Good morning. Good morning, everybody. Welcome to Empowering Your Sellers. I my name is Matthew Hodge, executive vice president. I'm joined with David Lewis, owner of TLG Atlanta, sells three hundred houses a year, has massive biceps, and is a founding executive here at LPT. We are gonna get started promptly at eleven o three, but until then until then, we are gonna listen to some tunes. DJ Hodge is in the house, so we are gonna kick this off. Here we go. I want you to guys to be happier. VBA should make you happier. David, you're in the host and panelist. I know it, bro. I saw it. Hello, Sarah. How are you? Mary, how are you? Apollo Beach? Let's put in the chat real quick what city and state are you attending from, city and state. And also, make sure when you're typing, it says everyone. If you put host and panelist, only David and I can see it. So make sure your chat is set to everyone. Tampa, Florida, Port Saint Lucie, Lake Mary, Florida. Okay. Lorinda, how are you? Hope Ruben's well. Saint Pete Beach, Raleigh, North Carolina, Jupiter, Miramar, Florida, Reno, Nevada. Okay. We got some West Coast. We got Pennsylvania, Tennessee, Kissimmee, Florida, Orlando. Okay. We've got a lot of locals. Miami, Stewart from Virginia. Okay. Texas. Alright. Send another San Antonio, Texas, Massachusetts, Georgia. Okay. Alright. So that's about what? Seven, eight states on here. Dallas Fort Worth Dallas Fort Worth, Mount Dora, Florida. You're right over about ten minutes from us, fifteen minutes from us. Another Knoxville, Tennessee. Fantastic. Wellington, Florida. Alright, guys. I love it. I love to see this. We, as a team, are going to change the industry. We are gonna help each other avoid those bad drivers that you've heard us talk about, and we're going to help avoid the instructors who are telling the bad drivers what to do. We've seen that in the form of brokers being like, don't do this and don't do that and giving really, really terrible advice. We will be here for the antidote for that. So one more minute. Actually, it's eleven o three. We will go ahead and jump right in. So today's, deck is empowering, your sellers. And I'm just gonna pull this up right here in screen share so we can go through this together. Let me get on the what do I need to do here? One second, guys. Full screen mode. There we go. And then I should be able to share that. Actually, one second. I have to do one thing first. Let me share first then do that. Alright. So we're gonna share our screen. There we go. And this is going to be what we are going to go through today. Let me get to full screen mode. Alright. Perfect. With that being said, we will jump right in. So empowering your sellers, listen conversations, and role play. So we're gonna walk you through what it could sound like. We've already heard the bad driver scenario in this case is some of the sellers have been like, hey. I don't wanna pay any commissions. I heard that things are going down. You guys have heard us talk about this all the time that op that changes, births opportunity. The seller is looking at that same scenario, and they're like, hey. This is changing. I heard that we don't have to do this. I'm gonna try to create an opportunity for myself to save some money and not pay pay a buyer's agent. So we are going to make sure that they understand that actually is counterintuitive to what their ultimate goal is, which is sell their house for the highest and best. We're gonna walk you through those scenarios as we go through this. So let's go ahead and get started. David, I'll turn it over to you for us to walk through this first person scenario, which is that I'm ready to list with you and don't know anything that has changed. So how do we go through, explain to them, hey. I haven't watched the news at all. I really don't watch the TV very much. I just wanna sell the house. And last time I sold the house, it was five percent, six percent commission, and now it's only three. Things have changed. This this is fantastic. Yeah. So, first scenario number one is I'm ready to list with you and do not know that anything has changed. Well, so before we hop into the role play, I think, you know, when you think of a persona like this, you always wanna meet people where they are. So if someone's not asking specific questions, a lot of times, you just wanna come in and just give them the bare minimum of information that they need. Right? So sometimes I would lead off with a question to say, awesome. Well, what questions do you have about this new market? Or I know you mentioned that you, that it only costs three percent now. Like, any other thing that you know or any questions that you you want to deep dive into, because I wanna meet them where they are. But number one, they said they wanna sign with me, so I'm not gonna get in the way of progress. I'm gonna go I'm gonna get that paperwork ready for you. Let me catch you up a little bit. Alright. I'm not gonna go into a dissertation. I'm not gonna sit there, and I'm not gonna go, oh, right. Let me get off my whiteboard. So six months ago, this happened. I'm not gonna give them legal inform I'm I'm I'm just gonna go specifically about talking to them about the process of selling their house. So the conversation looks a little more like this. Like, great. Yeah. So so things have changed. It's you're exactly right. Things have changed a little bit. But the good news for you is that at TLG Atlanta, we always did things the right way. So, honestly, just like the last time you sold a house, we really didn't have much that there's not too much that has changed for you. And for the sellers, the biggest thing that you have to understand is that people are gonna negotiate with us a different way. But the same thing has always remained the same, and that is that you care the most about your net, your bottom line, and helping us get you out of this house and into your next great house. So none of that's changed. So the only difference for you really is the way that people are gonna present offers. We do have one thing that we need to consider. Last time we sold your house or previously when you sold your house, we did talk around, you know, sharing compensation with buyer's agents. Now that's still that's still a pretty big part of the market. Now it it's always been one hundred percent up to you how much you wanna offer for buyer's agent compensation. But in this case, we just made it really, really crystal clear that it's up to you. But you and I would need to talk and strategize and see what we can do as far as buyer agent offerings and how it'll help affect your home on the market. That's right. By the way, that paperwork is ready. Sign right here. Let's get after it. Let's get after it. Let's get your house on the market, get the most amount of exposure. So, yeah, a light a light explanation can be fantastic. They may ask you some additional questions, and you should be prepared to go into deeper, but they may it may suffice. Okay. Yeah. That sounds cool. Alright. So I paid the three percent. I signed that, and then we pay the, buyer's commission. We negotiate that when we get an offer. That's when we we take a look at it. Is there anything that I need to do right now? Nope. When we get the offer, we'll have something to talk about then. That's really the only thing that's changed. It creates more transparency. We're no longer it's on a a prenegotiated number. So in the event that someone does come in here and low balls it, you know, far away from your list price, we've got some additional levers to some buckets to pull from from a negotiation standpoint. I know that I have personally have come across where we had an offer submitted last week on on one of my brother's properties, and he said, hey. Listen. At the current list price, we had baked in two and a half percent of commission. What you are offering is twenty thousand dollars less than that, so there likely is going to be a change in in the compensation. Is that cool with you? And they're like, yeah. That's cool. Like, alright. Fantastic. So let's see what we can do blah blah blah blah. You know? The they are going to have to fight for their commission in that sense. This is what you're telling the seller on how the conversation is gonna go. Now this don't over talk it. Don't over complicate it. Just like David said, make the sale and shut up. We always wanna talk too much. Right? Just make the sale, give them the information. If they ask more questions, cool. If they don't, keep it moving. Let's sign that paperwork. Let's put all those listing power tool tools to work and get that house sold for them. Alright. So next scenario. Last addition is and as always, I'm always talking my value. So meaning that, like, when I go through, I go, hey. Luckily, you hired the best in the game. And at TLG Atlanta, we always did it the right way, and we have an attack plan to help you survive anything. Like, it's always a spin about why I'm different. Mhmm. Right? Why we're different. Like and you always wanna keep that up because value is more important now than ever. That's right. That's a great point. And, also, talking about the change in a positive light, David, is also something that I think is really hey. This is actually a fantastic change for you, and let me explain to you why. Because someone like me who's got these skills, who's gonna arm these skills to help you accomplish your goal, we are gonna be more lethal in this environment than we ever were before. So this is actually a positive change for you. You never wanna be like, oh, man. This sucks. We got you know? You're not you're not the person who's coming across as the the person who's taking opportunity, who's seen this change and using it to grow their business, using it to grow their expertise, using it to help their clients, you know, accomplish their goals, it's a hurdle to you. You don't wanna come across like it's a hurdle because it really is not. You wanna come across as this is an opportunity for us to make more money on your your house. And luckily, you've got me, the expert who's gonna help you guide through this. Okay. Next scenario. I heard six percent commission is dead. I heard I don't have to pay buyers' agents anymore. Okay. Now this is a I like this one because we've already seen this. We've heard examples. We've seen it in Facebook groups. We've heard we've already received calls at the brokerage where people are saying, hey. My seller does not want to pay anything at all to the buyer's agent. Well, first of all, we have to ground them in reality that were you about to say something, David? Yeah. Are you scrolling down on the Yeah. Is it not did it not change for you? It's not changing. Oh. Is it changing for you guys? Give me a yes or a no in the chat. No. No? I must be sharing the wrong screen then. Because I I have I have the notes pulled up on my phone, so I was, like, ready for it. But, like, I was like, they might be kinda confused about what's going on here. Yeah. Thank you. Overwhelming, no. Overwhelming, no. Okay. I must be doing something wrong here, guys. Let me figure out what I'm doing to get this. That's okay. I'm I'm I'm gonna I'm gonna start talking through the next one while you figure it out. K. See that? The next item here is I heard the six percent commission is dead. Right? I heard I don't have to pay buyer agents anymore. Okay. Perfect. We're on screen. Okay. Now we're good. We're back. Okay. William said he pulled a mat. Alright. Perfect. I heard the six per six percent commission is dead. Alright. We definitely know that there's people out there, like that. So if someone remember, this is these are sellers. Right? And sellers are ultimately deciding what they're gonna pay you for them and what they're gonna share with the buyer's agent. Right? So this seller in specifically said, I heard the six percent commission is dead. I don't have to pay buyer's agents anymore. Well, mister and missus seller, you're exactly right. The six six percent commission is dead. It's actually always been dead. There's never been any predetermined amount of money that it costs to sell you your home. What we simply had is what the the free market doing its work, right, where it had been a norm for a while where people were sending an average of six percent, but you've always been in complete charge in in charge of deciding how much commission you wanted to pay me as your listing agent based on the value that I bring and how much offer you want to offer on buyer's agent commission. That's always been the case. We're just in this world of clarity now. So the six permit commission is dead. It's always been dead, but let's talk specifically about me and what I'm gonna do on the listing side. And then once you decide that I'm the guy for you, we're gonna deep dive and strategize around what we're gonna offer for buyer's agent compensation to get your home sold in the fastest amount of time with the greatest terms imaginable. Does that sound okay? Yeah. I love that. And from a from a standpoint of what you did, which was answering the question and saying, well, technically, hey. This has always been this case. Right? You never had to actually pay the six percent. It's always been negotiable. But what we are gonna do is we're gonna talk about what my value is to you today. And then once you've made that decision on me, then we're gonna talk about the strategies of what we would be taking for for incoming offers. That is fantastic. If you go in there trying to uphold this six percent, trying to be like, no. It's not dead. You know, you take an adversarial approach to this thing or try to start to stand up for the commission of the buyer's agent, which, again, it is a separate conversation now. They are decoupled. I don't that's not meaning that you're throwing the other side to the wolves, but it means that it's not your place to have that conversation anymore. Right? That is gonna be a conversation you're gonna help the seller navigate when they receive an offer. That is what we are trying to convey to them. But my services, my value is three percent, and I'm gonna show you why I am worth every penny of that three percent. That's where we're gonna be. It is also you know, no one expects to have someone work for free. Right? You're not dealing with a logical person if they're like, yes. People should work for free. You should sell my house and do all the work for free. Like, you may get the no one really thinks that. Right? They may be trying to create an angle for themselves, but no one really thinks that, like, hey. People should not work, you know, and feed their families. So the the the that's thrown out the window. What you want to do, if someone is resistant to say, hey. I really don't wanna pay a buyer's agent, and they're saying because I don't see the purpose of it or because I wanna make more money or net more money, you need to walk them through what they're actually saying. Well, hey, mister seller. A lot of the the market is under, the because of this change, there's this agreement that there's a lot of people are under exclusive agreements. Means that they have compensation that they have to pay their agent agents. Obviously, no one could expect to work for free. Now in the scenario that the house down the street is offering compensation, is open to negotiations, It's not a set number, but they're open to the conversation of what that compensation looks like. And we go out there and say, absolutely, we're not going to do that. You're increasing the price of your home because now it becomes more expensive for the buyer to to purchase your home because they do have to compensate the person who's representing them. And if that number is, let's say, on average, two and a half or three percent, you're increasing your house by that much, and that does put you over market value, and that does hurt you. Now I get the goal of what you're trying to do is make the most amount of money, net the most amount of money possible. The best way to approach that is to negotiate commissions once we have an offer, once we have something to talk about. But if we close the door, you're closing the door to a large part of the market who's who's represented by buyers currently, and we're gonna shrink the pool so small, we're likely not going to be able to sell your house for the top of the market. Our goal is to create the most amount of exposure as possible for your home, which means that we need as many agents coming through with their buyers just to show the the beautiful features of your house. So are you okay with us moving? Does it make sense for us to move forward, which is saying we're open to negotiations and that we will cross that bridge based on what we net from the from the offer? Is that okay with you? Okay. Fantastic. Let's go ahead and move forward. You know, that's really where you wanna get them to. You don't wanna commit them get them to commit to any particular number. You just want to get them to commit to the fact that at some point, we're gonna have a conversation around what we're gonna compensate the buyer's agent. That may be a half a percent. That may be four percent. Who we we don't know. There's no point in digging in right now because the scenario isn't here for us to talk about. Let's do the efforts that create that scenario, then let's talk about it once we get there. Yeah. I love that. And, guys, just general language of sales here. If someone comes at you and they say, I heard the six percent commission is dead. Yeah. Absolutely. Like, you you you always you don't wanna be in conflict with the person you're trying to get an agreement signed with. So you almost are in agreement no matter what they said. Hey, David. I heard you're a giant jerk. Absolutely. There's people out there that have called me a giant jerk. They're usually the people I work against because I get my clients such good deals. Like, you you you always wanna stay, like, in alignment with them. So if you can if you find yourself going into a listing presentation and you get into a debate with the person around, like, the NAR rules and regulations, like, you're already at a disadvantage. Correct. So, like, even if they're wrong, you still need to find a way to still be running in the same direction. That's right. That's right. Get alongside them in the conversation versus going head to head. I love that. That's such a pro tip. Yeah. Yeah. The people who probably said that are the people that I beat up on my negotiations, which is why I'm the person that you're gonna hire. You know? Right. I'm the bulldog in the room. Absolutely. I love that, man. So valuable. So valuable. Okay. Let's move on to the next one, which is why is it skipping so quickly? I mean, man, I'm telling you Here we go. And we're done. All kinds of stuff today here, guys. I'm doing all kinds of stuff. I cannot get this thing to cooperate. While you're looking, Janice Gatto says, if we have a predetermined commission with the buyer prior to making an offer, is there a verbiage that states that we will adjust the commission based on the seller or bill you're willing to pay? So, Janice, this is a really good state specific question. The documents are all written a little bit differently. Generally speaking, the way that I've understood it is that you will have a set agreement. And if you want to take more, like, let's say you've been negotiated for two percent with the buyer and then a builder's offering a six percent commission, you can't take any more than on that agreement. So if the if this the buyer is okay with you getting more, they're gonna have to amend the agreement. That's correct. And that that, goes up or down. Right? So Mhmm. It remember, the the legal term, it has to be objectively ascertainable, which means that it has to be a specific number. I'm going to be compensated two and a half percent. If the buyers I'm sorry. If the seller is only willing to pay two percent, we are gonna have a conversation around that let remaining half a percent, or we are going to have to write into an agreement to amend it down. If I have it written at three percent and there's a bonus on the builder and they're paying four percent, I'm going to have to amend that agreement upwards, to to compensate for the four percent. And that is what creates the transparency side of it for the buyer. Hey. I recognize that you are being paid x amount. Because at the end of the day, I get it the proceeds are coming from the seller, but it's the buyer who's really paying for the service. Right? Because they're buying the house. They're creating the liquidity. Out of that liquidity, the seller's earmarking some, you know, expenses. But at the end of the day, it's the buyer who is ultimately paying the cost of that commission, even though we've always kinda thought about it in a different way. Right? That's the buyer of the home. So it's just important to know that any change around that has to be documented. Just like any change in the contract, it requires everyone's signatures. It cannot be a verbal agreement. There are there's nothing called verbal agreement inside of real estate. Oh, Oh, this person said that they were gonna fix the sync for me before closing. They sent me a text message that they were gonna do it does. It has to be executed by both parties. That's what defines the rules of the engagement. Right? That's how we that's how the arm's length transactions work. Okay. So I've spoken with a few other agents, and there seems to be concern, confusion around what's happening in your industry. This is a perfect example of why we've taken so much time to do this. Yeah. No. I I love this. So in this in this case, I'm considering this a person who's looking to hire me for a listing, which meaning he's probably already interviewed a couple of other agents. Right? So dude, I this is it. This is my this is my kill shot. This is my, like, go in for the the knockout punch. Right? Like, I love this. So I've spoken to a few other agents, and there seems to be concern confusion around what's happening in the industry. Mister and missus Seller, I I I'm actually not shocked by that. I'm embarrassed to say that the bar has not been set very high, in our industry. And without knowing who you spoke to, I could basically close my eyes and throw a dart at a list of agents, and I would hit someone who's who's confused and doesn't understand. Right? So me personally at TLG Atlanta and me as in David Lewis, the guy you're considering hiring to list your property, I've actually spent the last two weeks leading and participating in over fifty hours of industry specific top level training to make sure that I formulated the TLG Atlanta listing attack plan to make sure that you win. So I understand that they're all confused. This guy is not confused at all. And not only am I not confused, I'm excited to share with you some pro level tips that are gonna help you sell your home in the least amount of time and for the best terms possible. And, guys, I'm actually really excited that those other agents came in and you got to understand their level of confusion because we are about to crush them in negotiations. Those are exactly the agents that we wanna go against. Those are exactly the agents that hey. I wouldn't hire them to sell anything for me, but I'm excited to negotiate against them because their their confusion is gonna be your reward. Here's the paperwork. Let's sign this thing right now. Let's get at it. I love that. Oh, awesome, man. That was that was so good. Again, you're using this as an opportunity to show your level of expertise, and I have seen so many people on all of these. Shelley, I know you've been on here a ton. I know that Mary's been on here a ton. There's been so many people. Lorinda's been on here so much. And you are taking all of this time to increase your expertise, increase your ability, increase your knowledge, increase your profession. And that is something that you need to make sure is visible to to the sellers. Hey. I've spent in my brokerage, we have spent weeks preparing for this moment because we know that there are gonna be agents out there who don't know how to make this the best for their clients, who don't know how to use this as an opportunity to help their clients sell their house for the for the most amount of money or to net the most amount of money. You know, this is, you're right. Your confusion is your reward. I love that. It's a perfect mic drop moment. Like, this is absolutely the way that you wanna be presenting this. I'm not confused about what's happening. I'm actually excited about it because it gives me the option to help you make more money. They're if they're confused about what's happening, how are they gonna help you navigate these waters? Like, let's let's go ahead and let's go ahead and get this started today. You know, I love that concept. I am the expert. I am excited and prepared to run through this wall for you. We're using this change as a way to empower you, to make you more money. We're excited that these guys are confused because we're about to mop the floor with these guys. I love that, man. Thank you so much for bringing that out. Okay. Let's move on to the to the next one. So if you bring a buyer, so if you bring the buyer, I'm still only paying the selling side commission since the buyer broken commission went away. This is a good one. This they're seeing this change here. They're gonna try to create a little opportunity for themselves to save some money. What what do you say there, David? This one has I'm a little stumped, on this one, because there's a lot of variables here. Okay. So let's let's go let's go with, let's go with, scenario one. Yeah. Scenario clear it up a little bit so it's a little bit easier to answer the question. Essentially, some people are like, hey. Listen. If I sign a six percent commission and you and you bring the buyer, then do I still pay the full six percent? A lot of people will say, well, hey. Right. I'll give you a discount on it. Maybe I'll do it for the five percent. I'll do it for four I'll I'll give you some level of discount if I represent both sides. Some people have held the argument that says, hey. Listen. I it's double the amount of work. This person is in my database. If I took them to another home, this is what the compensation would be. This is this is how our industry works. I can't really discount it. You who knows what side of the table our audience is on? But those are the arguments that have been made. Hey. I'll give you a discount because it's here, or it's the same amount of work. I'm gonna have to charge a full commission. You should be happy because I'm gonna get you the best price no matter what. So if that side goes away and I brings a buyer in from my database, who I've got this BBA signed with, right, what does that look like? Yeah. So mister and missus seller, like, I'm really glad you asked this question because there is a little bit of a gray area confusion in this space specifically. So I'd love to walk you through a couple of scenarios. Right? Scenario number one is that someone calls off the sign, and they want to see your property. Right? And I show them your property. Now when I show them that property, that would be in service of you because doing my job and fiduciary responsibility as a listing agent. So in that case, I wouldn't be representing that buyer. I'd be showing and if they wanna write an offer on that property, we would have to we then then I would assume there would be no buyer compensation. Right? Or or we could figure out something to to make it a win win. The second scenario would be that if I were representing someone and we had shown them multiple because, you know, the one of the greatest parts about hiring TLG Atlanta is we are bringing in active buyers every single day in this specific market. So there's a chance that the Smith family, who we've been working with for several months, might really wanna see your property. And in that case, I probably have a brokerage agreement signed with them, and we'd have to find a way where they we have an agreed upon representation. And in that case, it would be due to buyer representation compensation. Does that make sense? Yeah. Absolutely. And, you know, one thing to call out here is that it's it and you alluded to this in the very beginning. Hey. Someone saw the the sign. This is the I showed them the house because I'm doing it for you. This is the only work associated with they didn't have any questions. No. They just bought your house, and that was it. They paid you the price that you wanted. That's not the reality of it. Right? The reality is is that most people that are looking at your property are also going to be considering other properties. And so my agreement, again, is with the buyer in this particular case. We are gonna have a buyer's broker agreement. And then just like anyone, if that buyer decides to come to the table, this is the right fit for them. We're gonna talk about what that compensation looks like. Now because I'm working with both of you, you know, I would be agreeable to x, you know, if if they are asking for a a predefined amount. But what you could say is the nice thing about this is that we don't have to worry about what that compensation looks like until the time of an offer. So let me go ahead and find a buyer, produce an offer, and then let's, at that point, talk about what the compensation could look like. There's no point in talking about it early. Again, we need to kick the can, and this is somewhat of a trick question because it it jars you right back into what you've always used to doing, which is talking about the buyer's commission. But it really has nothing to do with it just because it's you. Hey, guys. Absolutely. What we're what I'm responsible for today, what you are committing to today is my services on listing your home. If I find a buyer and they're willing and it's the right home for them and we write an offer, we will talk about what the compensation looks like. It's no longer has to be, you know, defined upfront. You're open to commissions, of course. Let's have that conversation when we have something to talk about. And that just leaves the door open. And maybe at that time, it's someone who really did just call you off the sign and you can give them a reduced amount, Or maybe it is someone that you've been working with for three or four months showing them twenty houses and then your listing ends up being the right one. And then you do need to make a little bit more money to recoup on the efforts that you've done there. Again, the trick here is that to remember, you don't need to fight today for the future conversation. It's not worth it. Just lock in on the three percent or the four percent or five percent listing that you're taking today for yourself and worry about the conversation of compensation on the offer when you have something to talk about. And that's what you wanna do, pointing back to the value. Hey. Now just so that you know, we do such a great job marketing properties. It is a scenario likely where we could actually have someone who's interested in your home from our database, and I'm gonna be happy to work through through that process process with you. I ultimately wanna see you in, and I wanna help you make the most amount of money. That's where you're gonna land this. No future, you know, commitment on anything because it's open to negotiations. I may have the buyer who's really willing to crush everyone else, and I'm a try to make a little extra money on that. Or I may have someone who needs additional closing costs and it's really not that strong. And then to make this deal work, I may need to discount the services because that's what makes the most sense at that time. So, again, guys, just don't get trapped into the to the memory the muscle memory of what we always used to do and talk about. Different conversation, different side of the transaction even when it's you. Okay. So let's move on to the next one. Oh, actually, that was the last scenario. That was perfect. It's eleven twenty nine. Alright. So this is, the schedule for the rest of the week. As you guys know, we are empowering your sellers, listening conversations, and role play right now. We've got the four PM today BB Town Hall, BB A Town Hall. And what that is basically talking about is that's a opportunity for us to go through the chats. You can ask questions. We won't really be able to ask any state specific questions because that's what your broker specific classes will will handle for you. But maybe you can ask questions. Hey. I'm thinking about doing this. What do you think about? Oh, I've heard about this. What do you guys you know, we're gonna give you that that'll be that opportunity. Very interactive, very interactive webinar. And so, please tend that if you've got some questions that you would like to be on. Do you have a link for what was it? Let me stop sharing there so I can get back to the And and, guys, while while he's looking up this link, so we can share into the chat for the registration Yeah. There's a class out there that says which agreement. It's your BBA toolbox, which agreement, why, and when. That is a class that we should all take. It's a it's a fantastic understanding of using these using these agreements as tools. Like, when should I use a nonexclusive agreement? When should I use a showing agreement? When should I always use an exclusive agreement? When should I not use any agreement at all? Trick trick answer. The answer is no. You shouldn't you shouldn't always have an agreement. But, that's this afternoon, and there'd be a couple more times this week. If there was a a a master class in all this, I think that was probably the one that is we talk about crawl, walk, run. Right? That's run. That's that's taking advantage. That's understanding the tools. Like, that's the next level of all this. So if I was gonna shout one class out, that's the one I would shout out for you guys to make sure it's on your radar at some point this week. Yeah. That's that that's a great call out. Okay, guys. So I put inside of the chat. That link takes you to knowledge base. This has the entire week schedule, not just today. So, we actually send out every single morning the day's classes. If you're not receiving that, please check your your spam or your junk mail. It could be going there. It comes from updates at l p t dot com. Do a quick search. You'll find that there. Move it to your inbox, and that will make sure that they're delivered there in the the future. If not, you can go inside of knowledge blades under BBA two week marathon, and you'll see a link that says, week number two classes, and then all the entire schedule for the entire week will be there as well too. Feel free to register. Again, the more you can take, the better. I know that we've seen people on these continually, and I'm hoping that it's you know, you're getting more and more ideas as you as you go along. You know, when you hear something for the first time, you're really only absorbing about fifteen to twenty percent of it. Right? So a full class of you know, takes you really almost five times to really absorb everything that we're saying. And so, again, take this as much as you need to feel comfortable. Walk out there confident confidently. And remember, we're talking about commissions. That's what this whole thing is about, the the transparency of commissions, but that is not the focus. The focus is on increasing your value, increasing your professionalism, increasing the experience to the consumer. If you do that, the commissions will take care of themselves. If you're solely focused on the commissions, you're not gonna be thinking about it the right way to to make the adjustments in your business to gain those commissions. Focus on the experience. Focus on the consumer, and the commissions will take care of themselves. So with that being said, I will not be on the four PM today, but we do have an awesome panel that's gonna be there. Dave, are you teaching that one? I do not believe so. I I like to jump in just in case every once in a while. You know? Just to make sure everyone's on on top of their game. But we appreciate you guys continuing to, to join these and and and increase your professionalism. We look forward to helping you support your consumers, your buyers, your clients, and all of us win together. So have a blessed and prosperous day, and we'll see you this afternoon.