How we use the MLS is going to change, and expectations of compensation are going to be very different. Agents need to recognize that the guarantee of compensation is no longer present and modify how they do business.

• You will need to know your stuff.
• You will need to make a case as to the value of using a Realtor®.
• You will need a commitment from your customer.
• You will need to get your paperwork signed.

This course will help you work within these new rules, provide ideas and best practices on answering buyer objections to signing the required paperwork and most importantly, teach you how to show a potential client your worth. You’ll also cover how to have productive discussions with listing agents about compensation and how to best handle situations where dual agency is in effect. If you are unsure of how these new rules work, are hearing objections from clients about signing paperwork or would like tips on how to work with listing agents in this new enviorment, this is the course to attend.

Learning Objectives

• Briefly describe the recent change to guarantee of compensation in the MLS.
• Identify common misconceptions regarding hiring you that your buyer might have.
• List the characteristics that buyers are looking for in an agent.
• Describe ways to build credibility with the buyer.
• Identify misinformation from the seller’s side of the transaction and how to address it.
• List reasons why a home without co-brokerage is at a strategic market disadvantage.
• List benefits to Sellers to offer co-brokerage.
• Explain the importance of the Buyer Broker Agreement and when it should be signed.
• Explain where the buyer’s agent compensation is spelled out.
• List some positive aspects to your real estate business as a result of the recent change.

NOTE: This is a virtual class. Register on the event website, and you will be emailed a link the day prior to class. Please check your spam folder if you do not see it.