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when you do get a listing or when you do get a buyer and you bring them to the table you want to make sure you leave a good impression with that listing agent because you want them to like you and to work with you the same thing that we do with our clients know us like us trust us let us be your partner in this real estate transaction know your numbers cold and then at the bottom here review your clients buyer power what i want to emphasize here is clients buyer power is centralized in that client themselves are they cash do they have a really strong down payment very fico do they have resources but also is it a buyers or a sellers market right if youre in a buyers market guess what all buyers just got more power you need to react ingly next slide please when we get ready to to talk to these agents and we have these conversations keep in mind not all markets are the same we just went through a shift some would argue were still in one but regardless we have seen the tides have turn