Episode Details

Buyer Brokerage: Preparing for Changes in Real Estate

Don't be afraid. Be prepared. That is the entire point of this episode.

Katy spent more time researching this one than any episode we have ever recorded. She read article after article, dug into the legal filings, and came ready to break it all down. Alissa showed up having attended one too many sales meetings where the last 20 minutes sounded like "the sky is falling" — and is officially representing everyone who has heard about these lawsuits but hasn't quite gotten into the weeds yet.

If you've been hearing about the NAR commission lawsuits and nodding along like you understand it but secretly have no idea what's actually happening — this episode is for you. And if you've been ignoring it entirely, this is your official sign to stop.

Here's what we cover in this episode:

- What the Sitzer Burnett and Moehrl class action lawsuits actually are and who filed them
- Why the Sherman Antitrust Act is at the center of all of this
- The two NAR rules being challenged: the participation rule and the clear cooperation policy
- The Department of Justice — how it got involved, what it settled, and why it came back
- The jaw-dropping dollar amounts at stake: $1.3 billion, $13.7 billion, and potential treble damages
- How many Realtors there are right now versus how many homes are listed (the number will shock you)
- A walk through the Inman inaugural agent commissions survey — Alissa answers in real time and it's very relatable
- Alissa's story of the buyer who ghosted her twice, came back a third time, and got hit with a buyer agreement cover letter — and what happened next
- What a buyer brokerage agreement cover letter looks like and why it reads like a resume
- Why the way you present a buyer agreement matters as much as having one
- What you should be doing right now to prepare: your buyer presentation, your value proposition, your folder
- Why listing agents have a head start and buyer's agent heavy businesses need to pay close attention
- Katy's take on the free first showing and how to do a buyer presentation without forcing someone to your office first
- Agent Systems 101 and how Katy's buyer folder is already set up for whatever comes next

Toast of the week goes to Jade Robinson in Pocatello, Idaho, toasted by fellow agent Kelly Chemick. Jade left a team to build her own solo business and is absolutely killing it. Cheers to Jade!

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Music:
Straight A's by Connor Price → https://connorprice.shop/
The Good Life by Summer Kennedy → https://soundcloud.com/summerkennedy/the-good-life
Be The One by Matrika → https://uppbeat.io/t/matrika/be-the-one