight. Again, that's gonna be a great class when people are giving you pushback on this BBA or they don't wanna sign it. We're gonna walk you through what those conversations could sound like, some, you know, things that you can say to help them understand exactly. And then maybe some tactics if you can't get them to sign that big agreement, how to slow step them into that process. And then my buyer said, we're gonna be doing some role play tonight. That is gonna be us walking you through how to explain, BBAs to to your buyers and get them signed. So we appreciate if you guys, continue to invest inside of your careers. We are spending time with us, giving us the opportunity to guide you on this process. It's very, very much appreciated. We wanna see everyone continue to win, not just within, of course, within our four walls of LPT. We've heard so many people who have come in and say, hey. Listen. I've invited people to come to these classes because their brokerage is not doing that, and we do welcome that. We never really said that publicly because we really wanted you guys to be the focus and the center. We didn't wanna use it as a recruiting tool or anything like that. But, of course, if you have someone out there who you're close with is a friend of yours and they are struggling, they are welcome to come to these classes even if they're not with inside of our brokerage. We are happy to help elevate the industry and push the industry forward together all to, you know, as as a whole. So, with that being said, thank you so much, panel. We appreciate your thoughts and your efforts, and, we will see you on the seven PM call this evening. Thank you. Bye.