Episode Details

It's been a few weeks since the buyer representation agreement changes went into effect, and it felt like the right time for a mindset check-in. This episode is all about embracing change in real estate instead of getting stuck in resistance, and we're bringing y'all right along with us into acceptance.

We sent out a survey to our listeners this week and got 294 responses, and we're sharing the results throughout, from how many buyers have actually refused to sign, to how prepared agents feel their brokers made them, to how negative the agents in their own markets are really being. We also read through several listener messages, some full of mindset wins and some full of the exact kind of thinking that keeps agents stuck, and we talk through how to reframe each one.

We get into toxic positivity (and why what we're doing here isn't that), the New York Times headline that rubbed Katy the wrong way, why "ripping the band-aid off early" is easier than agents think, and a couple of real transaction stories, including a multiple offer situation and a buyer who ghosted after being asked to sign paperwork. If you've been feeling behind or discouraged by all the noise out there, this one is for you.

Here's what we cover in this episode: -Why we've moved from anger and denial into acceptance around the new buyer representation rules -The ridiculous ways agents are trying to loophole around commission disclosure (yes, including flowers planted in the shape of a percentage) -Survey results on how many buyers have actually refused to sign a buyer rep agreement -Why simple, confident delivery of the new paperwork matters more than the backstory -How to talk to buyers about money and closing costs without overexplaining -A mindset issue we read from an agent stuck on how long the form is -Why new agents may actually have it easier starting fresh with these rules -What toxic positivity actually means, and why changing your mindset doesn't erase the challenge -Why keeping your head down and focusing on your own business beats watching the noise in Facebook groups -The racehorse analogy for staying in your own lane during industry change -Survey results on how agents feel about their own delivery of the buyer rep conversation -A real multiple offer situation and how buyer's agent commission got renegotiated -What to say when another agent asks you to share your listing agreement -A listener's story about a Texas buyer who toured with an unlicensed Zillow agent instead of signing paperwork -A real story about a buyer who signed a one-day agreement, loved the experience, and became a full client -Why firm boundaries protect your business more than fear of losing a client ever will

Key quotes from this episode: "When you change your mindset, it doesn't make those challenges disappear, it changes your ability to face them." - quoted from the Mel Robbins Podcast "Rip this band-aid off early, get used to talking to your clients about money." - Alissa "It's not ridiculous, it's actually the foundation of what the lawsuit is on, and why we are here." - Alissa "We just need to relax, take a breath, and be confident that this job has been around for over a century." - Katy "Don't let the fear of losing somebody be what makes you break the rules or adjust how you run your business." - Alissa

Products, people, and previous episodes mentioned: -The Mel Robbins Podcast, August 4, 2024 episode -New York Times article on agents discussing fees with buyers and sellers -Hustle Humbly Community, hustlehumblypodcast.com/membership

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