Hey welcome back to the Podcast. Whether you're listening or watching, just know that I appreciate you and all the comments and all the shares and everything I See on social you're going to love Today's Show Last week I was in my Dallas studio and we hosted several thousand Agents from around the world and I had Jimmy Mackin talking about listing attraction and Jason talking about listing attraction David Childers talking about the market I had Jack Miller from T360 talking about the lawsuits in the US and what agents need to know Um, who else did I have Jeremy Davis talking about the two most important calculators but the absolute showstopper Coach Christy JS Talking about what her clients had done, the transition they had made to get ahead of buyer agency and deliver even more value to their customers. So they're winning at transactions and winning at this I Don't want to say controversial subject but concerning subject for many so so I turn it over to Coach Christy Janks Enjoy the show and I Can't wait to see your comments! Saving one of the very best for last Ladies and Gentlemen! Um Christy you and I have known each other for a long time. You are such a star amongst.

Stars Not only are you coaching some of the most extraordinary teams team leaders, you and your husband ran this incredible business forever and now I'm like hey Chrisy, will you present for us? Will you be a speaker? Will you share your knowledge and insight? So Chrissy We have people from all over the world so not everybody's going to use Buyer agency but everybody's going to get the same buyer objections and around the world we're going to hear all the same stuff. So everything you're going to share today is going to be relatable to everybody. So the floor is yours my dear, Take it away I Love it, Thank you so much So this is pretty exciting and here's the thing. You guys have been going for a while and uh, my concern is do we still have the energy I need you guys to show me in the chat.

Are you guys like This is the third hour of you know the ton and I need to know that you guys are ready for the next piece of content. Okay Kathy says yes we are ready to go. So we are going to focus on three things today. First, I want to cover the three types of Agents we are seeing in the marketplace.

Then because I am a giver and you guys came to take and I want you to take, we are going to go over some incredible case studies and the strategies that you need to work with buyers that we're pulling from the field right now and then of course I want to get you if you're confused and you're not sure where to start. we're going to go from confusion to confidence and to kick us off I Want to start with the story right? I Want you to imagine that you have been working with this buyer for let's say 18 months and you even missed out on some properties you've put in offers. You've been traveling around and finally the perfect home comes up. So as you go to write your offer, you notice something interesting.

This home is paying a $1 C- broke. What do you do? That is the exact scenario that our client Amy Taylor in St Augustine Florida experienced just a couple months ago. She was now faced with a decision. She could take this $1 C- broke or she could negotiate directly with the buyer to get compensation.

What would you do if you were in this scenario. Many of you might already be experiencing this well because the client knew because again Amy Been working with them for a while. They knew the value that she brought. She was able to negotiate successfully a 2 and a half% commission to be paid for her.

This though changed the trajectory of her business after this moment. Amy Knew that she could no longer going go about doing business like she was. She had to change some things so that she wouldn't experience this in the beginning. You know, ever again.

Now here's the crazy part and this is what's going to make a lot of you guys mad. When she got to the final settlement statement, it was a 6% listing. The listing agent had actually taken six %. Amy could have been mad.

she could have you know, ah, that that nasty listing agent. She didn't complain, she didn't wish it was different. She just got better. And that's what I want you guys to do moving forward.

So that brings us into the type of agents that we are seeing in the marketplace right now. The first type is the confused and you guys know who these people are because sometimes you're doing cross sales with them. They're agents that lack a clear plan. They're agents that don't have a support system and they just seem to be just a little bit behind, right? The next agents are the complainers.

Hopefully, this isn't you guys. The complainers tend to blame everything. They blame the marketplace. They blame the MLS they blame n anybody.

Heck, those nasty listing agents are just taking these discount listings so that they can sell a home. Most importantly, the complainers Reon resist change. They resist change and that's not what we're looking for right Then we have the confident The Confident Agents are the ones that are strategic, value-driven and they are absolutely clear about their worth. So how do we go from confused or complaining to confident? That's what we're going to do.

The first area of confidence that you need to have is confidence in your value. So I want to share with you another case study from one of our incredible clients. Janice Allen in Kalamazoo Michigan Now Janice is hilarious because she would actually tell you that she didn't like to work with. Buyers She had a motto she said buy a home or get out of my car but that was when she was in.

New York In 2019, she relocated and she knew without a database, without a geographic farm and without all the resources she had in her previous. Market Well, she needed to work with Buyers So she came together with a very robust process and since relocating, she's closed over a hundred deals with this process. and I know why you guys are here. You're here because you want to know what works and I'm going to break it down for you.

It all starts with her initial call and her intent. Janice is going after the appointment, she is going after the agreement. What's the fancy script that she's using? You guys, it's nothing new. It's LP Mama Location, Price point, motivation, agent, mortgage, and of course that last a appointment.

She's going for the appointment whether they are relocating from another state or they are local. so she is flexible in her approach. If they're local, she's going to meet them in her office. If they're not local, she's going to set up a zoom because she has a dialed in process and I Can't stress this enough.

Every buyer experience is the same thing every time. That's how you get over 100 fstar reviews in less than two years. That's how she did it. So they're going to go into her CRM She's going to use the automations and the tools in her CRM Like this super fancy script that I'm sure you've never heard.

Hey, it was great speaking to you I Look forward to helping you buy your new home. They're going to get that automated appointment Mage reminder and then they're going to go into the appointment. Now here's where she starts to stand out. Someone said hey, what does LP Mama stand for location, Price point, motivation, agent, Mortgage and appointment.

Someone can chat that someone can put that in the chat for me if you are a Zillow client You' probably heard it as Alm right? Go for the appointment, go for the location and go for the motivation. It's not a fancy script that it works and that's why I Bring it up because a lot of you guys probably are using some of these strategies already. So she books the appointment whether it's on Zoom or whether it's in person and then she goes into her home buyers binder. Some of you might call this a buyer's consultation, a buyer's presentation.

It all means the same things. It is a sit down belly to belly face Toof face Zoom to zoom appointment with the buyer to go over specific things now Janet Janice Actually has an actual binder and her value to the client is so high that if you're not in state, she will actually package this up and mail it to you. So if you're not coming into her office, you're still getting the binder. She has two different versions, one tailored for the relocation that's going to have some things that are particular to people who are not from the area, and then of course the one that's the road to home ownership.

The gifts and the tools. Don't stop here. What's inside of her binder is where all of her value is. She starts with everything that I'm sure you guys know.

let's go through the buyer process. Let's talk about your needs, your wants, your interest. She has an all About Me intake form which by the way, you guys, she's actually going to share with you guys and I'm going to give you a QR code so that you can R&D rip off and duplicate all of these incredible tools that she's so generous to share with us. She says a pivotal point in her process though is when she goes through the agenda.

So here's a copy of her agenda. She prints off two, one for her and one for the client. As she is going through the agenda, she's taking notes. She says this is really important because I want them to know that I'm listening and that I care.

Of course they're taking notes. All of this leads up to of course, that pivotal moment. Who pays for what and of course, how do I get paid? She goes for the agreement and she uses a really fancy script. I'm going to share it with you.

Her script goes along something like this: Sellers typically pay the commission which is 3% However, if they offer less, say two and a half percent. Well, that other half a percent would just be added to the settlement statement. Here's our employment agreement and then they sign. It is that simple.

She goes in with confidence. In fact, she's so confident that she only signs a 30-day employment agreement. She says I will get you a home in the next 30 days. Sign here.

Press hard. Lots of copies. Let's go right. after she gets the uh paperwork signed, another group text goes out.

It was a great meeting with you. She's really doing the you know the the value of bringing them in and truly understanding what they need. Now the gifts don't stop there because she's taken time to go through the process. Once they do find the home that they want Wow Let's Start the Sipsip Hooray party.

This is a picture of what the client can expect when they do find a home and go under contract. It's absolutely incredible. But it doesn't stop there because again, she knows that she's going to be the best agent. This is what they get when they go to the home inspection.

She has a box ready with measuring tapes and markers and changing. You know, changing your address. Everything they could possibly need. Why wouldn't you want to partner yourself with an incredible agent like her who who has taken the time to explain the market conditions, what to expect when you're under contract again? she's delivered all of the parts and pieces with actual tangible pieces.

Now here's where you're going. Want to get out your phone and you're going to want to scan the QR code to get access to all of her materials. I Didn't have time to show you everything in her buyer's presentation but she has put it all there. I Will show this slide again at the end so you can capture it and know the the.

The team will also make sure that you guys get a copy of these slides and everything that you need to be able to learn. And of course I put Janice's information on here I Know she would love to reach out if you reached out, she would share whatever she has. So the first part is, you need to have a complete understanding of your value. Be confident in the value that you bring, Take time to understand what that is A Interrupting my own show with a quick little announcement.

If you're like me and you recognize this is the time of the year when we've got to make decisions. We got to look back at what's worked in the past and decide what we want to have happen in 2024. then yes, it is time for you to get your plan together. Now if you're one of my coaching clients, you know you just go inside a loom.

You download the 2024 plan. You and your coach work on that together. If you're not one of my clients, go to Tomferry.com There's will be a link below. Download and copy the plan, get to work on it.

Use chat GPT and other resources to answer the tough questions about the strategies you need to implement to ensure your success in 2024. So Tomferry.com get your business plan and let's get to work. Now let's go back to the show because then you go into confidence in discussing compensation. I Know this is where a lot of you guys are getting hung up.

A lot of you guys are getting hung up on discussing compensation. So the first thing you got to remember is it is your mindset. You have to believe that you are 100% the best agent to help them in this scenario. Do you believe that? Ask yourself In your heart of hearts, are you worth what you charge? Are you worth what you are asking them to pay in case they do have to pay in the case of of Amy Taylor Our very first case study.

Most of this is getting hun up in your mind. You also have to be able to clearly concisely explain what is your fee and what they can expect in exchange for your services. I See a lot of people saying the QR code didn't work? I'll figure it out and I promise to get you guys it. Okay, so don't stress out.

come back focus so I want to I Want to show you guys one of the tactics that our clients' dis spellings in the Sandy AO area are doing because it's an incredible strategy. When I was interviewing agents and through coaching over the past year when we talked about buyer representation, the number one objection that kept coming up was I've worked with other agents in the past. they've never asked me to sign something. Why are you asking me to do this? How many of you guys have heard this one or are afraid that this is one of the objections that you're going to hear, right? I've worked with other agents? No one's ever asked me to do this.

This seems weird. I'm not sure. you know, Are you trying to lock me in? This is one of those things that I know is rattling around in your head. So how do we approach it? Well, one of the things that the spellings have done is they have developed what they call their 20 seven terms of negotiation.

Let that sink in. Why should I choose you? Well, one of the reasons that clients choose to work with us is because we thoroughly go over the 27 items in the real estate purchase contract that we will negotiate for you. I want you to put into the chat: how many negotiable terms are in your contract? Do you know them? Do you know how you earn your money? They've actually gone through and listed all all of the items. This probably doesn't even count for all the counter offers and everything else that you.

You know you're negotiating throughout the the process, but you can see how. why should I hire you? Well, in addition to that, they've broken down I Love it. Robin says she has 43 right? 43 negotiable terms in her contract. It's important that you guys know these things because again, you have to be able to understand the value that you bring and how you mitigate their risk.

These 20 s items is how I'm going to protect you right? But in addition to that, they've actually also listed out the 90 ways that they will serve you and help you through the process. I'm sure some of you guys I've seen them floating around 127 ways I Will you know Serve and Protect you? They've actually put it into their buyer agreement and much like Janis what they're doing is they are sitting down. you know, knee to knee having these conversations and explain. This is what I'm going to do for you and this is what you can expect in return.

it's absolutely working and again, the scripts and what you say is not that difficult. Here are two samples of what our clients are using in the field right now when it comes to discussing how I get paid I Would love to represent you for any home we find and if you choose a home that's a for sale by owner or a home where the seller is not offering to pay a buyer's compensation a buyer's agent compensation then we'll negotiate differently than if the listing has the buyer's compensation built in. Many times sellers will offer Buyer Agents compensation. My fee is this is where you have to decide what is your fee for representation.

My fee is 3% and it's typically covered in the seller's offer. However, if they offer less like 2 and a half% that other half a percent would be added to the settlement statement. At close, being able to confidently discuss what you will do and what you are worth. But again, you guys, it comes back to mindset.

You need to understand what it is that you are offering in exchange for your services. So this this blew my mind. I Know a lot of you guys have seen this. This was an Inmin article that came out at the beginning of January Said 49% of the agents last year sold one home or none at all I Want you guys to think of it this way: if you cannot go confidently into the marketplace and talk to your clients, you are leaving them at risk to work with one of these 49% agents.

Why would you ever do that? You wouldn't but some of you are caught up in your head and you're complaining and you're not taking action. Tom you look like you wanted to say something no I Just first of all, will you please send me a copy of all these slides cuz I Love this presentation and I think everybody else uh I know there's some knucklehead out there. Um, you know who's just typing weird stuff over and over again. So the easiest way for some of you aders is just to close the chat, not look at it and just focus on what Christe is saying.

It's very simple all right. but Christy this is so powerful. Keep going. I'm just here to hang out.

You're doing amazing. Keep going. Okay, Perfect. You know when the boss jumps in I just got to make sure he can say if he has something to say.

You guys know how that is. so I I I want you to remember this and maybe you even write this up on your whiteboard I Know that I am the best agent to help this buyer and I am unwilling to let them work with a 49 percenter like I'm just not and if that means that I have to be able to talk about how I get paid well, then by golly, I'm going to do it because the risk is that they're going to work with an agent who doesn't understand the contract, who's not understanding the market knowledge, who's not connected in with pal agent or keeping current matters and all of the incredible tools. and they're just they're just wreaking havoc on our industry. As Tom says, let's put them out of business by doing more deals.

Guys, your confidence has to increase. That brings us to our third case study. You have to have confidence to secure the agreement. So now that you know your value, remember it starts with understanding your value and what is your offer and what is your process.

And now that you can confidently have the discussion about what you do in exchange and what they can expect, you have to have the confidence to actually get the agreement. So I want to highlight team Nest Builder in Sparta New Jersey Now Lynn their team leader. She's super old school. she's been selling real estate a really long time and she's so funny because she says Christy this is just a mindset thing we've been.

We've been talking about this for years. In fact, every agent who comes to my team immediately goes into training immediately goes into roleplay. I Want you to ask yourself a question: When is the last time that you trained yourself to ask for an agreement for buyer representation? An employment agreement? When is the last time you role played? Well, why do I have to sign this? No one else has asked me. Does this mean that I have to work with you and if you haven't tried it with chat GPT Well that's that's one of my favorite tools.

But anyways, all of their agents go through rigorous training to be able to represent buyers and explain their value. They are prepared and they are informative. They look at the value they can bring beyond what can be Googled beyond the online resources. In fact, I'm going to show you exactly how Lynn presents it.

She says this is our employment agreement. She puts it on the table and she says I'm gonna be your personal soer I am your concierge Now This picture is not super sexy, but here's what you'll notice. This is everything that is gone over and you know what's in there. An exclusive employment agreement She says Christy this is just another piece of paper to sign.

Don't make it something that it's not I want you guys to let that sink in. Some of you guys are blowing this out of proportion. Don't talk yourself out of a deal. You would never have someone come and work on your house.

Merry Christmas To me: I Have to get a new roof. Do you think I'm gonna let someone come into my house and work on my roof without knowing what they charge and what I can expect? None of you would do that. You're employment agreement is just another piece of paper and it starts with your mindset. So here: I Promise to give you guys some hard truths.

The first one is, you need to take action and embrace change. Stop complaining. Stop complaining on Facebook Stop complaining in the office. Just stop because while you guys are complaining, someone else is practing their scripts and getting another buyer contract.

So make a commitment today that if you find yourself resisting change, if you find yourself upset that the seller did this, change your state and take action. Next thing is, you have to have a strategy in 2024. You cannot just show up with an MLs Plano and expect to win them over because Janice is showing up with SIP Siip Hoay right? Like you have to do more, You have to earn your Comm And that means what can I bring to the table that's not googleable. Well I noticed that you like your pool.

You know if you put your pool on the west side of the home you'll get more exposure and D D D D D Now all of a sudden they're like wow. She's so knowledgeable. You have to bring the value and I want you to ask yourself this question: how how am I saving my client Time by representing them How am I saving them money by representing them in the case like Amy where she actually had to ask for 2 and a half% How are you saving them the mental headache You need a new roof, No worry. I Got you.

Here's my three people I Got you. Let me help you through this. Your expertise Because you're not a 49er, you're not. Your expertise in negotiation and strategy is going to help them win in this.

Marketplace And then let's make it fun Fun! Let's make real estate fun because sometimes it sucks. Let's be honest, moving is not always fun. If you can do those five things for your client, they will choose you every time. So stop seeing these changes as punishment and embrace them as opportunity.

So here are my final thoughts for you guys. Take note: Cultivate your mindset. That's how you get confidence, trust in the value that you bring. Start telling yourself you are worth it.

Start practicing it. Activate your Ras See the value that you bring to the marketplace. Communicate clearly. Transparency is good.

This is good for our industry. It's good for your business. Some people will not survive in this new climate. It's good for us because we are confident you have to adapt and grow.

If it's not, you know I'm here in Phoenix They just changed us from showing time to aine showing I could take a whole day and complain and be like why the heck did they do that or I can say okay, how do I use this to to do better for my client? Adapt and change. If it's not your MLS changing something, it's your broker changing something, it's n it doesn't matter. Pick it up and go right. And then here's the big thing you spent today.

You came here to do something. Take action. You've been taking notes right? What are you going to take action on? Now here's the best part. you guys.

Our clients have access to all of these case studies. We have an entire Playbook built built on buyer representation and buyer presentation. So if that's something that interests you, you should absolutely be checking that out because it's in a loom. And for our coaching clients, if you haven't checked this out like I'm gonna tell your coach okay, that's going to be your assignment.

Go into the Buyer Playbook look at those buyer guides because it's going to change your life I Want you guys to leave today's webinar, go into the marketplace and make a positive, confident impact. So I'm GNA show the QR code. uh if it doesn't work I'm super sorry. but I promise you I'll post it on my Instagram I'll give it to Tom their team.

so if it doesn't work I apologize. It's just a technical glitch. It's not the end of the world. I Will get you all of the resources that you need.

Chrisy Uh, you brought the Heat This was one of the absolute best presentations of the day. Thank you So so much And I was just watching Like so Kayn says, oh my gosh, if she's a coach, she is whooping me into uh, kayin, she is a coach uh Christy Do you have any room in your schedule I Know that's a hard question. There's like thousands of people you know. Here's the thing: I Love our ecosystem I I Love our ecosystem I'm always willing to share and that's the great thing is that, um amazing coaches in our ecosystem.

Many of this we talk about this: I'm in a coach Mastermind Right we get together and we talk about okay, what are your clients doing? What are my clients doing? How can we come together And then we teach inside the ecosystem So I have tons of classes in Alom. So if you're already in our beloved ecosystem, just look up my name in Al Loom we got you yep and somebody asked hey, is there is there a seller equivalent of this Oh my goodness Christy look what? I just did I had I had Ruby down download Carolyn Young's entire listing presentation exactly as Jackie Ofen, one of our 15year coaching members solder to do it all in the uh, what is it called when you do like the little plastic over it whatever that's called laminate. So we got laminated. Thank you Yes, thank you Laminated! It's been a long day, all right.

So um Christy this was absolutely bananas as always I Love you! send me over the slides because we're going to send it out to everybody. We've got one last presenter. um we're going to spend about 10 minutes with him Jack Let's bring him in! Christie I Love you! You killed it! Thank you so much for bring so much value.