5: No One Can Work for Free: Let's Educate Buyers

In this conversation, Rebecca Green and Kim Borcherding discuss buyer agency agreements and the changes that will be rolling out in the near future. They share personal stories and insights about buyer trepidation and the importance of having clear communication and understanding between buyers and agents. They emphasize the need for buyers to be educated about the buyer broker agreement and the role of the agent in the transaction. They also discuss the importance of experience, local expertise, and trust when choosing a buyer's agent.

Takeaways

• Buyers should be educated about buyer agency agreements and the role of the agent in the transaction.
• Clear communication and understanding between buyers and agents is crucial.
• Experience and local expertise are important factors to consider when choosing a buyer's agent.
• Trust and a good fit in terms of communication style are also key considerations.
• Buyers should interview potential agents and ask about their experience, understanding of the area, and their process for managing the transaction.

Chapters

• 0:00 Introduction and Discussion of Buyer Agency Agreements
• 2:45 The Importance of Clear Communication and Understanding
• 9:46 Choosing a Buyer's Agent: Experience and Local Expertise
• 11:35 Building Trust and Finding a Good Fit
• 25:01 Interviewing Potential Agents: Questions to Ask

Transcript

Rebecca Green (00:00.194)
Hi, I'm Rebecca Green. I'm here with my friend Kim Borcherding and we are coming to you from How to Real Estate Today. On this episode, we're going to be talking about buyer agency agreements, buyer trepidation, and general feeling in the market as the NAR lawsuit changes are going to be rolling out in the very near future. So Kim, I'll start with you. What is word on the street? What are you talking to people about these days?

Yeah, so we're in the street, you know, I think people are starting to get comfortable with this idea of buyer broker agreements. Actually, I a story this morning that popped into my life that that was a great concept. So a close family friend, family member of mine is looking to do a real estate transaction soon. I'm not going to represent this family member. So she's working with somebody else and they were going to look at property today and

I was like, okay, what are your plans? Well, I gonna go look at property, but decided to put that on hold because she wanted me to sign this by your broker agreement. And she called it a sticky wicket. And I said, okay, well, what's so sticky about that? Well, I was like, yeah, you've been talking to this person. I know this person has been a resource for you for the last few months. Like that makes sense. Well, I just don't know if that's something I wanna sign. I was like, okay, help me understand that. And it's

Well, I don't know if I want her to be, you know, my real estate agents. so with that, I didn't really want to get into the conversation. really have time to get in the conversation, but I just was thinking like, OK, at this point, this person, this real estate agent has spent time invested with my family member. And of course, I'm sure on the assumption they're going to be working together. But then when now asked to agree to them, put something in writing.

pauses. So are you really a buyer or not? And I think that is a great tool that that agent used to present to my family member because again, like at this point, like she is committing time, like she was going to go drive her around to like committing time and investing. And yes, and you don't do this for free. This is a job and you only get paid when transactions close.

Rebecca Green (02:16.618)
It just made me like, wow, are you not really going to work with this real estate agent who's been a really great resource and helping you? So I think that is great that that agent presented. also now again, as my family member not committed to this agent, that's what I was thinking. And I was like surprised to hear that because she had nothing but good things to say about that. And yeah, so also I know some agents have used buyer broker agreements for years and it's nothing new and it's been fine. I would say for me, I have it was never part of my business practice, which I'm very curious to hear about your business. It was never part of my business practice in the past because I mean, I just was a little bit looser with my conversation with my clients in agreement, you know, and really kind of getting documents times is always a last thing because I just felt like I was always in flow with my clients and we had conversations and understanding and this worked out well for me. Right. 

But I know not for other agents. So I think this is just kind of a new thing. People are getting accustomed to it. I think really confident, strong agents, no issues. But I think buyers, not really, I mean, I know for a fact the consumer is not educated because again, my family members seem really caught off guard by this and it's probably fine, but she was surprised by this. So. my gosh. So many things come to mind as you tell me that story.

First of all, definitely kudos to the agent for having the conversation. In a minute, I'm going to share a story that is recently, you know, I've been a part of about an agent not sharing and not having those conversations. So, but I want to get back to the concept that buyers just don't know. They're not sure, right? They're not sure that that's the way it's going to go or that's the way it's supposed to be.

I did have a buyer who reached out, it was a website lead. He reached out and asked about looking for homes in the area and said, right up front, I hear a lot about this lawsuit, can you explain it to me? And I explained to him what I thought about the lawsuit and how things would be changing and how I've always used buyer broker agreements. 

Rebecca Green (04:38.422)
And so it didn't feel like much of a change to me at all. At the end of it, he said, you know, he's a little bit older gentleman and he said, young lady, which of course made me love him immediately because I am not a young lady, but God bless him. So he rose right to the top of my favorite client list. But he said, young lady, that was such a great explanation. And I'm very grateful for your guidance in

And I think working together makes sense because it's clear that you understand the business and can guide me in other ways. And so that was awesome, right? That was fantastic. But he asked me the questions. Interesting that your family member, you know, didn't ask the question and then like you said, was thrown off guard by it and no shade on the family member because I think this is more of the norm than

But I immediately go to the place of why would anyone think it was okay for somebody to work for no money? As an industry real estate agent, I believe have been doing that for many, many years. And there has been an expectation that they are supposed to do that. And that's nuts to me. That part's crazy. That part's crazy to me. Right.

That's actually with that. I was talking to another real estate friend of mine and just had this transaction, this situation that unfolded earlier this year again, providing guidance and client got guidance to a client to prepare their home. This, that, you know, really like put a lot of time and energy in this client. And then they ended up working with somebody, went into some house and you know, before it was on the market and kind of them out of the deal, whatever.

And this agent was, you know, this one, cause she spent a lot of time helping out this, this potential client and it really ruined the relationship and it threw her sideways, you know, it was just really caught off guard. I was like, you know, get lots of lessons, like again, for me, which is what I want to hear about you because I was way too loose with this in the past. Yeah. So, I'm going to go back to that story. said I was going to share. So I,

Rebecca Green (06:57.134)
Another website lead got a call from somebody who had a home to sell. She had family members currently renting the home. She asked if I would be interested in talking to them about buying. I was going to be at the house anyway. They were potentially going to be there. Would I be interested in meeting them to talk to them about buying? So first time in my 32 years of selling real estate, I had a seller consultation and a buyer consultation and they weren't the same people...right at the same time in the same space. 

Yeah. So talk about like being on the spot, you know, I had to answer every question from all ends of the spectrum, right? The full, the full spectrum there, but it was, it was awesome. So in talking with the potential buyer, you know, I went through agency, I discussed, what agency was, what that meant fiduciary responsibilities. went through my buyer's guide with them.

I talked to them about the upcoming changes. I, you know, touched on buyer broker agreements, which I again, I've used for many years. I explained to them, you know, what that looked like. They asked great questions about, you know, well, we don't have the money to pay your commission. What would that look like? You know, I've been saying the same thing to buyers for a long time now, you know, ultimately it is a negotiable component of a deal just like a closed date, just like a price. And the reality is, is that it's a piece of the puzzle. NAR changes roll out and sellers won't be able to advertise what they're offering to a buyer agent. I look at it and I think that we have three choices. know, one, a buyer has three choices. One, the buyer can pay the commission no matter what. Two, we can negotiate.

You know, we would, we will successfully have negotiated the commission into the deal. Or three, if we can't negotiate it into the deal, just like we might not be able to negotiate the purchase price or the close date, it might not be the right property for you and we have to move on to the next, right? And I guess the fourth option is as a buyer agent, you could renegotiate your commission with your client. You know, that would be a fourth option, right? So I went through all of this, explained

Rebecca Green (09:19.692)
They literally turned around and said to me, this makes perfect sense, Rebecca, because who can work for free? And I was like, exactly. I like you very much. And I work with a lot of my really close friends and clients that I've worked with, you know, for many years. But at the end of the day, no one can work for free. And so they said that right up front. I have other things to do for hobbies. Like this is not my hobby. Yeah. mean, right.

So it was great. And at the end of it, they said to me, gosh, know, we would very much, if you're willing to take us on as buyers, we'd very much so like to work with you. We do need to tell you that we met another agent a couple of weeks ago at an open house. They met this agent at an open house. They had communicated back and forth a couple of times. The agent had sent them some listings. They were thinking about going out and seeing properties with this

And I said, gosh, I don't want to take any business away from another agent. If you're already in a relationship with somebody, I have to respect that relationship. I didn't know that prior to going into the presentation. So gosh, I apologize. And they said, no, no, no, no apology. And actually, we now know how much that agent didn't share with us based on what you've just shared with

So while that agent was very nice, we don't want to go back to working with that agent because it seems like they have a lack of knowledge about the business and the industry. And we so respect the fact that you talked about this right up front. So, I mean, just think of this, Rebecca, like you explained this, I get all the pieces of a real estate transaction from a contract and all the like.

Where else might they not explain something thoroughly to a client? That was totally the client's perspective. That was totally where they were coming from. And so, you know, just an interesting, it was such an interesting exercise of why, I guess, of how important it is to have the conversations that we know we need to have upfront, but also like agency is not new. So shame on that agent for not discussing agency.

Rebecca Green (11:35.978)
Yeah, well, again, Rebecca, I'm going to be guilty. Like I'll be the first one to say I was so loose in this. So when I saw here's I want to ask you because here would here was my process. OK, when I'm in production, I come with the agency disclosure. So somebody says they want to buy a house. OK, I always do set up a time. I do have a console always. I'm not showing properties without a console. So we're doing console generally in person, maybe on Zoom. But if I'm meeting in person, that's my preference. I'm bringing a clipboard, a piece of paper.

agency disclosure and like my business card like no but no buyer presentation no no and for me my buyer console and again this is where I can debate all sides of things like having you have a beautiful presentation you're great at marketing your material looks beautiful and mine is a conversation and I'm taking notes you know but

but much more casual where I explain the agency disclosure and I have it and I said at some point if we said we're working together, you're gonna sign something that says I'm representing you. But I always, I joke, again, this is something I learned from my mentor where I go, I just showed up for this one appointment and this is an interview for me and for you to make sure we're a fan. I don't want you to agree to a contract if this isn't working out for either of us.

And so that was always the agreement. said, but if we find that we're working together and we're moving forward and we have, we are in alignment with how we're working, then at that point you'll sign the buyer agreement when we're writing an offer. And I was kind of left it. And I mean, I've had very few clients not,

you know, not work out or go with a different agent mostly because I joke, I'm like, I'm a really freaking good agent and you can see very clearly why you're so lucky to work with me is kind of like super confident and you're going to spend like one day with me. You're like, wow, you're a wealth of knowledge and I'd be so stupid not to have you as my real estate agent. I mean,

Rebecca Green (13:31.714)
But you had the conversation. always had the conversation. had a conversation and I just say, but I, but I don't want to have you sign a contract because if this is not working out for either of us, that we, we, we can walk away in that and be good. And all we've invested is this time in this initial consultation. So I do love one thing you said that I'm going to take away for sure is this is an interview for you and for me, right? Like, because I think that's a mistake buyers.

agents or real estate agents make as well. Like we'll take anybody on. Yeah. I am not a proponent of that at all. And I think that the buyer broker agreement, the necessity for it, like with your family member, the necessity of it is going to negate the maybe bad working relationships or working relationships that don't have a clear understanding or

the maybe the looky -loo component. Yeah. I'm just going to you know, I'm going to go on vacation and I want to see real estate while I'm here because that sounds interesting to me. And, and a buyer, you know, an agent, a buyer's agent, or just an agent, let's just call it an agent is happy to take that person around thinking maybe it will result in some things, some somewhere down the line, which is true because there is a speculative component to real estate.

But there are also only 24 hours in the course of every day. Yep. And you're like hoping this is going to make it. I could definitely speak to a lot of transactions or people that were hoping we're going to turn transaction the head. But I want to hear more about your process, Rebecca, because you are so systems and process oriented and which is fun, I think, for us to again have this podcast together because we both built successful businesses kind of in slightly different ways. But tell me.

Okay, can you explain to me your process that you've been doing consistently? This is not a new thing for you. You get a buyer, potential wants to reach out to you. Can you tell me, explain to me a little of the steps you take? Yeah. When they like, Hey, I'm interested in buying a house. Then what do you do? Yeah. So, you know, the, depends where they came from, right? But if it, if our first, you know, connection is on a call, I always like

Rebecca Green (15:48.216)
clipboard and your clean piece of paper, you know, what are your goals? I want to hear what your goals are. And I think when we ask people what their goals are, a lot is explained upfront, you know, so tell me what your goals are. I don't really have any. I'm just thinking I want to look at real estate in this, you know, pocket because it interests me. So, you know, that shows not a lot of motivation, right? Or what are your goals? It could be on the very

you know, opposite end of the spectrum. Oh, my goals are I need to buy a house as quickly as possible because I start a new job in 30 days and I'll be there on Saturday and I'm hoping to buy a house by Monday because I have to come back and pack up my house and my kids and I need school information, right? So, you know, help me understand what your goals are is definitely one of my first questions. And then also, are you doing this on a phone, on a phone call, on zoom in person?

It depends. know, I do get a lot of a website lead. So those typically start with a phone call, you know, if it's somebody local and I get a message, you know, I got your name from so and so I'll try and do an in -person meeting. You know, it just depends. But I would say most of my buyer, my initial buyer, you know, conversations start on the phone. So, you know, I kind of go through what are your goals and if they're locals, let you know, right, let's schedule a time to get together.

you know, in my consultation, if it's in person or on Zoom, or I should back up after that first call, I do send a thank you card. And along with the thank you card, I include my printed buyer's guide, and I let them know, you know, lovely to chat with you. I'm going to follow up with mailing you a copy of my buyer's guide. It'll explain, you know, a bit about myself, my team, my

what to expect in a transaction, what to expect from working with us. So I get that in the mail right after the phone call. I do also follow up with an email with a digital version of that. And maybe in that email, we'll confirm when we're meeting in person. OK, and I'm going to pause real quick, let you know guys, Rebecca's marketing stuff looks so good. And are you still making your templates available to purchase for agents, guys? Yes.

Rebecca Green (18:10.868)
I will say if you don't have good looking marketing material collateral, you can buy Rebecca's. So thank you. Thank you. Thank you. Because I'm sure when they get that in the mail, it's like nice paper. It's printed. It's like, it looks really good. And that I have a pretty high conversion rate and I can, I can actually pinpoint if I don't follow through with the system, I can pinpoint the people I don't get. And I always attribute it to, I was off my game, right? Like I was, I was off my game.

But the buyer's guide, the reason I always mail the buyer's guide out as well as send the digital version is because some people like digital, some people like print. But I will tell you the print version, as people are flipping through it, when I go to meet them in person, I can't tell you how many times they walk in the door with the buyer's guide in their hand and sticky notes all over it. yeah. That's their questions.

They are prompting the question, right? And that's always what I'm looking to do. You talk a lot about educating people, right? Which I'm a big believer in. Although we run our businesses differently in a lot of ways, that's been central to, I think, both of our beliefs and how we built strong, solid businesses because education is so important to us. So the buyers got to always look at it as an education. And then they come in, they have questions.

And that allows me to maybe overcome some of their objections if they have any, right? Because I've laid it out for them so they know what questions to ask, right? Or it prompts, don't really understand this. I don't understand that. So, you know, in that meeting, a lot of times that first meeting, is talking through the contract, talking through agency, talking through a buyer broker agreement. And then I also do

quick review, not too time consuming of a sale agreement, you know, a couple of highlights on the sale agreement, because I do point those out in the book, you know, in the buyer's guide. So, you know, that first consultation, we're talking about those things. If we decide it's a great, you know, it's a good fit at that point, I let them know that the next step will be to get their buyer agreement signed. And I'll follow up

Rebecca Green (20:27.298)
those in an email and once they receive them, we can jump on a call and review them together. I don't ever sign the buyer agreement like that day because I want them to make the right decision and have time. Right. And I express that whenever you're ready, you come back to me and let me know. And the next step would be to get your contracts in place. Because at that point, you're not setting up a home tour day or anything. You are

giving them space, here's the information, giving them space once you have this contract signed, then we'll set up next steps from there. Just like a listing appointment. Yeah. Just like a listing appointment. so, you know, a lot of times I have people say right then and there, yep, time is up, we're ready to go. And I say, great, you know, still think about it. You know, I am a big proponent in interviewing other agents. I'd love the opportunity to work with you. I'll follow

you know, today or tomorrow, I'll have my office send out the contracts and we can schedule a time to review them, because I also want to review them in, you know, completely with them before they sign. But yeah, I mean, it's worked out to be a great process and a great system for me. And I would say from a buyer seller standpoint, my business is pretty, you know,

60 % listings, 40 % buyers, some years it's 50 -50. You know, I mean, it's pretty close, you know, how my business is split. Yep. Let me ask you, Rebecca, do you ever have, go on a buyer console and you feel that the buyer is not a good fit for you for whatever reason? Yes. And yes. Okay. What do you do then? Tell me, tell me. Can you give an example of somebody who was not a fit for you? I'm so glad we had the opportunity to

You know, I'd love the opportunity to help you, but you know, I'm not sure that this is a good fit. And at the end of the day, I want you to have the best possible experience. Sometimes I just meet a buyer and I think of like the beauty of having a team is I have also met buyers and thought I might not be a good fit, but they would be a great fit for somebody on my team for whatever reason. Or there's another broker that I know even at another, you know, outside of my team.

Rebecca Green (22:42.082)
that I think they would be a good fit for whatever reason. Maybe it's area specific, although I do work a pretty broad base. It might just be personality specific and you can't say, really, I don't think I like you, so I don't wanna work with you. So it's nice to say, at this time I have too many buyers in my portfolio at this time to take on another client, but I wanted to...

hear what you were looking for and to see if there was a way for us to help. You know, I'd love to give you a referral. You know, I'd love to refer you to some somebody. But, you know, my kids are all grown. I mean, my youngest is 22 now. My oldest is 27. She'll be 27 this year. I've been saying my their whole life, you know, not everyone's going to like you and you're not going to like everyone. And that's OK. You know, we can't all be friends.

And I believe that firmly in my business too. We can't all be friends. And I know a lot of brokers have the philosophy. A lot of agents have the philosophy that they'll take anyone on. And I'm, I, I probably was like that, you know, younger when I was younger, I was probably that way, but as I've gotten older, yeah, I just do that. And it's never a good experience, right? the end the day.

You knew it. You knew it. mean, anytime I've had a client transaction, I'm like, I knew I shouldn't take this. But I knew it. The signs were there. Signals were there. I ignored my intuition for whatever reason. I was like, I want to help them or whatever. But yes, as I've got, I tell you what this whole buyer agency agreement when everyone in town is supposed to be doing the exact same thing by getting it signed before they work with them, that is going to make the interview process so

more front and center, right? So much more front and center that like buyers didn't know that they should or could do that in the past, in my opinion, right? You know, so I think we're going to be interviewing for that job, which I actually love, you know, just like we interview for a listing, I think it's going to be a good thing. I know a lot of agents are pretty freaked out about it. I'm not at all. I think that part

Rebecca Green (25:01.41)
this change is going to be a positive. And I heard something great. There are three contracts in every real estate transaction. Right? One is the contract between the buyer and their agent. The other contract is between the seller and their agent. And the third contract is the sale agreement between the buyer and the seller. What a simple way of explaining it. here for you.

If you were a buyer looking to, again, want to make a real say purchase here in the near future, what advice would you give to somebody of how to interview? Because I think in the past, again, people just somewhat I know like, you know, if your mother was hiring an agent and you weren't helping her find the right agent, say in Atlanta, Georgia, I don't know, like what guidance would you give?

to a consumer on how to get the best buyer's agent for them. I do really believe experience matters. you know, I know a lot of agents say, well, you know, a broker says they've been in the business for 30 years. What if they've been in the business for 30 years and done it all wrong? That could be a thing. I understand that. But I think buyers should be looking for agents that have experience and

a team or a mentor that has experience because we've all been new once, right? And I remember when I was new, I was just joined at the hip with my managing principal broker because I wanted to learn so much and I wanted to do right by my client, right? I don't know that that's always the way new brokers approach it. So I do think asking what kind of experience you have is important.

I, what kind of an understanding do you have of the areas I'm interested in? You know, that I want, I would want to know that, right? If I was looking for a specific suburb in Atlanta, Georgia, I would want to make sure that the agent knew that suburb, right? That subdivision, whatever it might be. And then I think really a general philosophy of how you manage the process, you know, a big part of our job is managing the process. And I would want to know what that looks like. You know, what, what, what.

Rebecca Green (27:21.87)
You know, do you have a team? Who does what on the team? You know, will you be the person negotiating my contract? Will you pass that on to somebody else? You know, I think those are important components, but you also have to trust the person, right? You know, when you meet with somebody, there has to be a trust factor there. You know, it is a team sport, right? It is a team effort. It takes an agent who's diligent and knows what they're doing.

but it also takes the buyer's willingness to accept the advice that's being given. Right? So it's a team effort. I'm curious, what would you suggest a buyer ask? Yeah. So I, you know, I love that about experience, but I also with that, think if a little bit of nuance on this, say, you know, if an agent's been an agent for 20 years and they do two houses, sell two houses a year, that's not as relevant.

Somebody like when I, for example, I'm referring at a bit, I'm not somebody who's actively in the market right now. I want somebody who's in transactions because the market is ever, ever moving and shifting. And I want somebody to know like right now, like what is going on in that, again, that part of town or that pocket or wherever they're looking. that, and then I think, again, I can debate pros and cons of working with an agent, with a team, know, you know, and I think

So a buyer needs to understand that. Understanding that, the pros and cons. Again, like I'm like, okay, I'm a solo agent. So that means you get me, I have somebody helps with the paperwork, but you get me. Now you go on a team, you get, cause they sell a lot of houses, but you might also get the junior agent who's been an agent for six months showing you the property. And again, and then maybe the senior agent pops in. don't, and again, I don't, just feel like understand that. Yes, understand.

Exactly. nobody does. And so that's something I think really important. And then very much like, if I don't, I feel very strongly being an expert in the area. So even me, like, you know, I don't even sell in Hood River from Portland, because I don't know Hood River. Like, could I do it? Sure. Could I do the mountain? Sure. But no, I'm gonna if you want something government camp, I'm gonna refer you to another agent. Like I feel very strongly of having a local expert there.

Rebecca Green (29:43.552)
And a quick way I tell people all the time is to see if they sell there or they know that area. If you even look on like Zillow and or homes .com, homes .com, you look at that agent's profile, you can see the where they do transactions. So you will see I don't sell in Wilsonville, you know, so I'm not your person for Wilsonville. And, there's so much nuance about different neighborhoods. And again, depending, are you looking for a rental or are you looking for a home for your family and you want to be in the right pocket in that area? So

I do like a neighborhood expert, but also doing a lot of transactions and also you like, you're to have to trust them. are you having you connect with them? So that is really important. And so yeah, just kind of interviewing people to find the right person. And then I also feel like communication style as well. Like I'm a very, you know, straight shooter. So that is, I tell explained to me, like that is how I'm going to, I'm not going to be SU. I'm not trying to blow smoke up. You're like, I'm going to shoot it to you straight.

Doesn't for others, you know, so that is That's a big thing but expensive but mostly I feel strong about the the in transactions right now like, you know There's a time where I took a sabbatical. So like I wasn't in transactions for six months, know, so Maybe I wasn't the best person for that and this is something that I feel strongly to is like and I don't know correct me if I want I don't care what brokerage you work at I don't like if I'm looking for an agent like

Don't care where you hang your license at all. Now, you I mean, I don't tell me if I'm wrong. Don't care if you work at Sotheby's, Windermere, EXP. I don't doesn't matter. It's more about the the the the real estate agent or the broker that I feel like is the right fit for me, regardless of the brokerage. Yeah. What's your opinion? I people are. No, I think that's a great point. And there was one thing I also wanted to add. But, you know, just tapping into that real estate has an

always will be a relationship business in my opinion, but there's a transactional component to it that agents need to be aware of. So in that, think that people don't care what brokerage you work for, right? I don't think that ever comes into conversation. I can't recall a time where that came into conversation in many, years on the buy side.

Rebecca Green (32:07.33)
Some time ago, was a thought process and has technology has taken off. Some time ago, there was a thought process that if you're with a certain brokerage, you have access to better listings or better inventory. I think that has dissipated as technology has taken over. But going back to the real estate has always been, and this will be a closing thought, real estate has always been and will always be a relationship business, but there is a...

there is a transactional component that we have to be aware of. Going back to that sentiment, another thing that you should really be seeking out is somebody who is contractually astute. The number of agents that I come across that do not place importance on understanding the contracts is astounding to me. And at the end of the day, when you have somebody who is representing you and advocating for you, they have to understand the

That is super important. Yep, absolutely. I think mostly for me in closing, I think it's just really important for consumers to know that there is a change here with working with buyers, agents and understanding that it's also a change. And when things are new, know, there's a lot to kind of be educated about, but there are changes coming.

which will make you be more intentional about the decision you make on which agent you hire to represent you when you're a buyer. Again, listing agent, I feel like people put more more focus on that before, but probably less. I'm going to have my neighbor who works at the gym with me to go show me this house, but it's going to be more intentional. A decision, which is a good thing. And then from a buyer from a buyer's agent, like really super important to making sure you're scaling up in this area.

Being confident in it. I mean, that's a big piece of it is just having the confidence and If you don't feel like you have the skills It's really important to make sure you go out and get the skills because this will be not this this shift in the market here will be an opportunity for agents and Then for other agents they're gonna lose out because they didn't really put the work in yeah, they didn't work into to adapt Yeah, so alright. Well, that sounds great. It was good to have you on how real estate today and we'll see you next time