Well, hello, everyone, and welcome to today's, BBA marathon part two or week two of of all the great classes that LPT is offering to all of our amazing agents. We are super excited to have you all here. We have a a lot of people joining right now, so we're gonna give it a couple of minutes just to have, you know, more people join. We're right at, the up at the hour. And so we'll give about a minute or so, and then we'll definitely start rolling right into it so that that way we can make sure that we get all of your questions answered that you have today regarding this particular topic, which is bulletproof and overcoming objections. And I think a lot of it right now is that's what we we we need to learn. We need to, you know, keep continuing to practice and and get better at it. And every single day, we will definitely do that. And with the amazing leadership team that we have, you, should definitely be bulletproof and ready to get out there and attack those contracts. So welcome, everybody. I see we have people coming in from Orlando, from Tampa, Miami. Gosh. We got people from all over. So, agents, thank you so much for joining in and continuing to learn and grow. So much great views and so many things that we have to learn together, and we're doing this as a team, learning and growing together. So with that, I'm gonna go ahead and and introduce our amazing team here that we have here. We have Patty Sanders, and, Patty's gonna be talking a little bit on things. Patty, what it what's your what's your title? Oh, gosh. Region five director, West Virginia, South Carolina, Alabama. No. Not West Virginia. I'm the broker for West Virginia, South Carolina, Alabama. Region five director for South Carolina, Alabama, Mississippi. Wonderful. Boy, you got a lot of hats. I could definitely It's all good. It's a good thing. For sure. Well, thank you so much for everything you do and what you're doing for us. Appreciate you. Absolutely. Yes. And we have Christina Griffin. Christina, would you tell us what you do for LPT? Absolutely. Hey, everybody. So I joined the Christina Griffin here. I live a little north of Tampa, Florida. I joined the LPT executive team two and a half months ago. I'm the vice president of partnerships and national real estate opportunities for the company. So super excited to be here. Glad to have you. And we have Christina Valero. Hey. Yes. So I am Christina Valero. You can just call me Valero if that's easier. I am a regional director. I have region three, and now only the managing broker for Pennsylvania. We've we've found wonderful, forever brokers in all the states that are under my region. And that's Pennsylvania, West Virginia, Maryland, DC, and Virginia. I think I got everybody. So, yes, very happy to be here, and to to add some knowledge to to our class. Well, thank you so much for everything you do. And I'm Kathy Trevino. I'm, actually, I'll be opening up Oklahoma. So I'll be the managing broker for Oklahoma. I was at one point started up Texas for the managing broker of Texas, and then Christina came in. And so we've had some changes here in Texas, but we are now have, Shay Carter, who who's amazing, managing broker for Texas. We're so happy to have him. I'm over industry relations, and I started that position back in January. So we have, as you can see, we have an amazing team here that are all here to help you. We're gonna go ahead and jump right in. So I'm gonna turn it over to Christina so she's taking over the slides, and then we'll we'll just kinda off all along. Alright, everybody. Thank you so much for being here. I know a lot of you are having conversations, quite a bit of them this week. Our goal is to help bullet bulletproof you overcoming objections. We do have an amazing slide deck we're gonna go through with some of the top objections that we're hearing and we're gonna give you some responses. Please know that if you would like to send any messages that don't get lost in the chat directly to us, send it directly to the host and panelist. If you are hearing certain objections that you guys would like to, pop in the chat, feel free to do that, and we will do our best to answer or or get to those. Also, if any of the objections that come on screen, if you would like to share how you would respond in the chat, it it just helps create that amazing sense of community while we're on today. So let's have some fun. Please, you know, be open minded to, I'd say, hearing from different, that's the the beauty. Right? We're we're a panel of amazing women that, will probably all respond differently. I'm a high d, high c with a ton of experience or high i's. We they respond differently sometimes. Your clients are all different. So, just excited to dive in with you guys today. Alright. We have a lot to cover. Let's start first with our first objection. Why do we need an agreement to see the property? So that's from the buyer. And, pro tip, make it about the level of protection and an exclusive agreement, and what that offers them. Who would like to start first, out of our amazing panelists on a response as an agent you may be able to provide? I'll go ahead and take that one. So I I mean, I think the main thing is making sure that you have an agreement. I mean, now I mean, it's it's part of the, the rules now that we have to abide by and making sure that, we are representing or at least knowing that the client understands who how we're representing them and what we're going to be providing for them as their services. So if you decide that you're going to just utilize a touring show agreement, then there are certain things that you're waiving or they're waiving on their behalf as far as buyer representation full representation. And so they need everyone needs to know that. Let's let's all be reminded that this all started because, you know, we wanted to make sure that we have transparency. So that's what it's all about. We wanna make sure that our buyers understand who we're representing and how we're representing them, and secondly, that you and and your clients are being protected and what they what their op what our obligation is to them and what their obligation is to us. So this this is actually a really good thing and why it needs to be, signed. And then not only that, though, but now it's part of the rules. You know? In order for you to get out there and show property, you have to have an agreement signed. And this is something that's going to be set not only for just our company. It's nationwide. This is happening all over the nation. Everybody's gonna be requiring it. And if, a client comes back and says, well, hey. You know, I didn't have to sign one in the past. Now it's about education. You know? You have to educate them and under and and understanding why the laws have changed, the rules have changed for our industry, and it's a good day. I'm gonna jump in on that and say yes. It's about expectation depending on which document you're using. It's going to go into what the expectations are of me and my brokerage. And, also, the flip side, there's some pieces in there about what the expectation is from the from the client themselves. So, like, hey. We're gonna make a team, and we're gonna do this. Especially if it's a touring agreement, it's pretty simple. Like, this is it. It's very gin I don't wanna say generic, but it's simple where you get into a regular BBA that has all the details of all the things that can come. Again, I think it's definitely worth the explanation so they know what level, of expectation from both sides. Yeah. I like that, Patty, when you said, the expectations on both sides. So, I mean, simple simple way to explain it is that this agreement, it's telling us what you can expect as a consumer or a client, not just in our services, but also, like, in the financial responsibility of purchasing a house or selling a house. Right? The whole thing is making sure we're transparent in the cost and the services, that we provide. And and, thank you ladies. Such an amazing explanation. For me on why do they need an agreement to see the property, you know, the biggest thing is I I am naturally an educator and some of you, may have heard David say that a few times. So, I want you to think about your response. So there are different responses for me. I would say the agreement ensures I can dedicate my time and resources to help you find the best property. Without it, I, without it, I can't show you the property. Ideally, with the, NARS settlement, you need to be able to explain to the client, why they need to have the agreement. So, it it's, it it's needed for clear, transparency in my fees. Do you guys have any recommendations for our agents or or, we explain, but on the actual conversation that you would say back, to the buyer? I mean, I think the main thing is, you know, it it's it's all about education. And so, you know, if the buyer comes back and says, well, I didn't have to sign one or I don't understand why I need to sign this, You know, you as an agent have to get comfortable in making sure that you understand how to explain it. And and explaining it and going back and saying, well, you know, you know, our our industry recently went through some some recent changes. And effective August seventeenth, you know, this is something that we all have to sign, and it's about transparency. And, basically, it's it's just letting you know how I'm going to represent you and how you would like for me how how would you like to be represented and what your your duties, you know, are for you as a client and what my duties are as an as a real estate agent, as a realtor. And so you know? And when you're able to be able to just go in there and and and tell them and it states it in the buyer's representation agreement. Mhmm. This may be one of the reasons why you may wanna even explain the difference in a in the long form and a short form because, you know, in that long form, it actually explains it all for you. I would definitely recommend you go back in, make sure you understand your buyer's representation agreement, Go in and analyze it. One of the things that I've told agents for years is be make sure you're reading your contract. Make sure you read what you're having your client sign so that you understand it well enough to where you can articulate it and industry, my broker said, hey. Get out there and and and and learn it. And and she made me dissect every single paragraph of the contracts of all of them. So and in this case, I would say the buyer's representation agreement, go back in and say, what does paragraph one say, and how do I explain that? What does paragraph two say, and how can I explain that in layman's terms? Some a a way that I can explain it very simply by not reading it, but really understanding it. Learn your contracts upside down, like what we used to say in the in the in the in the old days, because we used to sit across the table from from people and used to have to explain your contracts upside down. Now it's different, but you do have to explain it. The the the the beauty and the curse of, electronic signatures is that it's easy and it makes it simple, but it also it skips a lot of education. And so this is the time where you're gonna have to take a little bit more time to understand the contract to be able to explain it to them so that they feel comfortable in signing a document that's that's, you know, binding them. It's a binding document with you, you know, and your services. And so the better that you can explain it, the easier it will get and the more the less trouble you will have them signing it. I I I love it. So so much incredible information. Alright. So let's get into the responses, ladies. So, right now we have, will I have to bring more money to close to pay buyer compensation from the buyer? So, on your responses and let's each give a quick, whoever's comfortable on on giving a quick response that, one of our agents can say back to their buyer, discuss possible seller contribution and closing plus addition. Who would like to take that one first on the response the agent can say? I'll go on that one. Oh, unless you okay. Yeah. I'm taking it. Okay. So, generally, what I would say is, let's we can structure the offer Mhmm. To, to include a a position that's best for you. Right? So meaning we can either if the seller we can go to the seller and determine if they are offering cooperating broker compensation. And then if not, we have the option of asking a seller to assist with seller concessions to pay the buyer broker fee. So let's structure the offer, a strong offer to what's best for what you need, and then we'll submit it, and we can go from there. I I love I love it. Great great response. Who's next? Who would like to give a response? Yeah. I mean, I think there's several ways that you can handle this. You know? And that's the thing is giving them the option of what's going to be best for them. Do they have to bring closing costs? I I don't know if there's a straight answer. Every deal is gonna be different. And that's why it's important to have those lenders and attorneys and people you can talk to about those costs to know what the plan is for that particular buyer. So I do think there needs to be more than just yes or no. I think that needs to be a much deeper conversation, based on, you know, what they're going to need. Alright. Anyone else before I give my I agree a a hundred percent. You know, I think every deal is going to be different, and every client's needs are going to be different. So the thing is having the conversation and and listening to your client to see what their needs are and how to structure the offer. Once you know that, you submit your offer, and, ultimately, it's it's a it's a negotiation just like it like it's always been. Alright. So for me, I'm here to help help you explore options so this doesn't become an extra financial burden. There are various strategies we can use, such as structuring the deal to offset these costs, ensuring you have flexibility when it comes to your closing costs and funds. I'm gonna go ahead and meet with your lender to see, how your lender also recommends a structure, the offer, to see if you're maxed out at any certain closing cost percentage, and then we will structure that offer that financially is gonna work the best for you. That's how I would respond. Alright. Let's have some fun. Let's get the next one up, ladies. Okay. So I'm not comfortable signing an exclusive, agreement. So pro tip, we have two of them, offer nonexclusive with the expectation of discussing exclusive relationship in the near future. And then pro tip two, remind them that these agreements are hundred percent satisfaction guaranteed, so even the exclusive agreement offers them future freedom. So, who would like to give the response? We have a lot of, amazing agents here, and a lot of them are already dealing with this, I'd say objection right now on a high level. Yeah. I'll jump in and just say be flexible. They want flexibility from you to say, hey. And not every state has the same documents. Some have touring agreements, some have nonexclusive, some have transactional brokerage, some have buyer agencies. So whatever is going to fit into your situation in your state, in making them comfortable and what those options look like because they don't have to do a BBA straight out the gate. Right? There's normally at least one other option in your state to say, hey. Let's try this. We're gonna meet and do the first house. And if it's great, then it's great. And if it's not, we can go our separate ways. It doesn't have to be one. It can be three. It can be three days, thirty days, like, whatever you guys put into that. But that push for a BBA right now, especially with first time home homebuyers that just do not know, every little detail and question to ask, they're gonna be very hesitant to say, oh, yeah. Let's just do it. Yeah. Agree. And that whole thing is is that we just have to have a written agreement. Right? There's nowhere that says what type of agency we have to offer. And so what we say is, yeah. I completely understand that. Right? Let's work together. Let's see how you feel about working with me, and we can go nonexclusive until you're ready. But I offer more benefits with an exclusive agency. Right? So, keep it flexible yourself and keep it, flexible for your consumer, client. Yeah. And I and I wanna jump in on that. I mean, I agree with both of you. And then on the second tip, remind them that this is a hundred percent satisfaction guaranteed. You know? And that's something you have to let them know that if it if this agreement, if they decide that they don't wanna work with with me, if you decide you don't wanna work with me, then it can also be terminated. We can also adjust it along the way if things change. So this is a working document. It's not something that once you sign, it's set in stone. So let them know. Make them feel comfortable that this is just the start of the relationship, and it may grow, or it can be terminated or adjusted along the way as well. I I I love it. And and for me, I don't wanna sign an exclusive. A lot of, pushback has been around the not wanting to sign it exclusive. So I'm gonna go with I call it the direction, around, let's go see the property. And in seeing the property, I I'm gonna show you one. And the exclusive at the time actually, I'm gonna re I'm stumping myself. Sorry, guys. So, I please know that if at any time you and I are not, we decide that, you do not want to work with me, we can cancel at any time. However, this agreement is, required, and in doing so, I wanna make sure you feel completely comfortable with an agreement we signed. This exclusive agreement is really about ensuring that I can give you the highest level of service, but if you prefer at any time, that you and I decide that we're not a fit for each other, I, a hundred percent, will get a can I, a hundred percent, will cancel it at any time? I love that so many of you said flexibility around the agreement. You're gonna have some people that are going to, sign with you, and you both realize that, you're not a fit for each other. So I I think at any time we need to make sure that, we are comfortable, we set clear expectations, and, again, gotta love role play where, the, one of the host stumps herself. So alright. Let's go into sellers. And, I I, the sellers, we don't have to pay buyers commission anymore. Pro tip, talk about the importance of considering partnering with buyers agents and the the effect the additional cost of not covering might have on their potential buyers, purchasing power, and overall pool of buyers. Ladies, how would you respond to this? I can go. So, basically, for me, it's a conversation of, you know, my agents having those conversations of what does it look like in your market. Right? You know, what because everybody's market conditions are different. How many markets are how many buyers are in the market? You know, how many listings have been sitting for sixty plus days? Like, what are what is that information? And then it's like, okay. Well, we can do that. We cannot offer. However, it may affect the marketability of your home. It may we have tons of buyers out there that need whether it's down payment assistance, you know, help with buyer agency, whatever it is. So I think that conversation happens. And then if they insist, I am definitely okay for ten days. We're gonna do no. And I'm gonna log every call and every text message. And every time I say no, I'm gonna make sure. And in ten days, when we come back and you've had two showings and no offers and no nothing, if that's not comparable what's happening to other houses on the market right now, maybe we need to go back and look at this. Love that. That's it. I love that. I think that's a it's an it's amazing way to come back in and and kinda combat that, because you we are unfortunately, the media is is throwing it out there. It's been all over the news that, you know, sellers no longer have to pay a commission, and so, that's something that they're they're definitely coming back at. And so, you know, explaining the fact on how it could it could eliminate a potential pool of buyers that may not be able to qualify because they just don't have the funds to be able to support and and pay for those commissions that they would would most likely wanna consider. So at least if they're considering it, we may not have to just advertise it. But there are ways that if they're considering it, then we can we can get the message out and then make sure that all, you know, submit you know, let other agents know, submit an offer. Our agent is willing to entertain all offers. Love it. Alright. Anyone else before I go? No. Just short and quick. Like like everyone said on here, right, we wanna give them the option. We wanna tell them advise them about possibly limiting the pool of buyers, possibly not being able to make it as attractive in marketing, but also simply simply, you could just break it down for the seller. Right? They're looking at net. So you could also show them a net sheet of what offering compensation might look like, but also what offering seller concessions might look like. Right? So giving them that opportunity to see there are other ways that compensation might be sought versus this compensation agreement. I I I love that. And, you know, part of, I there were so much gold on our morning coffee this morning. If you guys did not see it, I highly recommend you go back to that. What Robert discussed, was around, basically this particular objection in in many ways, and I wanna echo that. So, you know, I I understand, why this might seem like a way to save money, but not offering buyer's agent commitment could actually limit the number of potential buyers for your home. They may be agents may be less motivated to show. So, mister seller, what I recommend is let's say we're open to all offers at this point in time. Let's get the offers in. I will do a net sheet, with you and on every offer. So, ultimately, we can still pick the offer that's gonna give you the highest and best net for your home, because I know that you have to move quickly. And right now, by saying we won't pay, it's gonna limit our pool. Let's just wait until the offers come in and and take a look at your net. And and again, I really think that's the way to go, because it's going to allow you, to be able to do what our role is to negotiate the highest and best, offer for our, sellers, and be able to present all offers to them and and, get really great at doing that net sheet, because it's really gonna help you in, so many ways on looking at the offers. Because, again, you may have an offer that comes in higher, that, nets the seller less than, you know, one of the lower offers. So, alright. So let's go into sellers. Make sure that everyone knows that I will not pay anything above one percent to any buyer's agent. So, again, pro tip, highlight limiting the buyer pool and the advantage of, entertaining all offers. So I think a lot of this, is also echoing our prior, conversation. We'll open it up to, the ladies as well. One thing I I wanna say to each and every one of you, if you guys do not have a role play partner or you've never role played, I would really recommend because as you know, when you have a conversation with a buyer or seller, there's so many different personalities. And, being able to have multiple role play partners, it will help you understand, how to just be able to come up with those objections, based upon that client. So, ladies, do you have any, recommendations around the response on this? Yeah. So I think the key for this is to just, hey. Hold off. Don't tie into one percent. We have plenty of sellers that say no. No. No. No. No. I'm not gonna do it. Then the offers start coming in, and they're like, oh, but I like that term, and I like this, and it's gonna be a fast close and, like, whatever it is that makes them more agreeable to it. Most sellers are bottom line. So to say one percent, one percent, one percent, it it locks them into a place that they really shouldn't be, because it is possible that they may end up paying two percent or three percent, but yet still net more at the end depending on what those terms are and what those asks for are in those contracts. So I'd be I would cautious, you know, be very cautious with them to say, hey. You know, maybe we don't make it a flat. Hey. This is what we're gonna do. Let's see what that looks like as it comes in. Yeah. I agree. I think it's it's explaining to let him know that, ultimately, it's gonna be based on the offer and what the agent, what the client's offer is going to be. There's so many things that can really, boil down to what is your net. Be open minded. It may not be just the one percent or two percent because they may the buyer may be paying for additional costs that maybe typically a seller would pay. And so then at that point, it it it's it's it's right at where they need to be. So, ultimately, look at the net and and really, really, and, you know, go over how the different offers may be. You know? I think Robert had said something last, at one of the the the motivational Mondays, that depending on what what the net is I mean, they could come in fifty thousand dollars higher, but if they're gonna come in and the net gonna be just the same or they're gonna net what they're wanting and they're needing to sell, they may just go ahead and take it. So you never know what the seller's, situation is and their reasoning for selling. So and there and there may be changes from when they originally signed the listing to when they actually get an offer. So situations change, and so just just let make sure you're presenting every single offer and explaining to them what their net will be based on what the final numbers are. Yeah. And just sorry, Christina. No. No. Go ahead. Yeah. And just to follow-up on that, if you are if you're getting these questions when you're speaking to a seller, generally, it's at a listing appointment, right, or you're doing, like, a prelisting type of thing. And so you have you have an opportunity to prepare beforehand. Right? So this is when you would prepare those net sheets and say, I I totally get that, mister seller, you know, one percent. You know, that's that's great that you've been thinking about that, but let's go through different scenarios. Right? If you want this at one percent, if you wanna offer it at whatever percentage, but let's also look at seller concessions. And you can bring multiple net sheets. I mean, these are estimates. Right? So you can look at your MLS data using that data, see where people are giving concessions, see the amount, and then include those on your estimates. This is what it looks like in your market. This is what other sellers have been offering. This is how, fast they closed offering this. And so you're giving them real life examples in their specific neighborhood based, and you can base those net sheets off of that. And it gives them just a clearer picture and better way to make a decision. I I love that. Such great feedback, ladies. And, one thing I would say is, you know, if they wanna offer one percent, you know, for me, it's while one percent your choice, a higher commission may make your home more appealing to agents. But let's advise the agents that we're open to all offers, and at the time the offers come in, we will do the net sheet. Again, we're echoing back, and, so you can pick the offer that's that's best for you and your needs. Every one of you are going to be thrown objections that you are, not aware of. Maybe you're uncertain on how to answer those. I personally would recommend any objections that you have that are thrown at you from buyers or sellers or even renters. Write those objections down. If you want other responses or, hey, how would you guys handle this? We all we have a community of amazing agents and we're all here to support you, but those objections, you're gonna keep hearing different ones. Write those objections down and that's gonna help you, get into mastery and and practice around those responses. Thank you each and every one of you for being here. The chat was so incredibly lively. I love it. We, did not have a chance to really review the chat, but I I want you guys to know that we have access to that. And I love the lively chat back and forth. We're Yeah. Just a quick reminder for that chat, there's a lot of broker questions in there. Mhmm. So if you guys, can email and power power that communication works with your broker, please get those questions answered at the local level. There's tons of broker questions in there. A hundred percent. And, thank you for being here. We have a lot of amazing, classes planned before the end of the week. Please join. Please go to knowledge base and watch on the rewatch. Again, write those objections down. The more the more conversations you have with with buyers and sellers, the more objections you're gonna have. And it's going to start to get, and feel more natural the more conversations you have. So we are here to help you. We're here to support you, and thank you for being here, and have an amazing day. See you.