Let me go ahead and get us in production studio mode. What's gonna be the tunes for this morning, Hodge? Oh, brother. I got you. I'm working on it right now. I've got a little something something for you. You guys are gonna like it. K. What do you know about this right here, Lewis? Hold on one second. Alrighty. Oops. There we go. Uh-huh. Uh-huh. Yep. Yeah, baby. Good morning. It's getting its really tall straw at Starbucks today. I've seen that. What is going on with that? Gotta kiss yourself. Prolong? If you wanna type in the chat where are you joining state and city, we would love to see it. Where are you joining from? As As always, we'll get started right at nine zero three just to give everyone an opportunity to join. So we'll get started right at nine zero three. How's my, how's my signal looking? Oh, fantastic. You're smooth. I think it's my VPN. I keep forgetting the terminal. Yep. Alright. Internet security. Internet security. Yeah. You look nice and smooth. Alright. We are winding down to the final week of BBA last couple of days. And I let's take this in the chat. What do you guys think if we extend this morning coffee deal maybe for a little longer, maybe forever? What's the deal? I like the way you're thinking, buddy. I like to see this go on. You know, I could see Tuesday, Wednesday, Thursday since we already got motivation Monday and real estate first Friday. And that way, there's a everyday, weekday opportunity to hang out. Yeah. You're not you're not low. Yeah. A lot of love it. That's his heart. Alright. No audio people. You gotta turn your audio up. That's not us. It's not us. Alright. We are gonna go ahead and get started, this morning. Welcome to another BBA coffee, morning coffee. This morning, I'm joined by Robert Palmer, founder and CEO, who is genuinely the leader on, motivational Monday here for us. He's been joining, so many of these, and we're so gracious to have, you continue to pour into to all of us and all the agents. And, you know, just looking at the landscape, and I know that certain people look at it certain ways, like, there are brokerages who are gonna use this as a as a recruiting opportunity and attraction opportunity and all that, and that's fantastic. And and god bless them. We we hope that they are successful in that mission. But, we've been so excited that you have taken so much time to role play actually role play what scenarios would be like. Help us with scripts and conversations and provide your expertise, to the rest of us. And so I don't really know of any other CEO that that is offering that. So we're we're so appreciative of that. And then also, Louis, my co VP here, who's taken so many times. I think out of all the Zooms, we probably you and I have probably done, like, eighty percent of them, and you continue to, you know, walk people through from a legal perspective and from a sales perspective. And so we're just so appreciative of all the the leadership that you guys continue to provide. So with that being said, we're gonna go ahead and jump in today. And, guys, as you know, these morning sessions are very conversational. We really kinda recap what's been already said. We'll pull out some nuggets that we've heard over the course of the two weeks or so and answer any questions. Of course, nothing state specific. That's where you're gonna wanna do your state specific training. So you're gonna wanna go inside knowledge base inside BBA marathon. You'll see your state specific classes, and that's where you'll find instructions around your forms and the nuances of operating this BBA with inside of your state. But here at the national level, this is more evergreen. We're gonna walk you through conversations with your seller, conversations with your buyers, and really how to think about this to grow your business. And, last kind of thing I'll say before I turn it over to Robert is you've heard us talk about this so many times, which is change burst opportunity. And so let's just think about what's changing. Right? The the conversation that you have to have with your buyer today is changing. The opportunity means that if you can explain this better, if you can explain this more confidently and in a way that helps them understand and easily digestible, you will gain market share. Right? Because it will be agents who are not plugged in, who are not investing every single day to learn how to do this. And so you gain that opportunity. Right? We decoupled commission. That that's the change. Right? Listing commission and and buyer's agent commission are now two separate conversation. That's the change. The opportunity. You can add more tailored services to your buying presentation and and gain, you know, market share and gain higher commissions. Right? Like, this is the change and that creates the opportunity. So we want you to continue to process everything that you hear through that lens is that this is an opportunity for you to grow your business, not just do the same or, you know, shield off from doing less. This is an opportunity for you to grow. And so we're gonna continue to pour in and help you guys understand how to do that. So with that being said, I'll turn it over to Robert for your initial thoughts for this morning. Yeah, man. I we saw a great a great post, yesterday. Somebody screenshotted and sent it to me, one of our agents saying that, you know, she was offered a very low commission on a deal, and she remembered my words of don't take a no from someone who can't give you a yes. And so she, you know, said, look. I I want the seller to pay me this much instead. You know? This is what I'm requesting, and and she got it submitted. And so I love that. You know? This is exactly what what we're talking about, what we're looking at. And I'll tell you this this concept of saying, you know what? I don't I don't care what the listing agent thinks they're gonna pay in commission. I'm gonna I'm gonna go in and ask for my my concession to pay my commission. That really is the absolute best, I think, model going forward. You know? Like, you can you can call and find out if they're paying to know going in, but at the end of the day, don't take that no from the listing agent who can't give you the yes. If you have a strong offer, I promise you the seller is not going to be as concerned about how much money is going to your commission. They're gonna be concerned about what goes in their pocket. And the other interesting thing here is this seems to be the thing that the lawyers are most zeroing in on. So, again, the lawyers who originally won the case, they're already watching now three days in to see how the industry is reacting. And the thing they are most concerned about is the brokerages who have added a a box to their agreement that says, on the buyer side, only show me houses where there is a a commission offered. And and this, they are already kinda positioning as being the most damning evidence or, you know, this idea of a continued conspiracy or whatever. And so, again, that is not our policy here, and I don't think it should be your policy individually as entrepreneurs. Like, show the houses, ask for the commission as a concession that's in your BBA. Most sellers are going to say, yes. We're already seeing that be the case. But, you know, the the brokerages who are taking this stance and it seems to be a lot of the smaller maybe boutiques because the big ones are all scared to death of the lawsuits. But this idea of, like, prewriting language in or a checkbox in the buyer broker agreement that says, don't show me houses if there's no cooperating commission, that is the that's the new focus of the of the attorneys who started this whole thing. And so, again, just something to be conscious of. You know, again, do not do not believe that. Just because there is not pre negotiated commission, you know, or, again, what was that? The, they're guessing at the commission or whatever. They're, like, you know, they're they're trying to decide what they think they're going to pay you. Like, ignore all that nonsense. Write the offer. Ask for the commission. Free markets are going to prevail. Sellers are gonna wanna sell the house. If you're in a twenty, you know, a twenty home multiple offer situation, you might you had a only a five percent chance of winning that one anyway. Like, we're gonna still get beat out in multiple offer situations. We cannot expect that every offer we submit as an industry is going to get accepted. But at the end of the day, if you're not in that situation and you are the only offer, I promise you the amount of of buyer issued commission is not going to be the seller's primary concern. They care about one thing. What am I netting? And I actually believe that you may see sellers who then try to negotiate with their listing agent at that point to be like, well, look, I'll take this offer, but I need you to throw in or whatever. Like, this is going to create whole new dynamics in our industry. So, again, do not take the no from someone who cannot give you the yes. That is, I think, the the the kind of best theme we can have going through this and continue to show those houses and ask for the commission. Again, whether it's with a commission agreement in your contract directly, there's a lot of different ways to do it. So Yeah. We've we've we've definitely have talked about this a lot where we've experienced a lot of different changes, right, that are taking place post in our settlement. But one thing that we cannot forget is the basic principles of our real estate function. Right? Like, the basic principles of how we write up an offer, how we negotiate that a deal, because those things do not change. You know? Yes. There are certain things that are changing with buyer broker commissions, and now we have to make it, you know, much more of a request on that side. But at the end of the day, it's still a numbers game between the two parties. Right? In most states, in all the states that I'm aware of, if if you write up an offer to the listing agent, they have to present that to their clients. You know, if you just do a verbal, they're not under any obligation in a lot of states to present that to their customers. So that's that whole notion. Don't take a no from someone who can't give a yes. Like, you write it up, you know, submit it, send it over. Very similar to, like, in the past when you guys would request a seller concession. Again, it's the same notion. It's still a net dollar amount that's coming from the seller side that's impacting their ultimate dollars that are gonna be going into their pocket. Before, if we made the request, hey. Do you guys accept a three percent seller concession? What did listing agents more often tell the buyer's agent? Write it up. Numbers are gonna talk. It's going to be the same thing for buyer's agent commission. You know, if you make that phone call, hopefully, a good a good driver on the other side of the equation is gonna tell you to write it up. But better than asking, just write it up and submit it, and let's see where the negotiations land because the net amount is ultimately was going to matter, amongst the amongst the two parties. And then also remember this, guys. You know, we've all experienced transactions in which the meetings of the minds got really close between the buyers and the seller. Right? Maybe we were a thousand dollars apart, two thousand dollars apart, whatever the case may be, we were almost there. What has always been our practice in those moments, we try to keep the deal alive, and now agents are negotiating their commissions anyways. You know, these are things that we've done before in practice. So as we're going through and looking at these changes that are taking place, like, just don't forget about the fundamentals that that has led us here. Right? The things that we have always done in the past, writing up the offers, presenting the offers, how we negotiate the deals, those things do not change even though other things may be changing in our industry. Yep. That's right. Real quick. I wanna I wanna respond to, you know, William Alvarez put here in the chat, you know, they saw in a webinar that to, you know, again, potentially add additional comments that the buyer does not wanna see houses where there's there's no, you know, BST offered. And there's a couple things here. I mean, one, as an entrepreneur, we're not gonna tell you you can't do that. Right? Where where it becomes problematic is if we at the brokerage preprinted on the documents again adding a checkbox. Like, it it's the circumstances. Right? If you truly are in a situation where your buyer is like, hey. I I can't take the risk. I don't wanna take the risk. If it is truly the buyer's choice, that is not a problem. Right? It's when it's when agents or brokerages try to force that into all the agreements is when it starts to become problematic is what we're talking about in these headlines that are coming across now. But But on the flip side, William, what I wanna challenge you to say is, like, but how do you know they're not willing to pay? Right? Just because the listing agent didn't pre negotiate or just because they they maybe guessed at an amount that isn't the actual amount. Like, again, until you actually write it up and submit it, I I just I don't believe that they're unwilling to pay. And maybe that's my naivety. And, you know, maybe in a month from now, you guys are all gonna be like, Robert was totally wrong. You know, all these sellers refuse to pay. Like, I don't I don't see that being the case. I've had a lot of experience across multiple industries. Again, the human psychology, what it feels like to be a home seller, being in their shoes, they don't care where the money goes. They just want that net. And and so, again, if I'm wrong, we'll we'll all pivot as a group, but I just don't see it that way. I really believe that no matter what they thought they were going to pay. Right? It's it's easy to sit in that first listing appointment, you know, and think, I know the market's hot. I want as much money as possible. I think a way to get more money is to say, I'm not gonna pay this line item over here. Well, two weeks later when the house hasn't sold yet and maybe only a couple offers have come in and all the offers that did come in needed commission or they're not getting showings because there are agents who are not showing the houses because of that or whatever the situation is, I think the seller is more, you know, more willing to entertain the offer. And that's all we're asking them to do. Right? Like, hey. Let's go look at the house together. I'm gonna submit my offer. My offer is going to ask for a concession. Again, to Lewis' point, we didn't always pre negotiate our closing cost concessions. Like, your same home buyer who doesn't have any money for commission, they also don't have any money for closing costs. And so you're already having to go in and ask the seller for a closing cost concession. And again, I mean, maybe there are agents that do this. I wouldn't recommend, but, like, imagine trying to call every seller and say, hey. Before I show your house, is your seller willing to make a six percent concession to selling it to closing costs? You know, imagine if if you did that on every single showing before the change. You know, that would have made life very difficult. You would have missed opportunities. And I think we have to think about this the exact same way. You know? And look. And there are other strategies there too. I'll tell you, if you do end up in a tight situation, right, maybe you're able to negotiate three or four percent in, in seller concessions. And and that's for closing costs, and now some of that is gonna be used for your commission as well. You may need to go out and help your buyer shop for a better mortgage. Right? You may need to go find a mortgage lender who isn't charging fees or a mortgage lender who's willing to give a lender credit back to the buyer to offset some of the closing costs because now that's a way for you to use more of the seller credit to cover the commission. There's so many ways to get this to the finish line. Do not let a listing agent and a seller who thought they didn't wanna pay buyer's agents because that's all it is. They think they don't wanna pay it because they don't actually know. I promise you if an offer comes in high enough, it will not matter how much that buyer's agent commissions. Right? If somebody is just like, I got that's my childhood home. I want it. I'm gonna pay a hundred thousand over asking price, but there's buyer's agent commission. There is no seller on the planet who isn't gonna change their tune. And so we have to understand that from a psychology standpoint. So my recommendation is show the houses. Look. If they refuse to pay the closing costs or they refuse to pay the commission or refuse to give the concessions, then you gotta go looking for a new house anyway. So that dynamic is not something new. And let's, you know, again, let's let's try to take this head on and not take that no from someone who can't give us the yes, which is now the listing agent. Where before, the listing agent had a lot of control over your compensation because under NARA rules, they dictated the amount of commission and you could not go and try to renegotiate with the seller. You know? So you had to do it through a BAC and concessions where now you can actually request compensation directly from the seller. So that is that's an important shift, and that's a a positive benefit of these changes. Right. Karen is absolutely right. A ten k price drop is the same as a seller net at a ten k concession. You know, if you have a three hundred thousand dollar deal, if you write an offer for two ninety one, it's a two ninety one price. If you'd have a three hundred thousand dollar deal and you do three percent in concessions, it's a two ninety one price. If you do three percent in buyer agent commission, it's a two ninety one price. If you do two in buyer agent commission, one in concessions, it's a two ninety one price. It's all the same net, guys. That's right. So another question here from Anthony. You know, I have a listing open all requests. A buyer contacts him directly to view the property. My recommendation is you you have that buyer sign a a buyer broker agreement with you. While I understand that it's not technically required under, you know, the settlement, you can say, hey. I'm only acting on behalf of the seller, so I don't need you to sign it. Why? Get them to commit to you. Why would you not try to pick them up as your buyer? That that's my stance and say, look. Yeah. The seller is compensating me this percentage for representing them. If you'd like me to represent you as well, that's an additional fee. The seller is not paying me to represent both of you. And so, yeah, I'm happy to show you the home. But just like every other agent you ask for, that you could possibly reach out to, I'm gonna ask you to buy to sign a buyer broker agreement. You know? Because do you really wanna go to the house and invest your time in someone who is not committed to you? Because we all know statistically the chance that they're gonna buy that house is low. You know? Now, again, if you get an unsolicited sight unseen offer, maybe you treat that a little differently. But if someone calls you to tour a home, I would put them under buyer broker agreement. You're the only agent on the planet who doesn't have to do one, but that doesn't mean you shouldn't do one. Right? Like, why give up your power in that situation? And then it's like, hey. Well, I don't wanna pay you to show me the house. Okay. We're gonna have to pay someone to show you the house. Like, no one else can show you the house without getting a buyer broker agreement signed. So it's not fair for you to ask me to do it because I wanna earn your business. I wanna earn your relationship. So again, you're as an entrepreneur, it is your choice. You decide how you wanna handle that situation. My recommendation is even if it's your own listing, get a buyer broker agreement signed. Because then if they buy that house, you get compensated. If they buy a different house, you have an opportunity to get compensated. But that is your choice. Again, it is not legally required because you are acting on behalf of the seller, but why why use a loophole that's actually out of your favor? You know, say, hey. Yeah. I'm gonna send you over my buy rep agreement. Well, I thought I didn't have to sign one with you. No. If you want me to come out there and represent you and show you this house and walk you through the house and help you understand the buying process, I I charge a I charge a fee for that, and I'm happy to send you the agreement that outlines that fee. Don't let someone expect you to work for free just because it happens to be your listing. Again, my recommendation as an entrepreneur, you are happy to explore that however you want. If you feel like, hey. I for my seller, I wanna do it for free or whatever, that is your right. Like, again, we're not here to tell you how to run your business. My recommendation is put the buyer broker agreement in front of them because anybody else who's gonna tour them in that house is gonna ask for the exact same thing. So earn that business because chances are you're gonna sell them a different house. Chances are they are not gonna buy that listing from you. And the first listing agent who sweeps them up with that is going to earn that relationship. That's right. That's that is that is, fantastic advice, and we talked about that in the in the seller class where, the scenario was, you know, the the seller was saying, hey. If so I'm gonna pay you on the listing side. Well, what happens if you buy you know, have a buyer since buyer commission is going away? What does that look like? And that's a fantastic way to to to talk about that because, remember, the agreement is with you and the buyer now. It's not necessarily with the seller. You'll have that conversation with the seller when you have something to talk about. But because we're so used to already thinking about both sides, it can be an easy way for you to get trapped into a conversation or a future commitment that's actually not advantageous for you. And so, again, this is the type of thing that you gotta start looking out for, and this is the change of conversation. And, again, it creates that opportunity. The people who are paying attention are gonna have the opportunity, and it's gonna be in their favor. One thing I also wanted to go back to is, Luis, who you talked about earlier, which is that, and under the concept of, you know, don't take no from someone who can't say yes. And the concept of that, the, buyer has to present I'm sorry. The listing agent has to present the offer to the seller. Well, also, there are a lot of listing agents who put on the contract that they withhold verbal offers. I know that I always use that. And so they can't even tell the seller about the conversation or it violates the contract that they've got. So, again, there is really no value to having the conversation before there's something to talk about. Let's be confident in your ability to negotiate and bring value to the transaction. And we get it. There are gonna be some bad drivers, and that includes sellers. But that's not going to be the majority because at the end of the day, their house is for sale. Their their their goal is to sell the home. They're not gonna do too many things that are gonna stop them from doing that. And then under that same concept, we think about the instructors of the drivers who taught them to drive. We've heard brokers giving these guys bad advice. Hey. Do not go show anyone unless this you know? And so the guidance that they're receiving from their brokerage is very misinformed. Thankfully, you guys have all of us to guide you, on the the actual path, but there are there are brokerages who are not giving this type of information. And so those agents are following bad instruction. And so remember, you get more with Honey than you do with the stick. There's gonna be people who you're gonna have to reeducate very softly to help them understand. Remember, it's a relationship business. Negotiations become very strained if you become like, hey. Very matter of fact, don't go head to head. Go side to side. Well, explain to me why that's important to you that you think we need to know this number upfront. Do you know, like, get into their head and help them understand why it doesn't really make sense what they're asking. And you think you're gonna get a lot more positive response that way and, the opportunity to educate people on the on the best practices versus being like, I don't wanna share this information with you. Ask some questions. Remember, the person who asked questions is in control. Why is this important to you? Is your buyer concerned? Are you guys having issues with down payments? You know, use that as a way to get know know more information about the scenario, which could ultimately help you in negotiations going forward. Yeah. I see a question here in the chat regarding procuring cost. So in in in the states that we've analyzed, procuring cost rules are not changing in the new post in our world. So for example, if I show a property to John one two three Street and Matt shows the property to John five six seven Street and John writes an offer on five six seven Street, Matt is the procuring cause of five six seven Street. I never showed John five six seven Street. Now even though procuring cause rules are still intact, where it could be impacted is if you do not have an appropriate buyer broker agreement stipulating to your compensation. So let's say, for example, I showed John one hundred and twenty three Street, Matt showed John one hundred and twenty three Street. We're arguing who is ultimately the procuring cause and the seller is ultimately offering a commission. Let's say the seller offers three percent in commission and Matt's agreement says two percent, mine says three percent. If I'm the procuring cause, I'm entitled to my three percent. If Matt's the procuring cause, he's only entitled to the two percent because his buyer broker agreement capped them out at that two percent. But regardless, the buy the procuring cause rules are still gonna be intact. There's still going to be an argument in terms of which agent was in fact the procuring cause. Just understand that your ability to earn, your compensation from a buyer's side is capped by your buyer broker agreement that you have with your buyer. Yeah. And, Louis, I think they're they're they're talking about Texas over here and procuring a buyer, which is another, like, clause in their listing agreement where they make more if they basically double side since they can't represent both sides because there's no dual agency. Again, Texas is these weird little nuances. I mentioned that it's on Motivation Monday. We're actually gonna have a meeting with with some Texas attorneys and and probably some members of of TREC if that's what it comes down to because we we wanna make sure we really understand this, and we also wanna make sure that that it is being interpreted in the broadest way possible. And, again, we're we're not here necessarily to just believe the the face interpretation. Like, I'm I'm the type that we're gonna challenge a little bit. Again, we're not gonna break the law. We're not gonna break the rules. But, again, it's really understanding what are the best ways to understand how we can how we can match the new rules up with the old rules. And I know Texas is working on a new contract, which we can all not wait to get here. But, yeah, the, you know, the idea of Texas where there's no dual agency, but if you procure the buyer, you can have a a higher commission, I guess, in your listing agreement. And, again, some of those things are gonna be tricky with with reconciling with the new rules. You know, and then are again, are you representing that buyer or not? You know, what is that agency relationship? If you're just on a a touring agreement that doesn't create any type of agency relationship, what does that look like? I mean, so, again, Texas is one that we're gonna dig into at a higher level. I feel like most of the strategies we talk about on these national calls are applicable, but there seem to be a couple little Texas nuances that we're trying to work through. I see Mary Miner in the chat who's an absolute expert there. We've got Shay, you know, Kathy. We have some really, really great folks, who are running those Texas specific, those Texas specific classes and obviously on the forms. And, you know, again, we're we're hoping that these strategies we talk about in the national are app are generally applicable. And I think most of it, we figured out how to shove into Texas, but, again, Texas does. I'm sure there's some other states out there as well, but Texas is one in particular that we know has some very nuanced rules, around the topic. Okay. So we are getting, about at time. I wanna do something real quick and just go through this week's schedule. So let me go ahead and pull this up real quick. Cute. Let me see. Let's select this scene here. Alright. Can you guys see that? Can you guys see that screen? Okay. Perfect. Alright. So, wanna go through the schedule real quick for you guys. As you know, we are on BBA morning coffee right now. At eleven o'clock today, we had BBA bulletproof overcome BBA objections. That's gonna be where, you know, someone is saying, hey. Listen. I've never had to sign this before to go see a home. I purchased houses in the past. I haven't been paying attention to the news. We're gonna walk you through some of those objections. Or, hey. I don't wanna pay anything or commit to paying to, you know, you or you know, we're gonna walk you through those scenarios and strategies that you can use to to walk through that. You have your BBA toolbox, and that's gonna be which agreement, when, and why. And, again, that's gonna give you some guidance around the forms. Hey. In this scenario, it may make more sense to use a a touring agreement because you're at a open house and they wanna see the house next door and you're not ready to have you know, they're not ready to commit, commitment. You wanna start to have an opportunity to build relationships. Or I wanna go for the exclusive BBA or just a BBA in general. We're gonna walk you through which forms make the most sense in each scenario. And then you've got empowering your sellers, and this is a role play class. Again, it's gonna be common objections or common concerns that we've heard sellers asking from all the way from, hey. I don't really have any questions. Let's keep it moving to, hey. Explain to me exactly what's happening. I'm not sure. This doesn't make sense. You're the only person I've ever heard say that. I'm not sure that I can trust you as a person. So we're gonna take you from that range of scales and how to walk through that. And then lastly, communicating your value. That's our ten PM one this evening. And so that one is really talking about how you can think about adding more value to the transaction on the buying side of the transaction, which will help you gain more commissions. And I continually say this, and I know this is an early thought, and this is may not be popular amongst the industry, but I actually think that buyer agent commission goes up. I do not think that we see suppression on commissions. I think that agents will evolve, and they will add more value to the transaction. As we know, that's gonna be around communication and negotiations and, you know, the experience that the the person ultimately is having. We know that's what the the consumer is going to value. And so I think our smart entrepreneurs figure out a way to do that more and increase their commissions versus it going down or what the headlines would have said, which is that buyer agent commission is going away. So this entire schedule is available in knowledge base. If you go inside of knowledge base and click BBA marathon week two classes, you will see this entire schedule here with links to register for any class that interests you. And again, I would recommend that you continue to dive in, continue to, you know, pour into your your thought process and your education around this because you will be more prepared than someone who has not paid attention at all. I can promise you there are agents out there who have not spent any time digesting this concept, and they're gonna run into a brick wall the next time they go into a transaction. I've already seen agents accidentally submit offers without compensation agreements, meaning that they are left themselves completely exposed. So don't be that person. Don't make that mistakes. I know no one on this call is because you're taking the time to invest, but we wanna make sure that we are also helping all of our LPT agents. And lastly, if you have someone who's at a different brokerage, who is not getting this type of information and you wanna help them, we have opened this second half of the week up for them to be able to attend LPT classes. Of course, our primary mission is to make sure that you are most equipped, but we know that there's another aspect to it where people are looking for guidance, looking for a home, and we are happy to provide that for you as well too. So with that being said, Robert, I'll turn it over to you for final words. Yeah. One one last thing I I saw recently that I wanna kinda point out is, apparently, there are some listing agents trying to retrade the buyer's agent commission on deals that were signed before the August seventeenth deadline. And so if you if you hear this or see this, reach out to your state broker. The the NAR FAQ, you know, outlines that NAR is going to continue to enforce, you know, the, the framework that was in place before August seventeenth. So if you have an offer that was signed before August seventeenth, you do not need a compensation addendum if you didn't already have one. It's whatever was previously listed in the MLS that will be paid. If, if a listing agent tries to go back on that or change that, get your state broker involved, we'll we'll go to fight that with you and for you. Again, that is not NARS. Again, that that's another example of a bad driver. You know, listing agents trying to take advantage of the situation to say, hey. We're gonna we're gonna try to pay you less and keep more because you didn't submit a compensation agreement. Well, no. We went under contract before the deadline. I'm sorry. It's August seventeenth for most. It's whenever your MLS removed compensation field. So, like, it's Stellar. I think it's one week earlier. I think it's August August sixth. So, again, if your contract is dated before the date that your MLS removed the compensation field, whatever was previously in that compensation field will be enforced just like it was before. If someone tries to go back on that, that's where NAR mediation would come in. Again, we're here to have your back on that. I hope it doesn't become widespread. I've heard of a couple examples of it. I'm hoping it's just, you know, like, not understanding and and not actually trying to be malicious and maybe not trying to actually retrade the deal. Just try they think maybe they need these documents when they really don't. But, again, I wanted to put that out there in case you come across that. Know that that is not the case. You are not required to have a compensation agreement. It's whatever was in the MLS prior to the change as long as your contract was executed prior to the change. So keep that in mind. Other than that, you know, guys, another another great morning, another great coffee. We're gonna take a hard look at continuing this on. I think it's been kind of fun, helping everybody kick their day off. We'll probably move a little bit later in the morning so our West Coast, you know, friends can join us as well if we're just gonna do one of these a day. But, yeah, I think it's been I think it's been cool to be able to hang out daily, you know, with you guys and and leadership and and have these types of communications and really get into the chat. And, you know, we I think Motivation Monday is a great start. We've been doing that for two years now, and, you know, Matt and I have never missed a week since we started that off. And, you know, I think that's a great start for us, but I think we definitely see the benefit of a higher level of communication, especially being in a cloud brokerage as we continue to grow. And so we're really gonna take a hard look at what would it look like for us to commit to five days a week, basically, of some type of leadership led live content for the brokerage. Again, Again, just like what we did this morning, open conversation, what's going on the news, what are we seeing. It would not be brokerage updates. It would not be compliance updates. It would very much just be what are we seeing, what are we feeling, what are we hearing. Maybe we go over some some tools, you know, listing power tools, tech you know, tech techniques and tactics, but I think this idea of of the coffee continue would be great. And then remember, we are going to be releasing our tools on Friday. I made the decision to delay that two weeks so we could focus on education and knowledge because we saw how critical that was. We saw how many of our own family were not fully up to speed on what was happening. Even though we've been doing months of education, we understand, like, people have busy lives. You're out there selling homes. You're out there performing your business. And so, you know, we just said, you know what? We're gonna dedicate this Crunch Week, this two week period to daily education five times a day, and then we're gonna cap it off on Friday with releasing our Firepower Tools box, our, esign one click esign platform, which is gonna be fantastic for you to kick that process off directly from inside of Connect. That will be recorded. It'll be a special hour long motivation Monday. I'd encourage you to get in there and join us if you can. Eleven sorry. Real Estate First Friday. Eleven o'clock on Friday. Special Real Estate First Friday for one hour as we do the closing ceremonies of the BBA marathon, and we launch the new, buyer power tools and the the buyer broker agreement portal. So really exciting stuff there. And I'd tell you, there was a window early on where I maybe regretted that decision. Like, you know, they kinda early on, there was this window when people you know, it was like, did I make the right call? Like, there's agents that are upset that we didn't release the tools early or whatever. I'll tell you today, I am so glad that we went the direction we went. The the focus being on the blocking and tackling and the whys and the hows and not just the shiny object. And and I don't mean shiny object derogatory. Right? Like, these these tools are amazing. I am so proud of what we built. I am so proud to get it in your hands, but we needed to take this time to get everybody up to speed on what's happening. Because in a way, the tools are almost too powerful because it lets you not have to have the conversation. And while ultimately, we we want you to have that that unfair advantage with our tools, but we also wanted you to really take the time to understand what is the conversation, what is the why behind this, what are ad what are other bad drivers gonna do. And if the last two weeks have been dedicated to working kinks out of new technology or trying to learn new shiny marketing objects or whatever, we would not have been able to have this core focus. So, again, as we sit here forty eight hours before we release the tools, I am so thankful and so confident in our decision to handle it this way and put the education first and the tools second. And, again, I just wanna thank you guys for, one, entrusting us as leadership to make those kind of choices because, again, it is a little counterintuitive or maybe not the way other people would think about it, and and that's a big part of this relationship. You know, when you come to the LPT family, you are trusting leadership's decision making. And we we're gonna make decisions from time to time that some people disagree with or that the rest of the industry is taking in a different direction. But that's the relationship we have to have, and that really is what this is all about. You know, we're authentic in our leadership. I am who I am. These guys are who they are. Like, we are gonna do what we think is best for you and for our brokerage and for our family as a whole. And then you decide, hey. Is that a leader I align with or not? You know? Is that leader making good decisions or is that leader making bad decisions? What you'll know with us is the decisions we're making are authentic, and that I think that's the most important thing. So make it a great day. We'll be back at eleven with another BBA marathon session, but make sure you clear your calendar Friday at eleven. This is a real estate first Friday you do not want to miss because we're gonna be unveiling a lot of these, again, amazing marketing tools, the buyer power pack and the the buyer broker portal, which are going to they're gonna take things to another level for LPT. It's gonna be absolutely fantastic, and I'm confident that you guys are ready to use those tools because of all the time you've put in the last two weeks. So have a great morning. We'll see you at eleven.