Good evening, everyone. Evening. Good evening. Let's set up a link. There's this option to make the we'll we'll get started right at ten o three, guys, just to let you know, or seven zero three depending off your West Coast. I'm sure there's quite a few West Coast people on here. I'm gonna there's this view you can do where it makes it look like you guys are in one place. Let me let me show you what it looks like. Awesome. We have over fifty participants. Let us know where you're joining us from. Amazing. Actually, we have people from the East Coast. We do have some East Coast. Yes. We do. Welcome. Welcome. Amazing. Yes. Sarasota. Look at that. Oh. It's gonna make us look like we're oh, it's making me invisible. It can't figure out who I am. Hot. Oh, that's a Halloween picture, dude. What? I know. I know it. I know it's We look like judges. I don't know. That was weird. And, it made me invisible. I was like, invisible man. I'm going to teach you. Alright. So two more minutes. We'll go ahead and get started. What's up, Tennessee? How you doing? Colorado Springs. Alright. Timmy Winter Park. That's one of my agents. Awesome. We own Okeechobee. Alright. So it's good to see us, East Coast in there. We are gonna go through some buyer role plays. Essentially, we're gonna have some personas that we've got. Personas meaning, you know, personality types that you could come across or common concerns. We've done a lot of polling and, and broken people down into a couple different categories. You heard Robert talk about it this morning on motivational Monday where it's like the person who's like, yeah. I'm all good. Where do I sign? No real explanation needed. And then there's from all the way to someone who was like, hey. I've never had to sign any paperwork to purchase a home before. Why do I need to do it now? So we're gonna talk through all those particular things. DJ Matt, where's the intro music? I didn't have any this evening. I did not have any this evening. I was too much playing around with, with too late for that. Right? Because they refused to let me sing, so that's all good. Yeah. But okay. Alright. So what I'm gonna do is I'm gonna go ahead and share my screen, and, we are going to dive in. Where am I? This is the one that I want here. Okay. So I'm gonna go ahead and share this, and we're gonna go ahead and dive in here. And so, obviously, this is week two of BBA marathon. And the goal of this at the end of these two weeks, we want you guys to have heard this so many times and have thought about this so much that you can just roll this off and you can explain it, for yourselves and you're, of course, your own verbiage and your own vernacular, but you can do that. And, you know, again, I talk about this change piece all the time that, change births opportunity. And so I want you to understand what the opportunity is right now and and kind of what I mean by that. So when you look at, the phrase change births opportunity, you're like, well, what does that mean? Well, first, you have to analyze what is changing. Right? So what is changing is that commissions are decoupled. So there's a conversation that happens that's separate from what it was before. Before we went and said, hey. We are free to you. The buyer I'm sorry. The seller pays all commissions. We are free. We're just gonna help you get to your goal. That is changing. The opportunity then becomes the people who can explain that best, that period of time quickest, who can get to that real you know, that realization on how to how to speak tell that to their buyers, they are going to get market share. They are going to do better than the other people who stumble through it, and people aren't uncomfortable with what they're saying or they don't believe them. So that's the opportunity. Right? Okay. So what else is changing? Change was that, hey. The, seller agent, you know, prenegotiated how much my value was that I brought to the table. Regardless of how much I did or didn't do, that number was going to be the same. I was lucky if they were paying four or five percent because I couldn't control that. And now what's changing? Well, that conversation is changing. You define your own value. What does that opportunity does it bring? Well, now you can bring more value to the transaction and make higher commissions, make more money. So that is how you have to look through everything. With every change, there's an opportunity for you to, you know, gain market share or grow or, move forward inside of your business where people will either be moving backwards or staying the same. So with that being said, let's go through kind of what today's, topic is, which is my buyer said, it'd be be a role play. And what that means is that we're gonna go through what you could be hearing from objections to someone who says, hey. I'm willing to sign, and we're just gonna say, okay. Shut up. You've made the sale. Let them sign to someone who's completely on the opposite side of it who does not want to sign the BBA. So let's go ahead and jump right in. No big deal. Where do I sign? And Northeast is where I'll kinda turn it over for you to guide us through this, and we'll we'll jump in and and help you with this process as well too. Oh, you're on mute. That pesky mute button Sorry. Fine. Well, thank you. Guys, today is the first official business day and the business day for the new norm. So we've gotten many feedback and stuff, and one of the role plays for buyer, persona would be no big deal. Where do I sign? That's the easy client. That's the easy the easy buyer that you want in your in your profile. You know? And, obviously, that's somebody that you already built a rapport with, somebody that knows that you have educated them so they know exactly how the value that you provide, and they they would be like, okay. Where do I sign? So that's an easy one. Yeah. Absolutely. And so in this particular case, also, I wanna I wanna point out that when someone says, you're gonna explain to them, but what are you going to say? So you're gonna say, hey. Just so that you know, overall market has changed. You may have heard some things inside of the news where, you know, these sides are different. And so we have this agreement that that is, designed for you and I to work together in higher transparency. It's really exciting what what's happening in the industry. And, of course, you wanna talk positively about the change. You wanna inspire them through confidence because you're amazing agent. Right? If you go in there and be like, oh my god. This is so stupid. Like, I hate this is all this additional work. They're already on the on the opposite side. But if you're like, oh my goodness. This is this is amazing. It gives you an opportunity to really have transparency around, you know, the way that we're compensated and the way that we work together. And you don't necessarily have to boil it down to just compensation. You can just say, provide transparency on how we work together. I'm so excited for this change. It gives us the opportunity to have a higher level of professionalism and commitment towards each other because we know exactly how we're going to get to our goal. That is someone you say, okay, no big deal. Where do I sign? Sign right here. Let's go ahead and get started. I can't wait to find your your dream home. That is gonna be the scenario where you just say it and you shut up. But there's probably someone that you're working with and they like you or that's that personality type where they don't do a lot of investigation and you've got the opportunity to just keep moving forward. So that's that. But now we're gonna get progressively harder. Right? The next person doesn't necessarily agree all the way. Right? They may have a question or two. So let's get to the next one, and this will let me do it. There we go. I heard about these changes. What does it mean for me? So that doesn't mean that I don't trust you. I heard that there could be something going on. I'm possibly worried just a little bit about it. I'm I'm probably just more curious than anything. And at this point, again, quick easy explanation. So I heard about these changes. What does it mean for me? So I'll turn it over to you, Northeast, and then I'll jump in right after you. Great. So you want me to say the perceived like, what the agent is telling the buyer? Yes. So Okay. I'm the buyer saying this to you. Perfect. How do you respond and tell them very quickly, you know, what's going on? First and foremost, I would probably have a buyer's consultation with the client to educate them as to what the changes are and the new norms. So if they tell me what's in it for me, I'll be like, okay. This is where I come in and provide the value, the transparency of what I'm gonna do to represent you, how I'm gonna get the best deal and the best value for your for the property that you love. So that's what's in it for you. I am gonna be the one negotiating probably the biggest asset that you purchase in your lifetime. So by providing the education and the knowledge and the transparency of what's gonna transpire in this transaction, how I'm gonna represent you correctly and your best interest, that's what's in it for you. That's right. Cool. And I I like the approach. Okay. Go ahead, coach. No. I was gonna say and I'm gonna go in with a little bit different attitude, and I'm gonna just say congratulations, mister and missus Beyer. You are actually part of history. For the first time in history, you get to pick and hire your own agents. So that way you get to actually tell somebody exactly what you want. They're gonna be working solely for you. The seller is no longer paying their commission, and so, therefore, you have total control of this transaction. Yep. Absolutely. That is a good one. That is a good one. Can you guys see the, the, presentation screen? Yes. Okay. Perfect. Okay. Cool. So, yes, that that is a fantastic one. What I like the approach that, that some people are taking where there's a tiered service. So what does this mean for you? Well, this means that you have additional options that we weren't able to provide for before. I can customize the way that we work together a little bit differently than we did in the past. And so let me walk you through a couple of different options. We've got option a, and this can be at whatever starting point. You know, this could be your your low point. Hey. I've got option a where, you know, we pretty much just focus on the house itself. We do these things. I send you houses, blah blah blah. You know, you can tailor what that package looks like. And this is where I charge two and a half percent. We have the next package where it's x percent. In this case, I'm just gonna use two and a half, three and a half, and four and a half just to to give the concept. Option b, we have three and a half percent, and this is where most people end up choosing because it gives me the opportunity to find the houses, do market research about the area, also look up the schools, also show you what, you know, nightlife in and conveniences and whatever it is that's important to them based on, you know, the person that you're talking to. Right? If it's, like, someone much older, you're probably not gonna say, hey. Here's the here's the bars that are in the area. It could be, you know, something different. But my point is is that you're gonna give them that idea about that market research. And then your highest level one could say, hey. This is the one where, I, you know, provide a a guarantee on the home. If you don't like the house within one year, I'll sell it for free. If you purchase another home with me, You're gonna have this tailored approach. So you're gonna have to pick which buckets that you're gonna like for to to attach with each service, but I really like that approach of, hey. I'm gonna provide multiple options for you to pick from. This is amazing because I didn't have the ability to do that before. I was forced to kind of always do this because you never really knew what was going. And while we're fantastic I'm a I'm a fantastic negotiator, and I'm most likely going to get this all covered. These are the services that we're gonna be able to provide for you. Which one makes most sense for you to to work with? Well, mister mister, you know, northeast, I'm from New York. I know nothing about the area. I'm really gonna need that additional guidance. I need to be in a great school system, but I need to be close to work. Where can find it? Okay. Fantastic. I'm gonna go ahead and give you package number b. So that is how I would do it, a, b, and c. You know, pick from one of these things. When you do that, it removes them from saying yes or no because they're only saying yes to one of the options that you presented. If your option is yes or no, then there's a fifty percent chance they could say no. If your three options that you present are all three things that are working together, they're gonna have to pick one of those. And so that's the psychology behind it, but that's how I would work on it. I would just say, hey. This is fantastic. Again, it's a positive for them. Everything that we're doing is a positive. I'm so excited about these changes. It gives me the ability to customize my services at a higher level to you and really tailor to what makes most sense for you. Let me walk you through the three options that, that we provide. And, of course, if there's something else that you guys wanna do, if there's a package you wanna put together, you know, again, it's a conversation around it. I'm so excited to get started. Here's what we here's what we do. So that's that's my thought process on that. Any comments in the chat? What are you guys thinking? Any any While you're while you're looking at all that, Matt, I would definitely set this up just like a home warranty. If you look at a home warranty setup, they actually have, like, you know, the the bronze, the the the silver, and the gold. Set that up like that. Give the option. I used to do that all the time for my listing presentation. This is a perfect opportunity. It takes commission out of the questions. Right? It is actually saying which option would you like and then go with that option. So I I like that very much. Awesome. Awesome. Cool. Okay. Can you speak slower, Mark? That's gonna be a tough one for me, brother. So let's let's see. That's awesome. We didn't think about those packages. You jumped into dollars and percent and educating them much. You jumped to talk about dollars and percent with What? Them much. I don't understand what you mean there. I love your ideas, Matt. Similar to my listing presentation. Good idea. Great. Great idea. Okay. Perfect. Yes. With explaining them much. Without explaining them much, maybe, is what you're trying to say. I'm not sure. So, yes, what we are gonna do is, again, we are not necessarily gonna be walking them through the education piece of this. We're talking about we we all know how to talk to that aspect of it at this point. You're gonna give them the overall market piece about what's changing. But what the the crux of what they're saying is is really what is what does it mean for me? Like, I'm I get it. You've explained this big change. Right? This is this is past that conversation. But what does this big change mean for me? Like, at the end of the day, how does that change affect me? I understand what's happening and why, but how does it affect me? What is a practical use case? And that's what we're gonna be talking about. By the way, Cliff, I called you and you never returned my phone call. Alright. So I am not signing anything. I've never ever been asked to sign something to see a house. So now we're getting the person who's having this different experience. Right? They have never heard of this before. They probably haven't seen the headlines. They've had some experience with purchasing a home before, and now it's starting to come into question like, hey. I didn't have to do this before. What has changed? Right? Is this real? Are you scamming me into something? Is am I being bamboozled? You know, those are ultimately the the fears. Those are the things that people are concerned about is I'm not I haven't heard of this before. You're the first person, and now it's a credibility place. We're gonna have to build some trust here. I'm gonna turn over you to coach Dean to get us started with this one. Wow. This one's this one's interesting because, yeah, that there's that there's where that trust factor has to definitely come in because, otherwise, we're just hearing it from somebody that they may not know before at that time. So you can do several things on this. You could actually, you know, pull out the NAR, you know, regulations on on the changes that's taking place. You can go into that. You don't wanna go too deep. You just wanna be in in general kind of conversation because if you go too deep, you're gonna go end up going down a path that you that is gonna be a a legal explanation, and you are not an attorney. So keep that in mind as well. So, I think, basically, you just kinda, like, just show them. I think it's a great letter to have, already in your presentation because you are gonna have these, you know, these type of, buyers that are gonna be like, show show me. Right? The show me state type of thing. So, be prepared. Have the conversation. Keep it light and to the point. Yep. That's right. Oops. Sorry about that, guys. This is jumping all over the place. Okay. Yeah. I never asked to sign a house. Yeah. This is, this is something that I like to talk about on this particular one, and I'm gonna I'm gonna jump off of this and come back to the to the main screen for a second. I like this particular one because, basically, what they're asking you in this particular case is to prove why this is happening. Hey. I've never heard of this. Right? So here's where you're gonna wanna have some type of resource and some type of point of fact some place to point to it. And this is where you could either have, you know, some state, you know, site or something like that. I I you can, of course, have your own brochure, but in my opinion, something that you provide doesn't give them the credibility that they're looking for. You're gonna have to point to something that says, hey. Look. Here's a NAR settlement. I want you to just they're unlikely they're going to read it, but do it at some place that's credible. Maybe it's the New York Times. Maybe it's the I don't know. Something that shows, like, hey. There is this massive change in the industry. I like using that as a reference point because this person is asking you to to prove yourself, to prove the credibility that is happening. And so I would like to say, hey. Listen. It's actually been something that was, you know, quite quite publicized. Most people have heard the the kind of the crazy headlines, where buyers commissions and things like that are going away. So stay away from those clickbait articles. If you go to research this, you're gonna find a lot of information about that. Here's some articles that I find, that really kind of explain it from a consumer perspective of what's happening. But I'm gonna tell you real quick exactly what's going on. Essentially, there's been a decoupling of the commissions. And this has really happened at quite many places, you know, this is coming out outside of residential real estate. If you look at, commercial real estate, it actually operates this way. And the benefit to this is that it actually decouples commissions and allows again for me to be able to offer you different level of services that was not previously available. It really allows me to tailor my services to best best fit your needs. So let me walk you through the three that we have, and then you can let me know if there's any questions you have additionally about it. But, ultimately, at the end of the day, it gives us the option to, you know, take Destiny into your own hands and fully represent you. Whereas before, buyer agents commissions were all was, you know, kind of coupled together. We are completely independent, and it's a absolute positive for the industry. So everything that you do, really, it doesn't you don't have to overexplain it. We overexplain it to you. We get down into the nitty gritties. We talk to you about the understandings and the fundamentals of it because we want you to truthfully know what is happening. But the consumer does not care about it at that level. At the end of the day, they are pretty much just saying, how does it affect me? Does it cost me more? Does it cost me less? Does it hurt me from accomplishing my goal? That's ultimately what they're they're asking for. And so everything has to be grounded back in that. And, again, when you come from contribution and you provide the education, that's all they want. So they know that you're just educating them as to what's happening and getting them to the finish line. That's right. And, guys, just remember, leases and vacant land do not require BBA. So that is just on the residential side so that you don't have to you don't have to do that. Okay. You can simply go to NAR settlement. Just just pull out your phone, NAR settlement. There's a CNN report in there that actually explains your super analytical people are gonna wanna read all of this, and that that's not the time to do that. So that might be something. If you have a conversation with your spire ahead of time before you have your, your consultation, this is when you kinda figure out that disc we talked about before earlier in the day and understanding who this is. And when you discover that they're an s or a c, this is something that you actually can send them and have them read ahead of time. And then maybe some of those questions could be answered before you even open your mouth. That's right. Yeah. And, again, this is this is a critical thing because if you just point to something that was within your own company or with, you know, something that you created yourself, for the the right person, they're going to go search for themselves. They're gonna wanna find some level of validation, and then they who knows what they hit when they find that. Right? Because we know that there's ton of clickbait articles out there. We know that there's articles that are like buyers commissions is going away. That is far from the truth. And I promise you, like, I I get there's some people who don't think this, but I honestly think that buyer commission goes up. I truthfully do. I think that commissions go up. I'm saying it on day one or day I guess we're day two into this thing now of this settlement. I think buyer commissions ultimately end up going. The brain. So with with that being said, you don't wanna put them in a place where they're gonna come across an article that's, you know, spitting off a a bunch of foolishness and, you know, just we saw on on so many headlines where it's like buyer commission is decimated. It will never be the same. It's going down, and, you know, that's not what we're gonna want them to to find. Okay. So that's something that we, we can talk about. And, again, it's important to say, I've never had anything to to to sign any before. I've been asked to do something about to see the house. Okay. So that is our next one that we're gonna go through right here. I'm not ready to commit to you as my agent. And so what are we saying here? Well, let's think about the times that this could happen. Right? I just meet someone for the absolute first time. Maybe I'm doing some type of third party service like Google PPC or Zillow or realtor dot com or some lead source. Right? And they clicked on a house, and they said, oh, cool. I I like this house, and then it does a force registraste where you now have your information. You're calling them and be like, hey. I wanna go see this house. This house interests me. Right? That's a very common time where we would say, okay. No problem. Let me go show them this house. Once I'm there, I'm gonna try to build the rapport. Maybe I get something signed, maybe I don't, depending if that was your practice, but that was the hook before. Right? That was the bait, and then you came as the hook. So then that's changing now. Right? Because you can't use the house and use that as an interaction ground. There has to be, and that's this particular scenario, a, an agreement that happens for you to go there. So if you are skipping the touring guide and going directly for the BBA agreement, let's talk about what that sounds like. So I'm not committed to to saying that you are going to be the person who helps me. And so here's what we wanna do. So one, if you are going to use your touring service, maybe it's the very first time. Well, hey. Well, I'll tell you what. There is this document that we can that will allow me to show this house. Right? That and that's gonna be, the touring agreement that will allow us to go see this house together. And here's the reason why we have to do that, and it may be something different that you haven't heard in the past or something that you've had to do in the in the past. We have to have this agreement. So anytime that I'm walking in a home or showing you a home or, you know, going inside a house on your behalf, we have to have this piece here. Now I can send you houses, and, and that's no problem. I just as you you received, I can send you digitally. But once we cross that threshold of actually going to see houses, we have to have this agreement. And here's the reason why it's a fantastic thing that's happened for the industry. It creates more transparency. Again, you start that same loop again and you as you educate them through the process. And so I'm excited to do this with you. I understand that we don't really know each other very much, so we'll go ahead and take care of this document so that we can go see this house. But let's talk about what our services would be. And let me walk with you through how much value we we why it's so important for you to have representation for you when you're purchasing a home. Again, this is the biggest asset of your life. And let me walk you through three these three examples of which make make may make the most sense for you. Now, personally, I am not a big fan of the touring agreement because, in my opinion, you're basically saying, hey. My first period of time doesn't mean anything. Like, me taking my time to go show these houses to you means nothing. Like, it's not worth it. I'm we're signing something together that says this time is free. Like, I personally just don't necessarily think that makes sense for my style. I'm mess I'm going to be the person who's saying, hey. I'm an expert in this field. Here's what how it is for us to work together. That's just me. But you're gonna have to pick which makes most sense. I can see certain times where that would make sense. I'm inside of a open house. Someone walks in. They don't know me. There's a house two houses down that's vacant. They wanna go see it. Maybe I'm gonna say, hey. Let me sign this, but I'm always gonna try to go for the kill. That's just me personally. You're gonna have to pick which one works best for you. But in my opinion, again, what they are saying to you is that you haven't provided enough value. You haven't given me enough assurance. You haven't given me enough confidence in you that you are the person who's going to help me do this. And so because of that, I would like to take another look. I would like to maybe see if there's someone else out there. Like, I'm not really connected to you. That's ultimately what they're saying. So let's look at some ideas in the chat. I'm gonna include you guys here. What do you think are some things that you can say to build instant report to to to help someone understand the value that you bring? And I get you're here to get these ideas, and we're gonna go through it. But I just wanna see kind of what your thoughts are what's your thoughts are in the chat. And this is a choir just a call. Agent participation time, by the way. Yeah. Yep. It's late. Go cut them some slack. I hear you. I hear you. That's right. Okay, Jeanette. Yes. Thank you. Ask them what is important to them. The person who is asking questions is always in control of the conversation. So this is the this is the the start of it. Hey. I understand that you're saying, have you heard about what's happening inside of the industry? Oh, no. I haven't heard about it. Or, yes, I have heard it. Okay. Well, let me walk you through it. You know, what is most important to you when you are looking to work with an agent? What are some of the things that you think would be most valuable? Oh, I want someone who's knowledgeable at the area. I want someone who's a great communicator. They're gonna tell you exactly what they think the value is. And then at that point, you pair your expertise with what they say. Again, remember the person asking the question is the person who is in control. And so that is a great way to start. I love the fact that you said what's important to them. Don Clark. Yes. What is your motivation? Absolutely. What is your motivation? Let me walk. Let me start to understand you. Let me break down this barrier. Let's start connecting as humans. Why are you doing this? Is it because you've got a family that you're trying to support? Well, what are your kids' names? How old are they? What are their favorite you know, you're gonna start building rapport. This is that process that you do that. I love that these I love this participation. Thank you guys so much. Cliff, what is your current living situation? What's your motivation to purchase move or move or purchase? What is particular about this home that peaked your interest? I love that. Now you're starting to get into, you know, what is it that you're ultimately asking a lifestyle question? When you saw this home, what did you envision there? What would what was it about? Oh, it was the yard because I've got a dog, and I really wanna have a big fenced yard. Okay. Fantastic. And you're starting to ask those lifestyle questions. Great great recommendation there. How long have you been in the market, and what's your experience? Yep. You can start to get a little bit, and that's to me, that kinda goes under the motivation piece. Like, you know, you're you're doing deeper discovery around that side. Have you been prequalified? I don't like that one up front, but, of course, that's up to you to to decide. Are you working with a realtor? Have you signed another buyer agreement? Okay. So to me, that is less about, you know, building your value and credibility piece. That's more of things that are are important to you. And my thought process is I like to stay focused on what's most important to them before I start to check off some of the things that are important to me. Because are you working with another buyer? Like, we can get there once they start signing. You know? But right now, they don't wanna sign with you. They're not committed to you, so I don't wanna reverse qualify. Not quite yet. I wanna break that barrier down a little bit more, but, ultimately, great suggestions, questions you're gonna have to ask at some point. Okay. Let's see here. Find common ground, value in something that interests you both. Absolutely. Basically, what you're doing here, right, you are you're you're building rapport. You're having the human connection. How many guys how many times have we heard this is a relationship business? What does that mean? That means that it's your relationship overall that is what's is going to get you through to the sale. Right? People hire people. They're the first sale is always you. It's not the house. That may be what got the conversation, but the first sale is always you. And so, again, when someone doesn't know you, giving that experience, finding common grounds, asking what's important to them, getting them to talk about themselves, you know, those are the things that will help people feel more comfortable. If you notice, the the best the best salespeople say the least. Right? They ask the questions and they let them talk. Right? Because people love to talk about themselves. They love to explain themselves. They love to feel important. And so that is a a fantastic, way to get it to get it started. Okay. I'll say too, Matt. Sometimes, I mean, get off of real estate content. Mhmm. Get off real estate content and start talking more about what they like. What do you like to eat? Did you did you know about Joe's Pizza around the corner? You know? I mean, just talk about things that they like to eat. The kids. Are they in school? Do they like baseball? Do they I mean, get to know those things and keep those notes going because, you know, that can be a conversation. Follow-up is the key to this business and being able to to to create a relationship. And sometimes we just get too in tune to it that we have to follow-up with a real estate question. They don't need to hear about real estate all the time. You follow-up and find out how little Johnny is doing on his baseball team. Right? You you find out those things. Those things is what build relationships. Keep in mind, building a relationship is not mean building a relationship in regards to real estate. As you said, Matt, it is building a relationship as a human because that's who they buy from as humans. That's who they work with as humans. That's who they know, they like, and they trust are us as humans, not us as realtors. That's right. That is right. Quick question. What if they the prospect has signed multiple BBAs with different agents? Okay. So unless you have exclusive BBA, that is absolutely possible. What they are simply saying remember your BBA is just defining if they are successful with you, right, what your compensation looks like. Now you still have procuring calls, or you still have all those things. Right? So they can't walk inside the house with coach Dean and then say, hey. I saw this house with coach Dean. I wanna buy this house. And then you so you still have those rules of saying there's procuring cause, meaning that if you showed them the house, you were entitled to the commission. But your buyer's broker's agreement does not necessarily protect you from that aspect. Now if you have an exclusive, then for whatever property it is, for whatever period of time, you know, you are covered in that sense. But they can technically if they haven't done an exclusive, can sign with multiple people and there's no issues. It's just saying if I buy with Matt, here's how much it cost me. If I buy with coach Dean, here's how much it cost me, and it's gonna it kinda follow accordingly. Now in this scenario, because this is something that probably will be more common, you are just going to defeat this by showing your value. Hey. Absolutely. I think that having a choice is one of the most powerful things that consumer can have, but I will earn your business. You will see that I will you will want to work with me because of, one, my market knowledge. Two, you know, again, you're gonna have to use previous nuggets that you pulled, which is why you're gonna ask questions, but you're gonna have to show your value in that way. One, I'm an expert about this area. Two, take a look at my reviews. If you go on to Google or, you know, Zillow or whatever area you wanna point them at, if you've got a lot of reviews, Look at all the reviews that we've talked about. You'll see that I have excellent, you know, repeat clients and negotiation skills. Like, you can point to things that make you more credible to make that person say, yes. I don't have to do any more Littmann's test on this person. I get it. They are the they are the right person for me. Those are the things that you're gonna wanna point to. It's not necessarily about the script. Everyone wants to use role playing as, like, an exact script. Tell me exactly what I should say. It doesn't work that way. You have to digest the concept of how to say things. You have to digest the concept of what they're actually asking you so you can apply it to your business. We're just giving you some generalities to start molding the conversation and and help you shaping that for yourself. So alright. So that is kind of the end of the presentation here. I think the last deck that we've got here is just the schedule for the week. My buyer said we're gonna have another one on these Thursdays. If you wanna continue to take these classes, you have more questions about how this conversation goes, what I would ask you to do is to attend the next session with specific questions that you have. You wanna know specifically, you know, hey. I've got this exact scenario, and I want to know how to go about it. That is going to be the best way if you've got something specific. If not, here's the homework that I want you to do. Think about the value that you bring and how you can convince someone of that. What do people find valuable? They find communication valuable. They find knowledge of the market valuable. They find trust trustworthiness valuable. Those are the things that you're gonna have to be able to very quickly say, hey. Here are the expertise that I provide. Okay. If you wanna have the opportunity to advance your commissions, not just stay where we are today, you're gonna have to have some prepackages prepared. Hey. Let me walk you through the three things that I have, and this is something that you're gonna have to create for yourself. Package a is this the stripped down package. No one ever picks package a because it doesn't really provide real value. Package b, most likely where most people land, and that should be the services that you consistently provide. You wanna make sure that's gonna gonna fulfill whatever you're asking for. And then your top level service. This is a service where I'm going to provide some level of guarantee, some level of extra. Hey. If you don't like the house that we find together, then I will sell it for free within the first year if you purchase another house with me. Something that gives them assurance, a guarantee, something like that. We've heard people who have done this in the past, and no one ends up really ever having to purchase the home. Right? If you do, well, then you just made another sale because they still have to purchase with you. But at the end of the day, those are the type of things that people will find valuable. Hey. This guy is reducing my risk that if I don't like this house, I get to get out of this scot free. It's not gonna cost me anything on at least on the listing side. That's gonna be fantastic for you. So I digest that concept. And then the last piece, when someone says, I haven't heard of this before, that you're the first person that's ever telling me that, ultimately, this is not to offend you, but ultimately, they are questioning your credibility. Are you lying to me? Are you pulling something over on me? And that is normal for someone who doesn't know anything that's going on. Make sure you've got one or two resources. Hey. Let me gonna shoot you this quick article. It gives you a quick breakdown of the overview. If you wanna take the time to do that, totally cool. But I can explain to you very quickly what has happened here. And so the reason why you're saying that is because it is very unlikely, maybe a couple personality types will actually go and read the entire entire settlement, but you are pointing to a source where they know that what you're saying is true. Right? Hey. Go read this for yourself. It's long and it's boring, and you're probably not going to do it, but you know that I'm pointing you I'm telling something that's real. But let me tell you very quickly how this is gonna work for you. This is the positive for you, and here's the reason why. Because it gives me more the more ability to tailor to your services, and we can pick from a, a, a. You know, you're back into the same pattern again. You're always putting people through the same exact thing. So just digest that concept. I promise you it will take a little while for you to get used to it if you're not, but it will bear fruit. And, again, this is a different conversation, and so it's the change, and that does what? It burst opportunity. So the quicker that you can get to this, the faster that you can do it, the more opportunity you guys will have. So I appreciate you guys so much continuing to invest inside your careers and thinking about how to push your business forward. Thank you so much for giving us the opportunity to guide you on this. We will cut it here, and I hope to see you on the rest of this week's schedule. So we'll talk to you soon. Have a great night. Goodbye.