Did anyone notice the NAR announcement came on the Ides of March? March 15 is the famed halfway point of March, when in 44 B.C., Julius Caesar reportedly uttered, "You too, Brutus?" to his friend during the political attack that killed him. For centuries the "Ides of March" was a day that made people anxious, as they anticipated something bad would happen. 

These changes were expected. They are not bad. We've all known it was coming, we've even talked about it in this space before. But now the entire world is talking about it now. And guess what? That dude on YouTube, the talking head on FOX, the lady on Instagram, and the people on your street- none of them have any idea what they are talking about.

Do not listen to them! Instead, ask them this, "I want to know your opinion on page 77 of the agreement." Because they haven't read that 108-page document. They are regurgitating someone else's opinion. Do not fall for it. The settlement announcement was just that, an announcement. It has not been approved by the judge, and the Department of Justice might still have some say in it too. It very well could change. 

This is most definitely an Inflection Point for our industry. 100%, no arguing that. But inflection points are neither good nor bad. They are simply a change in course. Exactly like Jeff told us right here, last week.

in-flec-tion point- noun,
1) (mathematics) a point of a curve at which a change in the direction of curvature occurs.
2) (US, in business) a time of significant change in a situation; a turning point.

We are not the kind of people that run and hide from things. Right? We work our butts off for our clients. They call us on Christmas morning, at 11 p.m. on a Tuesday, during church and our child's 1st birthday party. We show houses in the rain, during tropical storms, and national pandemics, and refocus them on what they can afford vs. what they want. We have the guts to tell sellers they need to paint over the mural of Elvis in their living room, to remove their snake tanks before showings, and that their house isn't worth what they think it is. To their face. At their house. 

Keep your chin up, you are tough! Block out the noise, focus on your work and your Sphere of Influence. Nothing else. Except your family, you can focus on them too. But ignore the people who are sensationalizing this for clicks and are ignorant of the facts. 

Here are some facts:
•    Commission has always been negotiable. 
•    Alabama is a Caveat Emptor state. There are only 3. Buyers need guidance in Alabama. 
•    What you do for a living IS valuable. 
•    Clearly some people thought we didn't add value before.
•    We must prove them wrong NOW.
•    We must start practicing (that dreaded word) our Buyer's Consultations NOW. 

I'm telling you, this is a blessing in disguise. We must have a signed representation document moving forward. We've always wanted one. It was the Buyer who would kick back about meeting us in person before we showed them anything. Guess what? They are confused now. They don't understand what's going on, which makes it easier to get to that meeting. Or they understand and know they need that meeting. It has ever been easier to get them in the office! Ever.

When we meet, in-person, we have the previously rare opportunity to show them how much they need us. This shows them how much we are worth to them, making the commission conversation as easy as it could possibly be.

We must start treating Buyers like we do Sellers. Work on that initial meeting, master your Buyer's Consultation. Then it's a matter of adjustment and practice.

Every Realtor everywhere is dealing with the same thing. 

Don't worry. Prepare.