In this episode Michael Fanning talks about leading through change, specifically using Buyer Brokerage agreements.

1. Buyer brokerage agreements have been around for 30 years already. 14 states have been consistently using them, so this is not new. However, many agents have not been using them regularly or properly.

2. There are some valid reasons why buyers may not trust real estate agents, like conflicts of interest, lack of transparency, and inadequate communication. Agents need to address these issues.

3. During times of change, agents can either be negatively or positively impacted depending on their perspective and competence. Most agents are not taking this seriously enough.

4. Agents should focus on the 80% of buyers who will pay if they perceive value, not the 15% who always want a discount. Clearly demonstrate your value.

5. Educate yourself thoroughly on the forms, laws, and reasons for buyer broker agreements through all the resources Windermere provides. Convert knowledge into true understanding.

6. Appreciate and utilize all the resources and benefits your associations provide, like NAR. Don't just be a member on paper.

7. Have a consistent 10-step buyer process, properly introduce documents and agreements, and have transparent value and pricing conversations.

8. Frame the buyer broker agreement positively, focus on the gains, and set the right tone. Don't frame it as an apology or requirement.

9. The buyer broker agreement is just like any other contract and needs to be used regularly to create relationships and meet client expectations.

10. Change can be challenging but presents opportunities for growth. Keep learning, have an abundance mindset, and help clients navigate industry changes.

Do Hard Better video. https://youtu.be/oDzfZOfNki4?si=xMMWJPd52up3vp7M