Alright. What's up, everybody? Welcome to the seven PM session, buyer brokerage agreement marathon week two. We got a great presentation for you guys. We're gonna give a couple of minutes for everyone to kinda filter in. If you are in the room, throw your location in the chat. Tell us who your favorite panelist is, the person you're the most excited to hear from tonight. Like I said, we're gonna be doing a poll so bad. You're very bad. No. The the competition has already started. We're gonna do a poll at the end, and you guys are gonna be asked who is your favorite. You know, it's it's been universally me so far, so I'm hoping to get these other guys a win. And and I'm thinking because you've done the most of these. Right? That's right. Right. That's right. Exactly. It seems like Adam is the favorite. Yeah. Adam from Atlanta. Always killing it. Adam. Yep. Oh my goodness. Cue guy. Not David Adam. Oh. Yes. Christie, amazing. I ran into Christie in a parking lot in a grocery store today. Sport my LPT shirt. So great. Thank you for, being on. Hey, Linda. Linda gave me a shout out. Thank you. There you go. There you go. K. We'll give them a couple of minutes, and we'll introduce our amazing panel. You guys will notice we've got some new slides. We, you know, we talked about how the content was gonna be more dedicated this week and more, driven to the things that we learned from last week, so we're excited to share that with you. Aw, Sandy. Sending all over. It's good. That. It's my Texas is representing now. Look at that. See, it's only six o'clock here, so we got the edge a little bit. That's right. I'm waiting for my Massachusetts people. Oh, they they represented when you weren't here. They all corrected me because they said I used a hard t in my Massachusetts, which I think I didn't, but, like, they let me know real fast. Like, no. It's Leona, x mass person. That's right. Oh my gosh. Amanda. Massachusetts. Okay. Oh, wait. Did I say that right? No. No. Never again. Not with this crowd. You gotta be making careful literally did it broken down. I was on that call, David. Yep. Yeah. So there we go. I just don't wanna, like yes. Well, I'll I'll be up there in November. So, if you'll be back with the at the NAR thing. Yeah. Start practicing now. This is a very unforgiving crowd when it comes to, pronunciation. So, There you go. I know I I know there are a few that I don't wanna flub in public for sure. Okay. Seven o'clock. We're gonna give it one more minute. One more minute. Keep filtering in. Just like Baltimore, the tea is silent. LPT agents are wicked. Wicked smile. That's right. Pompano Beach. I'm not seeing a lot of Davids for the favorite panelists, so I guess my fan club is taking a break at seven PM. So I might have to text them all and get them in here for the poll at the end. They're pregame for the ten PM. That's right. Oh, there's an yeah. Hey, Pam. Yeah. I'll be a stranger. David fan club loves to party. Alright. Let's have some fun. Oh, making a beer run. Right. I'm telling you. Yeah. The David fan club loves to party. So alright. So we're gonna kick this off. We're surrounded by some amazing panelists today. I'm a let them introduce themselves briefly, but you will understand really quickly that this week is all about practicality. This week is all about taking content from all the lessons that we learned. We use the the analogy of crawl, walk, and run. Last week was about crawling, general understanding of what the settlement statement was or the settlement was and the general understanding of everything that, like, you need to know for why. Right? Then we walk. That was the statewide broker classes, which I can't stress enough. If you haven't taken your statewide brokerage classes, make sure you get in there so you can stay at a realtor jail. Avoid fines. Know what, boxes need to be filled, what forms to use. Those are questions that we struggle to answer here because we're from all over the country, which you'll hear in a second. And now we're in the phase that I personally love the most, run. Right? Let's get out there, and we're ready to run, and we're able to thrive in this market, not survive. So you're gonna join us today as we please work. There's gotta be a better way to do this. Hold on. So I'm gonna open it up to the panelists and let them introduce themselves. We're surrounded by some amazing people who you've heard from before. So you wanna start off, Amanda, and tell us who you are and how amazing you are? Sure. So I am the managing broker of Massachusetts in Rhode Island, and I'm region four regional director. Awesome. Very cool. We'd we'd love to have you. We're lucky to have you. And Shay? I am Shay Carter, the designated broker for Texas, and Texas is like its own country. And I'm just really glad to be here. Awesome. We're glad to have you. And finally, the legendary Christina Griffin, role play extraordinaire. Let's hear from her. Hey, guys. Joined, the LPT executive team two and a half months ago. My name is Christina Griffin. I am from Tampa, Florida, and I'm the vice president of partnerships and national real estate opportunities. It's awesome. We're so lucky to have all of you guys here. We're here to talk practicality. We're here to talk about skills. And most importantly, we're here to talk about being BBA bulletproof and overcoming objections. So, guys, when we talk about overcoming objections, we're talking about the things that you wanna hear. The reason we practice objections, just like we practice role play, is so you can start thinking of the way you would answer question, the ones you're most likely to get. So what we call this practice in these, like, getting in real familiar with this is the it's the ability to not say Right? Because nothing's worse than when someone says something to you and you go, and this is the empowerment to get there. So you'll notice we got a little bit more focused content. We're gonna start breaking it out, and the panelist is gonna talk through every one of these objections. Are you guys ready to go? Ready. Let's do it. Okay. So BBA bulletproof overcoming objections. Let's start with page one. Okay. Buyer, Why do we need an agreement to see the property? Right? This is an objection that we're likely to hear because this is a new change in rules. So let's go across the board. Who wants to give their best objection handler? We'll start with Amanda or Shay who volunteered. I already realized that. So, Amanda, why do we need an agreement to see the property? Well, we have a we had a new NAR settlement, where, there I am with my arms. I'm so bad at role playing. Let me pull up my Shay, you do this one. Yeah. Let let's let's hear Shay. Okay. That's okay. Yeah. We're all learn we're all in this together. Like, we all are answering this question for likely the very first time, including some of the panelists. Sure. So for about five years now, there have been a bunch of buyers and sellers who've been upset, and they felt like there were, some ambiguities as to who was being obligated to pay what at what point in the whole process. And it all kinda culminated in a settlement that happened just earlier this year, and those, processes just went into place. And so now to try to be completely transparent so that everybody knows who's paying for what at what point and and who's kinda obligated. This is now our new compliance piece. And so, really, to protect you and and your investment and and to make sure we're as completely transparent in the process, this is kind of where it starts. And and there's gonna be a little bit of paperwork along the way as well, but but, really, this is the beginning of it. Okay. I love that. Christina, why do we need an agreement to see this property? So some agents don't require it, but having agreement means I can give you my full attention. It also allows me to open up, some exclusive off market opportunities, and it allows us to really understand, that this is just the starting point. There's no commitment. We can just see one house, and then after we see the one house, we could decide if we want to, work together long term or not. I love that. Let me give it a crack. Why do we need an agreement to see this property? Well, it's awesome. It's a really good question. So all realtors are now required to have an agreement to show a property. And most importantly, it protects all of your rights as a as a or it protects all your rights as a potential buyer as well as the rights of the agents. And I think protecting our rights is important. Wouldn't you agree? We have a question in the chat. Why did she say some agents? Don't all agents need one? So yes. Absolutely. There are different level of agreements, and the reason I responded that way is some agents are going in with just a touring agreement. They're going in. I'm gonna just show you one, and, ideally, you can get deep in the in the woods. But Cole I had today with, an agent is ideally it's we've got two different type we've got multiple types of agreements. So that pre touring agreement, that's what I was referring to. So I because I Yes. Went a little deeper into that. So Yeah. Well, I I don't know. I mean, so so the the question was why do we need an agreement to see the property? It didn't specify anything. So Christina gave a really good example if someone were to offer ask a little bit more specific of a question. They go, why do we need an exclusive agreement? Right? So that was a really good answer to that question. This is an overarching agreement. So to answer so to answer the question in the chat, yes. Everyone at LPT is required to have an agreement signed. Right? Now there is a great class coming up calling your agreement toolbox Mhmm. What to use, when, and where, which will be really, really good to help you guys understand the best case scenarios for using which agreement when. It and, David, the the simplest way I'd say with an agreement is the agreement ensures that I'm fully dedicated to help you, and it protects both of us. So it just shows our my commitment to finding the best home. Like, it it's I I'm learning the simpler you keep it instead of my high c screaming, the better it occurs. Yeah. And remember, guys, we all have different styles. Mhmm. I am direct. I'm straight, and I'm to the point. Christina likes to talk and talk and talk and bring value and teach and educate. Right? So it doesn't matter whether it's my style or your style. You have to figure out what works best. And a lot of times when it comes to, to to her to Christina's point, when it comes to overcoming objections, it's better just to be simple. Absolutely. Because the because the more and this I'm glad you said that because sometimes the more we talk when addressing an object an objection, it actually creates more questions and actually dig this into much of a deeper hole. So sometimes it's just short and sweet. I love that. Alright. Moving on. I think. Okay. Here's another good one. Will I have to bring more money to closing to pay buyer's compensation? Who wants to take this one? I can if if you want. Yeah. I love the aggressive Don't judge me. I'm not good at role playing. Hey. That's okay. We're all learning together. So I would just say not necessarily. We can include it in your offer and ask for the seller to compensate or the seller's agent to compensate. But there so there's other ways in which I can get paid. You just have to be on board with, me conveying that in your offer. I love that. Talking about options. If you notice the pro tip, it says discuss possible seller contributions and closing cost additions. Help them to know that there's a lot of opportunities out there that aren't specifically you open up your checkbook and write me a check. Right? There's other ways that we can negotiate. So who wants to take it who wants to take it next? Shay, let's hear it. Alright. Yeah. I I understand the concern about that. Let me say that there are two things we can discuss upfront. Number one, there's always the possibility to try to negotiate, when we're negotiating the contract that we go ahead and ask for the seller to compensate my, side of the commission. And that's absolutely something that I do with every single one of my clients, and ninety nine point nine percent of the time, it always happens. I can't tell you that it's gonna happen. This will point one percent, but let me tell you some other things we're gonna do to try to help offset any cash that you bring to the table, period. Number one, I know that there are at least eighty percent of all first time homebuyers out there that can qualify for some sort of down payment assistance, and only thirteen percent of them ever ever check it out. So let's get you plugged into some really great down payment assistance programs if you can qualify for it. Number two, we can absolutely make sure that we also negotiate for the seller to pay pay some of your closing costs as well. And, again, have a really great track record of that as well. I I think at the end of the day, when you find the house that you love, there are so many pieces at play here that, we can find a way to make it work. I love that. That was really great. Christina, you wanna give it a spin? Absolutely. Will I have will I have to bring more money to closing to pay buyer's compensation? And and that should actually say buyer's agent compensation. Sorry, guys. It's a little bit of a typo. This is buyer's agent compensation, not buyer's compensation. So my role is to help you find the absolute best home. I personally have sold over five thousand homes, and I am a master negotiator. What that means for you is we're gonna sit down, figure out financially how we're going to structure your offer. And in most cases, we're going to be able to get the seller to be able to pay your compensation, or pay my compensation. But I want you to know that I understand how to be able to negotiate the best possible offer that fits for you and your financial needs, and, that's what I'm gonna focus on. Okay, guys. I love that. Let's see. I'll take a stab at it. Will I have to bring more money to closing to pay buyer's agent compensation? That's a really, really great question. I'm glad you asked. The truth is you've always had to bring more money to closing to pay buyer's agent compensation. Over the history of real estate, buyer's agent compensation has always been paid through some form of concession, which is a term of negotiation through the seller. The only thing difference now is we're getting clarity on the front end. The good news is that TLG Atlanta, we have a track record of success helping our buyers actually bring less money to closing, and that doesn't change here. Through our powers of negotiation and through our navigating of the market, we always make sure our buyers are coming out on top. So we have a lot of different ways, whether it be through sellers' contributions or closing cost additions or sometimes, credits from, lenders or lender partners and finding other ways with our allied vendor partners to help you save money to make sure that you're coming out on top. Does that make sense? What do you guys okay. Throw it up in the chat. You guys, ask us questions, or we're gonna, let us know what you're thinking. Guys, remember, you just heard four different styles, four different approaches, but there's some consistent themes throughout. Everyone made it about the client. Everyone said we and everyone came at it confidently and said, hey. By the way, I got you covered. Right? Hey. By the way, you're good. Lots of ways to skin the cat. Right? Lots of ways to make it happen. Alright. Let's try another one. Oh, man. This is a personal favorite. I am not comfortable signing an exclusive agreement. Okay. Pro tip number one, offer nonexclusive with the exception or the expectation of discussing the value of an exclusive relationship in the near future. And we got two pro tips on this one. Remind them that these agreements are a hundred percent satisfaction guaranteed, so even the exclusive agreement offers them future freedom if needed. Christina, you wanna go first on this one? I feel like you've had the benefit of hearing, the other ones first. You wanna tackle this one? Absolutely. So, listen, David. I completely get your concern. The settlement is really about making commission clear for you, not about limiting your options. So by signing this agreement, it's gonna allow you and I, to, make sure that I can fully represent you. And, I want you to know that I I've been an agent for a really long time, and my goal is to find you the absolute best home. And, it's a hundred percent. If you decide anytime I'm not the right fit for you and we shouldn't move forward together long term, I will cancel that agreement, because I wanna make sure that you and I are the best fit, and I'm gonna do whatever it takes to help you find your home. Rushed it. That was awesome. Alright. Who wants to try to top Christina? Alright. I'll go next. Let's hear it. I am not comfortable signing an exclusive agreement with you. I'm shocked you even asked me. You know, I I absolutely understand that. You know, it it to be honest, I probably wouldn't wanna sign an exclusive agreement if I firstly met you just firstly, is that even a word? I wouldn't wanna sign an exclusive agreement with somebody that couldn't pronounce that word, actually. No. I wouldn't want to sign an agreement with somebody if I just met them. Right? So here's what we can do. I can just sell you a a piece of property with a nonexclusive agreement, and I don't like to do that a lot simply because I know it can get confusing. And it's very limited in what I can actually provide for you. But if we can get to a point where you can trust me for an exclusive agreement with one property, I can absolutely show you the value and the history and the knowledge that I bring to the table. And the thing that you want is confidence that you're gonna get the best person for the best deal and the best house. Right? So let me provide that for you with one property, and you won't you won't decide any other way. I promise. But if we need to try it and take it slow at first, I understand. We'll do that. But at some point, let's get there. Thanks. Pretty good. One thing I loved is you heard him stumble a little bit, but here's the thing. You just keep on moving through it. This is why we practice is to get that cadence down. Right? I love that. And and you finished strong. Amanda, you wanna take a swing? I also, when I was in production just a little story before I I do it. But when I was in production, I always had, exclusive agreements signed. So that was something that came up a lot, especially because I was the company that I was with, we were kind of the only company. Not the only, but, very few people were asking for them. So my objection my handler my how I handled the objection was that I would do, like Shay mentioned, it could be property specific. So I would say, yep. I completely understand. I wouldn't be comfortable signing an exclusive exclusive agreement with somebody I just met either. So what if I we take baby steps? We'll do an agreement just for these particular properties that I'm showing you today, and we'll build our relationship. We'll get there. And you'll I will teach I will show you why I am the agent for you, and I have your best interest at heart. And when we do get to that point, just know that there's always a hundred percent satisfaction guarantee, and you can we can always decide to just part ways. But let's take baby steps, and we'll just do property specific for right now. I love it. I I have a little bit of a different stance on this because and I completely understand that use as a tool. That's why it's included in one of the pro tips. But I do wanna caution you guys to get comfortable defending your exclusive agreement because it's gonna be really easy. And the two examples that, Shay and, Amanda gave aren't they weren't using it as a crutch, but there's gonna be agents that do use it as a crutch. The highest form of agreement that you can get in this new world is an exclusive agreement, and I want you guys to train yourself to fight for that. So be sure you don't just there there's definitely opportunities to use showing agreements and nonexclusive agreements. I just wanna make sure the agent base as a whole is gearing towards the exclusive agreement. Does that make sense? Guys, I wanna make sure that, like, we're pushing for it, because it it could be a crutch in some circumstances. But like I said, there's a great class on telling you what agreements do you have and when to use them, and that's gonna be amazing. So make sure you check it out. Alright. Let me take a swing at it. I'm not comfortable signing an exclusive agreement. Hey. I completely get it, and I would have a hesitation about signing any exclusive agreement or any agreement for that matter. Actually, the fact that you're talking to me about it, that says a lot about you, and I can tell you're the type of person that asks really great questions. Do you I have a question for you, though. Do you mind if I kinda walk you through the difference between an exclusive agreement and a nonexclusive agreement? Would that be okay with you? A lot of people have a misunderstanding. Number one, both agreements are one hundred percent satisfaction guaranteed. So at any given time, if you think that I'm an idiot or you think that I can't open doors correctly or you think I'm not the best agent to help you and your family accomplish your goals, then we can tear it up right then and there. But the biggest difference is an exclusive agreement means you've got me whenever you need me. It means I am the only agent you're working with to help you and your family accomplish your real estate goals. How awful would it be if we sign a nonexclusive agreement and then you end up calling another agent who's actually awful and you have to sign an agreement with them to go in that house because that's a no rule, and you end up having exclusive or or or representation on that property with someone who's subpar and not very good at what they did. With me, you can have access to the best, and I know that you and your family deserve the best. Could we agree on that? Okay. So I I love that, guys. Different styles, different varieties. We had a couple of questions in the chat. Someone asked if, if the agents were gonna be able to participate. Hey, guys. We would love to have you guys all participate, but we can't right now, because there's a hundred and fifty plus people in here. And if we tried to pull people up, we'd go way over our thirty minutes. So, we'll be making sure we share these slides. Yeah. So, Jeanette asked, David, can you do a role play where you're pushing for it? I I think I just did, but if you wanted to hear something different or different variation, just type it in the chat. Alright. Got another one. Okay. Objection. This is from a seller objection. We don't have to pay buyer commissions anymore. Who wants to tackle this one? I can go. Yeah. Christina, role play extraordinaire. Alright. So I I, I just wanna clarify you. So the settlement helps clarify how commissions are handled, but compensation for buyer's agent is still part of most transactions. So typically, the seller pays for the buyer's agent commission. So here here's what I would say to you. I would recommend personally that we list the property, and we do not say that we're gonna offer a fixed buyer's agent commission. Let that be up for negotiation. Ideally, my role is to get you the absolute highest and best price for your home. When the offers come in, I'm gonna submit every single one of them to you with a full net sheet. So, ideally, you're still gonna pick the offer that's gonna net you the most money. Does that make sense, David? Yeah. I love that. K. Alright. In spirit of time, we're only gonna take one more who wants it for this one. We don't have to pay a buyer. So we don't we don't have to pay buyer commissions anymore. This is seller objection. I'll take it. Okay. So I think an important thing to ask right now is what is the most important thing for you? Because I can't really deliver on my promise to do the best I can do for you without knowing exactly what's most important for you. Is it is it most important for you to get a specific number for the home, or is it more important that you move it in a specific amount of time? And let me tell you why that's important. Sure. If you wanna not pay a buyer commission and and it's that important to you, you can absolutely stand firm. And the home might sit for a while because, honestly, the fact that you don't have to pay buyer side commissions anymore doesn't mean that buyers still aren't using agents, and most of the time, those buyers probably still can't afford it. You know, those those are buyers that are a lot of times looking for down payment assistance, a lot of times needing some help with closing costs. And, you know, every step of the way, we can look at every potential option and negotiate everything in a contract. So my suggestion to you is if the number is more important and than the days on the market, then or the days on the market might be that important, then let's go ahead and solicit offers. And we can negotiate, and you always have the option to say no. But if you cut out all those buyers, I don't I don't know how how quickly we're gonna be able to sell your home. I love that. It's good. A simple objection handler is, would you prefer a hundred offers or twenty offers? And they're obviously gonna say a hundred, and you go, great. Well, TLG, the we actually have this thing that we call the TLG ATL seller attack plan, and that is the only way by utilizing this that we're gonna get you access to all the buyers instead of some of the buyers. Like, just simplify it, guys. Keep keep it simple and just push them, right, and help them to understand. Okay. We'll do one more. And this is kinda the same, so we'll skip this one, but it's in the same vein. Alright. Seller objection. Why do we even need buyer's agents? Why can't you find all the buyers? You're an agent. Right? You work with buyers. Pro tip. Educate the seller that according to the National Association of Realtors twenty twenty three profile, now eighty nine percent of homebuyers used a real estate agent, which is actually up from twenty twenty two. Who wants to take it? David, the reason why we need buyers, I'm gonna simplify it for you. There's a good chance that there is a buyer's agent already that has a buyer that's fully qualified looking for your home. So ideally, open it and up opening it up to buyer's agents as well as the hunting techniques, and I'm gonna go find you a buyer, is gonna open our buyer pool up to absolutely everybody that's looking. Because, ultimately, our goal is to get you the highest and best offer that's gonna net you the most amount of money in the quickest amount of time for your home. Hopefully, that makes sense to you, David, and I really look forward to selling your home. I love that. I'll take a spin at it. Go once again, if there's a hundred people out there, would you act would you want access to eleven of them or eighty nine of them? I know it sounds like kind of a ridiculous question because we know there's a lot more than a hundred out there. But based on the twenty NARS, twenty twenty three profile of home buyers and sellers, eighty nine percent people used a realtor. So I understand, and you and I can talk about the specifics of compensation for that buyer agent and what we're gonna offer, but it'd be insane for us to take them out of the picture completely. Because I know you and your family wanna get the most amount of your home in the most favorable terms, and the way that I'm able to do that is to get it in front of the most people possible. Okay, guys. BBA marathon, Monday, session seven PM, BBA bulletproofing. Give me some emotion. Give me some emojis in the chat. What'd you guys think of this, this new format? Did you hear something? Did you learn something? You go. Look at all those look at all those hearts. I'm guessing the thumbs ups are for you guys and the hearts are for me, and I can always appreciate that, guys. You're the worst. You you guys have all been great. A reminder, if you see look at this new slate of classes that we have. Look at everything that we're doing. Last week was about learning to crawl and walk to this week's about running. Look at these. We've got the new normal, the psychology of the sale after eight seventeen. This is the class I've been telling you guys. If you have any clue about or or your any questions about the tools to use and which agreements, The BBA toolbox, which agreement, when and why. This is gonna talk about the specifics of when you use a showing agreement, when you use a nonexclusive agreement, when you use agree an agreement. Communicating and marketing your value. This is a class that, I've been spearheading for the past couple of weeks, and it's been awesome. It's all about doing what I do best, and that's telling people how awesome I am. Because if you say it enough, people will eventually believe it, which is my philosophy. I wanna say thank you to our amazing panelists, the legendary Amanda Hannon, the legendary Shay, and the role play queen, Christina Griffin, came back and redeemed herself and absolutely crushed it. He he crushed me last time. I think before this is all done, we're gonna have to do, like, what's it, a battle, David? Yeah. Yeah. Rap battle. Okay. It would be it would be fun. I'm in. So thank you guys for joining. See you guys all at ten PM. Have a great night. See you guys. Have a great day. Great. See you.