Welcome back to the Tom Ferry Show. Are you looking to level up your buyer consultation to be ready for July 1st here in the US with all the new rules? If the answer is yes, you are going to love today's show.

Welcome to the Tom Ferry Show. I've got a guest with me Paul Sanford. One of our great coaches of the last five years

decade plus in real estate,

we were in a training yesterday

with a whole bunch of our coaches

talking about how we are getting our clients

way ahead of the curve, recognizing, and you know this if you're watching this, that in the US,

the vast majority of agents are going to be in one of three positions come July 1st.

They'll be, like our clients, months and months ahead of the curve already have developed their skills,

practice their presentations, already very comfortable getting all the new agreements signed.

That's the ideal state, that's where I want you to be.

The second group will probably wait till around June

because they're waiting for some mystical magical moment to say,

oh, here it is, but the scary proposition is that third group that we talk to every now and then that say

I don't think this stuff is actually going to go through I think I'm just going to keep doing it the way we do it

Please do not be that person the rules of the rules. It's just like during the pandemic when we suddenly had to have a different contract wear a hazmat suit only allow people one at a time through an open house. Whatever it is, people like you and I, we just pivot and adjust because the right

thing is the right thing is the right thing is the right thing now with that said

Paul yesterday you got up in front of all the coaches and made a fabulous

presentation so much that I was

like you my friend are now going to be on the Tom Ferry show so so give us context

about five minutes ago of course what do you think I was going to give you notice?

All right, you started with a problem yesterday.

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