What's up, everybody? Welcome to the last ten PM, the last session of the BBA marathon as we know it currently. Okay. As as people are filtering in, take a look at these, beautiful panelists that we have in front of us. We got a great crew for you tonight. So we're gonna give it till about ten o three to let people filter in. But as you know, we can't see you, so all of our energy comes from the way you guys interact in the chat. So we'd love for you to throw your locations into the chat. Tell us what you're the most excited about hearing. Tell us something you learned today. Just keep the energy going and the conversation going because we got an exciting panel for you tonight. Reno, Nevada. There you go. Nice. Tampa, Delon, Deland. Gotta be careful. People, like, really get on my case when I mispronounce locations. Katy, Texas. There you go, Chris. Got all these East Coasters up late at night. That's right. That's right. Jacksonville, North Carolina. Clive, Iowa. That might be the first time I've ever heard that. Clive, Iowa. Sure. It's beautiful, though. Boynton Beach, Austin, Texas. Two Austins in a row. Love that. Linda and Mary. K. Keep it coming, guys. Tell us where you're from. Tell us what you're excited to hear about. Tell your friends. Tell them that David Lewis is on the panel. Ten o'clock PM. They're gonna miss it. Adam from Atlanta. Let them know. Oh, Holland, Texas. There we go. Winter Garden. Welcome, Catherine. Amal from Kissimmee. Killing it. Love it. Is that how you say that? No. It's Kissimmee, but that's okay. Kissimmee. That's why is it it's Kissimmee? Kissimmee. Kissimmee. It's a name. Did I say Kissimmee? Yeah. Kissimmee. Your name. So I mean, to me, they sound the same, but, you know, I'm not from there, so I don't have the I don't have that I don't have the Kissimmee pride. Laura, Clara. Dude, I can't say anything tonight. So it's good. Gail. I met Gail, last night, at, following you guys, I think it's far, is what you guys call it here Mhmm. Which is awesome. Treasure Coast. There you go. Yeah. Far. I won't say anything about how you pronounce Nevada. Nevada. Wow. Nevada. Which one? Did I say that wrong too? Now we're self conscious. We're gonna just don't say anything anymore. Right? They're gonna make us nervous. Sarasota. Sarasota. Now let's just mess it up. I know. Yeah. I'm gonna go with Nevada. Nevada sounds good to me. Okay. It's ten no. Dang it, Don. I tried. I think it's a scotch and soda. There you go. Oh, okay. That makes sense. Mhmm. Alright, guys. Ten o three PM. The AI assistants are in the house. It's good to know. Let me introduce you to this rock star panel. We've got some legends in the house. In my top right, I don't know where they're on your screen, we got the legend, Jerry. Jerry, tell us a little bit about yourself. Hey, everybody. I am the managing broker for North Carolina and, the regional education director over in this neck of the woods. So happy to meet you all and see. I see some familiar names up there on the board. East Coasters up late. I'm originally from Florida. So, but, I reside in North Carolina. There's Steven from Jacksonville, North Carolina. There you go. And if you guys didn't know, coach Dean's also in the house, ready to drop some knowledge bombs on us. Coach Dean, tell us all about you. In two words? Two three five. Honestly, you can go the whole time. What what this is your show. Core corporate coach here at LPT. I reside here in Stuart, Florida. Just got back from dinner, so we had a great time tonight. Just wanted to say hi and thanks so much for being here. I've heard a whole lot of good things happening with this. A lot of good education. So, so proud to be part of this. And, we just wanna be able to educate and give you some good ideas so that you can be the best real estate agents in the world. Alright. I love that. Okay, guys. We've got fifty of our closest friends joining us at ten PM on a Thursday night, the last BBA marathon session. We're here to talk about empowering sellers. We've been on this kind of this train this journey, so to speak, over the past two weeks. We're in the beginning, like, no one knew what the heck to do. I didn't know. Jerry didn't know. I think coach Dean might have known, but, like, he also played like he didn't. So but then we learned together. We started this process, and we took our statewide brokerages classes. And what we we did, we participated in what we call the crawl phase, where we're like, what is this in our settlement? What does it mean for us? And then we learned a little bit, and then we started to walk. Right? And this walk phase is where we all learned how to stay out of realtor jail. It's where we learned what forms to fill out, what to do, what to not to do, the ways to stay out of, like, getting in trouble and getting fined. And then the thing that I love the most is the run phase. This is where we've been living all week. The run phase is where we learn how to not just survive, but to thrive in this market. The run phase is where we practice scripts, and we learn what to say when and what agreements to use at what time. And we figure out how not just to be winging it, but to actually win in this phase. And that has been the focus, and you've seen, like, all of these amazing success stories pouring in. Right? This has been telling us, hey. I was terrified, but now I'm getting more money than I've ever gotten before in my buyer brokerage agreement. Right? So it's all about empowerment. It's all about helping us understand how to be better, and we're gonna continue that energy into tonight for the last session in empowering sellers. As you guys know, I am tech challenged, so I'm gonna try to share the screen. Who knows what's gonna happen? Who knows what you're gonna see, but we're gonna go for it anyways. Alright. Hold on. Yay. Okay. Chat, I need you to let me know. Can you see this? Can you see what's going on on my screen? Can we see the can you see the slides? Yep. Good deal. Boom. Yes. Alright. Thanks, guys. Okay. So kind of the format of here empowering sellers is we're gonna talk about some seller personas. Right? I'm probably saying that wrong too. Personas, personas. We're gonna talk about some avatars. We'll call it that, where these are people that you're likely to encounter in some of these seller conversations, and they're all gonna have differing degrees of knowledge, differing degrees of mindsets, differing degrees of intentions. And the goal tonight is to highlight those and understand at least to give you a little bit of a a bag of tools to use when you encounter these certain personas. So let's get kicked off. I'm gonna let our expert panel, coach Dean and Jerry, kinda help us crush these conversations. Empowering your sellers, listing conversation, role play. Okay. Okay. First persona coming up. I'm ready to list with you, and I don't know that anything has changed. Okay. So this is the first avatar. I'm ready to list with you, and I don't know that anything that anything has changed. Let's go to let's go to Jerry. Jerry, tell us. How would you handle this persona? So, you know, these this is this is great. You know, they didn't know anything's changed. They're ready to list, so you better have your listing paperwork ready. You brought it with you. You're ready. It's on your tablet, in in your folder ready to get signed. You do a brief overview of recent changes. You know? They say they don't they didn't know anything changes, but they're still gonna list with you. So we still have to disclose some of the changes. It's in our new paperwork. Right? So we're gonna make sure that they, understand, you know, that there were some changes, and essentially saying that, you know, you still have the choice of offering compensation to buyer brokers. We've always had the choice. It's now more clear in writing that you have the choice to offer compensation, to a buyer broker. We're going to talk about, how we use that as a potential tool to market your home and make your listing more attractive to buyers. Right? So, we still need to discuss that with them. We may not need to go into as much detail, and and we and we certainly don't need to panic talking about this stuff. I have heard stories already where, you know, an LPT agent came in after two other agents and got a listing, from from a seller because the first two agents in spent way too much time panicking and and stressing over the NAR settlement changes. So it's just a matter of disclosure, to get them going. So, yeah, have that conversation with them. It's in the paperwork. You're just gonna bring it out to the forefront. Paperwork. You're just gonna bring it out to the forefront, and explain to them that I have some strange thing that just popped up on my screen, that, compensation still remains fully negotiable. Let's talk about a strategy, on how to possibly use that for your listing. And I know some of the other scenarios coming up, so, we'll get to those. That'll cover, a different persona. I love that. So I have some highlights of what Jerry said. He says that don't overexplain, but explain. Also too, they're ready to list, so get ready to sign some paperwork. Coach Dean, you got a different take on this persona? Yeah. I just think you have a you have a seller here that is ready to participate fully and, paying the listing agent as well as the buyer's agent, so you just move forward with that. Nothing's changed. That's exactly what needs to be done. Congratulate them on understanding that. Get the paperwork signed. And like I said, just go through. You could share with them an article from CNN that actually had a great article in talking about that change if you wanted to. I wouldn't go too deep into giving them options because they already understand their option, and they're willing to accept it. They wanna they wanna pay so that they can move. We have a motivated seller here, because, they understand what needs to be done. So everybody, just go with it. Awesome. I love that. We had a request in the chat for a little bit of a role play, so I'll see if I can provide one here. Mister and missus Sellers, thank you so much. And I understand that you don't have any questions, and you're kinda ready to get started here. So I'm just gonna allow you to I'm gonna hand you over this paperwork. I'm a let you look over it while I kinda talk about some subtle changes in the market. So interestingly enough, you probably heard that there are changes. And while you don't really know anything about that, I'll give you kind of the highlights. For you as a seller, nothing has really changed dramatically. Your decisions are all the same. They've the way they've always been. Number one, you have to decide on hiring the best realtor to help you market your property and to represent you in the sale of your home. Good news. Once you sign on that dotted line, you've got the best in the business helping you market your property and sell it. Perfect. The second decision you have to make is how are we gonna market your property? There's a couple of things to think about. Under these new guidelines, a lot of times, my sellers and I are making a predetermined decision on how much compensation we're gonna offer buyers' agents. No different than it's always been. The seller has always offered and paid the listing agent. You know, my fee is four percent, but we're gonna have to decide what kind of listing fee or buyer agent consultation fee we're gonna be able to set up to allow you to get the most eyeballs on your property. Don't worry. At TLG Atlanta, we always have a plan. So I'm gonna walk you through the steps and take you through what the market statistics are saying to help you market your property in a way that gets you the most amount of eyeballs and, hopefully, the most amount of money in the most favorable terms. How does that sound? Sounds fair. So, guys, I between all three of us, this person wants to list Who am I to get in the way of progress? I'm getting them to sign, but we do have to offer them a little bit of education because we don't want it to come up later. So we wanna set the expectations that the rules have changed a little bit. But number one, they're with sellers, you're basically only doing two things. You're negotiating your listing agent commission, and you're helping them decide on buyer agent compensation, if that makes sense. The other processes have, has have not changed. If you got questions, if you got thoughts, throw them in the chat. Let's go to the next one. Agent beware. Don't talk yourself out of it. Oh, ever. Ever. Ever. Right? When they're ready to sign, just go get the paperwork signed. Okay. Role play persona. Oh, shoot. Mhmm. There you go. You're good. You got it. We're back? Okay. I heard the six percent commission is dead, and I heard I don't have to pay buyer agents anymore. Alright. We'll start with you, coach, seeing on this one. How would you attack this persona? I think the biggest thing we need to talk to the sellers about at this point is their options, of course, and understanding that, we do not have to pay the buyer agent anymore. But do we really wanna do that? Understand that, you know, we're just gonna take three percent, four percent for me to actually advertise your house to let everybody know that your house is for sale and to get it out into the market. The the commission then therefore goes further because then it takes a certain amount of effort, money, and time to be able to market to find that buyer. And so, you know, is six percent really dead? There's no percentage that ever ever dead. We wanna make sure that we can get you from point a to point b. And I think at this point, I'm really caught talking more about what their motivation is more than I am talking about the money because I always I've always believed that motivation supersedes price, supersedes the money because of of that's why they're they come to you or that's why they've, hired you to be their real estate agent. So there again, explanation of options, and how important it is for us to be able to pay that other side because that other side is our number one resource of selling your home and getting you where you need to go in a short period of time. If we don't get, if we don't get commission to pay the buyer's agent, all of a sudden, our options to be able to sell this house elongates three, four, five, six, or seven times longer than them. I love it. I love it. Acknowledge what they're asking moving forward in education. I love that. Jerry, you wanna take a swing at it? In addition, yeah, in addition to that, so when when you're having a conversation with folks, and and so this one says, I've heard six percent, commission is dead. I also heard that you don't have to pay a buyer's agent anymore. So I would follow that up with a question. Tell me more about that. You know? What did you know, ask a question back. Well, what what have you heard? Tell me more about that. And let them tell you what they've heard and where the source was. Was it a coworker at work? Was it the news that might have misrepresented? So have them explain a little more. Tell me more about that. I love that question. That's my favorite question when talking to people. Tell me more. Tell me more about that. And then listen to what they're saying. And then as you're listening, you're coming up with the response, like coach Dean said, and able to you know, in order to answer them back more fully because they might have heard something totally different than what you think they heard. So go ahead and ask them what they heard, on that so you can be more specific and answer them back. I absolutely love that. I think it's a really good I wrote in the chat, come from curiosity, ask questions. Yeah. So I can provide a little bit of role play on this. So I heard the six percent commission is dead. I heard it'll have to bite oh, shoot. There we go. We're back. You guys can all see it. I heard the six percent commission is dead. I heard it all have to be buyer's agents anymore. So mister and missus seller, one hundred percent. You've actually heard right. I'm actually shocked you're hearing it for the first time because the six percent commission has always been dead. Believe it or not, this industry has never had a standard around the amount of commission that was paid. I've had sellers over the years pay anywhere from two percent upwards to ten percent in in the marketing of their home. So one thing never changes, the fact that you have to make two decisions. Number one, you have to decide if you like me enough and if I can bring enough value, and you have to decide how much you're gonna pay me. So as you know, at TLG Atlanta, we always charge four percent in a slight transaction fee, and that's been the same for years. The second decision you have to make because I noticed you said you don't have to pay buyer's agents anymore, and you were absolutely right. You don't have to. You have never had to pay buyer agents, and you don't have to moving forward. The biggest difference is is we wanna talk about the marketability of your property. Mister and missus seller, have you ever thrown a yard sale? Okay. Great. Well, when you throw a yard sale, you're trying to drive people to your home with what? Signs. That's exactly right. So let me ask you a question. Do you think if you put out half a sign as opposed to ten signs, what would get you more people to your home? Twenty signs. Ten signs. It sounds like an obvious thing. Right? So marketing your home for sale is no different. What we wanna do is we wanna be open to paying a buyer's agent commission because a lot of buyers who will wanna buy your house, they're actually limited to how much money they can bring to closing, and your compensation is gonna be a differentiator for that. So we wanna make sure we're getting the most amount of eyeballed on your property, followed by the most amount of feet in the door, the most amount of offers you decide from. That way, you and your family can get the best terms in the at least amount of time and the highest price for your house. How does that sound? So we're gonna work through that. At TLG Atlanta, we always have a plan, and we're actually gonna talk through the specifics of the pros and cons of paying lots of buyer's agent commission or compensation, excuse me, or a little buyer's agent compensation. But don't worry because we're always gonna pay attention to your bottom line. How does that sound? Amazing. So as we all said, we acknowledge it. We talk about it. And for me, my personal thing is I don't ever argue with someone I'm trying to get to sign a contract. If they're like, hey. The sun doesn't come up anymore. I'm like, yeah. The sun never comes up. That's right. You're exactly right. Like, I if they say I heard the six six percent commission is dead. I'm like, absolutely, the six percent commission is dead. Right? And I'm gonna put a spin on it. I'm gonna talk about it, but I'm never gonna get into to a debate with someone who I'm trying to get in a business relationship with about is something dead or is it not. So what we try to do is we try to find the commonality, and that commonality in this case is the seller success. They want it, and I want it. Alright. Let's move on to the next one. See if I can do it without screwing it up here. Oh, I have spoken to a few other agents, and there seems to be a concern or confusion around what's happening in your industry. Alright. Coach Dean, you're up. How would you attack this one? Well, I think we brought this out not too long ago in one of our classes in in this, BBA. It's better to actually explain this, without necessarily your words, but through some facts and figures that's taken place. In other words, articles that's already been written. I actually went into Google. I I went into Google, and I actually pulled up NAR settlement. And, we were able to get some facts and figures of exactly what took place, a full explanation from CNN on how this goes. So I think you kinda move that and give that give that to for them to consider. Maybe send it through to them through their phone. Let them read it. They do need to hear it, from them, and then you can review it, go over it, and have conversation with them about, how that works and how it has changed the industry. This is a history making time. First time in history. Buyers get to have an opportunity to actually hire their own agents, and have them work for them solely. Yeah. I love that. Jerry, you wanna give it a spin? Yeah. Again, I'd be asking that question. What did you hear from those agents? You know, so you can get some clarity on what they've heard. What what's the confusion? And then you clarify everything. You know, we've like I said earlier with, the third LPT agent in, the first two agents that went in were, confused and, kinda panicked over explaining that. So ask ask what have you heard, and you come in with some clarity and certainty. And, know what you're doing, and you're gonna get that listing. So just ask more questions, so you can clarify for them. I love that. So this is one of my favorite ones. I've spoken to a few other agents. There seems to be concern or confusion about what's happening in the industry. So in my case, so this is a seller conversation. I'm thinking they're interviewing other agents even better. So this would be my role play take on it. Mister and missus seller mister and missus seller, it's amazing that you've spoken to a couple of other agents, so I think you should always consider all options when listing your property. I actually love that you've heard about all the confusion out there because, unfortunately, in my industry, the bar has been set pretty low. I could close my eyes and throw a dart at a board or the agent list, and I could hit someone that is probably not prepared and someone who doesn't do a very good job. And that's just kind of what it is out there. So the good news is is that when you hire me, you're hiring the best, and you're hiring someone that has not only have any confusion, but I participated in over fifty sessions. Right? Almost where where are we at? Twenty five hours of content and training, specifically learning not only what's happening in the industry, but how do we help you win. So the fact that those other agents are confused, that's the best thing that can happen to us because that's who we're gonna be negotiating after we sign this contract. You love it, guys. Take it. Acknowledge it. Lean into it. Make sure that you understand is that the opportunity for a differentiation statement, there's other agents out there, but not like me, not like a TLG Atlanta agent, not like an LPT agent. Right? Use this as an opportunity to separate yourself from the field. We got a guest. Someone popped in. We can let a we're gonna rock with the spin. If he was gonna role play this one, what what How many slides do you guys have left? How are we how are we running on the deck? I don't wanna hijack the the session here, although this is the final ten PM. This is the We got one more after one more slide. We got plenty of time. Alright. I'm I'm gonna I'm gonna wait for the next slide. Go ahead. Perfect. And then jump over. Next one. Alright. Let's go to the next one. Okay. So if you only bring the buyer, I'm still only paying you the selling side commissions since buyer broker commissions went away. This is a stumper. It's been stumping a lot since Oh, let me jump in here. Okay. The stumper. Yeah. Yeah. Look. Yeah. No. The the beautiful thing is that buyer commissions didn't go away, but but there's something I'm gonna negotiate with that buyer. So here's what you have to understand. You've hired me to represent you in selling your property. If a buyer comes and is interested in your property, and if we're in a state where I can represent them, because not all states allow that, whether it's as a transaction broker, as a as a, an agency broker, as a no brokerage, which is one of the statuses we have here in Florida. If I am able to represent them or whatever, I'm gonna negotiate my fee with them directly and whatever they decide to pay. Now they may ask you to contribute toward that fee just like they may ask you to contribute toward closing costs or whatever else. But the beautiful thing is under the new settlement, my financial arrangement with that buyer is between me and the buyer. Now ultimately, it may be part of their negotiations and what they ask you to contribute. We're gonna look at that in the overall net. And so in a lot of ways, if I don't bring an amazing offer from that agent, you're not gonna accept their offer just like you wouldn't accept anyone else's offer. So the beautiful thing is under the new framework, the the playing field really is level. So if a buyer does contact me and and they're my buyer and I do represent them and we have a signed buyer broker agreement with compensation agreed to, if they decide to buy your house, it's just part of the overall negotiation, but I'm still gonna make sure you take the offer that nets you the most money as the seller whether I happen to represent that buyer or not. So it's really irrelevant to our conversation today around what your compensation is for me as your listing agent. That's my take. I love it. Show it. No. I think it's a good one. I I love it, and you're leaning into it. Like I said, guys, in this period, like, whether it become whether it's with bad drivers or whether it's the an uneducated consumer, you don't wanna get in a debate with them. You wanna lean into them. You wanna agree with them. Like, you guys are on the same path because just like with a bad driver, just with you with with the consumer, you guys don't get paid when you get a listing agreement signed. You get paid when you get to the closing table. So you want to handle all objections in stride. When we're running the same direction, it's easier to handle obstacles together as in opposing forces. Right? Coach, Dean, Jerry, y'all wanna take a swing at this one? Yeah. I mean, I think, it's important to, let the consumer know what their full range of choices are and possible scenarios, and help them make the best decision to sell their property. I I mean, you know, what what Robert just said is mic drop moment, so it's hard to follow that up. Right? I think the last class I did with Robert, he did the same thing. So, you know, it's Hey, Jerry. I got the real mic drop. I'm gonna give you guys a little preview of the home buyer work Nice. Love it. Love it. I'll I will add because since we're gonna be wrapping up soon, I will add one thing, and I've said this before in in another class I was in, that had to do with sellers. Come at it from the approach, the approach of being a, an agent that they can trust, and explain to the sellers until you decide who you're hiring for your home. So let's say they're interviewing three agents, and they they told you they're interviewing for three agents because you asked. I always ask that. How many agents are you interviewing? Oh, just you because you were referred to, or I'm interviewing three. Be sure when you're on that appointment, say, stop when they start the conversation of, motivation, price, time frames, things that could jeopardize their position. Should, you know, they that could jeopardize their position when they receive an offer. Stop them and say, don't go that far yet until you decide who to hire. I don't want you to tell me anything that could jeopardize your position because if you don't hire me to list your home and I come up with a buyer down the road, I would then be required to tell that buyer, everything you were just getting ready to tell me. And nine times out of ten, they'll stop and they'll say, wait a minute. I've interviewed two other agents, and you're the first one that stopped me. I shared all my personal information with them, my bottom line, how quickly I need to sell, you know, my motivation, what needs to happen. And you mean they can now if I list with you, Jerry, they can now use that information against me if they have the buyer? Absolutely. So don't go that route. Stop them before they do that. And then chances are they're gonna say, okay. Where do I sign? You're my agent. I'm gonna tell you everything now because I sat you know, the other two agents didn't tell me didn't tell me to stop talking. That's a that's great, man. Yeah. I love that. Oh, good, Christine. Sorry. I was gonna say, I think the biggest thing is, I think we've all kinda touched base on it. It's education Mhmm. And also options. So if if you give somebody options because what was just mentioned in that statement was an option that they don't have to pay the buyer agent. Right? So if they don't pay the buyer buyer's agent, this could happen. If they do, this could happen. Right? So I think that that's part of educating is like like Jerry was talking to ask answer a question with a question, giving them options, what they what's gonna happen with that option so that they truly understand where their next move is gonna be, and they can make an educated, you know, calculation of what they're gonna do. And that's really what our job is to make sure that they understand fully, what their options really are. Okay. Yeah. I love that. So it is the ten twenty eight. So two minutes left in the last session of the BBA marathon. We've been going hard, long, strong for two weeks now. I'm gonna pass it over to Robert because he's got a stack of things to give you guys a little sneak preview for things you're gonna see tomorrow, things that they've been working on hard behind the scenes. So I'm a pass it over. Yeah. I'm gonna I'm gonna go a little more full screen here. So I'm gonna drop the spotlight off of you guys for a minute. Spotlight. Alright. So, you all need to be on on Real Estate First Friday tomorrow, and we're gonna do the official for this. We're gonna go through the the printed power tools, but also the buyer broker portal. Of course. And this is we're gonna actually play the clips of me talking about this back in March. No. We'll have the, Gentleman? Yeah. We're gonna mute mute. Alright. Cool. Thanks. She's taking a call there. I love it. I got unmuted. So, yeah. So, anyway, so we're gonna show some clips of what I talked about on March. Right? Like, five days after the settlement hit or four days after the settlement. It was a Friday. It was a Monday. The tools we're gonna release tomorrow are gonna see exactly what we previewed. We had been planning for this well before the NARS settlement, but you gotta get the first ever sneak peek of what this looks like. So this is the, there you go. This is the, home buyer workbook that's gonna come out tomorrow. It's Desi. This will be your photo as the agent, your information, and everything on there. And then what we're really doing is we're building a story here and a path for the consumer. So we've got a nice table of contents. We then get into, we get into what do we have here? We have benefits of homeownership. Right? We're trying to educate our consumers. We get into best practices for house hunting. This is the ultimate home buyer presentation. Right? We get into, why work with an LPT Realty agent and talk about our accolades and why you're the best agent to serve them. Then we get into the perfect home and unique strategies that LPT agents can use, like new construction homes, off market homes, reverse prospecting with power packs to go find homes that aren't listed for sale, painting that picture for the buyer of how you can help them find that ultimate home. Then we talk about the new real estate process, what's changed, the requirement for a buyer broker agreement, no more commissions on MLS. Again, explaining in layman's terms what's changing in the world under the settlement. Then we go into resources available. This is your active marketing plans, your nine critical questions, your seven home buyer strategies, and, of course, now the new home buyer worksheet. And then we get into worksheets. Right? This is the part of the workbook they can fill out. So now we're gonna get into actual, like, tangible checklist. We have a neighborhood analysis worksheet. I missed one. We have our, we have our needs versus wants checklist. Right? Like, taking your buyer through the emotional decision to buy a house. We have the neighborhood analysis worksheet. Alright? We get into property analysis worksheets, notes they can take about each listing. There's five of these. Alright? Then we go from there to, moving coordination, planning for your move, then we get into the actual final moving date checklist, all these worksheets to give your buyer that comprehensive experience, new homeowner, maintenance checklist, right, everything you need. And then finally, we ask the question like, hey. Do you have a home you need to sell? And now we're highlighting the active marketing plan. We're trying to get you that referral. Hey. If you have a home to sell in another market, I got great LBT agents there as well. So then we do a little quick, four page explanation of the active marketing plan, and that takes our buyer through that home buyer worksheet. Now on the original Zoom, I told you that the buyer broker agreement will be in the back of this worksheet or the back of this book to tear out. We decided that wasn't the best place to put it. So what we do instead is inside of that buyer power tools pack, you get this doctor style tear off prescription sheet notepad with all of your pre touring agreements on it. So in addition to the digital way, which I'm not gonna show that tonight. Tomorrow, we're gonna show you the digital way where you can text message out the esign version of this form. We give you a pad of these forms. So inside your buyer power pack is a pad of these forms that you can keep with you at open houses, you can keep with you in your car, and you just tear one off, fill in your commission rate, get it signed by the buyer, and this is fully compliant with the NAR requirements prior to touring. Now you still need to go to a buyer broker agreement. This is not a replacement for a buyer broker agreement. This is purely to get the NAR settlement checked off so that you can take people on that first tour. In addition to that, in your buyer power pack, we have a lot of other amazing marketing collateral. A lot of pages from that magazine, we turn into individual flyers. So if you're meeting with a consumer and you don't wanna give them the full workbook, you have all these packs of individual flyers. Alright? This is the ultimate buyer power tools. This is everything you need to service clients for a period of time. I'm gonna take you through the whole thing tomorrow, but this is the the faded buyer power pack that we made a decision to delay for two weeks because I wanted us to have the education first. It was important to me that we laid the foundation. We did the hard work. We put in we put in fifty sessions, probably thirty hours, forty hours because a lot of them went over the thirty minute mark. We put in fifty sessions over two weeks because I wanted to make sure you guys were fully prepared for the nuts and bolts, the blocking and tackling, the underlying components of what is changing before we brought the pretty stuff. Right? Like, at the end of the day, this pretty stuff is great, but what good is this if you don't understand the psychology and the reasoning and the real conversation? So all of this role playing, all these conversations are making sure that you have that foundation so that now when we bring the fun stuff, right, we bring the great looking magazine with your face on the cover that's gonna wow your buyers. It's gonna take your credibility to the roof. This is great. This is gonna help you win and close, but it only works because I know you guys now understand how to walk your buyers through these changes. So this was our game plan. This was a choice we made. We coulda splashed out with this two weeks ago and probably made a lot of noise, but that wasn't the right move for us as a family. And so this was our choice. Focus on the education first. Do the work. Do the hard work together. And now tomorrow, we're gonna shock the industry when we take these tools live. You guys got the first look at it ever for being on our final ten PM class, and I'm so excited. We're gonna probably do an hour and a half tomorrow. I'm gonna take you through every page, the content, the details, and more importantly, the digital product where you can type in first name, last name, cell phone number, commission rate, and and send that text message out to get, again, a compliant pre touring agreement signed by your consumer. Lot of exciting stuff happening tomorrow, and you guys here on the ten PM final party session here of the Fire Broker marathon got the first sneak peek. Alright? So with that, I'm gonna kick it back over to David. I'm glad you guys let me crash. And, coach Dean, Jerry, great seeing you guys. You've been amazing through this whole process. All of our leadership team did an amazing job. I'll see y'all tomorrow morning for nine AM coffee, and then more importantly, eleven AM for the most historic real estate first Friday in LPT Realty history, where we're gonna unveil the crutches. Right? You have the foundation. You have the confidence. You have the understanding. And now you get to unlock the cheat codes, the easy button, the crutches, whatever you wanna call this, that comes tomorrow because you did the hard work to get from here to there. Have a great night, guys. I'll let you wrap it up, David. Wow. Okay. So Robert. Yeah. Go ahead. But thank you, Robert. Yeah. Uh-oh. Thanks, coach. Tough act to follow, but you got Adam from Atlanta live. We're gonna we're gonna close this out. Guys, last session, we've gone a little bit long. We've seen all the tools. I'm gonna give you guys a website. I'm gonna type it into the chat. It is a w w w dot l p t main stage dot com. L p t main stage dot com. We're gonna be going live on first Friday tomorrow, taking it out to the universe. This is where people and other brokerages. This is where other people can see all the stuff that that we've been working about, the people, your friends, your family, the ones that you care about in the industry who might be ill prepared. Let them know. Don't hesitate to share with them. It's been wild, guys. It's been a wild run. It's been a busy two weeks for coach Dean, for Jerry, for all the amazing panelists and the people who've popped in and contributed and not slept and worked to build content to make sure that we're empowering LPT agents to drive to success. We're just grateful. Thank you guys for participating. Thank for thankful for you guys for showing up. Last session, I'm a close it out. I always say in every one of these sessions, in this new market, somebody is gonna win. Why can't it be you? Why can't it be all of us? For all of LPT signing off last session, you guys are awesome. Good night. Good night,