{"version":"1.0.0","segments":[{"speaker":"Unknown","startTime":0.63,"endTime":3.24,"body":"This is deshon dirt"},{"speaker":"Unknown","startTime":0.63,"endTime":3.24,"body":"with Gary picker in South"},{"speaker":"Unknown","startTime":3.24,"endTime":6.09,"body":"Carolina's only podcast"},{"speaker":"Unknown","startTime":3.24,"endTime":6.09,"body":"dedicated to the real estate"},{"speaker":"Unknown","startTime":6.09,"endTime":9.09,"body":"agents craft. Hey guys, welcome"},{"speaker":"Unknown","startTime":6.09,"endTime":9.09,"body":"back to another episode of"},{"speaker":"Unknown","startTime":9.09,"endTime":12.39,"body":"edition dirt. I am your somewhat"},{"speaker":"Unknown","startTime":9.09,"endTime":12.39,"body":"talented host, Gary picker in"},{"speaker":"Unknown","startTime":12.39,"endTime":16.23,"body":"here with our 18th episode. Yes,"},{"speaker":"Unknown","startTime":12.39,"endTime":16.23,"body":"that's right. We've done 18"},{"speaker":"Unknown","startTime":16.23,"endTime":19.41,"body":"episodes since September. And"},{"speaker":"Unknown","startTime":16.23,"endTime":19.41,"body":"you know, when we first started"},{"speaker":"Unknown","startTime":19.41,"endTime":22.71,"body":"doing these episodes back in"},{"speaker":"Unknown","startTime":19.41,"endTime":22.71,"body":"September, we felt that maybe we"},{"speaker":"Unknown","startTime":22.71,"endTime":25.92,"body":"do one a month. And here we are"},{"speaker":"Unknown","startTime":22.71,"endTime":25.92,"body":"doing them now once a week. And"},{"speaker":"Unknown","startTime":25.92,"endTime":29.01,"body":"we'll continue to do once a week"},{"speaker":"Unknown","startTime":25.92,"endTime":29.01,"body":"as long as we have relevant"},{"speaker":"Unknown","startTime":29.01,"endTime":32.16,"body":"content that we can provide you,"},{"speaker":"Unknown","startTime":29.01,"endTime":32.16,"body":"this is also going to be"},{"speaker":"Unknown","startTime":32.16,"endTime":35.52,"body":"probably our 5,000th download,"},{"speaker":"Unknown","startTime":32.16,"endTime":35.52,"body":"we are sitting right at the 5000"},{"speaker":"Unknown","startTime":35.52,"endTime":39.09,"body":"mark and with this episode that"},{"speaker":"Unknown","startTime":35.52,"endTime":39.09,"body":"will push us over 5000. In fact,"},{"speaker":"Unknown","startTime":39.12,"endTime":44.61,"body":"according to Apple, we are the"},{"speaker":"Unknown","startTime":39.12,"endTime":44.61,"body":"120/3 ranked how to do podcasts"},{"speaker":"Unknown","startTime":44.64,"endTime":47.76,"body":"in the entire country right now."},{"speaker":"Unknown","startTime":44.64,"endTime":47.76,"body":"So that is mind blowing. So"},{"speaker":"Unknown","startTime":47.76,"endTime":49.83,"body":"thank you very much for all of"},{"speaker":"Unknown","startTime":47.76,"endTime":49.83,"body":"your support. If you'll help me"},{"speaker":"Unknown","startTime":49.83,"endTime":52.62,"body":"continue to grow this show we"},{"speaker":"Unknown","startTime":49.83,"endTime":52.62,"body":"greatly appreciate it. Now to"},{"speaker":"Unknown","startTime":52.62,"endTime":55.77,"body":"this week's topic was something"},{"speaker":"Unknown","startTime":52.62,"endTime":55.77,"body":"I swore I would never ever do in"},{"speaker":"Unknown","startTime":55.77,"endTime":58.5,"body":"a podcast. And I really don't"},{"speaker":"Unknown","startTime":55.77,"endTime":58.5,"body":"want to do it. But because I've"},{"speaker":"Unknown","startTime":58.5,"endTime":60.84,"body":"been getting a lot of telephone"},{"speaker":"Unknown","startTime":58.5,"endTime":60.84,"body":"calls and a lot of emails. And"},{"speaker":"Unknown","startTime":60.84,"endTime":63.6,"body":"in fact, I've had to handle a"},{"speaker":"Unknown","startTime":60.84,"endTime":63.6,"body":"couple of mediation cases on"},{"speaker":"Unknown","startTime":63.6,"endTime":66.75,"body":"this recently. I feel like it's"},{"speaker":"Unknown","startTime":63.6,"endTime":66.75,"body":"time to do this topic. And of"},{"speaker":"Unknown","startTime":66.75,"endTime":69.63,"body":"course, I'm talking about"},{"speaker":"Unknown","startTime":66.75,"endTime":69.63,"body":"procuring cause nobody likes"},{"speaker":"Unknown","startTime":69.63,"endTime":72.18,"body":"procuring cause nobody"},{"speaker":"Unknown","startTime":69.63,"endTime":72.18,"body":"understands it. So I'm going to"},{"speaker":"Unknown","startTime":72.18,"endTime":75.03,"body":"see what I can do to try to give"},{"speaker":"Unknown","startTime":72.18,"endTime":75.03,"body":"you the overview of procuring"},{"speaker":"Unknown","startTime":75.03,"endTime":77.31,"body":"cause, so that you will"},{"speaker":"Unknown","startTime":75.03,"endTime":77.31,"body":"understand what your rights and"},{"speaker":"Unknown","startTime":77.31,"endTime":80.22,"body":"obligations are when it comes to"},{"speaker":"Unknown","startTime":77.31,"endTime":80.22,"body":"agency. Also, we're gonna have a"},{"speaker":"Unknown","startTime":80.22,"endTime":83.22,"body":"segment today on what happened"},{"speaker":"Unknown","startTime":80.22,"endTime":83.22,"body":"while you were out showing and"},{"speaker":"Unknown","startTime":83.22,"endTime":85.32,"body":"this is one that's going to"},{"speaker":"Unknown","startTime":83.22,"endTime":85.32,"body":"definitely intrigue you. And of"},{"speaker":"Unknown","startTime":85.32,"endTime":89.1,"body":"course, we'll finish up today's"},{"speaker":"Unknown","startTime":85.32,"endTime":89.1,"body":"episode with Gary's good news"},{"speaker":"Unknown","startTime":89.1,"endTime":92.73,"body":"only. Now if you'd like to show"},{"speaker":"Unknown","startTime":89.1,"endTime":92.73,"body":"you can follow me on Instagram"},{"speaker":"Unknown","startTime":92.73,"endTime":96.27,"body":"by going to Instagram and typing"},{"speaker":"Unknown","startTime":92.73,"endTime":96.27,"body":"in Pickering, Gary p IC, k, r e"},{"speaker":"Unknown","startTime":96.27,"endTime":100.14,"body":"n d a r walk. And if you'll also"},{"speaker":"Unknown","startTime":96.27,"endTime":100.14,"body":"go to YouTube and search Blair"},{"speaker":"Unknown","startTime":100.14,"endTime":103.65,"body":"Cato and subscribe to our"},{"speaker":"Unknown","startTime":100.14,"endTime":103.65,"body":"YouTube page. You'll always get"},{"speaker":"Unknown","startTime":103.65,"endTime":106.47,"body":"notices of when these shows come"},{"speaker":"Unknown","startTime":103.65,"endTime":106.47,"body":"out as well as when our new"},{"speaker":"Unknown","startTime":106.47,"endTime":109.26,"body":"legal tips are issued as well."},{"speaker":"Unknown","startTime":106.47,"endTime":109.26,"body":"So we do a little video blog"},{"speaker":"Unknown","startTime":109.29,"endTime":112.32,"body":"once a week, little two minute"},{"speaker":"Unknown","startTime":109.29,"endTime":112.32,"body":"video two to three minute video"},{"speaker":"Unknown","startTime":112.32,"endTime":115.65,"body":"on a topic that is very relevant"},{"speaker":"Unknown","startTime":112.32,"endTime":115.65,"body":"to you as well. And if you would"},{"speaker":"Unknown","startTime":115.71,"endTime":118.5,"body":"go to those platforms and"},{"speaker":"Unknown","startTime":115.71,"endTime":118.5,"body":"subscribe to us, we would"},{"speaker":"Unknown","startTime":118.5,"endTime":120.66,"body":"greatly appreciate it. We're"},{"speaker":"Unknown","startTime":118.5,"endTime":120.66,"body":"trying to get our followers up"},{"speaker":"Unknown","startTime":120.66,"endTime":123.54,"body":"there. Alright, so let's start"},{"speaker":"Unknown","startTime":120.66,"endTime":123.54,"body":"talking about procuring cause."},{"speaker":"Unknown","startTime":123.75,"endTime":128.73,"body":"Now, as I mentioned earlier, I"},{"speaker":"Unknown","startTime":123.75,"endTime":128.73,"body":"have refused to do a podcast on"},{"speaker":"Unknown","startTime":128.76,"endTime":131.34,"body":"broke hearing calls for the"},{"speaker":"Unknown","startTime":128.76,"endTime":131.34,"body":"longest time, partly because I"},{"speaker":"Unknown","startTime":131.34,"endTime":133.95,"body":"want you all to think I'm smart."},{"speaker":"Unknown","startTime":131.34,"endTime":133.95,"body":"And when you hear an explanation"},{"speaker":"Unknown","startTime":133.95,"endTime":136.53,"body":"of procuring cause you might"},{"speaker":"Unknown","startTime":133.95,"endTime":136.53,"body":"think I'm not because nobody"},{"speaker":"Unknown","startTime":136.53,"endTime":139.29,"body":"truly understands procuring"},{"speaker":"Unknown","startTime":136.53,"endTime":139.29,"body":"cause it's a very difficult"},{"speaker":"Unknown","startTime":139.29,"endTime":142.98,"body":"topic. There's no bright line"},{"speaker":"Unknown","startTime":139.29,"endTime":142.98,"body":"answer, there's no yes or no to"},{"speaker":"Unknown","startTime":142.98,"endTime":146.16,"body":"it. And so when agents asked me"},{"speaker":"Unknown","startTime":142.98,"endTime":146.16,"body":"questions about procuring cause,"},{"speaker":"Unknown","startTime":146.16,"endTime":149.04,"body":"they tend to get a response that"},{"speaker":"Unknown","startTime":146.16,"endTime":149.04,"body":"seems to be a bunch of"},{"speaker":"Unknown","startTime":149.04,"endTime":151.89,"body":"nothingness. And that's the"},{"speaker":"Unknown","startTime":149.04,"endTime":151.89,"body":"problem of procuring cause it is"},{"speaker":"Unknown","startTime":151.89,"endTime":154.26,"body":"a bunch of nothingness, it's"},{"speaker":"Unknown","startTime":151.89,"endTime":154.26,"body":"very difficult to put your"},{"speaker":"Unknown","startTime":154.26,"endTime":156.78,"body":"finger on it and say this is"},{"speaker":"Unknown","startTime":154.26,"endTime":156.78,"body":"procuring cause it's one of"},{"speaker":"Unknown","startTime":156.78,"endTime":160.23,"body":"those things, I kind of know it"},{"speaker":"Unknown","startTime":156.78,"endTime":160.23,"body":"when I see it, because every"},{"speaker":"Unknown","startTime":160.23,"endTime":163.8,"body":"procuring cause case is"},{"speaker":"Unknown","startTime":160.23,"endTime":163.8,"body":"extremely fact specific and"},{"speaker":"Unknown","startTime":163.8,"endTime":167.73,"body":"falls on those facts. It's very"},{"speaker":"Unknown","startTime":163.8,"endTime":167.73,"body":"slippery little fellow procuring"},{"speaker":"Unknown","startTime":167.73,"endTime":171.75,"body":"cause is, and because no one"},{"speaker":"Unknown","startTime":167.73,"endTime":171.75,"body":"understands it. And it's hard to"},{"speaker":"Unknown","startTime":171.75,"endTime":174.75,"body":"explain. It's a topic I've"},{"speaker":"Unknown","startTime":171.75,"endTime":174.75,"body":"always tried to avoid. But right"},{"speaker":"Unknown","startTime":174.75,"endTime":177.39,"body":"now I feel like I have no choice"},{"speaker":"Unknown","startTime":174.75,"endTime":177.39,"body":"but to go over it. Because in"},{"speaker":"Unknown","startTime":177.39,"endTime":180.6,"body":"the last couple of months, as"},{"speaker":"Unknown","startTime":177.39,"endTime":180.6,"body":"the market has gotten tighter,"},{"speaker":"Unknown","startTime":180.6,"endTime":183.54,"body":"because of the lack of"},{"speaker":"Unknown","startTime":180.6,"endTime":183.54,"body":"inventory, I see more and more"},{"speaker":"Unknown","startTime":183.54,"endTime":186.69,"body":"agents getting screwed over by"},{"speaker":"Unknown","startTime":183.54,"endTime":186.69,"body":"their buyers, when it comes to"},{"speaker":"Unknown","startTime":186.69,"endTime":190.23,"body":"procuring cause. And my agents"},{"speaker":"Unknown","startTime":186.69,"endTime":190.23,"body":"are reaching out looking for"},{"speaker":"Unknown","startTime":190.23,"endTime":193.29,"body":"answers. And oftentimes we don't"},{"speaker":"Unknown","startTime":190.23,"endTime":193.29,"body":"have answers for them. But we're"},{"speaker":"Unknown","startTime":193.29,"endTime":197.1,"body":"trying to figure out the best"},{"speaker":"Unknown","startTime":193.29,"endTime":197.1,"body":"answers for you. And so we'll go"},{"speaker":"Unknown","startTime":197.1,"endTime":199.95,"body":"over some procuring cause things"},{"speaker":"Unknown","startTime":197.1,"endTime":199.95,"body":"today. Now this is going to be"},{"speaker":"Unknown","startTime":199.95,"endTime":203.37,"body":"at the 50,000 foot view is not"},{"speaker":"Unknown","startTime":199.95,"endTime":203.37,"body":"going to get into the weeds"},{"speaker":"Unknown","startTime":203.37,"endTime":205.92,"body":"because it's hard to get into"},{"speaker":"Unknown","startTime":203.37,"endTime":205.92,"body":"the weeds because as I said"},{"speaker":"Unknown","startTime":205.92,"endTime":209.7,"body":"earlier, every case is very fact"},{"speaker":"Unknown","startTime":205.92,"endTime":209.7,"body":"specific. So first of all, who"},{"speaker":"Unknown","startTime":209.7,"endTime":214.38,"body":"determines procuring cause, when"},{"speaker":"Unknown","startTime":209.7,"endTime":214.38,"body":"parties are in disputes, it's"},{"speaker":"Unknown","startTime":214.38,"endTime":217.14,"body":"usually either decided between"},{"speaker":"Unknown","startTime":214.38,"endTime":217.14,"body":"the two parties, because they're"},{"speaker":"Unknown","startTime":217.14,"endTime":221.07,"body":"going to go to a mediation, or"},{"speaker":"Unknown","startTime":217.14,"endTime":221.07,"body":"they're gonna go to arbitration,"},{"speaker":"Unknown","startTime":221.22,"endTime":223.83,"body":"they're go to mediation, and the"},{"speaker":"Unknown","startTime":221.22,"endTime":223.83,"body":"two parties can decide amongst"},{"speaker":"Unknown","startTime":223.83,"endTime":226.53,"body":"themselves, ultimately who's"},{"speaker":"Unknown","startTime":223.83,"endTime":226.53,"body":"entitled to the money, but if"},{"speaker":"Unknown","startTime":226.53,"endTime":229.17,"body":"they can't, and they decide to"},{"speaker":"Unknown","startTime":226.53,"endTime":229.17,"body":"go to an arbitration, most of"},{"speaker":"Unknown","startTime":229.17,"endTime":232.02,"body":"the time, they're going to go to"},{"speaker":"Unknown","startTime":229.17,"endTime":232.02,"body":"the realtors Association, and"},{"speaker":"Unknown","startTime":232.02,"endTime":234.15,"body":"you're gonna have a panel of"},{"speaker":"Unknown","startTime":232.02,"endTime":234.15,"body":"five realtors who are going to"},{"speaker":"Unknown","startTime":234.15,"endTime":236.76,"body":"sit on arbitration board, we're"},{"speaker":"Unknown","startTime":234.15,"endTime":236.76,"body":"going to bring their own"},{"speaker":"Unknown","startTime":236.76,"endTime":239.67,"body":"feelings, their own belief,"},{"speaker":"Unknown","startTime":236.76,"endTime":239.67,"body":"their own anger, their own"},{"speaker":"Unknown","startTime":239.67,"endTime":243.63,"body":"experiences, and and or"},{"speaker":"Unknown","startTime":239.67,"endTime":243.63,"body":"interject that into their"},{"speaker":"Unknown","startTime":243.63,"endTime":247.02,"body":"rulings. And sometimes it's very"},{"speaker":"Unknown","startTime":243.63,"endTime":247.02,"body":"valid and their points are very"},{"speaker":"Unknown","startTime":247.02,"endTime":249.99,"body":"well taken. Sometimes it's not"},{"speaker":"Unknown","startTime":247.02,"endTime":249.99,"body":"because they're angry about a"},{"speaker":"Unknown","startTime":249.99,"endTime":253.11,"body":"situation that they have"},{"speaker":"Unknown","startTime":249.99,"endTime":253.11,"body":"experienced themselves rather."},{"speaker":"Unknown","startTime":253.17,"endTime":256.5,"body":"And so you understand to"},{"speaker":"Unknown","startTime":253.17,"endTime":256.5,"body":"understand whenever you sit"},{"speaker":"Unknown","startTime":256.5,"endTime":259.95,"body":"before a panel of five realtors"},{"speaker":"Unknown","startTime":256.5,"endTime":259.95,"body":"who want to come up with a idea"},{"speaker":"Unknown","startTime":259.95,"endTime":262.98,"body":"of what procuring causes, you're"},{"speaker":"Unknown","startTime":259.95,"endTime":262.98,"body":"at their mercy, and each one of"},{"speaker":"Unknown","startTime":262.98,"endTime":265.47,"body":"them have had their own"},{"speaker":"Unknown","startTime":262.98,"endTime":265.47,"body":"experiences with agents that"},{"speaker":"Unknown","startTime":265.47,"endTime":268.23,"body":"have stolen their their clients"},{"speaker":"Unknown","startTime":265.47,"endTime":268.23,"body":"or their clients that have"},{"speaker":"Unknown","startTime":268.23,"endTime":271.17,"body":"abandoned them. And so they"},{"speaker":"Unknown","startTime":268.23,"endTime":271.17,"body":"bring their own anger and"},{"speaker":"Unknown","startTime":271.17,"endTime":274.29,"body":"confusion about procuring cause"},{"speaker":"Unknown","startTime":271.17,"endTime":274.29,"body":"to the hearing of themselves."},{"speaker":"Unknown","startTime":274.41,"endTime":277.68,"body":"Now, the cases I hear mainly"},{"speaker":"Unknown","startTime":274.41,"endTime":277.68,"body":"from my clients fallen under"},{"speaker":"Unknown","startTime":277.68,"endTime":282.0,"body":"three scenarios. One is where a"},{"speaker":"Unknown","startTime":277.68,"endTime":282.0,"body":"builder's agent shows the house"},{"speaker":"Unknown","startTime":282.0,"endTime":285.06,"body":"to the consumer gets the"},{"speaker":"Unknown","startTime":282.0,"endTime":285.06,"body":"consumer interested in buying"},{"speaker":"Unknown","startTime":285.06,"endTime":288.18,"body":"the house, the consumer leaves"},{"speaker":"Unknown","startTime":285.06,"endTime":288.18,"body":"and then shows up the next day"},{"speaker":"Unknown","startTime":288.18,"endTime":291.06,"body":"with a contract and an agent"},{"speaker":"Unknown","startTime":288.18,"endTime":291.06,"body":"from an agent's never even been"},{"speaker":"Unknown","startTime":291.06,"endTime":294.21,"body":"on the property. And now the"},{"speaker":"Unknown","startTime":291.06,"endTime":294.21,"body":"agent wants their commission and"},{"speaker":"Unknown","startTime":294.21,"endTime":297.15,"body":"this happens quite a bit. The"},{"speaker":"Unknown","startTime":294.21,"endTime":297.15,"body":"second one is a buyer is shown a"},{"speaker":"Unknown","startTime":297.15,"endTime":301.08,"body":"house with one agent but then"},{"speaker":"Unknown","startTime":297.15,"endTime":301.08,"body":"goes back with Another agent and"},{"speaker":"Unknown","startTime":301.08,"endTime":304.23,"body":"writes a contract with a second"},{"speaker":"Unknown","startTime":301.08,"endTime":304.23,"body":"agent. So the question is, who"},{"speaker":"Unknown","startTime":304.23,"endTime":306.75,"body":"is the procuring? Cause? Was it"},{"speaker":"Unknown","startTime":304.23,"endTime":306.75,"body":"the first agent who introduced?"},{"speaker":"Unknown","startTime":306.75,"endTime":309.69,"body":"Or is it the second agent who"},{"speaker":"Unknown","startTime":306.75,"endTime":309.69,"body":"wrote the contract. And then of"},{"speaker":"Unknown","startTime":309.69,"endTime":312.57,"body":"course, the third one is you"},{"speaker":"Unknown","startTime":309.69,"endTime":312.57,"body":"have a buyer that's under agency"},{"speaker":"Unknown","startTime":312.57,"endTime":316.23,"body":"with one agent, that agents"},{"speaker":"Unknown","startTime":312.57,"endTime":316.23,"body":"working carefully with that"},{"speaker":"Unknown","startTime":316.23,"endTime":320.55,"body":"buyer, keeping them engaged. And"},{"speaker":"Unknown","startTime":316.23,"endTime":320.55,"body":"for some reason, that buyer"},{"speaker":"Unknown","startTime":320.55,"endTime":323.49,"body":"abandons the agent and goes to"},{"speaker":"Unknown","startTime":320.55,"endTime":323.49,"body":"another agent, oftentimes, just"},{"speaker":"Unknown","startTime":323.49,"endTime":327.27,"body":"because they didn't realize or"},{"speaker":"Unknown","startTime":323.49,"endTime":327.27,"body":"forgot a friend was an agent, or"},{"speaker":"Unknown","startTime":327.27,"endTime":330.66,"body":"they think that this second"},{"speaker":"Unknown","startTime":327.27,"endTime":330.66,"body":"agent has some inside knowledge"},{"speaker":"Unknown","startTime":330.66,"endTime":333.78,"body":"that the first agent does, and"},{"speaker":"Unknown","startTime":330.66,"endTime":333.78,"body":"they abandon them. Now, it's"},{"speaker":"Unknown","startTime":333.78,"endTime":336.21,"body":"happening more and more in this"},{"speaker":"Unknown","startTime":333.78,"endTime":336.21,"body":"market. And the reason in my"},{"speaker":"Unknown","startTime":336.21,"endTime":339.66,"body":"opinion is happening more today"},{"speaker":"Unknown","startTime":336.21,"endTime":339.66,"body":"than it has in the past, is that"},{"speaker":"Unknown","startTime":339.66,"endTime":343.14,"body":"we have a lack of inventory. And"},{"speaker":"Unknown","startTime":339.66,"endTime":343.14,"body":"so a lot of buyers think that if"},{"speaker":"Unknown","startTime":343.14,"endTime":345.72,"body":"they've been working with an"},{"speaker":"Unknown","startTime":343.14,"endTime":345.72,"body":"agent for a couple of weeks, and"},{"speaker":"Unknown","startTime":345.72,"endTime":349.11,"body":"their agent has been unable to"},{"speaker":"Unknown","startTime":345.72,"endTime":349.11,"body":"find a house for them, it's on"},{"speaker":"Unknown","startTime":349.11,"endTime":352.5,"body":"the agent. Now you and I know"},{"speaker":"Unknown","startTime":349.11,"endTime":352.5,"body":"that's not the case, because all"},{"speaker":"Unknown","startTime":352.5,"endTime":356.16,"body":"agents have access to exactly"},{"speaker":"Unknown","startTime":352.5,"endTime":356.16,"body":"the same information. And so"},{"speaker":"Unknown","startTime":356.19,"endTime":358.74,"body":"what they think is that some"},{"speaker":"Unknown","startTime":356.19,"endTime":358.74,"body":"other agent might have some"},{"speaker":"Unknown","startTime":358.77,"endTime":361.83,"body":"pocket listing or hidden"},{"speaker":"Unknown","startTime":358.77,"endTime":361.83,"body":"information. Well, we know in"},{"speaker":"Unknown","startTime":361.83,"endTime":364.83,"body":"our our MLS and Columbia and"},{"speaker":"Unknown","startTime":361.83,"endTime":364.83,"body":"Greenville, as I understand it,"},{"speaker":"Unknown","startTime":364.83,"endTime":367.41,"body":"pocket listings are not allowed."},{"speaker":"Unknown","startTime":364.83,"endTime":367.41,"body":"So that shouldn't be the case."},{"speaker":"Unknown","startTime":367.68,"endTime":371.55,"body":"But these buyers truly believe"},{"speaker":"Unknown","startTime":367.68,"endTime":371.55,"body":"that if they find the right"},{"speaker":"Unknown","startTime":371.55,"endTime":374.88,"body":"agent, they'll have secret"},{"speaker":"Unknown","startTime":371.55,"endTime":374.88,"body":"information and they can get a"},{"speaker":"Unknown","startTime":374.91,"endTime":378.42,"body":"house or they may meet somebody"},{"speaker":"Unknown","startTime":374.91,"endTime":378.42,"body":"who says they have a house or"},{"speaker":"Unknown","startTime":378.42,"endTime":380.88,"body":"getting ready to put on the"},{"speaker":"Unknown","startTime":378.42,"endTime":380.88,"body":"market. And so they think if"},{"speaker":"Unknown","startTime":380.88,"endTime":384.66,"body":"they bring in their agent to"},{"speaker":"Unknown","startTime":380.88,"endTime":384.66,"body":"this listing, that somehow it's"},{"speaker":"Unknown","startTime":384.66,"endTime":387.27,"body":"going to cost them money or cost"},{"speaker":"Unknown","startTime":384.66,"endTime":387.27,"body":"them the ability to get the deal"},{"speaker":"Unknown","startTime":387.27,"endTime":390.6,"body":"done, which is typically not the"},{"speaker":"Unknown","startTime":387.27,"endTime":390.6,"body":"case. So with each of these"},{"speaker":"Unknown","startTime":390.6,"endTime":393.9,"body":"scenarios, each one of them has"},{"speaker":"Unknown","startTime":390.6,"endTime":393.9,"body":"their own issues. And the"},{"speaker":"Unknown","startTime":393.9,"endTime":398.07,"body":"outcome can vary in all three of"},{"speaker":"Unknown","startTime":393.9,"endTime":398.07,"body":"these scenarios, depending on"},{"speaker":"Unknown","startTime":398.07,"endTime":401.61,"body":"specific facts. And that's the"},{"speaker":"Unknown","startTime":398.07,"endTime":401.61,"body":"problem with procuring cause is"},{"speaker":"Unknown","startTime":401.61,"endTime":404.1,"body":"that when a real estate agent"},{"speaker":"Unknown","startTime":401.61,"endTime":404.1,"body":"will call and say who's the"},{"speaker":"Unknown","startTime":404.1,"endTime":407.52,"body":"procuring cause? It's not a"},{"speaker":"Unknown","startTime":404.1,"endTime":407.52,"body":"simple answer. And the reason"},{"speaker":"Unknown","startTime":407.52,"endTime":413.01,"body":"it's not a simple answer is so"},{"speaker":"Unknown","startTime":407.52,"endTime":413.01,"body":"many facts go into what happened"},{"speaker":"Unknown","startTime":413.04,"endTime":416.52,"body":"and who might be entitled to"},{"speaker":"Unknown","startTime":413.04,"endTime":416.52,"body":"that money. And it really"},{"speaker":"Unknown","startTime":416.52,"endTime":419.64,"body":"doesn't matter what the attorney"},{"speaker":"Unknown","startTime":416.52,"endTime":419.64,"body":"you speak to says who's"},{"speaker":"Unknown","startTime":419.64,"endTime":422.04,"body":"procuring cause, because"},{"speaker":"Unknown","startTime":419.64,"endTime":422.04,"body":"ultimately, it's going to come"},{"speaker":"Unknown","startTime":422.04,"endTime":424.83,"body":"down to one of two things, what"},{"speaker":"Unknown","startTime":422.04,"endTime":424.83,"body":"you could convince the other"},{"speaker":"Unknown","startTime":424.86,"endTime":428.76,"body":"agent of, or if you're unable to"},{"speaker":"Unknown","startTime":424.86,"endTime":428.76,"body":"convince him in some type of"},{"speaker":"Unknown","startTime":428.76,"endTime":431.16,"body":"mediation or a settlement"},{"speaker":"Unknown","startTime":428.76,"endTime":431.16,"body":"agreement, what you're able to"},{"speaker":"Unknown","startTime":431.16,"endTime":434.94,"body":"convince five realtors on a"},{"speaker":"Unknown","startTime":431.16,"endTime":434.94,"body":"panel to believe and so it's"},{"speaker":"Unknown","startTime":434.97,"endTime":437.73,"body":"very difficult to get a good"},{"speaker":"Unknown","startTime":434.97,"endTime":437.73,"body":"read on it. So what is the"},{"speaker":"Unknown","startTime":437.73,"endTime":440.94,"body":"definition of procuring cause?"},{"speaker":"Unknown","startTime":437.73,"endTime":440.94,"body":"Well, before I define it, I want"},{"speaker":"Unknown","startTime":440.94,"endTime":444.36,"body":"everybody to remember that all"},{"speaker":"Unknown","startTime":440.94,"endTime":444.36,"body":"the contracts belong to the"},{"speaker":"Unknown","startTime":444.36,"endTime":447.87,"body":"broker and not the real estate"},{"speaker":"Unknown","startTime":444.36,"endTime":447.87,"body":"agent. Real Estate Agents don't"},{"speaker":"Unknown","startTime":447.87,"endTime":450.81,"body":"have contracts, brokers have"},{"speaker":"Unknown","startTime":447.87,"endTime":450.81,"body":"contracts, all your buyers are"},{"speaker":"Unknown","startTime":450.81,"endTime":453.36,"body":"represented technically, by your"},{"speaker":"Unknown","startTime":450.81,"endTime":453.36,"body":"broker, all your salaries belong"},{"speaker":"Unknown","startTime":453.36,"endTime":456.78,"body":"to your broker. So technically,"},{"speaker":"Unknown","startTime":453.36,"endTime":456.78,"body":"when you have a procuring cause"},{"speaker":"Unknown","startTime":456.78,"endTime":460.65,"body":"case, it is a dispute between"},{"speaker":"Unknown","startTime":456.78,"endTime":460.65,"body":"brokers and not a dispute"},{"speaker":"Unknown","startTime":460.65,"endTime":463.62,"body":"between agents. Ultimately, the"},{"speaker":"Unknown","startTime":460.65,"endTime":463.62,"body":"brokers are the ones who decide"},{"speaker":"Unknown","startTime":463.62,"endTime":466.98,"body":"that now the Nars Professional"},{"speaker":"Unknown","startTime":463.62,"endTime":466.98,"body":"Standards Committee has come up"},{"speaker":"Unknown","startTime":466.98,"endTime":468.78,"body":"with what's called the"},{"speaker":"Unknown","startTime":466.98,"endTime":468.78,"body":"professional standards"},{"speaker":"Unknown","startTime":468.78,"endTime":473.04,"body":"procedures. And they have inter"},{"speaker":"Unknown","startTime":468.78,"endTime":473.04,"body":"issued an introduction to"},{"speaker":"Unknown","startTime":473.04,"endTime":475.56,"body":"procuring cause that can be"},{"speaker":"Unknown","startTime":473.04,"endTime":475.56,"body":"found on the internet by typing"},{"speaker":"Unknown","startTime":475.56,"endTime":478.8,"body":"in NARS professional standards"},{"speaker":"Unknown","startTime":475.56,"endTime":478.8,"body":"of procuring cause and you'll"},{"speaker":"Unknown","startTime":478.8,"endTime":482.46,"body":"find that there's a lot of"},{"speaker":"Unknown","startTime":478.8,"endTime":482.46,"body":"information in that document is"},{"speaker":"Unknown","startTime":482.46,"endTime":485.28,"body":"not dispositive. It doesn't have"},{"speaker":"Unknown","startTime":482.46,"endTime":485.28,"body":"everything you need to know"},{"speaker":"Unknown","startTime":485.28,"endTime":487.5,"body":"about procuring cause, because"},{"speaker":"Unknown","startTime":485.28,"endTime":487.5,"body":"as I mentioned earlier, you"},{"speaker":"Unknown","startTime":487.5,"endTime":489.6,"body":"could write a book on procuring"},{"speaker":"Unknown","startTime":487.5,"endTime":489.6,"body":"cause and still not cover"},{"speaker":"Unknown","startTime":489.6,"endTime":492.12,"body":"everything. But the information"},{"speaker":"Unknown","startTime":489.6,"endTime":492.12,"body":"is very good, nor is there an"},{"speaker":"Unknown","startTime":492.12,"endTime":495.15,"body":"excellent job of getting the"},{"speaker":"Unknown","startTime":492.12,"endTime":495.15,"body":"information out there. And a lot"},{"speaker":"Unknown","startTime":495.15,"endTime":497.37,"body":"of what I'm going to talk about"},{"speaker":"Unknown","startTime":495.15,"endTime":497.37,"body":"today is actually going to come"},{"speaker":"Unknown","startTime":497.37,"endTime":501.75,"body":"from this information and I rely"},{"speaker":"Unknown","startTime":497.37,"endTime":501.75,"body":"on ours because no ours is often"},{"speaker":"Unknown","startTime":501.75,"endTime":504.33,"body":"the Trier of these cases,"},{"speaker":"Unknown","startTime":501.75,"endTime":504.33,"body":"whether it's through a mediation"},{"speaker":"Unknown","startTime":504.33,"endTime":508.26,"body":"or an arbitration. So NARS"},{"speaker":"Unknown","startTime":504.33,"endTime":508.26,"body":"defines procuring calls using"},{"speaker":"Unknown","startTime":508.26,"endTime":510.9,"body":"Black's Law Dictionary is a"},{"speaker":"Unknown","startTime":508.26,"endTime":510.9,"body":"dictionary that we use as"},{"speaker":"Unknown","startTime":510.9,"endTime":514.26,"body":"lawyers all the time and we cite"},{"speaker":"Unknown","startTime":510.9,"endTime":514.26,"body":"it in court court cited and"},{"speaker":"Unknown","startTime":514.26,"endTime":518.16,"body":"their documents as well in their"},{"speaker":"Unknown","startTime":514.26,"endTime":518.16,"body":"orders. And what they define"},{"speaker":"Unknown","startTime":518.16,"endTime":522.09,"body":"procuring cause is a series of"},{"speaker":"Unknown","startTime":518.16,"endTime":522.09,"body":"events, unbroken in their"},{"speaker":"Unknown","startTime":522.09,"endTime":525.69,"body":"continuity that results in the"},{"speaker":"Unknown","startTime":522.09,"endTime":525.69,"body":"desired objective Generally, the"},{"speaker":"Unknown","startTime":525.69,"endTime":529.05,"body":"sell the property, they father"},{"speaker":"Unknown","startTime":525.69,"endTime":529.05,"body":"say that proximate cause is the"},{"speaker":"Unknown","startTime":529.05,"endTime":533.28,"body":"calls originating a series of"},{"speaker":"Unknown","startTime":529.05,"endTime":533.28,"body":"events which without break in"},{"speaker":"Unknown","startTime":533.28,"endTime":536.46,"body":"their continuity result and the"},{"speaker":"Unknown","startTime":533.28,"endTime":536.46,"body":"accomplishment of the prime"},{"speaker":"Unknown","startTime":536.46,"endTime":539.58,"body":"objective, the inducing calls"},{"speaker":"Unknown","startTime":536.46,"endTime":539.58,"body":"the direct or proximate cause"},{"speaker":"Unknown","startTime":539.58,"endTime":543.54,"body":"substantially synonymous with"},{"speaker":"Unknown","startTime":539.58,"endTime":543.54,"body":"efficient cause. So what we're"},{"speaker":"Unknown","startTime":543.54,"endTime":548.52,"body":"getting at here is what got the"},{"speaker":"Unknown","startTime":543.54,"endTime":548.52,"body":"series event started, what"},{"speaker":"Unknown","startTime":548.52,"endTime":551.64,"body":"brought it to a conclusion and"},{"speaker":"Unknown","startTime":548.52,"endTime":551.64,"body":"was there any break in their"},{"speaker":"Unknown","startTime":551.64,"endTime":556.47,"body":"continuity, a broker is regarded"},{"speaker":"Unknown","startTime":551.64,"endTime":556.47,"body":"as a procuring cause of a sale."},{"speaker":"Unknown","startTime":556.5,"endTime":559.71,"body":"So to be entitled to the"},{"speaker":"Unknown","startTime":556.5,"endTime":559.71,"body":"commission if his or her efforts"},{"speaker":"Unknown","startTime":559.92,"endTime":564.24,"body":"are the foundation of the"},{"speaker":"Unknown","startTime":559.92,"endTime":564.24,"body":"negotiation, which result in the"},{"speaker":"Unknown","startTime":564.24,"endTime":567.93,"body":"big sale begin, it is the calls"},{"speaker":"Unknown","startTime":564.24,"endTime":567.93,"body":"originating a series of events"},{"speaker":"Unknown","startTime":567.93,"endTime":569.67,"body":"which without breaking their"},{"speaker":"Unknown","startTime":567.93,"endTime":569.67,"body":"continuity"},{"speaker":"Unknown","startTime":569.67,"endTime":572.37,"body":"results in the accomplishment of"},{"speaker":"Unknown","startTime":569.67,"endTime":572.37,"body":"the prime objective of the"},{"speaker":"Unknown","startTime":572.37,"endTime":575.94,"body":"employment of the broker who"},{"speaker":"Unknown","startTime":572.37,"endTime":575.94,"body":"produces a willing ready and"},{"speaker":"Unknown","startTime":575.94,"endTime":578.76,"body":"able purchaser to buy real"},{"speaker":"Unknown","startTime":575.94,"endTime":578.76,"body":"estate on their own terms. So"},{"speaker":"Unknown","startTime":578.76,"endTime":581.61,"body":"what NARS is getting at here is"},{"speaker":"Unknown","startTime":578.76,"endTime":581.61,"body":"the broker who's entitled to"},{"speaker":"Unknown","startTime":581.61,"endTime":585.24,"body":"compensation is the one who"},{"speaker":"Unknown","startTime":581.61,"endTime":585.24,"body":"began the foundation who sets"},{"speaker":"Unknown","startTime":585.24,"endTime":588.96,"body":"the foundation I typically"},{"speaker":"Unknown","startTime":585.24,"endTime":588.96,"body":"introduce the property shows the"},{"speaker":"Unknown","startTime":588.96,"endTime":591.39,"body":"property has the person enter"},{"speaker":"Unknown","startTime":588.96,"endTime":591.39,"body":"the property provides the"},{"speaker":"Unknown","startTime":591.39,"endTime":595.47,"body":"information about the property,"},{"speaker":"Unknown","startTime":591.39,"endTime":595.47,"body":"and that begins the process. And"},{"speaker":"Unknown","startTime":595.47,"endTime":597.63,"body":"that throughout the process,"},{"speaker":"Unknown","startTime":595.47,"endTime":597.63,"body":"there's no break in the"},{"speaker":"Unknown","startTime":597.63,"endTime":600.51,"body":"continuity. They're constantly"},{"speaker":"Unknown","startTime":597.63,"endTime":600.51,"body":"working with their kids. tumor."},{"speaker":"Unknown","startTime":600.72,"endTime":604.8,"body":"And that results in the prime"},{"speaker":"Unknown","startTime":600.72,"endTime":604.8,"body":"objective, which is getting the"},{"speaker":"Unknown","startTime":604.8,"endTime":608.43,"body":"house under contract and ready"},{"speaker":"Unknown","startTime":604.8,"endTime":608.43,"body":"to close. But it's very, very"},{"speaker":"Unknown","startTime":608.43,"endTime":612.81,"body":"important here to understand"},{"speaker":"Unknown","startTime":608.43,"endTime":612.81,"body":"that there is no pre determined"},{"speaker":"Unknown","startTime":612.81,"endTime":618.78,"body":"rule, or rule of thumb as to who"},{"speaker":"Unknown","startTime":612.81,"endTime":618.78,"body":"wins in a case is this very fact"},{"speaker":"Unknown","startTime":618.78,"endTime":620.67,"body":"specific. So there's no"},{"speaker":"Unknown","startTime":618.78,"endTime":620.67,"body":"predetermine rule. In fact,"},{"speaker":"Unknown","startTime":620.7,"endTime":623.58,"body":"their material say there are no"},{"speaker":"Unknown","startTime":620.7,"endTime":623.58,"body":"threshold rules. There's no"},{"speaker":"Unknown","startTime":623.58,"endTime":626.85,"body":"contract in hand rolls those no"},{"speaker":"Unknown","startTime":623.58,"endTime":626.85,"body":"agency rules, and we're gonna"},{"speaker":"Unknown","startTime":626.85,"endTime":629.52,"body":"talk about that in a minute"},{"speaker":"Unknown","startTime":626.85,"endTime":629.52,"body":"because I don't like that aspect"},{"speaker":"Unknown","startTime":629.52,"endTime":632.64,"body":"of it. But it's all very"},{"speaker":"Unknown","startTime":629.52,"endTime":632.64,"body":"important. And ours is very"},{"speaker":"Unknown","startTime":632.64,"endTime":635.52,"body":"specific to say that all wards"},{"speaker":"Unknown","startTime":632.64,"endTime":635.52,"body":"must be based on facts and"},{"speaker":"Unknown","startTime":635.52,"endTime":639.12,"body":"circumstances related to the"},{"speaker":"Unknown","startTime":635.52,"endTime":639.12,"body":"particular transaction. Now,"},{"speaker":"Unknown","startTime":639.15,"endTime":643.44,"body":"NARS itself has recognized the"},{"speaker":"Unknown","startTime":639.15,"endTime":643.44,"body":"difficulty in procuring calls,"},{"speaker":"Unknown","startTime":643.44,"endTime":647.22,"body":"because its membership on"},{"speaker":"Unknown","startTime":643.44,"endTime":647.22,"body":"several occasions, has actually"},{"speaker":"Unknown","startTime":647.37,"endTime":651.69,"body":"questioned raised the question"},{"speaker":"Unknown","startTime":647.37,"endTime":651.69,"body":"of what is procuring cause. And"},{"speaker":"Unknown","startTime":651.69,"endTime":656.46,"body":"so NARS has tried to develop a"},{"speaker":"Unknown","startTime":651.69,"endTime":656.46,"body":"consensus opinion to a single"},{"speaker":"Unknown","startTime":656.46,"endTime":660.06,"body":"role or determining factor which"},{"speaker":"Unknown","startTime":656.46,"endTime":660.06,"body":"would clearly establish who's"},{"speaker":"Unknown","startTime":660.06,"endTime":663.18,"body":"entitled to commission in the"},{"speaker":"Unknown","startTime":660.06,"endTime":663.18,"body":"cases of procuring cause and"},{"speaker":"Unknown","startTime":663.18,"endTime":667.47,"body":"five times since 1976. They've"},{"speaker":"Unknown","startTime":663.18,"endTime":667.47,"body":"had subcommittees that have"},{"speaker":"Unknown","startTime":667.47,"endTime":670.35,"body":"worked with professional"},{"speaker":"Unknown","startTime":667.47,"endTime":670.35,"body":"standards committees to actually"},{"speaker":"Unknown","startTime":670.35,"endTime":673.74,"body":"study this question on procuring"},{"speaker":"Unknown","startTime":670.35,"endTime":673.74,"body":"cause. And as a result, most"},{"speaker":"Unknown","startTime":673.74,"endTime":676.59,"body":"recently, they've come up with"},{"speaker":"Unknown","startTime":673.74,"endTime":676.59,"body":"this code of ethics and"},{"speaker":"Unknown","startTime":676.59,"endTime":679.95,"body":"arbitration manual, they've also"},{"speaker":"Unknown","startTime":676.59,"endTime":679.95,"body":"come up with which I think is"},{"speaker":"Unknown","startTime":679.95,"endTime":683.85,"body":"very effective, an arbitration"},{"speaker":"Unknown","startTime":679.95,"endTime":683.85,"body":"worksheet that has been"},{"speaker":"Unknown","startTime":683.85,"endTime":687.75,"body":"developed to assist hearing"},{"speaker":"Unknown","startTime":683.85,"endTime":687.75,"body":"panels, and identifying relevant"},{"speaker":"Unknown","startTime":687.75,"endTime":690.66,"body":"issues and determining these"},{"speaker":"Unknown","startTime":687.75,"endTime":690.66,"body":"fact questions and who would be"},{"speaker":"Unknown","startTime":690.66,"endTime":694.41,"body":"entitled to any disputed funds."},{"speaker":"Unknown","startTime":690.66,"endTime":694.41,"body":"And you can find this worksheet."},{"speaker":"Unknown","startTime":694.56,"endTime":697.62,"body":"And I would encourage you to go"},{"speaker":"Unknown","startTime":694.56,"endTime":697.62,"body":"look at this worksheet when you"},{"speaker":"Unknown","startTime":697.62,"endTime":701.37,"body":"think you have a procuring cause"},{"speaker":"Unknown","startTime":697.62,"endTime":701.37,"body":"case. And it can be found easily"},{"speaker":"Unknown","startTime":701.37,"endTime":705.51,"body":"on Google just type in NARS"},{"speaker":"Unknown","startTime":701.37,"endTime":705.51,"body":"arbitration worksheet for"},{"speaker":"Unknown","startTime":706.11,"endTime":708.93,"body":"procuring cause. And what you'll"},{"speaker":"Unknown","startTime":706.11,"endTime":708.93,"body":"find in this worksheet, which"},{"speaker":"Unknown","startTime":708.93,"endTime":711.0,"body":"will go over, you know, give you"},{"speaker":"Unknown","startTime":708.93,"endTime":711.0,"body":"some more information on it,"},{"speaker":"Unknown","startTime":711.03,"endTime":714.42,"body":"it's few minutes, is that most"},{"speaker":"Unknown","startTime":711.03,"endTime":714.42,"body":"people believe they have a slam"},{"speaker":"Unknown","startTime":714.42,"endTime":718.2,"body":"dunk arbitration case, until"},{"speaker":"Unknown","startTime":714.42,"endTime":718.2,"body":"they start working this, this"},{"speaker":"Unknown","startTime":718.2,"endTime":722.4,"body":"worksheet, and they realize that"},{"speaker":"Unknown","startTime":718.2,"endTime":722.4,"body":"while they may be the person who"},{"speaker":"Unknown","startTime":723.24,"endTime":726.03,"body":"had the agency and started with"},{"speaker":"Unknown","startTime":723.24,"endTime":726.03,"body":"a client and stayed in constant"},{"speaker":"Unknown","startTime":726.03,"endTime":729.0,"body":"contact, they weren't the person"},{"speaker":"Unknown","startTime":726.03,"endTime":729.0,"body":"who introduced they weren't the"},{"speaker":"Unknown","startTime":729.0,"endTime":732.12,"body":"person who created the interest"},{"speaker":"Unknown","startTime":729.0,"endTime":732.12,"body":"in the property. And so their"},{"speaker":"Unknown","startTime":732.12,"endTime":735.45,"body":"case may have some warts to it."},{"speaker":"Unknown","startTime":732.12,"endTime":735.45,"body":"And what I think you'll see"},{"speaker":"Unknown","startTime":735.48,"endTime":739.29,"body":"pretty much in every procuring"},{"speaker":"Unknown","startTime":735.48,"endTime":739.29,"body":"cause case, or almost all of"},{"speaker":"Unknown","startTime":739.29,"endTime":741.96,"body":"them is it's not as clear cut as"},{"speaker":"Unknown","startTime":739.29,"endTime":741.96,"body":"most people think it is, in"},{"speaker":"Unknown","startTime":741.96,"endTime":744.54,"body":"fact, I think is muddied water"},{"speaker":"Unknown","startTime":741.96,"endTime":744.54,"body":"in most cases. Now, let me"},{"speaker":"Unknown","startTime":744.54,"endTime":748.47,"body":"expand for a minute also on the"},{"speaker":"Unknown","startTime":744.54,"endTime":748.47,"body":"no pre determined rule. So every"},{"speaker":"Unknown","startTime":748.47,"endTime":752.37,"body":"arbitration hearing on procuring"},{"speaker":"Unknown","startTime":748.47,"endTime":752.37,"body":"cause is always considered in"},{"speaker":"Unknown","startTime":752.37,"endTime":753.09,"body":"light of all"},{"speaker":"Unknown","startTime":753.09,"endTime":756.33,"body":"the relevant facts and"},{"speaker":"Unknown","startTime":753.09,"endTime":756.33,"body":"circumstances, as presented by"},{"speaker":"Unknown","startTime":756.33,"endTime":759.63,"body":"the party and their witnesses."},{"speaker":"Unknown","startTime":756.33,"endTime":759.63,"body":"And the rule of thumb, prior"},{"speaker":"Unknown","startTime":759.63,"endTime":763.86,"body":"decisions by other panels are to"},{"speaker":"Unknown","startTime":759.63,"endTime":763.86,"body":"be completely disregarded. So"},{"speaker":"Unknown","startTime":763.86,"endTime":767.79,"body":"what your happened to another"},{"speaker":"Unknown","startTime":763.86,"endTime":767.79,"body":"agent in your office, or how"},{"speaker":"Unknown","startTime":767.82,"endTime":771.75,"body":"they've ruled in the past is"},{"speaker":"Unknown","startTime":767.82,"endTime":771.75,"body":"completely irrelevant. It's 100%"},{"speaker":"Unknown","startTime":772.02,"endTime":775.77,"body":"going to be based on relevant"},{"speaker":"Unknown","startTime":772.02,"endTime":775.77,"body":"facts and circumstances. So it's"},{"speaker":"Unknown","startTime":775.77,"endTime":778.32,"body":"going to be a heavy fact"},{"speaker":"Unknown","startTime":775.77,"endTime":778.32,"body":"specific matter. So what that"},{"speaker":"Unknown","startTime":778.32,"endTime":781.23,"body":"means is, if you do get to an"},{"speaker":"Unknown","startTime":778.32,"endTime":781.23,"body":"arbitration hearing, you are"},{"speaker":"Unknown","startTime":781.26,"endTime":783.69,"body":"truly going to have to make sure"},{"speaker":"Unknown","startTime":781.26,"endTime":783.69,"body":"that you present all of your"},{"speaker":"Unknown","startTime":783.69,"endTime":787.02,"body":"facts and that you hit 100% of"},{"speaker":"Unknown","startTime":783.69,"endTime":787.02,"body":"your facts, and you do it very"},{"speaker":"Unknown","startTime":787.02,"endTime":790.95,"body":"sustained succinctly, in a"},{"speaker":"Unknown","startTime":787.02,"endTime":790.95,"body":"manner which the panel can truly"},{"speaker":"Unknown","startTime":790.95,"endTime":795.24,"body":"understand what you're arguing"},{"speaker":"Unknown","startTime":790.95,"endTime":795.24,"body":"now, agency, while a lot of"},{"speaker":"Unknown","startTime":795.24,"endTime":798.21,"body":"people will argue to me, Well, I"},{"speaker":"Unknown","startTime":795.24,"endTime":798.21,"body":"have agency outside agency, I'm"},{"speaker":"Unknown","startTime":798.21,"endTime":802.38,"body":"100%. under contract, that's"},{"speaker":"Unknown","startTime":798.21,"endTime":802.38,"body":"great. You follow state law, but"},{"speaker":"Unknown","startTime":802.38,"endTime":805.41,"body":"unfortunately, agency doesn't"},{"speaker":"Unknown","startTime":802.38,"endTime":805.41,"body":"control. I disagree with this."},{"speaker":"Unknown","startTime":805.41,"endTime":808.95,"body":"But I'm not the one who sets the"},{"speaker":"Unknown","startTime":805.41,"endTime":808.95,"body":"rules, I believe agency is 100%,"},{"speaker":"Unknown","startTime":808.95,"endTime":811.41,"body":"what should matter, because if"},{"speaker":"Unknown","startTime":808.95,"endTime":811.41,"body":"you don't have agency, then you"},{"speaker":"Unknown","startTime":811.41,"endTime":814.14,"body":"violated the law, and you"},{"speaker":"Unknown","startTime":811.41,"endTime":814.14,"body":"shouldn't be able to get paid,"},{"speaker":"Unknown","startTime":814.14,"endTime":816.87,"body":"because under state law, if you"},{"speaker":"Unknown","startTime":814.14,"endTime":816.87,"body":"don't have some written"},{"speaker":"Unknown","startTime":816.87,"endTime":819.21,"body":"agreement, whether it's agency"},{"speaker":"Unknown","startTime":816.87,"endTime":819.21,"body":"or transaction brokerage"},{"speaker":"Unknown","startTime":819.21,"endTime":822.12,"body":"agreement with the consumer, you"},{"speaker":"Unknown","startTime":819.21,"endTime":822.12,"body":"can't get paid, you're not"},{"speaker":"Unknown","startTime":822.12,"endTime":825.0,"body":"supposed to get paid, you don't"},{"speaker":"Unknown","startTime":822.12,"endTime":825.0,"body":"have any any argument for pay,"},{"speaker":"Unknown","startTime":825.0,"endTime":828.48,"body":"in fact, you violated the law."},{"speaker":"Unknown","startTime":825.0,"endTime":828.48,"body":"So I don't know how if you don't"},{"speaker":"Unknown","startTime":828.48,"endTime":831.78,"body":"have agency, you win, I wish"},{"speaker":"Unknown","startTime":828.48,"endTime":831.78,"body":"NARS would just come out and say"},{"speaker":"Unknown","startTime":831.78,"endTime":836.16,"body":"the rule is who establish agency"},{"speaker":"Unknown","startTime":831.78,"endTime":836.16,"body":"first and who has valid agency,"},{"speaker":"Unknown","startTime":836.25,"endTime":838.65,"body":"then that would help us a lot."},{"speaker":"Unknown","startTime":836.25,"endTime":838.65,"body":"But that is not something that"},{"speaker":"Unknown","startTime":838.65,"endTime":842.76,"body":"they can they consider. They do"},{"speaker":"Unknown","startTime":838.65,"endTime":842.76,"body":"not consider ethical matters as"},{"speaker":"Unknown","startTime":842.76,"endTime":846.87,"body":"to who is entitled to the money."},{"speaker":"Unknown","startTime":842.76,"endTime":846.87,"body":"And so that's something that you"},{"speaker":"Unknown","startTime":846.87,"endTime":850.08,"body":"have to understand. So there's"},{"speaker":"Unknown","startTime":846.87,"endTime":850.08,"body":"five factors I think are very"},{"speaker":"Unknown","startTime":850.08,"endTime":852.39,"body":"important, you understand that"},{"speaker":"Unknown","startTime":850.08,"endTime":852.39,"body":"the panel is going to look at"},{"speaker":"Unknown","startTime":852.6,"endTime":856.29,"body":"many of these disputes will turn"},{"speaker":"Unknown","startTime":852.6,"endTime":856.29,"body":"on the relationship between the"},{"speaker":"Unknown","startTime":856.29,"endTime":859.65,"body":"agent and the prospective buyer."},{"speaker":"Unknown","startTime":856.29,"endTime":859.65,"body":"And they're going to consider"},{"speaker":"Unknown","startTime":859.95,"endTime":864.18,"body":"all the circumstances around it"},{"speaker":"Unknown","startTime":859.95,"endTime":864.18,"body":"and what efforts you've made to"},{"speaker":"Unknown","startTime":864.18,"endTime":867.12,"body":"develop and maintain an ongoing"},{"speaker":"Unknown","startTime":864.18,"endTime":867.12,"body":"relationship with that"},{"speaker":"Unknown","startTime":867.12,"endTime":871.17,"body":"purchaser. That's factor number"},{"speaker":"Unknown","startTime":867.12,"endTime":871.17,"body":"one, factor number two, is there"},{"speaker":"Unknown","startTime":871.17,"endTime":873.87,"body":"going to look and see if you've"},{"speaker":"Unknown","startTime":871.17,"endTime":873.87,"body":"actually actively maintained"},{"speaker":"Unknown","startTime":873.9,"endTime":877.74,"body":"ongoing contact with the"},{"speaker":"Unknown","startTime":873.9,"endTime":877.74,"body":"purchaser. Or if you're ever"},{"speaker":"Unknown","startTime":877.74,"endTime":882.0,"body":"inactive, what was the cause of"},{"speaker":"Unknown","startTime":877.74,"endTime":882.0,"body":"that inactivity and there's the"},{"speaker":"Unknown","startTime":882.0,"endTime":884.91,"body":"person the purchaser reasonably"},{"speaker":"Unknown","startTime":882.0,"endTime":884.91,"body":"conclude from your inactivity"},{"speaker":"Unknown","startTime":884.91,"endTime":887.52,"body":"that you've lost interest if"},{"speaker":"Unknown","startTime":884.91,"endTime":887.52,"body":"you're disengaged or you're not"},{"speaker":"Unknown","startTime":887.52,"endTime":890.04,"body":"going to assist them anymore,"},{"speaker":"Unknown","startTime":887.52,"endTime":890.04,"body":"have you abandoned your"},{"speaker":"Unknown","startTime":890.07,"endTime":894.36,"body":"representation. Next factor they"},{"speaker":"Unknown","startTime":890.07,"endTime":894.36,"body":"can look at is written despite"},{"speaker":"Unknown","startTime":894.36,"endTime":897.72,"body":"your reasonable efforts to"},{"speaker":"Unknown","startTime":894.36,"endTime":897.72,"body":"maintain that contact has the"},{"speaker":"Unknown","startTime":897.72,"endTime":902.34,"body":"buyer sought the assistance of"},{"speaker":"Unknown","startTime":897.72,"endTime":902.34,"body":"another broker? And if so why?"},{"speaker":"Unknown","startTime":902.4,"endTime":905.49,"body":"Why have they abandoned that"},{"speaker":"Unknown","startTime":902.4,"endTime":905.49,"body":"first broker what actions of the"},{"speaker":"Unknown","startTime":905.49,"endTime":908.76,"body":"broker calls into abandon them,"},{"speaker":"Unknown","startTime":905.49,"endTime":908.76,"body":"the fourth factor they may look"},{"speaker":"Unknown","startTime":908.76,"endTime":911.64,"body":"at is there may not be a"},{"speaker":"Unknown","startTime":908.76,"endTime":911.64,"body":"question as to the ongoing"},{"speaker":"Unknown","startTime":911.64,"endTime":915.42,"body":"relationship, the issue may come"},{"speaker":"Unknown","startTime":911.64,"endTime":915.42,"body":"down to the brokers conduct or"},{"speaker":"Unknown","startTime":915.42,"endTime":918.72,"body":"the brokers failure to act when"},{"speaker":"Unknown","startTime":915.42,"endTime":918.72,"body":"necessary, and that causes the"},{"speaker":"Unknown","startTime":918.72,"endTime":921.81,"body":"purchaser to terminate. So, for"},{"speaker":"Unknown","startTime":918.72,"endTime":921.81,"body":"instance, if you haven't been in"},{"speaker":"Unknown","startTime":921.81,"endTime":924.81,"body":"contact with your client over"},{"speaker":"Unknown","startTime":921.81,"endTime":924.81,"body":"new listings and things like"},{"speaker":"Unknown","startTime":924.81,"endTime":927.57,"body":"that, that could be a factor"},{"speaker":"Unknown","startTime":924.81,"endTime":927.57,"body":"they'll look at, and finally the"},{"speaker":"Unknown","startTime":927.57,"endTime":930.27,"body":"next factor a month, then these"},{"speaker":"Unknown","startTime":927.57,"endTime":930.27,"body":"are just five of the main ones."},{"speaker":"Unknown","startTime":930.51,"endTime":933.51,"body":"But the panel will look to"},{"speaker":"Unknown","startTime":930.51,"endTime":933.51,"body":"consider what conduct or lack"},{"speaker":"Unknown","startTime":933.51,"endTime":937.17,"body":"thereof cause any break in the"},{"speaker":"Unknown","startTime":933.51,"endTime":937.17,"body":"series event that led to the"},{"speaker":"Unknown","startTime":937.17,"endTime":940.26,"body":"transaction, whether the"},{"speaker":"Unknown","startTime":937.17,"endTime":940.26,"body":"successful transaction was"},{"speaker":"Unknown","startTime":940.29,"endTime":944.19,"body":"actually brought through by the"},{"speaker":"Unknown","startTime":940.29,"endTime":944.19,"body":"initial broker or a subsequent"},{"speaker":"Unknown","startTime":944.19,"endTime":947.04,"body":"broker what events have"},{"speaker":"Unknown","startTime":944.19,"endTime":947.04,"body":"occurred. So those are some of"},{"speaker":"Unknown","startTime":947.04,"endTime":950.04,"body":"the main factors we're going to"},{"speaker":"Unknown","startTime":947.04,"endTime":950.04,"body":"look at. Now, if you have a"},{"speaker":"Unknown","startTime":950.04,"endTime":953.82,"body":"dispute, and you want to resolve"},{"speaker":"Unknown","startTime":950.04,"endTime":953.82,"body":"this matter, there's really only"},{"speaker":"Unknown","startTime":953.82,"endTime":956.04,"body":"two formats that I've seen that"},{"speaker":"Unknown","startTime":953.82,"endTime":956.04,"body":"have been effective one is"},{"speaker":"Unknown","startTime":956.04,"endTime":959.55,"body":"mediation. This is where you go"},{"speaker":"Unknown","startTime":956.04,"endTime":959.55,"body":"to the association, and ask"},{"speaker":"Unknown","startTime":959.55,"endTime":963.24,"body":"today facilitate mediation where"},{"speaker":"Unknown","startTime":959.55,"endTime":963.24,"body":"you and the other party come"},{"speaker":"Unknown","startTime":963.24,"endTime":967.38,"body":"together between before a move"},{"speaker":"Unknown","startTime":963.24,"endTime":967.38,"body":"to a neutral mediator, and that"},{"speaker":"Unknown","startTime":967.38,"endTime":969.72,"body":"mediator will not make a"},{"speaker":"Unknown","startTime":967.38,"endTime":969.72,"body":"decision for you, but he will"},{"speaker":"Unknown","startTime":969.72,"endTime":974.37,"body":"help you or try to decide"},{"speaker":"Unknown","startTime":969.72,"endTime":974.37,"body":"between yourselves, who's going"},{"speaker":"Unknown","startTime":974.37,"endTime":977.46,"body":"to get what amount of money. And"},{"speaker":"Unknown","startTime":974.37,"endTime":977.46,"body":"the great thing about mediation"},{"speaker":"Unknown","startTime":977.46,"endTime":980.07,"body":"is that you craft your own"},{"speaker":"Unknown","startTime":977.46,"endTime":980.07,"body":"settlement, you are 100% in"},{"speaker":"Unknown","startTime":980.07,"endTime":982.38,"body":"charge of it, you decide whether"},{"speaker":"Unknown","startTime":980.07,"endTime":982.38,"body":"you want to settle or not"},{"speaker":"Unknown","startTime":982.38,"endTime":984.81,"body":"settle, and you decide whether"},{"speaker":"Unknown","startTime":982.38,"endTime":984.81,"body":"or not you're going to accept"},{"speaker":"Unknown","startTime":984.84,"endTime":988.02,"body":"whatever amount of money the"},{"speaker":"Unknown","startTime":984.84,"endTime":988.02,"body":"other side is offering. And it's"},{"speaker":"Unknown","startTime":988.02,"endTime":990.54,"body":"a great way to try to resolve"},{"speaker":"Unknown","startTime":988.02,"endTime":990.54,"body":"it. And most of the cases that"},{"speaker":"Unknown","startTime":990.54,"endTime":993.18,"body":"I've mediated have resolved that"},{"speaker":"Unknown","startTime":990.54,"endTime":993.18,"body":"way. The other way is"},{"speaker":"Unknown","startTime":993.18,"endTime":996.06,"body":"arbitration. This is where the"},{"speaker":"Unknown","startTime":993.18,"endTime":996.06,"body":"parties just cannot decide"},{"speaker":"Unknown","startTime":996.06,"endTime":999.42,"body":"amongst themselves how to take"},{"speaker":"Unknown","startTime":996.06,"endTime":999.42,"body":"care of it. And so they need"},{"speaker":"Unknown","startTime":999.42,"endTime":1001.76,"body":"somebody to make the ruling for"},{"speaker":"Unknown","startTime":999.42,"endTime":1001.76,"body":"them. And this is where you'll"},{"speaker":"Unknown","startTime":1001.76,"endTime":1005.09,"body":"go before a realtor panel of"},{"speaker":"Unknown","startTime":1001.76,"endTime":1005.09,"body":"five realtors, who will make the"},{"speaker":"Unknown","startTime":1005.09,"endTime":1007.97,"body":"decision you will present your"},{"speaker":"Unknown","startTime":1005.09,"endTime":1007.97,"body":"case the other side will present"},{"speaker":"Unknown","startTime":1007.97,"endTime":1010.43,"body":"their case, you'll have"},{"speaker":"Unknown","startTime":1007.97,"endTime":1010.43,"body":"witnesses, you'll enter in"},{"speaker":"Unknown","startTime":1010.43,"endTime":1014.15,"body":"evidence. And at the end of the"},{"speaker":"Unknown","startTime":1010.43,"endTime":1014.15,"body":"hearing, the five panel members"},{"speaker":"Unknown","startTime":1014.15,"endTime":1016.67,"body":"will make the decision as to who"},{"speaker":"Unknown","startTime":1014.15,"endTime":1016.67,"body":"gets the money. Oftentimes they"},{"speaker":"Unknown","startTime":1016.67,"endTime":1018.89,"body":"like just to split the baby"},{"speaker":"Unknown","startTime":1016.67,"endTime":1018.89,"body":"because a lot of times these"},{"speaker":"Unknown","startTime":1018.89,"endTime":1022.28,"body":"things just are not 100% clear."},{"speaker":"Unknown","startTime":1018.89,"endTime":1022.28,"body":"So even if you think you have a"},{"speaker":"Unknown","startTime":1022.28,"endTime":1025.97,"body":"slam dunk case, remember and"},{"speaker":"Unknown","startTime":1022.28,"endTime":1025.97,"body":"realize you don't if you are"},{"speaker":"Unknown","startTime":1026.0,"endTime":1028.22,"body":"before the arbitration panel,"},{"speaker":"Unknown","startTime":1026.0,"endTime":1028.22,"body":"they're going to have this"},{"speaker":"Unknown","startTime":1028.25,"endTime":1030.95,"body":"arbitration worksheet"},{"speaker":"Unknown","startTime":1028.25,"endTime":1030.95,"body":"arbitration worksheet is four"},{"speaker":"Unknown","startTime":1030.95,"endTime":1034.88,"body":"pages, there are 16 sections."},{"speaker":"Unknown","startTime":1030.95,"endTime":1034.88,"body":"And each section has multiple"},{"speaker":"Unknown","startTime":1034.88,"endTime":1037.82,"body":"questions. And it literally is a"},{"speaker":"Unknown","startTime":1034.88,"endTime":1037.82,"body":"scorecard. Does it favor the"},{"speaker":"Unknown","startTime":1037.82,"endTime":1040.67,"body":"complainant? Or does it favor"},{"speaker":"Unknown","startTime":1037.82,"endTime":1040.67,"body":"the respondent? And some of the"},{"speaker":"Unknown","startTime":1040.67,"endTime":1042.86,"body":"questions they ask or what's the"},{"speaker":"Unknown","startTime":1040.67,"endTime":1042.86,"body":"nature of the buyer"},{"speaker":"Unknown","startTime":1042.86,"endTime":1045.89,"body":"representation agreement? Who"},{"speaker":"Unknown","startTime":1042.86,"endTime":1045.89,"body":"was the first to introduce the"},{"speaker":"Unknown","startTime":1045.89,"endTime":1048.92,"body":"property that was sold? Did the"},{"speaker":"Unknown","startTime":1045.89,"endTime":1048.92,"body":"buyer find the property or own"},{"speaker":"Unknown","startTime":1048.98,"endTime":1052.31,"body":"on their own was introduced by"},{"speaker":"Unknown","startTime":1048.98,"endTime":1052.31,"body":"one or two of the other agents?"},{"speaker":"Unknown","startTime":1052.58,"endTime":1055.37,"body":"was the introduction merely a"},{"speaker":"Unknown","startTime":1052.58,"endTime":1055.37,"body":"mention of the property? Or did"},{"speaker":"Unknown","startTime":1055.37,"endTime":1059.24,"body":"they show it to me to open"},{"speaker":"Unknown","startTime":1055.37,"endTime":1059.24,"body":"house? Did they show them the"},{"speaker":"Unknown","startTime":1059.24,"endTime":1062.45,"body":"property? Did they enter the"},{"speaker":"Unknown","startTime":1059.24,"endTime":1062.45,"body":"house with the client? Was it"},{"speaker":"Unknown","startTime":1062.45,"endTime":1065.51,"body":"instrumental in creating the"},{"speaker":"Unknown","startTime":1062.45,"endTime":1065.51,"body":"desire to purchase the property?"},{"speaker":"Unknown","startTime":1065.72,"endTime":1068.81,"body":"What efforts subsequent to the"},{"speaker":"Unknown","startTime":1065.72,"endTime":1068.81,"body":"first introduction to the broker"},{"speaker":"Unknown","startTime":1068.81,"endTime":1072.08,"body":"take to get the property under"},{"speaker":"Unknown","startTime":1068.81,"endTime":1072.08,"body":"contract? Did the broker who"},{"speaker":"Unknown","startTime":1072.08,"endTime":1074.99,"body":"make the initial introduction to"},{"speaker":"Unknown","startTime":1072.08,"endTime":1074.99,"body":"the property engaged in some"},{"speaker":"Unknown","startTime":1074.99,"endTime":1078.59,"body":"contract have failed to do some"},{"speaker":"Unknown","startTime":1074.99,"endTime":1078.59,"body":"conduct, which made the first"},{"speaker":"Unknown","startTime":1079.07,"endTime":1082.82,"body":"made the buyer abandon them? Did"},{"speaker":"Unknown","startTime":1079.07,"endTime":1082.82,"body":"the seller act in bad faith and"},{"speaker":"Unknown","startTime":1082.82,"endTime":1086.03,"body":"to try to deprive the broker the"},{"speaker":"Unknown","startTime":1082.82,"endTime":1086.03,"body":"commission to deny or act in bad"},{"speaker":"Unknown","startTime":1086.03,"endTime":1089.06,"body":"faith to try to deprive the"},{"speaker":"Unknown","startTime":1086.03,"endTime":1089.06,"body":"broker of the commission?"},{"speaker":"Unknown","startTime":1089.21,"endTime":1092.15,"body":"So there's a lot of factors that"},{"speaker":"Unknown","startTime":1089.21,"endTime":1092.15,"body":"they will look at on that sheet"},{"speaker":"Unknown","startTime":1092.15,"endTime":1095.3,"body":"and they will use that to help"},{"speaker":"Unknown","startTime":1092.15,"endTime":1095.3,"body":"them make a decision. So"},{"speaker":"Unknown","startTime":1095.3,"endTime":1099.2,"body":"ultimately, I think you need to"},{"speaker":"Unknown","startTime":1095.3,"endTime":1099.2,"body":"try to avoid claims. Because"},{"speaker":"Unknown","startTime":1099.23,"endTime":1102.29,"body":"once you have a procuring cause"},{"speaker":"Unknown","startTime":1099.23,"endTime":1102.29,"body":"claim, that is where your issue."},{"speaker":"Unknown","startTime":1102.32,"endTime":1105.47,"body":"So what is it you can do as an"},{"speaker":"Unknown","startTime":1102.32,"endTime":1105.47,"body":"agent to avoid procuring cause"},{"speaker":"Unknown","startTime":1105.47,"endTime":1108.74,"body":"claims, versus you have to have"},{"speaker":"Unknown","startTime":1105.47,"endTime":1108.74,"body":"hard and truthful conversations"},{"speaker":"Unknown","startTime":1108.74,"endTime":1111.38,"body":"with your client. A lot of"},{"speaker":"Unknown","startTime":1108.74,"endTime":1111.38,"body":"clients will claim they don't"},{"speaker":"Unknown","startTime":1111.38,"endTime":1113.3,"body":"understand what they're signing,"},{"speaker":"Unknown","startTime":1111.38,"endTime":1113.3,"body":"they didn't know they saw an"},{"speaker":"Unknown","startTime":1113.33,"endTime":1116.39,"body":"agency. So when you go over"},{"speaker":"Unknown","startTime":1113.33,"endTime":1116.39,"body":"agency, you need to make sure"},{"speaker":"Unknown","startTime":1116.39,"endTime":1119.03,"body":"that your consumer understands"},{"speaker":"Unknown","startTime":1116.39,"endTime":1119.03,"body":"that you have now entered into a"},{"speaker":"Unknown","startTime":1119.03,"endTime":1122.36,"body":"contract where I am your only"},{"speaker":"Unknown","startTime":1119.03,"endTime":1122.36,"body":"real estate agents. And you are"},{"speaker":"Unknown","startTime":1122.36,"endTime":1125.78,"body":"not to talk to other agents"},{"speaker":"Unknown","startTime":1122.36,"endTime":1125.78,"body":"solicit information from other"},{"speaker":"Unknown","startTime":1125.78,"endTime":1129.14,"body":"agents, you let me handle that"},{"speaker":"Unknown","startTime":1125.78,"endTime":1129.14,"body":"that's what I do, and make sure"},{"speaker":"Unknown","startTime":1129.14,"endTime":1131.54,"body":"they understand that they have"},{"speaker":"Unknown","startTime":1129.14,"endTime":1131.54,"body":"signed agency. And if another"},{"speaker":"Unknown","startTime":1131.54,"endTime":1134.12,"body":"agent ask them, if they are"},{"speaker":"Unknown","startTime":1131.54,"endTime":1134.12,"body":"working with another agent, they"},{"speaker":"Unknown","startTime":1134.12,"endTime":1137.48,"body":"have a duty to tell that other"},{"speaker":"Unknown","startTime":1134.12,"endTime":1137.48,"body":"agent, yes, I'm already working"},{"speaker":"Unknown","startTime":1137.48,"endTime":1140.48,"body":"with the agent and provide that"},{"speaker":"Unknown","startTime":1137.48,"endTime":1140.48,"body":"name. And they can't go behind"},{"speaker":"Unknown","startTime":1140.48,"endTime":1142.61,"body":"your back. So you have to have"},{"speaker":"Unknown","startTime":1140.48,"endTime":1142.61,"body":"those hard and truthful"},{"speaker":"Unknown","startTime":1142.61,"endTime":1145.13,"body":"conversations. Now I will leave"},{"speaker":"Unknown","startTime":1142.61,"endTime":1145.13,"body":"that up to you the professional"},{"speaker":"Unknown","startTime":1145.28,"endTime":1148.22,"body":"to determine the best way to"},{"speaker":"Unknown","startTime":1145.28,"endTime":1148.22,"body":"counsel those conversations. But"},{"speaker":"Unknown","startTime":1148.22,"endTime":1150.77,"body":"if you're not having hard and"},{"speaker":"Unknown","startTime":1148.22,"endTime":1150.77,"body":"truthful conversations, and"},{"speaker":"Unknown","startTime":1150.77,"endTime":1153.38,"body":"making sure that your consumer"},{"speaker":"Unknown","startTime":1150.77,"endTime":1153.38,"body":"truly understands that they have"},{"speaker":"Unknown","startTime":1153.38,"endTime":1156.71,"body":"entered into a contract with"},{"speaker":"Unknown","startTime":1153.38,"endTime":1156.71,"body":"you, and they are bound to you"},{"speaker":"Unknown","startTime":1157.01,"endTime":1159.29,"body":"and that they are responsible"},{"speaker":"Unknown","startTime":1157.01,"endTime":1159.29,"body":"for your commission. If the"},{"speaker":"Unknown","startTime":1159.29,"endTime":1162.5,"body":"selling listing agent does not"},{"speaker":"Unknown","startTime":1159.29,"endTime":1162.5,"body":"pay you, you're going to have"},{"speaker":"Unknown","startTime":1162.5,"endTime":1165.8,"body":"problems. So make sure that they"},{"speaker":"Unknown","startTime":1162.5,"endTime":1165.8,"body":"understand truly what they're"},{"speaker":"Unknown","startTime":1165.8,"endTime":1169.43,"body":"signing and what this means and"},{"speaker":"Unknown","startTime":1165.8,"endTime":1169.43,"body":"what it means to you. Be sure to"},{"speaker":"Unknown","startTime":1169.43,"endTime":1172.76,"body":"always get agencies on besides"},{"speaker":"Unknown","startTime":1169.43,"endTime":1172.76,"body":"it being required by law, you're"},{"speaker":"Unknown","startTime":1172.76,"endTime":1176.24,"body":"not you can't work for free. And"},{"speaker":"Unknown","startTime":1172.76,"endTime":1176.24,"body":"while this is not a determinant"},{"speaker":"Unknown","startTime":1176.24,"endTime":1179.93,"body":"factor, it is a factor in the"},{"speaker":"Unknown","startTime":1176.24,"endTime":1179.93,"body":"situation where you can prove"},{"speaker":"Unknown","startTime":1179.96,"endTime":1183.14,"body":"agency will certainly help you"},{"speaker":"Unknown","startTime":1179.96,"endTime":1183.14,"body":"in your case, be upfront, as I"},{"speaker":"Unknown","startTime":1183.14,"endTime":1185.6,"body":"mentioned earlier and tell your"},{"speaker":"Unknown","startTime":1183.14,"endTime":1185.6,"body":"clients not to talk to other"},{"speaker":"Unknown","startTime":1185.6,"endTime":1188.54,"body":"agents. If an agent calls in or"},{"speaker":"Unknown","startTime":1185.6,"endTime":1188.54,"body":"to tell them already working"},{"speaker":"Unknown","startTime":1188.54,"endTime":1190.58,"body":"with another agent. If they meet"},{"speaker":"Unknown","startTime":1188.54,"endTime":1190.58,"body":"an agent who says he has a"},{"speaker":"Unknown","startTime":1190.58,"endTime":1193.01,"body":"property they need to say I'll"},{"speaker":"Unknown","startTime":1190.58,"endTime":1193.01,"body":"have my agent call you get the"},{"speaker":"Unknown","startTime":1193.01,"endTime":1195.53,"body":"information, tell him who your"},{"speaker":"Unknown","startTime":1193.01,"endTime":1195.53,"body":"agent is and have them call."},{"speaker":"Unknown","startTime":1195.62,"endTime":1198.41,"body":"Make sure your agent understands"},{"speaker":"Unknown","startTime":1195.62,"endTime":1198.41,"body":"how you're getting compensated"},{"speaker":"Unknown","startTime":1198.41,"endTime":1200.48,"body":"that you get compensated from"},{"speaker":"Unknown","startTime":1198.41,"endTime":1200.48,"body":"the listing agent But if the"},{"speaker":"Unknown","startTime":1200.48,"endTime":1203.09,"body":"listing agent doesn't pay you,"},{"speaker":"Unknown","startTime":1200.48,"endTime":1203.09,"body":"then you have a right to come to"},{"speaker":"Unknown","startTime":1203.09,"endTime":1206.15,"body":"them for payment. If you're on"},{"speaker":"Unknown","startTime":1203.09,"endTime":1206.15,"body":"the other side of the situation"},{"speaker":"Unknown","startTime":1206.15,"endTime":1208.61,"body":"where you're not sure if the"},{"speaker":"Unknown","startTime":1206.15,"endTime":1208.61,"body":"buyer is already represented,"},{"speaker":"Unknown","startTime":1208.82,"endTime":1212.27,"body":"it's incumbent upon you to ask"},{"speaker":"Unknown","startTime":1208.82,"endTime":1212.27,"body":"the consumer, are you currently"},{"speaker":"Unknown","startTime":1212.27,"endTime":1215.93,"body":"working with another agent? Have"},{"speaker":"Unknown","startTime":1212.27,"endTime":1215.93,"body":"you worked with another agent?"},{"speaker":"Unknown","startTime":1215.93,"endTime":1218.66,"body":"Have you ever signed a contract"},{"speaker":"Unknown","startTime":1215.93,"endTime":1218.66,"body":"for sale that is falling"},{"speaker":"Unknown","startTime":1218.66,"endTime":1221.12,"body":"through? Because what you will"},{"speaker":"Unknown","startTime":1218.66,"endTime":1221.12,"body":"typically find out when you ask"},{"speaker":"Unknown","startTime":1221.12,"endTime":1223.88,"body":"this question, Have you recently"},{"speaker":"Unknown","startTime":1221.12,"endTime":1223.88,"body":"signed a contract to purchase a"},{"speaker":"Unknown","startTime":1223.88,"endTime":1226.55,"body":"house is that if they've done"},{"speaker":"Unknown","startTime":1223.88,"endTime":1226.55,"body":"that, then they probably signed"},{"speaker":"Unknown","startTime":1226.55,"endTime":1228.77,"body":"an agency agreement, and they're"},{"speaker":"Unknown","startTime":1226.55,"endTime":1228.77,"body":"already working with somebody"},{"speaker":"Unknown","startTime":1228.77,"endTime":1232.7,"body":"else. If ever in doubt, ask them"},{"speaker":"Unknown","startTime":1228.77,"endTime":1232.7,"body":"who the agent is. And then pick"},{"speaker":"Unknown","startTime":1232.7,"endTime":1235.55,"body":"up the phone and call that agent"},{"speaker":"Unknown","startTime":1232.7,"endTime":1235.55,"body":"or call the broker and say, Hey,"},{"speaker":"Unknown","startTime":1235.55,"endTime":1238.85,"body":"I'm sitting here with john doe,"},{"speaker":"Unknown","startTime":1235.55,"endTime":1238.85,"body":"who says they worked with you."},{"speaker":"Unknown","startTime":1238.91,"endTime":1241.22,"body":"But you're not they didn't say"},{"speaker":"Unknown","startTime":1238.91,"endTime":1241.22,"body":"agency with you? Are you under"},{"speaker":"Unknown","startTime":1241.22,"endTime":1244.16,"body":"agency with them? If they say"},{"speaker":"Unknown","startTime":1241.22,"endTime":1244.16,"body":"yes, and kindly ask them for a"},{"speaker":"Unknown","startTime":1244.16,"endTime":1247.31,"body":"copy of the agency agreement,"},{"speaker":"Unknown","startTime":1244.16,"endTime":1247.31,"body":"they should want to provide you"},{"speaker":"Unknown","startTime":1247.31,"endTime":1251.06,"body":"this copy, because you're trying"},{"speaker":"Unknown","startTime":1247.31,"endTime":1251.06,"body":"to prevent a procuring cause"},{"speaker":"Unknown","startTime":1251.06,"endTime":1253.19,"body":"case, if they say I'm not"},{"speaker":"Unknown","startTime":1251.06,"endTime":1253.19,"body":"providing you that I don't have"},{"speaker":"Unknown","startTime":1253.19,"endTime":1256.28,"body":"to say I understand that. But"},{"speaker":"Unknown","startTime":1253.19,"endTime":1256.28,"body":"they're asking me to work with"},{"speaker":"Unknown","startTime":1256.28,"endTime":1259.1,"body":"them now. And I want to make"},{"speaker":"Unknown","startTime":1256.28,"endTime":1259.1,"body":"sure that we avoid a dispute. If"},{"speaker":"Unknown","startTime":1259.1,"endTime":1261.11,"body":"you have a signed agency"},{"speaker":"Unknown","startTime":1259.1,"endTime":1261.11,"body":"agreement, then I will back"},{"speaker":"Unknown","startTime":1261.11,"endTime":1264.02,"body":"away. If you don't, then I'm"},{"speaker":"Unknown","startTime":1261.11,"endTime":1264.02,"body":"gonna work with this client. So"},{"speaker":"Unknown","startTime":1264.02,"endTime":1267.44,"body":"always be sure to ask those"},{"speaker":"Unknown","startTime":1264.02,"endTime":1267.44,"body":"questions. I think that will"},{"speaker":"Unknown","startTime":1267.44,"endTime":1270.29,"body":"help you if you are more"},{"speaker":"Unknown","startTime":1267.44,"endTime":1270.29,"body":"forceful upfront with your"},{"speaker":"Unknown","startTime":1270.29,"endTime":1273.8,"body":"consumer to let them know what"},{"speaker":"Unknown","startTime":1270.29,"endTime":1273.8,"body":"you are doing for them and what"},{"speaker":"Unknown","startTime":1273.8,"endTime":1276.23,"body":"their obligations are for you"},{"speaker":"Unknown","startTime":1273.8,"endTime":1276.23,"body":"and how you are entitled to"},{"speaker":"Unknown","startTime":1276.23,"endTime":1280.16,"body":"compensation. As well as when a"},{"speaker":"Unknown","startTime":1276.23,"endTime":1280.16,"body":"consumer comes to you asking if"},{"speaker":"Unknown","startTime":1280.16,"endTime":1282.47,"body":"they're already working with an"},{"speaker":"Unknown","startTime":1280.16,"endTime":1282.47,"body":"agent. And reaching out to that"},{"speaker":"Unknown","startTime":1282.47,"endTime":1285.47,"body":"agent, I think you will avoid"},{"speaker":"Unknown","startTime":1282.47,"endTime":1285.47,"body":"most of the pro hearing calls."},{"speaker":"Unknown","startTime":1285.56,"endTime":1288.74,"body":"What you may find out in the end"},{"speaker":"Unknown","startTime":1285.56,"endTime":1288.74,"body":"of all of this is very important"},{"speaker":"Unknown","startTime":1288.77,"endTime":1291.74,"body":"is that your claim may be"},{"speaker":"Unknown","startTime":1288.77,"endTime":1291.74,"body":"against the other agent, because"},{"speaker":"Unknown","startTime":1291.74,"endTime":1294.35,"body":"they may have truly interfered"},{"speaker":"Unknown","startTime":1291.74,"endTime":1294.35,"body":"in your agency agreement. And"},{"speaker":"Unknown","startTime":1294.35,"endTime":1297.23,"body":"we're not the procuring cause."},{"speaker":"Unknown","startTime":1294.35,"endTime":1297.23,"body":"But you may also find out in the"},{"speaker":"Unknown","startTime":1297.23,"endTime":1299.69,"body":"end of this, that your claim is"},{"speaker":"Unknown","startTime":1297.23,"endTime":1299.69,"body":"not against the other agent,"},{"speaker":"Unknown","startTime":1299.69,"endTime":1302.99,"body":"because the other agent was told"},{"speaker":"Unknown","startTime":1299.69,"endTime":1302.99,"body":"by the consumer, they weren't"},{"speaker":"Unknown","startTime":1302.99,"endTime":1305.09,"body":"working with another agent who"},{"speaker":"Unknown","startTime":1302.99,"endTime":1305.09,"body":"have never worked with another"},{"speaker":"Unknown","startTime":1305.09,"endTime":1307.46,"body":"agent, and basically lied"},{"speaker":"Unknown","startTime":1305.09,"endTime":1307.46,"body":"because consumers will"},{"speaker":"Unknown","startTime":1307.46,"endTime":1310.19,"body":"unfortunately do that. So when"},{"speaker":"Unknown","startTime":1307.46,"endTime":1310.19,"body":"you find a situation where the"},{"speaker":"Unknown","startTime":1310.22,"endTime":1313.22,"body":"other agent truly had no"},{"speaker":"Unknown","startTime":1310.22,"endTime":1313.22,"body":"knowledge of what was going on,"},{"speaker":"Unknown","startTime":1313.4,"endTime":1316.13,"body":"then your claim may be against"},{"speaker":"Unknown","startTime":1313.4,"endTime":1316.13,"body":"the buyer under your agency"},{"speaker":"Unknown","startTime":1316.13,"endTime":1318.44,"body":"agreement, your buyer"},{"speaker":"Unknown","startTime":1316.13,"endTime":1318.44,"body":"representation agreement, where"},{"speaker":"Unknown","startTime":1318.44,"endTime":1322.04,"body":"your buyer may be entitled may"},{"speaker":"Unknown","startTime":1318.44,"endTime":1322.04,"body":"be liable for that commission to"},{"speaker":"Unknown","startTime":1322.04,"endTime":1325.88,"body":"you. Now, you may also find out"},{"speaker":"Unknown","startTime":1322.04,"endTime":1325.88,"body":"arbitration might not be the"},{"speaker":"Unknown","startTime":1325.88,"endTime":1328.88,"body":"proper venue for you. Because we"},{"speaker":"Unknown","startTime":1325.88,"endTime":1328.88,"body":"may also, as I mentioned"},{"speaker":"Unknown","startTime":1328.88,"endTime":1331.22,"body":"earlier, find out that your"},{"speaker":"Unknown","startTime":1328.88,"endTime":1331.22,"body":"lawsuit may be against the"},{"speaker":"Unknown","startTime":1331.22,"endTime":1334.13,"body":"client for the commission, or it"},{"speaker":"Unknown","startTime":1331.22,"endTime":1334.13,"body":"may be a grievance against the"},{"speaker":"Unknown","startTime":1334.13,"endTime":1337.22,"body":"agent where the agent may be the"},{"speaker":"Unknown","startTime":1334.13,"endTime":1337.22,"body":"procuring cause, but the agent"},{"speaker":"Unknown","startTime":1337.22,"endTime":1340.43,"body":"may have interfered with your"},{"speaker":"Unknown","startTime":1337.22,"endTime":1340.43,"body":"agency agreement, which is a"},{"speaker":"Unknown","startTime":1340.43,"endTime":1343.61,"body":"violation of 40 dash 57, which"},{"speaker":"Unknown","startTime":1340.43,"endTime":1343.61,"body":"is the code that protects you."},{"speaker":"Unknown","startTime":1343.64,"endTime":1346.88,"body":"So bringing this back to full"},{"speaker":"Unknown","startTime":1343.64,"endTime":1346.88,"body":"circle as we end this is if I"},{"speaker":"Unknown","startTime":1346.88,"endTime":1350.39,"body":"was a builder agent. And because"},{"speaker":"Unknown","startTime":1346.88,"endTime":1350.39,"body":"I'm showing a consumer the"},{"speaker":"Unknown","startTime":1350.39,"endTime":1353.03,"body":"property, I would go ahead and"},{"speaker":"Unknown","startTime":1350.39,"endTime":1353.03,"body":"get them to sign an agency"},{"speaker":"Unknown","startTime":1353.03,"endTime":1356.33,"body":"disclosure form. And let them"},{"speaker":"Unknown","startTime":1353.03,"endTime":1356.33,"body":"understand that they have not"},{"speaker":"Unknown","startTime":1356.33,"endTime":1358.88,"body":"presented you an agent that if"},{"speaker":"Unknown","startTime":1356.33,"endTime":1358.88,"body":"they want to sign a contract,"},{"speaker":"Unknown","startTime":1358.88,"endTime":1361.19,"body":"you'll be happy to sign the"},{"speaker":"Unknown","startTime":1358.88,"endTime":1361.19,"body":"contract, you know, to do the"},{"speaker":"Unknown","startTime":1361.19,"endTime":1364.22,"body":"contract with them. But if they"},{"speaker":"Unknown","startTime":1361.19,"endTime":1364.22,"body":"bring an agent with them, that"},{"speaker":"Unknown","startTime":1364.22,"endTime":1366.47,"body":"their agent will probably not be"},{"speaker":"Unknown","startTime":1364.22,"endTime":1366.47,"body":"compensated,"},{"speaker":"Unknown","startTime":1366.68,"endTime":1368.99,"body":"and that they need to let the"},{"speaker":"Unknown","startTime":1366.68,"endTime":1368.99,"body":"agent know that. So you need to"},{"speaker":"Unknown","startTime":1368.99,"endTime":1371.54,"body":"have this strong conversation"},{"speaker":"Unknown","startTime":1368.99,"endTime":1371.54,"body":"with your consumer. Now before"},{"speaker":"Unknown","startTime":1371.54,"endTime":1373.61,"body":"you do that, you need to check"},{"speaker":"Unknown","startTime":1371.54,"endTime":1373.61,"body":"with your builder to make sure"},{"speaker":"Unknown","startTime":1373.61,"endTime":1376.52,"body":"your builder is okay with that"},{"speaker":"Unknown","startTime":1373.61,"endTime":1376.52,"body":"because I do know some builders"},{"speaker":"Unknown","startTime":1376.58,"endTime":1379.16,"body":"have told their agents we don't"},{"speaker":"Unknown","startTime":1376.58,"endTime":1379.16,"body":"care, you're paying that buyer's"},{"speaker":"Unknown","startTime":1379.16,"endTime":1381.92,"body":"agent. We want these deals to"},{"speaker":"Unknown","startTime":1379.16,"endTime":1381.92,"body":"close. If you're an agent, you"},{"speaker":"Unknown","startTime":1381.92,"endTime":1384.89,"body":"need to make sure your buyer"},{"speaker":"Unknown","startTime":1381.92,"endTime":1384.89,"body":"understands the risk is on them"},{"speaker":"Unknown","startTime":1384.98,"endTime":1387.5,"body":"if they go and cheat on you with"},{"speaker":"Unknown","startTime":1384.98,"endTime":1387.5,"body":"another agent. And that's"},{"speaker":"Unknown","startTime":1387.5,"endTime":1389.3,"body":"essentially what they're doing."},{"speaker":"Unknown","startTime":1387.5,"endTime":1389.3,"body":"They're cheating on you with"},{"speaker":"Unknown","startTime":1389.3,"endTime":1392.27,"body":"another agent because they think"},{"speaker":"Unknown","startTime":1389.3,"endTime":1392.27,"body":"that new agent has a better way"},{"speaker":"Unknown","startTime":1392.27,"endTime":1394.67,"body":"of finding them a house Make"},{"speaker":"Unknown","startTime":1392.27,"endTime":1394.67,"body":"sure your buyer understands the"},{"speaker":"Unknown","startTime":1394.67,"endTime":1397.46,"body":"ramifications of cheating on"},{"speaker":"Unknown","startTime":1394.67,"endTime":1397.46,"body":"you. And I think that will help"},{"speaker":"Unknown","startTime":1397.46,"endTime":1401.48,"body":"you in your procuring cause"},{"speaker":"Unknown","startTime":1397.46,"endTime":1401.48,"body":"cases. And now what happened"},{"speaker":"Unknown","startTime":1401.48,"endTime":1404.54,"body":"while you were out show. So by"},{"speaker":"Unknown","startTime":1401.48,"endTime":1404.54,"body":"now most of you have already"},{"speaker":"Unknown","startTime":1404.54,"endTime":1407.42,"body":"heard that Zillow has been"},{"speaker":"Unknown","startTime":1404.54,"endTime":1407.42,"body":"showing Tom for half a billion"},{"speaker":"Unknown","startTime":1407.45,"endTime":1411.26,"body":"dollars. And this is after"},{"speaker":"Unknown","startTime":1407.45,"endTime":1411.26,"body":"Zillow just announced they had"},{"speaker":"Unknown","startTime":1411.26,"endTime":1416.12,"body":"an earnings decline of $789"},{"speaker":"Unknown","startTime":1411.26,"endTime":1416.12,"body":"million last quarter, but a net"},{"speaker":"Unknown","startTime":1416.12,"endTime":1419.6,"body":"income of $46 million. This is"},{"speaker":"Unknown","startTime":1416.12,"endTime":1419.6,"body":"also after they announced they"},{"speaker":"Unknown","startTime":1419.6,"endTime":1425.09,"body":"lost $100 million in quarter"},{"speaker":"Unknown","startTime":1419.6,"endTime":1425.09,"body":"four of 2019. So what is showing"},{"speaker":"Unknown","startTime":1425.09,"endTime":1427.67,"body":"Tom as most of you know, showing"},{"speaker":"Unknown","startTime":1425.09,"endTime":1427.67,"body":"Tom is the platform that most"},{"speaker":"Unknown","startTime":1427.7,"endTime":1430.79,"body":"agents use through their MLS to"},{"speaker":"Unknown","startTime":1427.7,"endTime":1430.79,"body":"schedule showings for their"},{"speaker":"Unknown","startTime":1430.79,"endTime":1434.18,"body":"clients. It's real easy process."},{"speaker":"Unknown","startTime":1430.79,"endTime":1434.18,"body":"It has made things a lot easier."},{"speaker":"Unknown","startTime":1434.18,"endTime":1437.15,"body":"This eliminates a lot of phone"},{"speaker":"Unknown","startTime":1434.18,"endTime":1437.15,"body":"calls and emails back and forth"},{"speaker":"Unknown","startTime":1437.33,"endTime":1440.6,"body":"to schedule showings it can be"},{"speaker":"Unknown","startTime":1437.33,"endTime":1440.6,"body":"done on this platform. And as I"},{"speaker":"Unknown","startTime":1440.6,"endTime":1444.32,"body":"understand it, most MLS is in"},{"speaker":"Unknown","startTime":1440.6,"endTime":1444.32,"body":"South Carolina use that. So why"},{"speaker":"Unknown","startTime":1444.32,"endTime":1447.65,"body":"is Zillow getting into Showtime?"},{"speaker":"Unknown","startTime":1444.32,"endTime":1447.65,"body":"Well, they've already have an"},{"speaker":"Unknown","startTime":1447.65,"endTime":1450.44,"body":"our buyer that competes against"},{"speaker":"Unknown","startTime":1447.65,"endTime":1450.44,"body":"you. They already have Zillow"},{"speaker":"Unknown","startTime":1450.44,"endTime":1453.62,"body":"homes, which steals your leads"},{"speaker":"Unknown","startTime":1450.44,"endTime":1453.62,"body":"and tries to convert them"},{"speaker":"Unknown","startTime":1453.62,"endTime":1456.44,"body":"themselves, or they sell them"},{"speaker":"Unknown","startTime":1453.62,"endTime":1456.44,"body":"back to you or one of your"},{"speaker":"Unknown","startTime":1456.44,"endTime":1459.44,"body":"competitor. They have already"},{"speaker":"Unknown","startTime":1456.44,"endTime":1459.44,"body":"have a loan company that"},{"speaker":"Unknown","startTime":1459.44,"endTime":1461.54,"body":"competes with your lender, they"},{"speaker":"Unknown","startTime":1459.44,"endTime":1461.54,"body":"have a title company that tries"},{"speaker":"Unknown","startTime":1461.54,"endTime":1464.48,"body":"to compete with your attorneys."},{"speaker":"Unknown","startTime":1461.54,"endTime":1464.48,"body":"So they're just trying to get"},{"speaker":"Unknown","startTime":1464.48,"endTime":1467.42,"body":"another technical into our"},{"speaker":"Unknown","startTime":1464.48,"endTime":1467.42,"body":"market. And this all started"},{"speaker":"Unknown","startTime":1467.42,"endTime":1469.88,"body":"years ago when the MLS has"},{"speaker":"Unknown","startTime":1467.42,"endTime":1469.88,"body":"decided to start sharing their"},{"speaker":"Unknown","startTime":1469.88,"endTime":1472.67,"body":"information. And at the time a"},{"speaker":"Unknown","startTime":1469.88,"endTime":1472.67,"body":"lot of members of MLS were"},{"speaker":"Unknown","startTime":1472.67,"endTime":1474.95,"body":"saying hey, this is bad because"},{"speaker":"Unknown","startTime":1472.67,"endTime":1474.95,"body":"these people are gonna"},{"speaker":"Unknown","startTime":1474.95,"endTime":1478.34,"body":"eventually take our information"},{"speaker":"Unknown","startTime":1474.95,"endTime":1478.34,"body":"and try to use it as again use"},{"speaker":"Unknown","startTime":1478.34,"endTime":1481.16,"body":"it against us and they have"},{"speaker":"Unknown","startTime":1478.34,"endTime":1481.16,"body":"because we know statistically"},{"speaker":"Unknown","startTime":1481.16,"endTime":1483.59,"body":"when you represented somebody"},{"speaker":"Unknown","startTime":1481.16,"endTime":1483.59,"body":"and they decided to sell their"},{"speaker":"Unknown","startTime":1483.59,"endTime":1486.83,"body":"house later. Most times they"},{"speaker":"Unknown","startTime":1483.59,"endTime":1486.83,"body":"came back to you in the past."},{"speaker":"Unknown","startTime":1487.13,"endTime":1490.88,"body":"Since Zillow has creeped up most"},{"speaker":"Unknown","startTime":1487.13,"endTime":1490.88,"body":"times now they don't come back"},{"speaker":"Unknown","startTime":1490.88,"endTime":1493.13,"body":"to you they go to another agent."},{"speaker":"Unknown","startTime":1490.88,"endTime":1493.13,"body":"So effectively what's happening"},{"speaker":"Unknown","startTime":1493.13,"endTime":1496.25,"body":"is Zillow is taking your"},{"speaker":"Unknown","startTime":1493.13,"endTime":1496.25,"body":"previous clients, stealing them"},{"speaker":"Unknown","startTime":1496.25,"endTime":1498.68,"body":"and then either selling them"},{"speaker":"Unknown","startTime":1496.25,"endTime":1498.68,"body":"back to you or selling them to"},{"speaker":"Unknown","startTime":1498.68,"endTime":1502.34,"body":"somebody else. So Zillow is not"},{"speaker":"Unknown","startTime":1498.68,"endTime":1502.34,"body":"your friend in this market. I"},{"speaker":"Unknown","startTime":1502.34,"endTime":1505.19,"body":"hope you all understand that. So"},{"speaker":"Unknown","startTime":1502.34,"endTime":1505.19,"body":"why is this bad news to you?"},{"speaker":"Unknown","startTime":1505.25,"endTime":1507.59,"body":"Well, it's very simple. If"},{"speaker":"Unknown","startTime":1505.25,"endTime":1507.59,"body":"you're not the consumer, you're"},{"speaker":"Unknown","startTime":1507.59,"endTime":1510.17,"body":"the product. And"},{"speaker":"Unknown","startTime":1507.59,"endTime":1510.17,"body":"congratulations, you become the"},{"speaker":"Unknown","startTime":1510.17,"endTime":1513.83,"body":"product once again of Zillow. So"},{"speaker":"Unknown","startTime":1510.17,"endTime":1513.83,"body":"what Zillow is buying showing"},{"speaker":"Unknown","startTime":1513.83,"endTime":1518.21,"body":"Tom for is not that it makes a"},{"speaker":"Unknown","startTime":1513.83,"endTime":1518.21,"body":"lot of money is it the, the"},{"speaker":"Unknown","startTime":1518.24,"endTime":1521.54,"body":"information they can mined from"},{"speaker":"Unknown","startTime":1518.24,"endTime":1521.54,"body":"it. So when your client has a"},{"speaker":"Unknown","startTime":1521.54,"endTime":1524.3,"body":"house for sale, they will know"},{"speaker":"Unknown","startTime":1521.54,"endTime":1524.3,"body":"how many times that door was"},{"speaker":"Unknown","startTime":1524.3,"endTime":1527.3,"body":"opened. And they can compare"},{"speaker":"Unknown","startTime":1524.3,"endTime":1527.3,"body":"that to how many times doors are"},{"speaker":"Unknown","startTime":1527.3,"endTime":1529.49,"body":"opened in other neighborhoods."},{"speaker":"Unknown","startTime":1527.3,"endTime":1529.49,"body":"And so they can determine which"},{"speaker":"Unknown","startTime":1529.49,"endTime":1531.59,"body":"neighborhoods are selling"},{"speaker":"Unknown","startTime":1529.49,"endTime":1531.59,"body":"quicker than others and have all"},{"speaker":"Unknown","startTime":1531.59,"endTime":1534.8,"body":"of this information for"},{"speaker":"Unknown","startTime":1531.59,"endTime":1534.8,"body":"targeting for marketing. They"},{"speaker":"Unknown","startTime":1534.8,"endTime":1538.43,"body":"also will now have every time"},{"speaker":"Unknown","startTime":1534.8,"endTime":1538.43,"body":"you open a door in any"},{"speaker":"Unknown","startTime":1538.43,"endTime":1541.67,"body":"neighborhood, so they will know"},{"speaker":"Unknown","startTime":1538.43,"endTime":1541.67,"body":"how many times you're actively"},{"speaker":"Unknown","startTime":1541.73,"endTime":1545.33,"body":"showing real estate versus your"},{"speaker":"Unknown","startTime":1541.73,"endTime":1545.33,"body":"competiting real estate agent."},{"speaker":"Unknown","startTime":1545.39,"endTime":1548.15,"body":"And they'll be using that"},{"speaker":"Unknown","startTime":1545.39,"endTime":1548.15,"body":"information. So just understand"},{"speaker":"Unknown","startTime":1548.18,"endTime":1550.73,"body":"the Zillow getting this"},{"speaker":"Unknown","startTime":1548.18,"endTime":1550.73,"body":"information because you're now"},{"speaker":"Unknown","startTime":1550.73,"endTime":1552.95,"body":"the product. And that's what"},{"speaker":"Unknown","startTime":1550.73,"endTime":1552.95,"body":"happened while you were out"},{"speaker":"Unknown","startTime":1552.95,"endTime":1557.39,"body":"show. And now to Gary's good"},{"speaker":"Unknown","startTime":1552.95,"endTime":1557.39,"body":"news only just a week ago, we"},{"speaker":"Unknown","startTime":1557.39,"endTime":1561.53,"body":"were at 92,000 cases a day in"},{"speaker":"Unknown","startTime":1557.39,"endTime":1561.53,"body":"the United States. Yesterday, we"},{"speaker":"Unknown","startTime":1561.53,"endTime":1565.76,"body":"were 55,000 cases, that is down"},{"speaker":"Unknown","startTime":1561.53,"endTime":1565.76,"body":"from a heart just a month ago of"},{"speaker":"Unknown","startTime":1565.76,"endTime":1569.81,"body":"300,000 cases. So think of that"},{"speaker":"Unknown","startTime":1565.76,"endTime":1569.81,"body":"in less than a month, we were"},{"speaker":"Unknown","startTime":1569.81,"endTime":1574.43,"body":"averaging around 300,000 cases a"},{"speaker":"Unknown","startTime":1569.81,"endTime":1574.43,"body":"day in the United States, and"},{"speaker":"Unknown","startTime":1574.43,"endTime":1578.33,"body":"now are around 55,000. So that's"},{"speaker":"Unknown","startTime":1574.43,"endTime":1578.33,"body":"what a 75% reduction in the"},{"speaker":"Unknown","startTime":1578.33,"endTime":1581.0,"body":"number of cases of COVID. In"},{"speaker":"Unknown","startTime":1578.33,"endTime":1581.0,"body":"South Carolina, we've had a"},{"speaker":"Unknown","startTime":1581.0,"endTime":1584.96,"body":"remarkably similar decrease in"},{"speaker":"Unknown","startTime":1581.0,"endTime":1584.96,"body":"cases just a month ago, we were"},{"speaker":"Unknown","startTime":1584.96,"endTime":1588.59,"body":"around 5000 cases and today"},{"speaker":"Unknown","startTime":1584.96,"endTime":1588.59,"body":"we're at 1700 cases and those"},{"speaker":"Unknown","startTime":1588.59,"endTime":1591.92,"body":"numbers continue to plummet as"},{"speaker":"Unknown","startTime":1588.59,"endTime":1591.92,"body":"well. other good news on the"},{"speaker":"Unknown","startTime":1591.92,"endTime":1594.8,"body":"COVID front is that South"},{"speaker":"Unknown","startTime":1591.92,"endTime":1594.8,"body":"Carolina ranks 11th in"},{"speaker":"Unknown","startTime":1594.8,"endTime":1600.68,"body":"vaccinations of people over the"},{"speaker":"Unknown","startTime":1594.8,"endTime":1600.68,"body":"age of 65. There are 937,023"},{"speaker":"Unknown","startTime":1600.74,"endTime":1605.9,"body":"South Carolinians over the age"},{"speaker":"Unknown","startTime":1600.74,"endTime":1605.9,"body":"of 65 344,275 of them have"},{"speaker":"Unknown","startTime":1605.9,"endTime":1610.55,"body":"already received a vaccine. That"},{"speaker":"Unknown","startTime":1605.9,"endTime":1610.55,"body":"is a 36.7% vaccination, which"},{"speaker":"Unknown","startTime":1610.55,"endTime":1615.8,"body":"ranks us number 11. Now 518,520"},{"speaker":"Unknown","startTime":1610.55,"endTime":1615.8,"body":"total vaccines have been issued"},{"speaker":"Unknown","startTime":1615.83,"endTime":1620.84,"body":"to our population of 5.1"},{"speaker":"Unknown","startTime":1615.83,"endTime":1620.84,"body":"million, which is about 10.1% er"},{"speaker":"Unknown","startTime":1620.87,"endTime":1623.42,"body":"visitations are also weighed"},{"speaker":"Unknown","startTime":1620.87,"endTime":1623.42,"body":"down and this is something that"},{"speaker":"Unknown","startTime":1623.42,"endTime":1627.35,"body":"has always been mis portrayed in"},{"speaker":"Unknown","startTime":1623.42,"endTime":1627.35,"body":"the mass media is that the ers"},{"speaker":"Unknown","startTime":1627.35,"endTime":1629.87,"body":"were overrun with people with"},{"speaker":"Unknown","startTime":1627.35,"endTime":1629.87,"body":"COVID. And they basically made"},{"speaker":"Unknown","startTime":1629.87,"endTime":1633.05,"body":"you believe they were stacked up"},{"speaker":"Unknown","startTime":1629.87,"endTime":1633.05,"body":"in the hallways, at the height"},{"speaker":"Unknown","startTime":1633.08,"endTime":1637.04,"body":"of the COVID crisis, which was"},{"speaker":"Unknown","startTime":1633.08,"endTime":1637.04,"body":"8% of all ER visits were COVID"},{"speaker":"Unknown","startTime":1637.04,"endTime":1640.25,"body":"like symptoms just 8% if you"},{"speaker":"Unknown","startTime":1637.04,"endTime":1640.25,"body":"listen to media thought it was"},{"speaker":"Unknown","startTime":1640.28,"endTime":1645.65,"body":"thought it was 92%. Today we are"},{"speaker":"Unknown","startTime":1640.28,"endTime":1645.65,"body":"less than 4% of our ER visits"},{"speaker":"Unknown","startTime":1645.71,"endTime":1649.16,"body":"relate to COVID virus symptom."},{"speaker":"Unknown","startTime":1645.71,"endTime":1649.16,"body":"And that's it goes back to the"},{"speaker":"Unknown","startTime":1649.16,"endTime":1652.1,"body":"kind of numbers we had post"},{"speaker":"Unknown","startTime":1649.16,"endTime":1652.1,"body":"summer. Also there's a great"},{"speaker":"Unknown","startTime":1652.1,"endTime":1653.57,"body":"report out of the overall"},{"speaker":"Unknown","startTime":1653.569,"endTime":1657.919,"body":"numbers now the detected cases"},{"speaker":"Unknown","startTime":1653.569,"endTime":1657.919,"body":"of COVID down 64.7% from its"},{"speaker":"Unknown","startTime":1657.919,"endTime":1662.569,"body":"peak across the country,"},{"speaker":"Unknown","startTime":1657.919,"endTime":1662.569,"body":"positivity rates are down 58.8%"},{"speaker":"Unknown","startTime":1662.569,"endTime":1666.409,"body":"from its peak, that is only 1.6"},{"speaker":"Unknown","startTime":1662.569,"endTime":1666.409,"body":"points from the lowest number"},{"speaker":"Unknown","startTime":1666.439,"endTime":1670.879,"body":"ever since COVID came around,"},{"speaker":"Unknown","startTime":1666.439,"endTime":1670.879,"body":"hospitalizations are down 50.6%"},{"speaker":"Unknown","startTime":1670.879,"endTime":1676.069,"body":"from its peak and ICU stays are"},{"speaker":"Unknown","startTime":1670.879,"endTime":1676.069,"body":"down 42.3% from its peak, those"},{"speaker":"Unknown","startTime":1676.069,"endTime":1678.559,"body":"are all fantastic numbers and"},{"speaker":"Unknown","startTime":1676.069,"endTime":1678.559,"body":"they all go back to numbers that"},{"speaker":"Unknown","startTime":1678.559,"endTime":1683.299,"body":"are around the April 2020"},{"speaker":"Unknown","startTime":1678.559,"endTime":1683.299,"body":"timeframe. So it's getting back"},{"speaker":"Unknown","startTime":1683.299,"endTime":1686.509,"body":"to where it was when it first"},{"speaker":"Unknown","startTime":1683.299,"endTime":1686.509,"body":"came out, which is fantastic"},{"speaker":"Unknown","startTime":1686.509,"endTime":1689.629,"body":"news. Now on the financial"},{"speaker":"Unknown","startTime":1686.509,"endTime":1689.629,"body":"front, more homes are going"},{"speaker":"Unknown","startTime":1689.629,"endTime":1691.999,"body":"under contract and less than two"},{"speaker":"Unknown","startTime":1689.629,"endTime":1691.999,"body":"weeks is the headline for the"},{"speaker":"Unknown","startTime":1691.999,"endTime":1694.849,"body":"National Mortgage professionals."},{"speaker":"Unknown","startTime":1691.999,"endTime":1694.849,"body":"Limited housing inventory has"},{"speaker":"Unknown","startTime":1694.849,"endTime":1697.789,"body":"seriously caused serious issues"},{"speaker":"Unknown","startTime":1694.849,"endTime":1697.789,"body":"for buyers looking for the right"},{"speaker":"Unknown","startTime":1697.789,"endTime":1700.519,"body":"home. But now buyers are looking"},{"speaker":"Unknown","startTime":1697.789,"endTime":1700.519,"body":"to take advantage of low"},{"speaker":"Unknown","startTime":1700.519,"endTime":1702.649,"body":"interest rates and they're"},{"speaker":"Unknown","startTime":1700.519,"endTime":1702.649,"body":"scooping everything up on the"},{"speaker":"Unknown","startTime":1702.649,"endTime":1706.579,"body":"market. Redfin reported that a"},{"speaker":"Unknown","startTime":1702.649,"endTime":1706.579,"body":"record 52% of homes went under"},{"speaker":"Unknown","startTime":1706.579,"endTime":1709.879,"body":"contract within two weeks. We"},{"speaker":"Unknown","startTime":1706.579,"endTime":1709.879,"body":"know that to be the case here in"},{"speaker":"Unknown","startTime":1709.879,"endTime":1713.119,"body":"our market as well. Now the"},{"speaker":"Unknown","startTime":1709.879,"endTime":1713.119,"body":"Columbia multiple listing"},{"speaker":"Unknown","startTime":1713.119,"endTime":1716.839,"body":"service as reported that while"},{"speaker":"Unknown","startTime":1713.119,"endTime":1716.839,"body":"ongoing Unemployment Claims"},{"speaker":"Unknown","startTime":1716.839,"endTime":1720.199,"body":"remain elevated due to COVID-19."},{"speaker":"Unknown","startTime":1716.839,"endTime":1720.199,"body":"They are substantially lower"},{"speaker":"Unknown","startTime":1720.319,"endTime":1723.829,"body":"than what were during the peak."},{"speaker":"Unknown","startTime":1720.319,"endTime":1723.829,"body":"And if had little to no effect"},{"speaker":"Unknown","startTime":1723.829,"endTime":1727.399,"body":"on the buyer demand so far, for"},{"speaker":"Unknown","startTime":1723.829,"endTime":1727.399,"body":"a 12 month period from February"},{"speaker":"Unknown","startTime":1727.399,"endTime":1733.879,"body":"of 2020 through January 2021"},{"speaker":"Unknown","startTime":1727.399,"endTime":1733.879,"body":"pending sales and a CML see MLS"},{"speaker":"Unknown","startTime":1733.879,"endTime":1738.319,"body":"region were up 11.8% overall,"},{"speaker":"Unknown","startTime":1733.879,"endTime":1738.319,"body":"the price range for the largest"},{"speaker":"Unknown","startTime":1738.319,"endTime":1742.159,"body":"gain was the 200 to $300,000"},{"speaker":"Unknown","startTime":1738.319,"endTime":1742.159,"body":"price range, and they saw an"},{"speaker":"Unknown","startTime":1742.159,"endTime":1745.819,"body":"increase of 36.1%. And while"},{"speaker":"Unknown","startTime":1742.159,"endTime":1745.819,"body":"that is only the Columbia"},{"speaker":"Unknown","startTime":1745.819,"endTime":1748.339,"body":"market, I believe those numbers"},{"speaker":"Unknown","startTime":1745.819,"endTime":1748.339,"body":"would be similar in the"},{"speaker":"Unknown","startTime":1748.339,"endTime":1750.799,"body":"Greenville and Charleston and"},{"speaker":"Unknown","startTime":1748.339,"endTime":1750.799,"body":"other markets and our community"},{"speaker":"Unknown","startTime":1750.799,"endTime":1754.099,"body":"as well. And that's just about"},{"speaker":"Unknown","startTime":1750.799,"endTime":1754.099,"body":"does it for our show this week."},{"speaker":"Unknown","startTime":1754.129,"endTime":1756.679,"body":"I hope everybody enjoyed it. If"},{"speaker":"Unknown","startTime":1754.129,"endTime":1756.679,"body":"you would like us subscribe to"},{"speaker":"Unknown","startTime":1756.679,"endTime":1759.529,"body":"us and share us we would greatly"},{"speaker":"Unknown","startTime":1756.679,"endTime":1759.529,"body":"appreciate when we get those"},{"speaker":"Unknown","startTime":1759.529,"endTime":1762.679,"body":"numbers up. Also, don't forget"},{"speaker":"Unknown","startTime":1759.529,"endTime":1762.679,"body":"to subscribe to us on YouTube by"},{"speaker":"Unknown","startTime":1762.679,"endTime":1766.459,"body":"typing in Blair Cato in the"},{"speaker":"Unknown","startTime":1762.679,"endTime":1766.459,"body":"search bar for YouTube. hope"},{"speaker":"Unknown","startTime":1766.459,"endTime":1769.069,"body":"everybody has a good weekend and"},{"speaker":"Unknown","startTime":1766.459,"endTime":1769.069,"body":"y'all come back and listen to us"},{"speaker":"Unknown","startTime":1769.069,"endTime":1770.449,"body":"again next week. Take care"}]}