Hello? Hello? Hey, Barry. How's it going, man? We got everybody loading in. So we're we're here live from the Motivation Monday stage. We've got, some of our studio audience left over from Motivation Monday this morning where I took everyone through the the prospecting pack with the nine critical questions and the seven home buyer strategies. And I got everybody pumped up, to hear from you on the the buyer power pack. And so really excited. And I told them that I did not preview this. I I'm gonna take it in in real time with them because, you know, it's interesting. Like, you know, we we designed this thing, and so, you know, we have one set of ideas around it. And then the way this came about, you know, we sent you one of them and you did the deep dive, and so I'm really excited to hear your perspective on it, not necessarily shaded by my envision my visions when I designed it. So I think this is gonna be a a really cool session today. I know our agents are very excited about it. We've got a couple hundred people loaded in so far and continuing to join. And so we'll give it a minute or two here, and then we'll kick it off. I'm really excited to have you here today, Barry. And, once we get going, we'll turn control over to you, but I'm really excited to to get this going here in just a minute. Yeah. Sounds great. Yeah. I, honestly, I'm pretty hyped myself. I was super impressed. And I I just somehow, I did not think you would mind if I took my time to teach everybody how to make money using these, so that's the direction we're gonna go. Yeah, man. That's what we're here to do. Awesome. Great. Well, no pressure. You have to, present it to the to the architect of it, so we're gonna see how how that goes. Awesome. Okay. So we'll give it another minute or so. We usually, get started around twelve o three, twelve o four just to give everyone an opportunity to load in, and we'll turn it over to you, Barry, to, to walk us through it. So super excited for today and being a part of this. So how's the sun been so far for everybody here in the crowd? Have you guys enjoying again some value? Alright. Fantastic. Okay. Alright. Well, I guess we are just about at time, twelve o three. Barry, we'll turn it over to you or Robert if there's any kind of Yeah. No. Really excited. So, yeah, Barry, if you wanna give a quick introduction, kinda talk about your, you know, your journey to where you are in real estate, and then, again, really excited to see your I guess, I'm gonna call it your independent breakdown of our buyer power pack, which is really exciting. And this is the first time we've really done this. This is the first time I've just blindly said, you know what? So Barry and I got to spend some time together in Vegas. Yep. You know, kinda early days of LPT. I think we kinda knew of each other from listing power tools days and everything else. We got to spend some great time together in Vegas at one of the Inman events. And, again, a lot of respect for what you do and how you built your business. And so, yeah, if you wanna take it away, Barry, and kinda give us some some, some history on yourself, and then we'll jump right into the buyer power pack. Sure. Absolutely. Yeah. So let me, let me see. Can you guys see my screen? Let's see. Yes. Oh. Yep. We got you. I get it. Alright. Alright. So buyer power packs. A little bit about me. So I'm the head realtor in residence at Wailopo. So I've been helping shape every product in the Wailopo system since twenty seventeen. LPT has been a fantastic partner of LPTs for years, leveraging the latest in AI and lead conversion. I'm also a team owner, of eighty agents, and I've personally closed thousands of deals. I've been doing this since I was eighteen, so that's, like, five years now. No. I'm just kidding. I'm I'm in my forties. But, I also wrote a book that, just surpassed thirty thousand copies sold, called too nice for sales. And so what I'm gonna be doing is I am going to, deep dive on this, buyer pack that I personally am super impressed by. If I was talking to you guys privately, I would say the same thing. Mainly because, you know, the industry overall has changed. Discussions around commission is difficult, and I think the buyer's agent in particular has had trouble. You know, we jokingly used to say, it's great being a buyer's agent. You don't have to talk about the money. Right? You just get the relationship. Let this listing agent deal with all that. Now before the consumer has gone fallen in love over a property, the, they've gotta talk to you about your respective rate of pay, your commission. Right? And so now this whole discussion about compensation is coming up. What I really wanna hit home, is that there is an opportunity here using the buyer pack to increase the amount of revenue your business is making. Because as you start to advocate from a place of confidence and an awareness around what value you're bringing to the, the buyer, you're suddenly realizing, you know what? I am valuable. And I think the buyer pack specifically psychiatrists call it the endowment effect. When you have something tangible, you are more likely to value that thing. Right? And, also, when the consumer sees that you're intentional, right, that you've got this preprinted document. I don't know if you guys can see this, but I'm holding up the home buyer workbook that Tracy was so gracious to send me amongst many, many other things that come in the in the buyer pack. You're relaying to that home buyer that you are the right person for them to trust with what is likely the largest financial transaction of their life. So the buyer power pack gives you a way to win your business and stay compliant. So my hope with this session is that you gain clarity, confidence, and more commissions. So you're you're you're gonna go we're gonna go over how to effectively use the buyer power pack to earn trust and commitment. I am obsessed with empowering agents to understand and articulate their value, and I'm gonna talk to you about that. I think that as good and as important as this buyer power pack is, if you do not have conviction around your value, the pay the words that are printed on the page will pale in comparison to your negative vibes and nervous energy. So it's really important that you understand your value as you're giving these documents. I'm also gonna go over how to reactivate leads through some crafty scripting that is value based. And, also, hopefully, I'll give you an action plan of seventy two hours for those of you I think there's gonna be a special, that, I don't wanna speak out of turn, but I I believe you're gonna have an opportunity to buy some buyer power power packs as well. So before we get into tactics, I really wanna talk about the mindset of the buyer agent agreement. Now the the you're not allowed to legally change these names of these documents that your broker has made. However, when I'm going over the buyer agency agreement, one of the things that I will do is I will reframe that document verbally between the consumer and I, and I'll say something like, hey. I like to call this a loyalty agreement. It'll represent our best interests. I'll represent your best interests, and this document document outlines our partnership, our mutual responsibility to work together. Right? This reframing of a loyalty agreement, it makes it less about your commission because some of you are just nervously like, yes. This is the commission, but it's negotiable. Right? Like, instantly, you're just, like, frantically going over this as if you're, like, trying to get over on them. Right? You know, I don't know any other industry that people feel guilty for getting paid. But for some reason, some of the best and well meaning real estate agents I know, they find themselves with this compulsive concern because this is not how it used to be. You used to be able to just talk to the listing agent about the commission in many markets across the country. And so now you find yourself in this situation where you've got well, this isn't how it always used to be. So first, let me just say, in a healthy work environment, discussions around compensation are something that are not, judged upon or looked down upon. It's not to say you're always gonna get a raise when you're working somewhere, but the the the business owner is not gonna beat you over the head just for asking. Right? So a couple of things here. As we talk about the buyer power pack, your posture matters. Right? I want your shoulders to be back. Right? If you think about it, if I was like, hey. So I want you to sign this thing. Right? Shoulders back, confident. I want you to have a calm tone, and I want you to have a confident delivery. This means you might need to practice talking about your respective rate of pay. Right? I want you to also understand that setting boundaries does not make you pushy. It shows that you have a you're a professional who leads with a process and with confidence. I I never get mad at my dentist or my attorney or my doctor for sending me a bill. I might not like the bill. Right? But I don't I don't concern myself because they're they're very aware of their value to me in that moment. And you've gotta understand your value. And the power pack does a really good job. Like, instantly as I opened it, I was confronted with the real estate agent's value. And I'll show you some examples of how LPT has been able to do this so effectively. Lastly, I want you to know this. Agents who know your worth, who believe that you bring value, you show up to that appointment differently. They're not timid timid when discussing agreements because they know that what they offer is worth protecting. Your time is important. You asking for this loyalty agreement after you go over all the content in the buyer pack is not something that you should be worried about. It's not something you should feel guilty about. You should be proud of yourself that you understand your worth and you're willing to discuss that in a confident way. Alright. So, I do want you those of you that are like, yeah. Yeah. Yeah. Get to it. I want you to ask yourself some questions. And I realize I'm spending more time on mindset than many people are comfortable with, but I've discovered that it doesn't matter how good the the trappings are, the office is, how good you dress. If you don't have confidence, you're not gonna be able to deliver the information to the consumer well. So the first thing I want you to do is I want you to ask yourself, why is it hard for you to ask for commitment? What is it about your worth that makes this conversation uncomfortable for you? Now I'm not an armchair psychiatrist or a therapist, but I do want you to some of you need to write that down. Why is it so hard for me to talk about my compensation? I'm not gonna ask for a show of hands because I don't wanna get anybody in trouble, but I am certain there are people listening to my voice right now that are waiting until the deal goes under contract to get that agency agreement signed. And you're not allowed to do it, and you're doing it because you're afraid. You're afraid of talking about your boundaries and your compensation. And so I want you to sit in that after this call. Right? I want you to take some time and say, why don't I think I'm valuable enough to be paid? Why do I feel guilty when I tell the consumer my respective rate of pay for my services is x amount of percent? Right? The other aspect is the buyer agreement isn't just paperwork. It's a reflection of mutual respect. You're saying that I believe in what I bring to the table, and this puts it in writing. Right? And then finally, when you internalize your value, if you do this, these these mindset aspects and you take the time to digest it, you're gonna bring a different value and a different energy into this document. Right? Instead of being worried about the so this one is just that that comes in the buyer pack is the preshowing brokerage disclosure and agreement. Right? Some of you, when you get to the part about the money, you're like, oh, yeah. Yeah. Yeah. It's it's it's not that big of a deal. Like, for me personally, y'all, when I get to this, I'm gonna say, look. This is meant to protect you and also for us to have a degree of loyalty for us to be able to show this home. I'm required by law, by the way, to do this. And, my services cost x amount of percent if you end up purchasing the home, and I am so excited about getting you the best home at the best price and making this process a five star experience for you. You can see I'm not like, yeah. So this is negotiable and, you know, we can we can work on this if we no, man. I'm valuable. I'm enabling them to realize a dream that they have had to spend more money than they've ever spent in their entire life. And so I'm gonna bring that confident energy when I'm going through the buyer power pack. I have spoken to, I would say, twenty to thirty agents over the last twelve months that have come to me and have said things like the market shifted. I'm not able to, you know, I I'm not closing any deals. I'm really concerned, and I'm gonna give you guys a road map on how to get some appointments to use the buyer power pack. Right? And that road map, basically, if I were to oversimplify it and I'm gonna give you detailed, instructions in a moment, but I'm just gonna tell you a story about an agent that I worked with named Mike. Mike came to me, had nothing in his pipeline, was actually driving, DoorDash and Uber to pay his bills, and he was thinking about leaving this the industry. So I had him screen share his CRM with me, and he had about forty people that he's spoken to in the last twelve months that and all none of them were ready. Like, all of them were in his, like, what he called the warm stage. And I said, okay. You got about forty people that, you know, aren't ready. What's the status on these? He's like, yeah. They're all tire kickers, lookie loos. You know, none of them are serious. And and that's why I'm leaving the industry, I think. I said, okay. Out of these forty people, how many of you had a face to face appointment with? You know what's shocking, especially with a lead gen focused agent, people that are buying leads to convert their their deals? The normal answer I hear is zero. Zero. Zero out of forty was Mike's response. He's driving. He's delivering McDonald's to pay his bills, and he has had zero face to face appointments with these people. So I said, would you like your circumstance to change, Mike? He said, yes. I said, okay. Here's what you're gonna do. You're gonna contact all of these people, and you're gonna use a specific script. You're going to advocate that meeting in person to go over the largest financial transaction of of their life is a wise decision. I want you to do this for the next seven days. Obsess about these forty people. At the end of seven days, I want you to text me and let me know the results. He set ten. Ten face to face appointments as a result of emphasizing the need to sit down and go over the process. Well, I don't have to tell you. After ten face to face appointments, his business changed overnight. In in the next thirty days, he had three deals under contract, and suddenly real estate became the best thing ever. Right? He actually quit DoorDash and quit all the other thing. It was a life changing moment, and it was sitting in front of him the whole time. And for many of you listening, it's sitting in front of you as well. Right? And I'm gonna teach you what to say. So the process that I told Mike and many other agents is I just want you to go to your CRM. Find all the people that used that you you called them, and they said, yeah. Thanks for calling. I'm not ready yet. Give me a call in six months, twelve months, nine months, whatever. Right? I want you to contact all of them. I'll give you the script. Here's a text that you could send to encourage a face to face appointment. I want you to send a text like this. Hey, John. I know you're hoping to make a move in the next year, and we need to connect soon to map out a game plan. Do you have five minutes to chat? I don't know why. But after millions because I wrote all the AI for Wailoa. Right? So all of the drip techs, all that stuff, if you hate it, you can blame me. Right? If you love it, you can also blame me. But for some reason, adding, do you have five minutes to chat at the end? It just gets them to respond quickly. And the fact that you're talking about a game plan, the next year, it's super casual. Once on the phone, I want you to set state the need to meet face to face and schedule your session. The phraseology you're going to use is something like this. I specialize in helping people who aren't quite ready. We sit down and go over the entire process. I give you a now what I'm gonna call a home buyer success kit. Now this is the buyer power pack. Okay? What I am offering the consumer in this moment literally is the buyer power pack. I'm calling it a home buyer success kit. Now you don't have to use my phraseology. You can use the buyer power pack phraseology if you want. In my you know, what I've discovered about language, because I'm writing text messages for Beverly Hills and Mobile, Alabama and New York City. Right? The same words don't work everywhere. So pick and choose what you wanna use. Right? And as they say, well, I don't know if I'm ready for that yet. That is the best news you've heard all day. When you say I wanna go over the buyer power pack or the home buyer success kit, that when they say to you they're not ready, many of you, your voices go down. That's okay. I'm gonna be here. Right? You're very conciliatory. You're trying to be nice. I get it. I want it to be the best news ever. I am so glad to hear that you're not ready yet. I happen to specialize in working with people that aren't ready yet. This home purchase, this is the middle script, is one of the largest financial transactions of your life, and it deserves careful consideration and wise planning. My other clients now I'm taking ownership. My other clients really appreciated it when we sat down and we discussed the process, and this is your close. Do Wednesday evenings or Saturday mornings work better for you? I can be flexible. Just let me know. Mike did this exact flow with forty of his leads that he hadn't met face to face. He set ten appointments and got three deals under contract. Your revenue is sitting in front of you, and you just aren't aware of it. It. And the buyer power pack, instead of them saying yes and you freak out like Mike did. Right? Mike wasn't an LPT agent. So after the ten agents said to him, or ten leads said to him, yeah. Let's meet. He texted me. He said, what do I say? Right? What a great problem to have. But at LPT, you're able to take, the buyer power pack and the the meticulousness of these materials that I'll go over in a second enable you to sit down with the consumer in a way that just makes it sound and seem the delivery. It just looks like this is the agent. This is the guy. This is the girl that I need to be working with because people wanna work with an agent that has a plan. And what becomes abundantly clear is somebody, Robert and whoever he has putting this together, the meticulousness of the flow of the paperwork, it allows you to not stress when you have the success. It allows you to sit down with the consumer and start to have some fun. So as I said, I want you to book the appointment. We already went over that. Use a relaxed setting. If they're out of town, go Zoom. Right? Sit at the office. Go to a coffee shop. Somewhere where you're comfortable. Right? I have one agent. For some reason, I find it super strange, but she's she's not a life she she historically was a stay at home mom, and she just really likes to do these at Waffle House. Personally, I find it weird. But you know what? It has not failed her once. Every single time she meets with the people over syrup and waffles, she's crushing it. So I leave her alone. That's what good good managers do. After you go over the buyer power pack, you're gonna show the listings, and I'll go over that in a second. So let me stop sharing my screen because I wanna be able to share my camera. Alright. Okay. So if it were me personally, this, homebuyer workbook, all of it's great, and I'm gonna show you a few things that I also like. But this homebuyer workbook to me, absolutely crushes. And and part of it, first of all, you've got, you know, you're gonna have your branding here. Right? So this is Tracy's. Okay. They're showing it right here. It's a much better viewpoint. Thank you. So this is this is Tracy on the front. This would be your face. Your face. Right? And, and you're able to go through and the home buyer workbook, one one you know, the first several pages are great. It's very educational. And I would tell the consumer, look. You know, this is time doesn't allow me to read every word on the page, but there's a spot here on page sixteen where it goes through the needs and the wants checklist. Oh my gosh. This is gold. Do you know why this is gold? The home is an intensely personal purchase. It's where they feel safe at night. Right? It's where they lock their doors. They bring home their first child there. It's where they have holidays, you know, Christmas, Kwanzaa. It's where they have New Year's parties. Right? And so as you're saying to them and going through this checklist, okay. So number of bedrooms, you know, a need, how many do you have to have? How many do you want? And then and then you make notes. I have a very small list of humans that when I talk to them, I learn more about myself. I have a very small list of people in my life that lead me down the path of self discovery. People pay therapists a lot of money for that experience. This checklist allows you to take them down this path of self discovery with a self branded checklist that you're able to go through. Even if this is the first time you've ever gone through this, you're literally it looks like you've been doing this for twenty years. Right? And so as they're saying to you, I really want one of the line items is an outdoor space, yard, patio, etcetera. And let's say they say to you, I gotta have an outdoor space. I love to garden. Okay. Pause on the checklist for a second. Right? This is a moment for you to connect human to human. Authenticity is one of the most compelling character traits a salesperson can have. So when they give you a piece of their life as you're going through the checklist, pause for a moment. Take a breath. What do you like to grow? Right? Hopefully, it's legal. Right? Maybe they say cucumbers. Right? And I would say to them, oh, I love growing cucumbers. I kill them all. But, you know, the, you know, but I tried really hard. What do you like to grow? And you now you're talking. Right? Oh, my kids love to have now they know I'm a father. Right? Part of this checklist allows me to not only lead them down the path of self discovery, but it also helps me to become a human to them. So I can't say enough over this. The neighborhood analysis worksheet, this is freaking genius. It allows them to think about their daily commute. Did you know most buyers don't do that? They don't think through that, especially first time homebuyers. They're so overwhelmed. They've never spent this much money before. And you're asking them, so let's, let's talk about your daily commute. Are there is there a certain part of town that you're not willing to drive from? School district, do you have any parameters there? Amenities or local services. Right? And so this allows you to do a deep dive in a branded item that, that really does a good job. The other aspect is I'm not probably gonna do this on the first meeting, but five weeks before moving and four weeks before moving and three weeks. The fact that I have this, right, I'm giving them a forecast of what the process looks like. If we're being honest, most consumers are emailing their agent what's next, what's next, what's next. Right? The fact that I'm gonna tell them, hey. Let's find our house. As we're getting this under contract, we're gonna go over what the process looks like two weeks before moving, seven days before moving, moving day. Right? And and then it goes over a moving checklist. Right? Now look. If you guys are just sending this to people, right, I think it does have a little bit of value. Right? But where the real value comes in is me having a branded document that really micromanages the entire discussion around buying a home. Right? And so, you know, I really want you guys if you don't have the home buyer workbook for these face to face appointments that I'm encouraging you to get, you need to try to make sure you can get it. I don't know what the downtime is or how long it takes, but, but from my perspective, this is super valuable. The other thing that I thought was really great, and I had to actually pay a bunch of money to get one of these, is the, the seven home buyer strategies. Right? So this is the other document. And, and this document goes through different aspects of the home buying process. You know, down payment, mortgage amounts, loan amounts. And so what what LPT and I remember, Robert, you referenced when we met in Vegas, and I told you this, when we met. I was I was blown away with the value of how you've been able to build a business off of paper products and how you're integrating it directly into the agent experience because it was really a missing piece in the real estate industry. And, you know, and that's why LPT as a as a business in printing materials was so valuable. But now you're empowering individual agents to have this branded material. Alright. So we're gonna keep going. I'm gonna share my screen again. Let's see. And we'll go over some more stuff in the buyer power pack in a moment. But as I said, before we started, I really wanna teach you guys, like, yes. This is valuable, and now I want to weaponize it in your businesses. Right? So I want you to bring the buyer power pack to these face to face appointments, and I want you to go over it. And as they're going through the home buyer checklist, when they finish, what I would do, I would open up the MLS. And, so after you go through the needs and the wants checklist, I would you know, after you go over teaching them, going over the process, what I would recommend you do is you, go through the MLS and you show them some homes in the MLS so they can start to experience shopping. Right? And, as I'm doing that, I'm gonna just simply ask a question. Have you been approved for a mortgage if I haven't asked for it already? Well, I'm gonna have my lender, notified ahead of time. This is what my agents do so that while I'm going over the buyer power pack, my agent is a my loan officer is aware that I'm meeting with John and Mary, and I'm gonna say, do you have a second to talk to them? And I'm gonna allow the lender to be a second voice in this discussion to speak to the value of getting preapproved. Right? And I always like to use the word empower. I wanna empower the consumer. I wanna empower my clients so they're not guessing on the largest financial transaction of their life. I want you to be empowered. Now this was not a part of the press, but I just wanna say this. What we've discovered is consistently leads that have told us that they were nine to twelve months away from transacting. So they register on our website, and they said they're a year out. When we go over our buyer presentation, we set the appointment, we meet face to face, we have the lender call in during this meeting. Without fail, if they get approved, we have them under contract in ninety days. And what's so fascinating about this is not because we shoved the buyer power pack down their throat. We came from in an atmosphere of confidence, but collaboration. We took on the disposition of a teacher and a wise counselor. And as we did this, armed with branded materials to empower the discussion, what we've discovered is that, the consumer is ready, willing, and able now. They they've they've been educated. We've made it easy for them, and it naturally speeds up the market. If you guys are being honest, what a lot of you are doing is using fear. You're saying things like interest rates are gonna go up, inventory is gonna decrease, prices are gonna go up. The problem with that is they're already afraid. You're making them more afraid. It's not working. Right? But when you come from a disposition of being a teach a passionate teacher using these branded materials, what you're gonna discover is the consumer's gonna gain trust. Right? They're gonna start to ask you buying questions and trying to understand the process in more detail. So, my favorite things, the buyer road map. Right? The, the FAQ flyers. There's so many of them. All of the checklists, the needs and wants checklist, the new homeowner maintenance checklist, the moving coordination worksheet, the final moving checklist, and the property and out analysis worksheet. For me personally, guys, I would have, I would I would tear these off because they come in packets of I don't know. What is this? Twenty? Yeah. E e and so I would have these set up for all my clients. I would be walking in let me stop sharing for a second. I would be walking in to my appointments with this tucked under my arm, right, with a folder. Right? Empowering your home search, every single appointment. I would literally have it folded under my arms, and I would be walking in because what I'm, saying to them without saying it is I'm ready. I am ready to guide you down this process. Right? And and, really, I think the unwritten value here, the unspoken value of these preprinted documents is you don't have to think about what questions to ask anymore. Right? It's already been done for you. And let me tell you, whoever is asking the question is controlling the conversation. Without you know, some of you I've heard agents in my twenty six years of being in the industry. I have heard agents try to exert authority by saying something like, for example, I've been doing this twenty six years. Just trust me. Right? Or I've sold thousands of homes. You should listen to what I have to say. The problem with that is they just met most times, they just met you. Right? First, they don't even know if you're telling the truth. Right? But if I lead with value without just saying trust me because I've been doing it forever, and I ask them questions that lead them down the path of self discovery, which by the way, the questions have already been this is dummy proof. Right? The questions have already been mapped out for you in this document. What's gonna happen is you are going to gain trust without trying. It almost feels effortless. Right? Alright. So let me keep sharing my screen. So you've got, wait a second. Looks like I lost Chrome. Okay. The branding aspect is something that I haven't brought up much, but, you you know, look, from a psychological standpoint, people wanna work with winners. I remember with a legal matter I had, I sat down with the attorney and I said, you know, you know, I've been referred to you, but I'm not sure, you know, if I should be using you. He looked at me with absolute conviction and said, let me tell you what's gonna happen if you retain me for this legal matter. Instantly, opposing counsel is gonna call their client and say, everything has changed. You need to get in here because we need to come up with a new game plan. Now I knew that was a line when he said it. I was like, oh, this is such a line, and it worked so good. I literally the words out of my mouth after he said it was, what's your retainer? Now if he wasn't referred, I probably, would have checked a little bit more. But the fact that I was referred to him and he had so much conviction in his delivery, I was done. This branding, again, I've said it a couple times, but it's a nuance that I think some agents miss. When people are making such a large investment in their future, they want confidence that the person that they're hiring is actually going to lead them in a way that makes sense. Well, when you see my face on the cover of the content with which I'm going over, it shows a degree of intentionality and planning in my business that without even saying a word, I literally might just be reading the questions. But from my perspective, I'm showing them value because I've spent money on them already. Right? That's what that's what's happening. I've already spent money on this. Your questions have already been answered. Right? Now we know internally that all you have to do is go through LPT Connect and go through and order what you gotta order. Right? We know that on your end, it's effortless. Huge win for LPT. The consumer doesn't know that, so I need you to act and have that energy in that appointment. Like, you really put something together for them. Right? Because you took the time to join LPT. You took the the the the time to go to come to this training right now. Right? So you've invested time, money. You bought the box. You need to carry that energy into that appointment. Alright. Let's keep going. So, I've already kind of alluded to this, but the buyer pack allows you to accelerate your funnel. Buyers are overwhelmed, and they sit idle. Right? They're like, I'm not ready yet. I'm not ready yet. And I one of the joking, objection handlers I say when they say they're waiting a year, I just say, look. I don't even know what I had for dinner or what I'm having for dinner tonight. How do you plan something twelve months away? Now secretly, I know that in three weeks, the New Year's resolutions across the country expire with dramatic increase. Right? People do not keep their New Year's resolutions. I personally don't know a lot of people that plan things twelve months away and actually do it. I'm not proud of that. I'm just being honest with you. So when they tell me they're twelve months out, I know inside my mind that there's a strong chance that they're just overwhelmed. But agents just look at the consumer and they say, oh, let me know if you have any questions. Right? We are burdening the consumer with having enough clarity around their needs to ask a question. Well, I remember from high school, the teacher would ask, does anybody have any questions? I wasn't listening. I just played sports. So I didn't even know enough to ask a question. So when you say to the consumer, let me know if you have any questions, I get it. You're trying to be nice. It's actually not valuable at all. You are literally burdening them. You need to come with questions. If it was me, I would call them and say, hey. I put together an entire end to end process for you. Now we know I'm talking about the buyer power pack. I put together a a complete process for you to go through the ins and the outs of the home buying process, and I wanna sit down with you to go over it. Right? It gives the buyer pack, gives them clarity, which builds confidence, and you become the info source. So go through and you walk through the road map. You convert these cold leads to warm, these warm leads to hot, and these hot leads to closings. You recommend having I recommend strongly having a lender either available in person or, via phone. When you're going over the buyer pack, here's a few scripts that I want you to use. Here's how the process works. This road map shows each step I'll guide you through so you're never wondering what's next or feeling caught off guard. Another one, these flyers answer common questions you might not even know to ask so you don't waste time or make decisions in the dark. This agreement so now we're talking about the buyer broker agreement. Right? This agreement just outlines how I'll represent you and how I'm compensated. So there's no surprises, and you always know where we stand. And then I would end with, unless you have any additional questions, go ahead and sign here, and we can start picking out some houses to see. Right? So I'm not gonna, like, do you wanna think about it? Right? Take your time. Right? And you're trying to be nice, but I want you to bring that energy that, like, the smart decision for them. Listen to me very carefully. The smart decision for them is to retain an agent that has thought through the process with such detail that they've invested in the buyer power pack. It just makes sense. Some objection handling. You'll notice when I use more of the too nice for sales approach, I always am gonna compliment their objection. Right? And, and so one is I'm not ready yet. I'm so happy to hear you're still doing discovery on what you need. I specialize in empowering clients that aren't ready to help them gain clarity, on what they want. What if I want out later? That's a common question with the buyer broker agreement. I have a track record of ensuring my clients are happy. Even if it means they want out later, I am going to ensure you're able to give me a five star review later. I'm showing them that no matter what happens, I want the five star review, and our interest instantly become aligned. Right? And and and you say that with such conviction. I mean, you can't argue with it. Here's one I've heard a lot. Other agents didn't ask me to sign anything. I understand. While I can't speak to what other agents are doing, I do know what the law requires of us, and I think we can both agree that doing what the law requires is the best course of action here. Right? And you say this with such confidence. You've got all this branded material. Right? Everything about you exudes confidence. It exudes, you know, professionalism, and you say these things, and you just move through the conversation. So the step by step plan that we just went over, and then we're gonna wrap up. So if anybody has any questions, identify your buyer leads in your CRM. Use that in, too nice for sales invite script. I specialize in helping people who are quite quite ready. We sit down, go over the process, and I give you a buyer box or a buyer pack or a home buying success kit and walk you through it all. Would you like to meet next week? Meet, present the value in the buyer pack. Gain them as a client in writing. These are some discovery questions you can use. What are you hoping this next move does for your life? When you imagine your perfect home, what's happening in it? Not just how it looks, but how it feels. What's something that's stressing you out about buying that I can help take off your plate? Is there anyone else involved in this decision who I should be considering when we look at homes? If we could wave a magic wand, what would the perfect buying process look like for you? These open ended engaging questions, you don't have to copy these. Make them your own. But what you're seeing me do is actually have some fun. Right? And and, honestly, having the buyer power pack gives you a baseline. It gives you a foundation for you to be yourself. I think we all can agree the consumer wants to work with you. And the fact that you're coming in with this branded material and you're giving them the direction, you're giving them materials to take home and read, it allows you to kinda have fun. So the challenge I have for you guys is I want you to try in the next seven days to book a consult. I want you to bring the buyer power pack with you, and I want you to lock in your commission. And your secret to success here is not every agent's gonna do this, and this actually is your advantage. Right? Even though I'm telling you, I have not had an agent go through their cold database of people that wanna buy one day, offer that face to face. Not one time have I recommended this where the agent that didn't execute, you know, diligently, not one time did they not make money off of this process. So you take this buyer power pack, you enable yourself to have success, and you make some money. We all win. Alright. There you go. Alright. Great job, Barry, man. Love it. Thanks. So, yeah, man. Fantastic analysis. One one quick thing I wanna jump in on is, you know, that the the line you had about, like, when you ask people, do you have any questions, they don't know what questions to ask. So, you know, that that was the the genesis for our nine critical questions guide. So we literally give them the nine questions to ask. And then what we're doing here too is we're setting up the next agent who makes the mistake of saying, do you have any questions? It's like, well, actually, I I have nine. And, and if you've ever read these nine questions, they all point right back to LPT. Like, can you walk me through your multi touch marketing plan so I can better understand how you'll help me receive top dollar for my home? How much of your marketing activities will focus on promoting my home versus promoting you as an agent? Do you use any text capture technology? Do you use high quality print collateral? Like, we're giving them the nine questions we want them to ask because we we know that exact thing. People do not know what to ask. So it's like, hey. To your point here. Here's nine great questions you can ask the next guy. All my answers are already in here. Let's move on and do business together. Yeah. No. I love that. I love that. And I like I said, the the meticulousness of this, I just think it gives the agent such a baseline for them to actually have a little bit of fun. Because the problem that agents have is they are getting the appointments, but then they're like, oh my gosh. What do I say? And you guys have thought of it all. I mean, you really have. Awesome. Now look. I I'm so I know a lot of people asking. We will absolutely make sure the recording of this will be in Connect. We'll get the slides from Barry so we can make those available, and we'll kinda take it and put you a one sheet PDF together too with the kind of the script pieces in it because we wanna make sure everyone has the the quick resources they need to execute on this strategy. And, you know, a couple of things. One, you know, this week is all about getting out there and, again, showing showing now the buyer power pack, getting the the buyer workbooks in people's hands. Like, this is about getting out there and touching as many leads as possible. Last week was about showing our seller power pack to sixty people who are not in the market for buying and selling real estate. Now this week, it's about getting the collateral in the hands of people who we think probably are who are actually trying to get to buy or sell real estate. And I think that this buyer power pack class, I mean, you've got the scripts. You've got it. You can rack up a lot of points on our score sheet by going out and showing these buyer power packs to as many people as possible. But taking that online lead and creating that offline relationship like that, that's where the magic happens. And guess what else you're gonna do? When you go to that house, and I love, Barry, your example of this person is driving for Uber Eats or whatever, DoorDash. They're literally in neighborhoods all day long. You know, they're again, they're driving to someone's house to hand them a Big Mac, but they're not driving to someone's house to potentially sell them a home and help them buy a home. Well, while you're out there, doorknob the neighborhood. Right? Hey. I'm going to see John Smith. John Smith lives on Willow Street. While I'm there, I'm gonna put out a door hanger for my home seven home buyer strategies or whatever it is on every home in John's neighborhood. I'm gonna kill two birds with one stone, and this is where we're able to compound these activities. But getting that face to face, getting the offline relationship going with those online leads is the path to success. Absolutely. Yeah. Really, really smart. Just like I said, I've used this word a couple times. The intentionality that you guys have put in the buyer power pack, it really does set up the agent for success. And so now it's just about real estate's a contact sport, you know, to your point. We gotta we gotta have some contacts. We gotta whether it's door knockers, whether it's flyers, whatever the case may be. You know? It's it's a contact sport. Cool. Alright. Well, let's any questions in the chat? You know, you've got Barry. I'm here as well. Happy to take a few questions. We got a little bit of time here. If you wanna throw a question in the chat. If you maybe already asked it and we missed it, just copy and paste it in there for us one more time. But, yeah, absolutely really enjoyed that, Barry. Like I said, I I did not I didn't know the approach you were gonna take in advance. I wanted to absorb it in real time with everybody else. And, again, you nailed so much so much of the little things we put into how we built that, and you picked up on it. And I I love that. And, again, I think I you know, great marketers, we we kinda speak that same language. I love the scripts. I love them hearing your approach. There's absolute gold in there, and I think we're gonna have a lot of agents go out and generate some business because they're gonna show those power packs. And so you all know, we're gonna be giving away fifty free buyer power packs to people who are on this Zoom. So that's like a one in seven chance of winning. All you gotta do is pay for the shipping. We're gonna give you the the coupon for the free buyer power pack, but fifty of you on this call are going to receive a free buyer power pack. What about in the room? Yeah. We'll include our studio audience as well. Yes. Yes. Yeah. So there there were some questions. Actually, a lot of people are asking, how do I buy it? How do I buy the buyer power pack? I don't know if you want it. I mean, I at least I saw at least four. Yeah. Yeah. So inside LPT Connect, you go in there. You need to create your magazines first. So inside a Desi designer, you need to go and pick the color for your your, seven home buyer strategies and your home buyer workbook. Pick your headshot that Desi cuts the background out and sticks it on there, and you can kinda move around a little bit. Once you've done that, then you can go in and order the actual buyer power packs in there. And, Tracy, I don't know if we can get a link or maybe a you know, there are definitely directions inside of Connect. If you struggle with it, put in a ticket to support. They're happy to walk you through it. But it's all right there inside of of LPT Connect. The the buyer power packs, the prospecting power packs, the seller power packs, everything, the listing power, everything you need is right there inside of Connect. Awesome. Another question was if the decision if you find out the decision maker is not there with you. And, what I always, try to do is, the answer you guys I'm kind of a broken record. Discovery kinda solves that. If you rush for the appointment and you're just kind of a one trick pony, get the appointment, get the appointment, you're missing out on opportunity. I really want you to obsess about the phrase, learn their story. Right? If you don't know that somebody else is making the decision, you're not asking enough questions. So the first solve is have some fun when you're on the phone. I mean, imagine when I I call leads in front of my agents, and a lot of times the person will say something quasi ridiculous, and you'll see me I'll lean back and I'll laugh, and I'll say, okay. That's interesting. Tell me more about that. Right? I I want I wanna learn the story. Okay? Now let's say they kept it close to the vest and you're in front of them. What I do is I spin the fact of some of you are say gonna say things like, oh, well, I was gonna go over the home buyer workbook with you, but since the, the the the person's out here, we should probably end the appointment now. What I'm gonna do is I'm gonna say, I totally understand. We're all busy. Do you know if they're available via phone? I would hate to have to share all this with you, and then you have to regurgitate it back to them. It just it just doesn't make sense. Right? So let's see if we can get them on the phone and do a three way call. Right? That's a worst case scenario. But but notice the hook there is collaboration. Right? It's saving them the time of them having to relay all the information. And and what I've discovered, this also works when you've got that family member that's I had one. I I don't wanna go too long because I know we're short on time, but I had one where the, where I'm in Virginia Beach, and the agent, her, she was buying in Virginia Beach. She her best friend was an agent in Florida. Every step of the way, the she's like the the buyer's like, oh, I gotta call my friend. I gotta call my friend. Yeah. I mean, I I was offended. Right? Internally, I'm like, gosh. Like, I'm the number one agent in my market. Like, what's going on? You know? Like, and I didn't do that. You know what I did? I flipped it. Every decision before she brought up the friend, I was like, hey. Let's call the friend. Let's call the friend. I get that friend on three way. I start asking that friend questions. Hey. Do you know about this? Do you know about that? Do you know about that? And every single time, almost every, she's like, oh, well, it's different in Florida. It's different in Florida. So by bringing that extra person in and understanding that I've only known them for a week, I'm not gonna be able to compete with someone they've known for twenty years of their life. Let's bring them in and act like a trusted Anyway Yeah. And Yeah. Anyway Yeah. And and so just some questions. So the the the buyer power pack has the flyers, the the home buyer workbook, the seven home buyer strategies, those checklists. So the checklists are both in the magazine, then they're also separate. So if you need to give them more or you wanna use that on kind of a lighter appointment, again, the the I don't know if, David, if you wanna cut the other camera. We've got some of it laid out here. It doesn't even fit at all. But really just try to give you everything you need there from a collateral standpoint to really over you know, not overwhelm, but just show that massive value and have the answers to these questions. The other cool thing we know is because the print is sticky, it's gonna hang out around the house. So even if that other decision maker comes in later, there's something tangible, impressive with your face on it, to leave it to leave it behind. So really exciting there. And, yeah, this this was fantastic, Barry. I really I really enjoyed it, man. Very thoughtful analysis, great scripts. We'll get everything buttoned up on our side, get this into connect, get the PDFs of those script talking points, the decks so you guys are armed and ready to go out there and take your online leads or your cold leads or your cold sphere and get them excited with this presentation. The in person presentation, I think, is really a big key to winning, and that's what this Ascend Success marathon has been all about. How do we get in front of as many people as possible in person via door knocking, via calling, via CRM, via leads, via our sphere, Facebook Messenger, people we've talked to in the past, whatever it is, get in there and get that face to face because it will not only drive their decision making, it also makes them easier to refer to you. Right? When when someone maybe, hey. They're not ready to buy yet, and then they overhear a coworker at work talking about buying a home. Oh, you gotta meet with my guy, Barry. He has this amazing home buyer success pack. He gave me this workbook with all this great stuff in it. I'll see if I can get you a copy of it. It just leads to a different level of referral versus just like, oh, my guy's great, or, hey, my my nephew's an agent, whatever it is. Like, no. You need to see this kit. You need to see this presentation. You need these tools in your possession if you are serious about buying a home. And when you can empower someone to make that type of referral to you, now you're seeing your business start to, grow exponentially. Yeah. Yeah. You guys nailed it. It's a huge win. So, hopefully, everybody uses it. Yeah. Barry, thanks so much, man. Any last words? Anything you wanna share, from your chair? Yeah. I mean, I just think, you know, I think we do not have a lack of good ideas in this business. What we have is a lack of execution. And so I think that just it's just really about executing on the plan and making it happen. And so, yeah, that that's it. Just go execute. Awesome. Grab a copy of Gary's book. Check out Y Lopo. Barry, thanks so much for your time today, man. Yeah. My pleasure. We'll see everybody else back here at three o'clock when we jump into the open house power pack. We have a power pack for everything. Thanks, guys. We'll be drawing winners and announcing tomorrow morning at eleven. So on the eleven AM tomorrow, we will put up a slide with the fifty winners of today's buyer power packs. Thanks, guys. Awesome. Awesome.