* Sessions are updated as information develops *
All Sessions Are Available In Person or in a Virtual Format.
Compensation in a Changed Industry
MELANE MCLANE In this session, we’ll delve into the implications of the proposed NAR settlement, including the exclusion of compensation offers via the MLS and the necessity for buyer agency agreements. We’ll also discuss articulating our value to sellers, buyers, and fellow agents, as well as strategies for conducting effective buyer counseling sessions and securing agency agreements with clients.
KEY TAKEAWAYS:
- Understand the basics of the proposed agreement (and moving forward, if it is accepted ‘as is’, or modified—in either case, the course will cover it)
- Review agency in real estate from sub-agency to today’s world.
- Be able to talk to a seller about both sides of a transaction and of a commission.
- Get talking points for sellers–including making their property available to all buyers, not just those who can pay a commission.
- Identify ways to clearly communicate with other professionals about buyer agent compensation.
- Understand why listing agents must communicate to the seller any request for compensation, as it is the seller’s decision.
- Know how to conduct a buyer counselling session, demonstrate your value, and get an agreement with a fee signed.
- Anticipate and be prepared for the potential issues which might arise. 2-4 hours
Litigation Roundup: Recent Cases Impacting Real Estate
TRISTA CURZYDLO, ESQ. • VIDEO TRAILER Real estate litigation has made headlines lately and those headlines are overwhelming, scary, and sometimes misleading. In this session, Trista examines recent litigation by explaining the law behind the lawsuits. She will address frequently asked questions such as: “Can I still use floorplans in advertising?” “Am I responsible for something a chatbot tells a customer?” “What’s the deal with AI?” “What’s antitrust again?” and introduces some new topics agents really need to be pay attention to. 1-3 hours
Buyer Beware? Seller Beware? Agent Beware!
PAM ERMEN Changes in the homebuyer-agent-seller relationship could reshape your business this year and beyond. How will you communicate your value proposition to the buyers you work with AND the buyer’s value proposition to the sellers you’ll represent? Bringing clarity to how all parties will interact–regardless of which client you’re representing–can be the difference between whether this is your best year or your most challenging year in real estate! Join us for this information packed session! 1-3 hours
The Principles of Profit: This is No Time to ‘Practice’ Real Estate
PAM ERMEN • For Brokers/Managers/Owners This Session Received a 98.9% Rating at the Florida REALTORS® 2023 Conference! More than ever, Brokers and Owners are sensitive to the real estate industry’s changing landscape and how daily business and profitability are impacted. In this fast-paced session, we’ll discuss recent litigation affecting the protocol and use of buyer agency and its potential impact to profitability. We’ll also take a look at the other industry shifts, challenges and competitive strategies regarding space and services all affecting your business’s bottom line. Don’t miss this timely session! 1-3 hours
Shift Happens!
Major industry changes and market challenges have intersected to cause unprecedented upheaval in real estate. Successful agents are seizing early adoption, digging in, strengthening their resolve, and learning how to maximize this period of Opportunity. In this session, we’ll do more than discuss the challenges at hand, you’ll gain the relevant skillsets and dialogues needed to reinvent your buyer and seller experience and restructure your buyer and seller presentations! We’ll also discover how to manage the shifts in your specific market with available market data and resources to help you predict its future direction! 1-2 hours
Working with Buyers: Communication, Compensation, and Contracts
MONICA NEUBAUER Buyers’ Agency is more important than ever. Agents need a clear plan for laying out their business model to their clients. Clear expectations lead to better transactions. Monica will provide lists and guidance with the LEAP method for Onboarding Clients. This is an easy framework for understanding client motivations, articulating your services, obtaining an agreement, and taking the next steps toward helping that buyer purchase the right home. 1-3 hours
Mastering the Art of Commission Negotiations
MICHAEL WALKER • VIDEO TRAILER Whether you’re a seasoned professional or new to the field, a buyers’ agent or sellers’ agent, this session empowers you to thrive in a multitude of scenarios. From the psychology of influence and decision making to Conflict Theory and the art of framing, you’ll explore the dynamics of commission negotiations. 1-1.5 hours
More Information Coming Soon! Please Contact Lisa@RealEstateSpeakers Directly Regarding the T3Sixty Sessions:
Adapting to Shifting Compensation for Buyer Agency
KEYNOTE T3 Sixty is a trusted advisor and management consultancy in the residential real estate brokerage industry known for enabling intelligent change. The company has become a thought leader on compensation lawsuits publishing a chapter in the 2023 Swanepoel Trends Report on Evaluating Real Estate’s Compensation Structure and Its Future and publishing a letter to the industry encouraging associations, brokerages, and agents to be proactive in making changes to better serve consumers, reduce risk and smartly prepare for what lies ahead.
Dean Cottrill, EVP Brokerage & Team Consulting and/or Lisa Piccardo, VP Brokerage & Team Consulting for T3 Sixty, will provide an overview of the current legal landscape including the most recent outcomes, antitrust considerations, and unique agency laws of your market. The presentation will equip agents with the knowledge and skills necessary to navigate this changing landscape, ensuring they can continue to provide exceptional service to clients while adhering to legal and ethical standards. Agents will gain practical insights into the distinction between customer and client relationships, articulating their value proposition, and effectively addressing objections related to buyer representation.
Virtual Agent Presentation: Adapting to Shifting Compensation for Buyer Agency
The intense legal and regulatory scrutiny on the residential real estate brokerage industry’s compensation structure has hit a critical point. It is imperative for brokers and agents to begin proactively adapting to the shift. This session will provide practical insights for leaders and agents on the buyer brokerage side of their business, enabling them to prepare themselves, mitigate risks, and even increase profitability. Key points:
- Why it matters now (overview of compensation lawsuits and current status)
- Antitrust Overview
- Review of Agency Law customized for your state(s)
- Customer vs. Client
- Buyer Agency benefits and best practices
- Objection handling
- Certifications & CE Classes customized for your market(s)
Many organizations have chosen to have the assessment done first and then make changes to policy, buyer presentation, training, etc. They then have us deliver the agent presentation virtually. We customize the presentation for your company.
Navigating the Evolution of Real Estate Compensation
KEYNOTE This presentation looks at the impending transformations for organized real estate’s longstanding value proposition and potential impacts on strategic and business preparedness and planning. MLSs and Associations will learn proactive strategies for strategic planning, financial preparation, policies and procedure alterations and more. Speakers: Clint Skutchan
Compensation Lawsuits and Impact to the Residential Brokerage Industry
KEYNOTE Deeply researched and analyzed, this session offers a succinct and strategic overview of the current compensation lawsuits facing the residential real estate brokerage industry. Explore key issues, various potential outcomes, and learn how to prepare contingency plans for each scenario. Speakers: Jack Miller, Paul Hagey