Good morning, everybody. You're right. That doesn't make a lot of sense. Alright. Welcome to another BBA morning coffee. My name is Matthew Hodge even though I'm labeled as LPT studio, And, Louis Furman is joining us this morning. We are gonna help you get your day started. We're gonna get started right at nine zero three. What I'm gonna do here is I'm gonna kick us off with some music. That's what we're going to do. Where are we going to go with today? I know this is a classic. This is going to be a good one. Boris, here we go. Oh, yeah. I got a feeling. What a what a great song. Great choice this morning. Great choice. Great choice. DJ Haj. Yes. That's right. Even though I break audio. Ever since we started this marathon, you've been getting a request to go do gigs at, at Yeah. At Yeah. Open the house, live and shine. That's right. Anyone have any info on the LPT deal made with Crexy? Maybe. Maybe we know. Well, we will talk about that next week. Take your request. Yes. What do you got for me? American Id. And instead of that, let's see if I can find American Id by Green Day? Is that who that's by? Yes. Okay, I have not heard this song before. Louis, are you familiar? Yeah. Let's see. Let's see what American Alien is. Let me see. I don't see any unexpected versions. The non explicit, I think I have to skip it. Yep. I can't see. Oh, Ricky Davis. Yeah. Nope. I didn't see it. All in prison. Nope. We can't do it. We can't do it. You're from Tampa. Okay. We got one more minute. We'll go ahead and get started. Cynthia, reach out to customer support. That tonight's gonna be Yeah. So, we'll have to have someone connect. Let me let me see if someone can reach out to you to help you out. I sent you that. Alright. Eight one minute left and we will get started. From Suffolk, Virginia, good morning. From from cold call practice with coach Dean. I love this. I love to see so many people investing. Fantastic. Yes. Let me have somebody reach out to you now, come through? Okay. Alright. It is nine zero three. We will go ahead and get started. Okay. So BBA morning coffee. This is designed to kinda hear your feedback in terms of what you are experiencing so far and then get your mindset, right for for the, for the day and to set some actual items on things that you should be doing. So as you guys know, when we first started this, we did some polling. We found out that about fifty percent of people were working with someone, currently touring with someone who would meet the definition of working with, and did not have a BBA sign. So the assignment was at that time, hey. Reach out to anyone who is gonna be affected. We get it. You started this process with them before it was required. Now midstream to this transaction or your time with them, this is required. Let's start there. And then, also, anyone who you currently have a listing agreement with, let's start there and make sure that they explain the changes that is happening. So that was kind of like task number one. Let's get that done. And then we're gonna transition over as we are continuing to work with people who are now coming new onto this to the ecosystem into your ecosystems that, hey. This is something that we're gonna have to have going forward. Right? So you've got the people who you've started a different process with and changed relationships with and then new people. So that's been the camps that we've kind of talked through. One thing that we've noticed over the course of these couple of weeks is that people have started to think about ideas on what they can do to add value to the transaction. Again, you you hear us talk about all the time that change births opportunity. Okay. So let's think about the change and what the opportunity is. The change, buyer agent commission and listing agent commission are decoupled. It is now a separate conversation. Right? That means that the listing agent is no longer defining what you're worth before they knew you. They are that you are going to define that for yourself. That is a fundamental change. The opportunity then in that change is that you can now decide, hey. I'm gonna have more tailored services so I can either increase my commissions, keep them the same, or lower them. That is the opportunity that's available to you. So you can say, hey. I'm gonna offer a skeleton representation where, you know, it's limited services and maybe that's a two percent option or one percent option. I don't know. Whatever, you know, you would decide to do there. I'm gonna offer this middle package, which is what I currently offer today, and that may center around the two and a half to three percent. And then I'm gonna think about a way to add more value or add more services, increase experience, and that's gonna be this premium bucket. And that could be, hey, if you don't like your house, I, you know, within the first year, I'll sell it for free as long as you purchase another home with me. Like, there's gonna be all different type of creative ways that you can do that to say, I'm going to add more value to the transaction so that I can increase my commissions. And so that's the opportunity that exists there. Okay. Now we have this conversation that has to happen with buyers that was that looks a little bit differently. We've gone through role plays where you've got scenarios where people say, hey, I'm cool with this. Let's just sign the paperwork. Let's keep it moving. People who are like, hey. I've never had to do this before. This is different for me. Explain to me what's happening. And then people who are saying, hey. I don't wanna commit to you right now. This doesn't work for me. You know, you're gonna have those three different, you know, conversations that are different. It's a change. Okay. So what opportunity comes from that change? Well, you now have the opportunity to explain your value proposition and explain this faster and better than most people. If you do that, you will gain market share. Right? If someone can't explain what's happening, if someone can't overcome those obstacles, they will lose business, and that business will flow to the people who can do that. Right? So through this transition period, right, in two or three years from now, everyone's gonna know what's happening. It's going to be normalized. It's not going to be this explanation where you're gonna have to get people from where we were today to the new normal. It's just going to be normal. So you've got this period of time where things are changing, and then it again, it creates this opportunity. I want you to continue to think about that every time you're going through this process, this exercise. The change gives an opportunity for you to do something different to gain more market share or grow your business. Okay. So that's what we've been preaching and talking about. And so let's put these things into some of practical things that we've seen happen. We've seen some of the bad drivers. Actually, we've seen the instructors of the bad drivers telling you don't go show houses if they're not willing to pay x amount of dollars. Right? We've already seen this chaos start to to happen. We've already seen people say, hey, I'm not gonna come see your house unless you're paying me x. Or you've seen the seller say, I'm not paying a buyer's agent commission at all. Zero percent. We've seen these things start to happen already, which is what the second week is designed to do, to help you start to navigate these world these real life scenarios that are starting to to approach. And so we want you to be thinking of where we have classes that talk about how to get around these things. We've got seller classes, seller role play classes that help you get through these things. We've got buyer role play classes that help you get through these things. They give you the the fundamental ideas on how you can start, you know, creating your verbiage so that you can walk through these. We will give you some specific things to say, but it's always better to digest the concept so you can make it your own words versus regurgitate exactly what we're saying because your personality and your consumers are gonna be different than what we are gonna do in these examples. And so that's what you should be thinking about, this second half of the week. Look at these, classes. Let me go let me go ahead and throw up the classes that we've got this week. So as you can see here, today, we've got empowering your sellers at eleven AM. We've got your BBA town hall. Your BBA town hall is where you can come and say, hey. Here are the scenarios that I'm having right now or here's some things I've got questions about. Let's get some group think around the best way to respond or or or work through this process. You've got the new psychology, the new normal, the psychology of the sale, and then we talk pretty much about, you know, how do you how do you make what we're talking about appetizing? How do you make it easy and digestible for someone to make a quick decision to say yes? And, of course, the first sale is always you. Right? They will always say yes to you as, hey. I will choose to work with this person before they say yes to the house. So you will always be the first sale there. And then the BBA toolbox. And this is gonna be which agreement, when, and why. Right? So if you've got someone with who you plan on using a touring agreement or if you're going directly for the exclusive agreement, you're gonna know kinda which option, which scenario to fit these things in. So that's the classes that you can expect to see today. So with that being said, I'll take a quick pause, turn it over to Luis, get your thoughts on, this kind of week recap and and what we should be doing today. Yeah. So as a recap, I mean, it's been so exciting to see the confidence level increasing with each and every one of you and, like, that anxiety decreasing. You know, when we started, two weeks ago, you know, the mindsets were in a totally different place. I mean, I can speak for myself. You know, there was this level of anxiety, this anxiousness. We've been focused on the, you know, post NARC settlement world for months and months and months, and it finally felt like it was here. And getting through last week, it really the mindset was able to shift to a much more positive level. Being able to collaborate with all of you, hearing the success stories. The success stories are still flowing in. I mean, we're seeing some of these flow in the chat now where, you know, I've received four to five buyer broker agreements, and there was no contention. Like, I had the confidence to go in there and and execute on on the post in our settlement world. And and that's really, you know, at at at the core, having that confidence to have conversations with your buyers and sellers will resonate so greatly. Just that mere confidence because there are going to be a lot of individuals who are gonna go into those interactions with that lack of confidence. And when we talk about creating app opportunities, that's gonna be one aspect of it. You know, you will be competing with agents now who may not know what the post NARS settlement, you know, rules look like. They may not know what the granular state specific rules look like. They may not have the confidence level to be able to interact with their customers. And now, you know, that these conversations are being had on the listing side of the equation, on the buyer side of the equation, if you are competing with these agents for that customer's business and you go in there with that confidence level, you will shine. You know, you will increase the likelihood of being able to convert that client. And, you know, it's it's it's something that's so great to kinda see each and every one of you kinda transitioning over the last two weeks. This week, as you saw on the schedule of classes, you know, we're more focused on, you know, now the side of the equation of creating opportunities in this post NAR settlement. A lot of the topics is, are how to make you start thinking on how to use this as an opportunity gainer. There may be some of you on this call here today that maybe this is your first week in your BBBA marathon. I strongly encourage all of you go back to the knowledge base. Last week, we had classes on NAR one on one. Please attend your state specific classes. If you're still trying to organize, like how do I transition into a post NAR world? We've mentioned this very frequently. Here's our recommendations. Start with the generalized NAR one on one rules, understand what the generalized changes were. You know, compensation of commission no longer on the MLS is for cooperating agents. You need buyer broker agreements prior to working with the client and touring a property. Like understand the basic fundamentals. Then move over to the state specific granular requirements. Every state has its own vernacular, their own forms. Please attend one of those classes or watch one of the ones that we've recorded. And then you can transition into that next side of the equation, which is, I am now going to extract as much opportunity as possible in this new world. Now we keep talking about these bad drivers, right, and having to interact with these bad drivers. Here's, you know, one feeling that some of you may experience when you come across your first bad driver, that second bad driver, that third bad driver, is that feeling of frustration. Why does this other agent not understand it? Like, why do I feel like they are not as prepared as we are? What I would encourage you guys in that dynamic is just have the patience, right? Like, educate that other agent. And and that may be the way to get it across the finish line. Maybe, you know, the pilot of their plane isn't isn't doing a good job with training that that agent to understand the rules and understand how to have the proper mindset. When you come across that agent, do everything you can to maybe educate them because that may help make the transaction that much more healthier. If you're on the buyer side, the listing agent's a bad driver, he's requesting for certain documentations, you know, educate. You know, educate that seller, educate, make them understand what the dynamic looks like and vice versa. You know, educate the buyer's agent. Because again, that's probably gonna be the easiest way to transition into a healthier dynamic, which at the end of the day, we're here to advocate for our clients' best interests. We're here to help our clients achieve their goals, whether it's sell their property, whether it's buy their property. You know, we are here to advocate for their best interest. And, you know, our our patience could be put at a test right now. And that level of frustration with bad drivers, there's a change that's happening in the industry. But let's, you know, take the higher road. Let's have that patience. Let's educate the cooperating side of their, you know, lacking that understanding. And let's all collectively as an industry move into that positive direction in this new, world. That's right. That's, so so well said. A couple of things in the chat real quick. People are asking, where to find the schedule. So one, you can go inside of knowledge base under the BBA marathon and click week two classes. There that will give you an entire schedule for the entire week there. You also should be receiving an email every morning with the day's calendars. If you are not getting that, it comes from updates at l p t dot com. If you are not receiving that, check your spam and then move that, into your inbox, and that will ensure that you get delivery in the future. So that's where those things are being posted. But, again, if you'd like the full view of the calendar, you can go inside the knowledge base under BBA marathon week two classes, and it will give you the full classes for the entire week there. So that's that. We got a couple questions. Are we brothers? No. No. We are not brothers. Lewis is actually an AI version of myself. He's not even a a real person. They took my face and they made AI out of him. No. I'm kidding. But that no. We we are we are not brothers. Let's see here. The panelists say BBA is not necessary to show your own listing. And so in Louisiana so you you again, you're gonna wanna talk to your state specific broker about what's required there. Remember, there's two total things that you have to do. One, if someone if you are inside of your let's say an open house and someone walks inside of the door, you are not opening the door or entering the house on their behalf. You are already in the house and they're coming to you. So that does not require a BBA. But let's say the house down the street is vacant and they're like, hey. Do you have a a quick minute to take me down the house? Two houses down. I saw that house is for sale as well too. I'd like to go see that property. Then, yes, that would require the BBA to be signed at that point because you are entering the house on their behalf with them or on their behalf. And then the other thing is, again, remember, if you're just sending someone a digital, a feed, hey. I'm sending you an IDX feed. I'm sending you houses on the market. That in itself does not require a BBA. Once you cross over the threshold from that into touring homes, so those two together, then, yes, you would need to have a BBA signed at that point. But just sending them houses is not. So if they register on your website because you're doing some type of lead generation service, you're still good to go. It just needs to happen before the actual physical for showing or you going and doing a virtual tour for them, and videotaping that and sending it back to them. It would need to be assigned before that point. And this is a fantastic thing to be thinking about, guys, because remember, you are at a place now where you are how many times have we worked with someone who has burned you? Right? How many times have we spent so much time working with clients and then they walk inside an open house over the weekend or they walk into a builder or they just decides and not work with you anymore because they don't feel like it. And they totally totally disregard all the hard work and effort and professionalism that you put into helping them get to that place so far. I've had people literally I've gone through places where I've hooked them up with lenders who are like, hey, listen, I'm gonna have to massage this thing, but I'm gonna get this right. You know, you use all your connections to get them to a place and they ghost you and work with someone else. And you know that you've been on point. That's just the reality of how it works sometimes. And so this is a great way to solve for some of those things. And then on the other side of that, the other benefit is that this gives you the opportunity to increase your commissions. I will say it here first two days into this thing. I think that buyer commission agent goes up. I truthfully do. Like, everyone thinks that it's going down. Oh, it's going to zero. That's what the headlines are gonna tell you. It's going up, guys. And the people who innovate, the people who bring more value to the transaction, who concentrated on the experience, you will make more money. Now don't go focus on that. Right? That's that will take care of itself. The mission, the focus is on bringing more value to the transaction, bringing more transparency to the to the transaction, having an agreement of what your value is worth with the buyer. When you do that, the dollars will take care of themselves. So just make sure that that is your North Star providing the best, most excellent service that you can provide. So let me continue to scroll through here. Lewis, I don't see I don't know if you saw any additional questions you wanna talk. Questions in the chat whether or not we need to share the buyer broker agreement with the listing agent. So here are the rules pertaining to that. So a buyer broker agreement that you execute with your buyer is, technically, a confidential agreement between you and your customer. There is no requirement for you to have to share that document to the listing agent. The rules also do not state that you need to share this document with the listing agent. Now, when we talk about bad drivers, there may be listing agents on the other side who are going to request these documents. That now puts you on or in a crossroad. And that request can happen prior to showing. That request may happen at the time of negotiations. You know, now you are at this crossroads and you have to ask the question, you know, what do I do? And now you guys are the entrepreneurs. You guys have to make a business decision in terms of how you handle that dynamic. You know, you can either take one approach, which is let me try to educate the listing agent and see if I can overcome that request. No different than if a listing agent were to request anything else in this series of negotiations. You're gonna advocate to try to, you know, persuade the other party that this request is not required. Now if for whatever reason those efforts do not work or if your decision, you know what, I don't wanna create friction in the dynamic, then it's your choice whether you ultimately wanna, share it with this one caveat, you need authorization from your buyer. Do not share I please I I I recommend do not share the buyer broker agreement without the authorization of your buyer. That is a contract between you and your customer. So if you are going to take the approach of the frictionless relationship, if you're trying to take the approach of, hey, I try to convince them, but they're not budging. Have that conversation with your buyer. Hey. Listen, buyer. You know, this is a confidential agreement between us. I've tried to have the conversation with the listing agent, but the listing agent is very adamant that we share this document. You know, we obviously are trying to request some type of a cooperating agent commission on the deal, and they're stating that they don't feel comfortable negotiating that term unless we release the documents over to them. Is this something that you are, you know, okay with me doing? And if he says yes, then at that moment, then I think it would be okay for you to, you know, share that document. Now also keep this in mind, and Robert talked about this on motivational Monday this week. There may be other ways to write up the offer in which you will be accomplishing the same thing. Because remember, now buyer broker commission from a buyer's perspective is gonna be factored into the buyer's cash to close. So when they're gonna close on a property, they're gonna have their down payment requirements, their closing cost requirements, and then it's ultimately gonna add up to be their their net cash to close that they ultimately have to pay at closing, which again, includes now your buyer commission. Now, what does a seller concession do? Well, a seller concession reduces the cash to close. So if there's a listing agent who's adamant that they're not gonna pay a cooperating agent commission, you may be able to accomplish the same thing by asking for a seller concession because all that concession's going to do is reduce the buyer's cash to close, which is ultimately going to net the buyer the same amount. So let's use this as an example. Let's say there's a three hundred thousand dollars purchase price and you request three percent in buyer broker commission from the buyer for the buyer. And let's say for example, once your commission's factored into the buyer side, their cash to close is fifty thousand. So three percent on a three hundred thousand is nine grand. So what is the buyer's cash to close if you receive that? It would be forty one thousand. Now let's say for example, you ask for three percent in seller concessions, Same math. What will the buyer's, cash to close ultimately be at time of closing? That nine grand would be applied to the fifty grand. Their cash to close will be forty one thousand. Let's say a combination of the two. Let's say, for example, you ask for two percent in buyer broker commission and one percent in seller concessions. It's still three percent off of three hundred. It would be nine thousand in, seller concession or ultimate, you know, credits towards buyer, which would reduce the cash to close to to nine grand, by nine grand. So it's all a numbers game, guys. And I recommend working with your lenders. I saw a a a a statement in the chat basically stating that now the relationship with your lender is gonna be that much more important. You know, similar to how on the on the listing side, we work closely with title companies and the closing agencies. They get net sheets for the sellers. The same thing is probably gonna be very important on the buyer side for the buyer to understand what their ultimate cash to close is going to look like at the time of closing. Perfect. Okay. Let me just scroll through the chat to see if we have any additional questions here. Let's see. Yes. Way to, like our like Lewis said, RP did actually discuss that, yesterday on Motivational Monday. If you watch the replay of Motivational Monday, he actually talks about, that same exact dynamic of how lenders can credit, for for compensation. So and how that can be written. So that basically all you're doing is you're saying, hey. My compensation is coming out of the buyer's closing costs. We are getting a concession from the seller towards these closing costs. It all ends up netting out. But you can watch that. He kinda goes in that to a little bit deeper on motivational Monday for us to get through that. Let's see. See a question here. Thoughts on if we should be asking for the buyer broker agreement, if we're the listing agent. Again, guys, you guys have to conduct your businesses. I mean, again, looking at it from the other lens the same way we answered it from the buyer's lens, there's no requirement for that buyer to, you know, submit that document over to you. So, you know, by asking it, if I represented the seller, I think it's, again, going back to the net sheet on the seller. You know, the liability and it will be caught with the checks and balances when it's time for closing if you provide a greater buyer credit than what was agreed upon. You know, ultimately, it's if the seller's willing to, you know, provide it. Right? Like, is their nets going to hit the achievements that they're looking to achieve? Like, I wouldn't stack it. Right? Like, if their if their total you know, if they're okay with giving the buyer three percent in credit, you know, don't do three percent in buyer broker commission and three percent in seller concessions. Now you're at six percent. Like, you're gonna have to find a way to negotiate it where you keep it within the confines that the seller is ultimately okay with. So, again, like, I it's it's sometimes easier to kinda treat it as all just lumped together in terms of cost to the seller and what the net amount is ultimately going to look like for the seller. I agree. That's that, in my opinion, is the easiest way. And think about it. What advantage is it to have the document that says, hey. This person signed a BBA for x amount. Like, that doesn't mean that that's what has to happen. Right? It's just like when you put your house on, the market at a certain price. That's the advertised price. That doesn't mean that there's not negotiations that can happen. Now does the seller hope that it sells for the advertised price or above? Absolutely. Does it mean that there's a hard rule that it absolutely has to do that? No. It's the advertised price. And so sending someone a BBA who says, hey. This is I've has it contracted with the buyer for three percent. And through negotiations with the when there's actually something to talk about, meaning that there's an offer on the table, it ends up working out that there's two percent. At that point, the conversation changes to either one, I'm gonna grab the one percent from my buyer. Right? Or I am going to amend my compensation down to two percent. Like, the document is only there to to to provide transparency. It is not there to lock in any particular thing. Now what you can't do on the document is have a sliding scale that says, hey. I'll charge you anywhere from one to ten percent depending on whatever I can get. Like, that doesn't that doesn't fit the the the narrative. Louis, what is the the legal term for that? Objectively, actual that's say noble. There we go. That says You can't have a you can't have a a number that cannot be equated to. Right? Like, you can't, you know, up to a certain amount. Like, you have to be able to come up with the number, as compensation in in the buyer broker agreement. But the language that's used in the settlement is objectively ascertainable. And so what that means is that anytime that there's a change between what you have agreed and what the compensation is gonna be paid up or down, it requires an an executed document, a change in addendum, you know, a a modification to the addendum, Just like anything in real estate. Hey, guys. We are moving the closing date from Thursday to Friday. Everyone has to sign and agree. Right? Hey, guys. We have agreed to give you three hundred dollars to fix a link the leaky sink. Everyone has to sign. Right? So it's the same exact thing. It just creates transparency. It creates a guideline of how we interact and what is expected. And so that's really how you have to be thinking about it. It doesn't mean that things are not negotiable. It doesn't mean that things can't change. It just means that there has to be an agreement around anything that changes instead of this sliding scale. And so that's why you can't say anywhere from one to ten percent because that's not an agreeable amount. Right? It has to say, hey. I'm gonna be at three percent. But if the compensation is four percent, I'm gonna get something signed that says, you know, I'm getting four percent. We agreed to that. If they don't sign it, then, yes, you are limited to the three percent, and and vice versa. If it's beneath, you're either gonna have to mend it down or they're gonna have to pay the one percent difference. So you're gonna have to navigate those waters at that time. But there's no value in doing anything beforehand because you don't have anything to talk about. Why call someone and say, hey. Are you guys paying a commission of x percent when you don't even know if the buyer is interested in the house yet? You like, it it it's just like calling someone again. We use this example all the time to say, hey. I've got a buyer who's automatically gonna want x amount of commissions and three day inspection period and before we see the home. Like, it it's pointless. Right? And we submit offers all the time, but we're not sure if the seller is going to accept the terms of the contract. This is no different. Let's have something to talk about when we get there. Right now, we don't have anything to talk about. Mission number one is getting as many people inside of the house as possible. If you're on the listing side, just to to make that decision, to create that conversation. And if you're representing the buyer, letting them see as many houses that can fit their needs as possible, and we're gonna cross that compensation bridge when we get there. It's very important for us to adapt adapt that mindset. The people who adapt the mindset first, the people who start thinking about strategies that will make this process smoother, this change, they are going to create opportunity for themselves that some people may not. I know our LPT agents will because you've heard us talk about this and digest this over the course of the week, and we're not gonna stop here. We're gonna continue to, you know, offer this throughout the rest of this week at this frequency. And we will have ongoing classes, not five per day, but we will have ongoing classes in the future to help you digest these concepts and to stay at the forefront of what's happening inside of the industry. So we are about at nine thirty. I'm gonna go ahead and cut it here. Louis, any final words for you? No. I mean, keep going out there and and increasing this confidence, guys. I see a lot of great questions, in the chat. Like, please, guys, continuously stay tuned. We try to get to every question that was asked. We've also answered some of those questions in previous, videos. I mean, we've talked about, you know, if you represent yourself, do you need a buyer broker agreement? Quick answer to that is yes. You know, you do. That's an agreement that binds the brokerage. And then also if you enter into the property and the cooperating agent is offering compensation, you're gonna need a buyer broker agreement because you can't obtain compensation that's greater than your buyer broker agreement. So just execute your own buyer broker agreement. It's not gonna be very difficult, I would imagine, to get those signatures. But, yes, I mean, please going through the knowledge base, if you have additional questions, you know, there's there's a lot of things that have been discussed over the last two weeks or week and a half, and continue to plug into these classes. Like, we're sharing a lot of knowledge as it comes. It is very organic and free form as we hear different things. I mean, there's been moments in which, you know, two hours prior to these calls, we hear a scenario and it really shapes, you know, the call that we're about to have. So stay plugged in, gain the confidence, keep working hard, be resilient, and we will be okay, you know, in this new world of of the post in our settlement. That's right. Well, kinda last thing, I'll keep you, I'll I'll leave you with this. Yesterday, we had an agent who said, hey. I've been getting three and a half percent on my buyer side deals for years. And we're like, oh, really? How have you done that? He said, well, regardless of what was being paid, if it was two and a half, three percent, I would always write inside of the offer that there would be a concession for whatever the difference was. He was he's been using, BBAs exclusive. He's always on that been in in the industry for for twenty six years and said he's always used BBAs, exclusive BBAs. And so in the event that there was a discrepancy between what was going to be paid or what was offered by the seller and what the the buyer he would just ask it in the as a concession. That's he's always done that. So he's always been at three and a half percent. And I'm like, man, I never thought about that. Like, I've been doing this for fifteen years, and I literally have never thought about that. So these ideas will continue to to, come to the surface as we as we meet together as a group. But think about that. Right? For him, this is no big deal. He's just like, you guys are late to the game. I've been here for twenty years, you know, like, you guys are are freaking out about this and this is just what I do. So don't let that mental, you know, hurdles slow you down because I promise you, it's not as big of a deal as you think. It feels big to us because we're talking about it and we're in the industry. The reality is, guys, it's not that big of a deal. Now you do have to, of course, increase your value and make sure you're providing the value that's gotta be connected to the percentage that you're charging. But other than that, guys, it's really not that big a deal. So be confident in what you do. Thank you, Louis, for your final thoughts. We hope that you guys enjoyed, today's, morning session. And, we will see you at Empowering Your Sellers at eleven AM. I believe, David Lewis, myself, and Robert Palmer will be on that, on that call. So we'll see you guys at eleven AM. Talk to you guys soon.