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hey guys so today i want to show you how to write a commercial contract okay so if you've been asking yourself am i allowed to do commercial deals the answer is yes you can do a commercial deal with the license you have the same one you use to do residential um so if you get a commercial deal uh you know feel free to work that deal or get some help on working that deal i want to show you how to do this simple contract there is a simple contract in transaction desk that you can use for a commercial deal one thing i will tell you is if it happens to be that you land some major deals such as a shopping center or shopping mall or something that is kind of a little bit bigger and outside traditional um you know single office building or whatever the case may be or a single industrial property uh you might actually want to have a lawyer involved for that buyer that will write a specific contract because there are just certain things about um you know bigger properties more complex properties that might need to involve a lawyer that's the case no problem you just come to myself or gil and we will refer you a great real estate lawyer but besides that you guys can write contracts right now on apartment complexes on offices industrial with just this simple contract i'm about to show you so first things first um you go into your tools okay so dashboard.stellermls.com is where you have all your real estate tools um you're going to be opening up um obviously mls if the property is listed on the mls the thing with commercial is a lot of times it's not listed on the mls because a lot of commercials strictly commercial agents don't have access to the mls they're not part of the board so they uh list it in other places so if that's the case i'm gonna show you how to do this manually okay so uh you're gonna open up your imap and then your transaction desk which i've already have opened up here so uh number one is we are going to look for a prop the property that you're doing right so um i'm gonna look up a property that uh gil and i are owners of here in paramore so it's in orange county and i just go in here and i just put 1011 west central i don't get too specific with the names i pull that up and um it's going to give me the public record for this property um it's going to tell you me everything i need to know about this property and the thing that i really want to get here in order to write the contract is this pid that's a property id or what they call a tax id that's going to help me create my transaction in a transaction desk because it will be able to pull all the information for the property so i don't have to write the address or the pro the legal description and things like that so i pulled that number up okay i go into my transaction desk okay i'm gonna start a new transaction so i'm just gonna call this uh sample 1011 central okay so um you don't necessarily have to put a template here i have created several templates for different types of things don't worry about the template for now um what type this is going to be a commercial uh sale so it's not a commercial listing commercial sale i'm on the buyer's side i'm writing the contract okay and this is important right here this is why i got the property id is i'm going to put the uh selected source as a realist which is another uh property records uh public records application that's in your toolbox um i just like imap better but let's just use realist for this because that's what it'll pick up okay so i'll put realist okay and then it's gonna ask me what county i'm in the right county it's in orange and then i'm gonna paste that property description i just copied uh here's something that you have to know you have to have the dashes where the spaces are so when i get it off imap unfortunately it doesn't give me the dashes so i'm just going to go in here manually put in the dashes because it will not recognize this property id without the dashes okay so um here you go here you go okay great and i am the selling agent and i create this transaction okay so it's creating the transaction it's pulling all the information in from that public records look it's already pulled in the legal description everything that i need to write this contract um the one thing that on any contract you write in transaction desk the first thing i do is i go to contacts and i make sure that i have every contact needed in this particular case it automatically imported the seller obviously has me as the um selling agent we have the selling brokerage but we will want to add obviously our buyer into it and the way you do that is just to add uh create a new transaction contact and then go in here and put buyer and then fill out all the information there i won't go through that now because i just want to show you the uh contract so now let's assume we got all our contacts in there now we're going to go into forms okay and in forms i'm going to look up uh the commercial contract so this cool little search tool right here i just put in commercial okay search and it's gonna give me every um uh everything in the actually take that back not in this search this is searching the forms i already got so add you're gonna add a form so press add okay and up here in this search box is the one you want right commercial bam there's the commercial contract so when i put that it came up with anything that had commercial in it this is the one i want commercial contract super simple and you'll see that this contract is very similar to the residential one which is awesome it just has some different terms okay so i'm gonna go ahead and add that and i'm gonna go into the contract and show you how to fill this out okay so um number one is if you would have put the contacts like i told you your buyer should be in here okay um but right now it's blank no problems but great it imported who the seller was uh which in this particular case uh we probably could move this to um llc uh it sometimes gets it back backwards so it's really winter springs investments llc great so get make sure you get all your stuff correct your contract looks great look it already has the address the legal description fantastic okay so obviously here just like any contract we're gonna put um the purchase price so i'll put four million here okay fantastic okay and then this is where we put our deposit just like you would on a residential contract so we're going to find out um who the seller of the property is using to close this sometimes it's an attorney's office sometimes it's a title company just so you know there's no real difference right celebration title group does commercial closings too matter of fact they'd welcome them so um you know if they don't have somebody who uh they're using specifically feel free to put celebration title group in there and close it with celebration okay so uh you i get this question a lot what's the amount of deposit well it kind of depends right so um just like a residential are you in a competitive situation how serious is your buyer do they really want this property you know obviously the bigger the deposit amount the more it shows that you know you've got the money that you're serious about this thing right on a four million dollar property um i got to believe that you'd want to put at least 50 grand as a deposit right you know if you're going to buy something for 4 million um i feel like you got to show them that you got 50. now if the seller's kind of desperate you know or you know whatever the case may be and they haven't had contracts and you know you think you can get away with it you know you can try 25 you know but uh probably not anything lower than 25 and on something like 4 million it wouldn't be weird to put down a 100 000 on a deposit right it would just all depend um you'll talk to your buyer about it and you'll look at the situation but in this particular case i'm gonna see if i can get away with fifty 50 000 as a deposit okay so i'm gonna put that there okay and obviously you want to fill in all the information for the title company or the lawyer's office who's closing this okay so um i want to go through these parts so in this section here it's talking about additional deposits so many times in commercial deals what will happen is is when you get past your inspection period which we'll go over in a second it's called the due diligence period sometimes uh what we'll do is we'll say hey we'll put 50 000 dollars deposit down but after we pass inspection we're going to put another 25 000 deposit an additional deposit this is pretty common in commercial um so in a case where let's say you were like you know you told your client hey i think you should put a hundred thousand dollar deposit um and they're like oh i don't know how i feel about that well you might say to them well how about we put 50 000 and then after the end of the inspection period or due diligence period we're going to go ahead and put another 50 000 okay so that protects your buyer a little bit more but i just wanted to let you know about this section because it is um it is uh an important section right so um you'll see it has a couple of choices here like if you check this one three days after the doula did the the due diligence period ends you'll put the additional deposit or if you check this one it's uh whatever days after the effective date of the contract right um so once again not a section you have to use i'm just letting you know that it's there so let's just keep it simple right now um in this particular case just like the residential contract if you're getting financing you can go ahead and put the dollar amount um or the percentage right if i put 80 okay on this commercial contract it does not let me put the percentage so you would want to put your actual dollar amount so let's say i was financing two million right well you see it automatically calculates the amount to close down here okay um so if it's cash obviously we don't put anything in there right so um moving on just like a residential contract you're gonna have a time for acceptance you know uh you can give them a few days you can give them until tomorrow you know commercial deals don't tend to happen everything doesn't move as fast really as a residential oftentimes but in my particular case you know i like to go ahead and put the next day right so we're going to go ahead and put the next day for acceptance and remember that acceptance doesn't mean they have to answer you by that time it just means that after this date you are no longer bound by this contract your buyer doesn't have to move forward if they sign this contract so if they sign it one day after this on the 7th and your buyer had decided already that he was going to go with another property then you could just say hey man that contract's null and void we're done okay um don't fill in anything in here um you already see if you read this this is talking about what what is the effective date of the contract uh the effective date in general is when the seller the last one of the seller buyer has signed same thing with residential whoever the last person is to sign is when the date starts right um you know uh here it's giving you the option of saying it's going to be effective on this date i'd rather just leave that blank and use effective date okay uh closing date another question you're going to get a lot of times how long does it take to close a commercial property well you know if you listen to uh gil ramos's famous line well it depends right it all depends on the property it depends on the situation um it depends on the type of property so for instance if you are um if you are buying a property that used to be an automotive or a dealership or something where um there's definitely going to be some potential environmental issues like they were dumping oil into the ground or whatever and even restaurants do they have grease traps and and and tanks that are filled with grease and things that can seep into the ground right so you're gonna have to do uh some stuff during the due diligence period that might take a while such as environmental studies and things like that we'll talk about that in a second okay um so there's a lot of different things that have to go on for instance um let's say you're buying a property that you're going to be developing on maybe it's a piece of land or maybe it's a property that you're going to knock down and are going to be building an apartment complex or something there well you know you're going to want to know unless it's already a project that's been approved in other words that the seller of the property has gone to the city has submitted plans to the city and the plan and the city has said yes we approve you guys to build you know a 300 unit apartment complex on this thing well first of all if you ever get to that stage if a seller ever gets there or even if you become a commercial investor and you buy a piece of land and you get all that process done where the city has approved a project they call that entitling the project right the product's already been entitled it will actually massively increase the value of your property why because the person buying it doesn't have to go through that process and they know for a fact that can build the thing that they want to build if you're just selling a piece of land and the land is still agriculture and you want to get zoned for building you know a big apartment complex well it's not currently zoned for that which means that when you're selling that land and you haven't done all the all the leg work you're going to get less for that piece of land because whoever buys it has to go through a process so going back to what the closing date is um it'll all depend how much time you need for due diligence right because if i need to go through a process with the city heck i might need i might be closing this you know six months down the road i might be closing it five months down the road it might be a long closing okay but if it's a standard deal okay um i think that you could get this done um as quickly if it's a cash deal you can get this done as quickly as as you really want to right if it's a cash deal depending on how fast your client moves if there's financing involved um i can tell you i'm going through the sba loan process right now you're probably not going to get anything closed in under 60 days if you're getting financing from a bank and i wouldn't even try it you know i would give yourself at least 60 days to close so let's let's just do a 60-day one here but once again if you have cash you can make magic happen if you have cash and your buyer knows they want the property they don't have to do a long inspection period or due diligence period and they just want to get moving you can set this faster for right now i'm just going to put a 60-day close okay so um we're february 5th boom boom let's do april okay so we're going to close this thing in two months okay perfect let's keep it moving okay it will ask you here in line 43 what the location is we are in orange county okay and then here's the part where we're going to talk about um financing so is the buyer getting financing if they are um you want to fill out some of this section very similar to the residential contract i don't get too uh specific about uh about the financing because it's just another way for you to get out of it um out of the contract right if you don't get the exact financing you ask for so in this particular case let's say they were putting like uh 20 down so i might put financing not to exceed 80 and that's about as specific as i'll get in here um you know because if i start saying hey with a fixed interest rate not to exceed x amount and i start getting very specific it just gives me a reason to back out of this contract and the seller's not going to like the way it looks so basically i would leave most of this blank and maybe if you want to if you just want to say prevailing rates and terms right so whatever is you know the banks are offering is what you'll do for financing right okay and just know that we're filling out this section and we're going to give ourselves a financing protection period just like we would for the residential right we need a financing contingency so here it is it's kind of tucked in that's this is why the commercial contract sometimes you don't you might think is more complicated but it just has different sections that say essentially the same thing so if we're getting financing we're going to want to fill this um section out well look here line 53 is where it gives you the time for loan approval so if you look at this it actually defaults to 45 days giving you 45 days to really finalize your loan approval okay so um that's that's pretty typical um it's fine as far as financing is concerned obviously it's a negotiation point between you and a seller how hot is the deal blah blah blah but i like 45 days so stick with 45 when you make your initial offer and if it's something that the seller says no you know we want to lower that or if you if your buyer's like hey i need more time because of such and such then you can adjust it but let's go ahead and keep it 45 days but remember if you leave it blank it'll default to 45 anyway um so here i don't feel i didn't feel anything in here but basically it says this look if within that 45 days something happens you can cancel the contract as soon as you get your denial you have three days to send in written notice that you want to cancel the contract you're going to get your deposit back right if something goes wrong in 45 days with your financing okay so we'll keep moving down here and then we'll come back to this section because if we do cash um i'll show you what to do in this section that's a little bit different okay so um the title so uh we're they're asking what kind of title are you gonna take um i would click statutory warranty deed uh there's an option to do special warranty deed um if there are stickler about this i'm not sure that i would be too concerned by clicking special warranty deed um the difference is this statutory warranty deed says that the seller is basically giving you clear title and if anything if anything wasn't cleared if something comes up in the future no matter whether it was during the time that the seller owned the property or not anytime in the history of this property if some other lien pops up in other words somebody had put a lien on that property that nobody knew about popped up then the seller is still liable to make sure that um they get you that clear title they might have to pay that lean off or whatever the case may be okay so that's the one we usually want that's the one that we use in residential okay special warranty says hey the seller's guaranteeing you have clear title but only for the time that the seller owned the property okay not for the time that anybody else owned it right but most of these properties all have title insurance and things like that if for some reason the uh listing agent says hey we want to do a special warranty deed i wouldn't be that scared about it but i always like to protect my buyer more so i click statutory warranty deep okay um so uh let's see listen here the amounts will be subject to something usable okay so this is important line 79. so on line 79 it says what is the buyer's intended use of the property so this is the place to kind of protect your buyer and let them know hey i'm looking to use this property for x reason right so if you're buying an office building you're going to put office right um you know if you're buying a store we're going to sell products it might say you know retail space you know um if you're buying an apartment complex you know you might put multi-family here okay so just putting the use of the property that you're buying or it could be an industrial property in this particular case it's industrial so um assuming that i was buying our property for industrial uses that's what i would want to do um so here we are here so evidence of title who pays the title premium in this particular case we're going to keep it on the seller side so seller uh seller's going to be responsible for delivering you title and i like to put within 15 days okay or 15 days before closing okay so i like to put 15 days here okay and um and then you have to click a box so we're looking to get a title insurance policy okay that gives you another option uh here about an abstract of title don't do that one do title insurance just like we would for a residential property okay so it's going to be at the seller's um seller's expense and they're going to pull title and they're going to get that title to us within 15 days of us executing this contract okay and we want a title insurance commitment okay so we're going to move on from here um title will be deemed acceptable by buyer if buyer fails to deliver proper notice of defects or buyer delivers proper written notice and seller cures a defect within 15 days so this is what this means so if something comes up on title obviously if we wanted the deal to keep going we're going to give the seller a chance to cure the defect right so let's say they pull up title and they find out oh you know you forgot to pay this contractor for doing the roof right and there's a lien on this right and you come back to the seller say hey i you know i don't have clear title you i'm giving you 15 days for you to fix that problem okay so that's why i put 15 in there okay and they call that the curative period okay that's the time that the seller has to cure the defect on the title okay i'd like to put 15 there okay here talks about a survey right there's going to be a survey that has to be ordered the property right so seller will uh we're going gonna talk about the survey down here but this is actually something that's slightly different so seller will within blank days of effective date delivered a buyer copies of surveys plans specs and all that stuff okay so if the seller has these documents it doesn't mean that they have them but if they do you're just gonna you're gonna click here and tell them i usually give them about a week right seven days so within seven days of signing this contract i want any documents you have you can provide me for this property not just the surveys but any specs any engineering documents you might even put environmentals or any other pertinent documents right so anything they have you know you're asking for it if you've already done an environmental show to me like give me everything you got so i can feel good about this property i know what i'm getting into um but once again it's not required of the sellers only if they have the stuff right so um i like to put that in there uh for them okay and then this part here talks about who's gonna pay for the survey so usually it's the buyer so buyer will at buyer's expense and within the time period allowed deliver an exam entitle evidence obtain a certified survey of the property okay so the buyer will be paying for that okay now check this out if the survey reveals encroachments on the property or that the improvements encroach on the land of another buyer will accept the property with existing encroachments or such encroachments will constitute a title defect i'm going to click title defect because if we get a survey and we find out hey man you know you built a building that's encroaching on the next property like you build a building across property lines well that's that's a big problem right you know they might make you tear down that building so we're going to say hey look if that happens that's a title defect and we got to figure that out okay so um we click that there okay so this this here is i won't read the whole paragraph to you but the paragraph basically says hey look just like in residential you're gonna deliver this property to me in the same condition as when i saw it okay minus any normal wear and tear but if i go to that property and i'm about to close on and i do a walkthrough and i find that something major is different then in this particular section here and if you leave it blank it defaults to one and a half percent you can ask the seller to get it back to the condition than it's supposed to be and here it caps it at one and a half percent of the purchase price so uh in other words the seller you know if it's beyond the one and a half percent the sellers not might say hey look i'm not gonna i'm not gonna spend more than x amount of money to fix this property back up and then you will have a decision to make right because if the property's not in the condition that you want it to then you'll be able to get out of this contract right you know i mean i'm not going to buy a building and then find out two days before that you knock down one of the buildings and you know i can't buy that building you know the property anymore right okay so moving on in this particular case you have two options down here now we're going to talk about the due diligence period right so if any case that your buyer says look i don't need to do an inspection i know this property i'm gonna buy it then you could click this and buy it as is but you gotta understand you are waiving your right to inspect right it's just like writing a residential contract with zero inspection period days okay so it's a risky maneuver um but it can happen sometimes like i said if a buyer wants to get aggressive on a deal if this is the way they win it then they can do that okay but most of the time people aren't gonna do that they're gonna click this you're gonna have a due diligence period so how many days of due diligence meaning inspection will we have and by the way due diligence is used for all sorts of things you're just buying yourself time to get the things you get done i've already mentioned some of those things one is obviously yes you want to you want to do a commercial property inspection uh number two is you you're probably and especially if you do financing through a bank if you are financing they're going to require to do environmental studies right they're going to get people out there put holes into the ground make sure that it's not contaminated because guess what if there's oil tanks in the ground this happened to me i was selling a restaurant property right and found out in the process that that restaurant used to be a gas station back in the 70s and before so there was actually gas tanks that were still buried under there or had been buried under there and um we had you know the buyer had to do these environmental studies because guess what if they buy it from me right because commercials a little different commercial is buyer beware like they have to do this like if i sell on this property and then they find out after the fact um that it's contaminated that ain't the seller's fault anymore right the buyer now has that problem right so buyers will want to do this kind of stuff so if you're getting financing you're going to have to do environmentals um you might want to use this time to to do the plans with the city once again if somebody if i'm buying a piece of land or a property that's not currently zoned for the thing i'm trying to do i might buy myself a lot of time to go to the city get my plans and engineering plans done my rendering's done and bring a whole plan to the city i got i might have to have multiple sitting meetings that could take months okay so how long is the period once again it depends right if you need a lot of time for something if there's a lot of things that have to be done then you're going to want more time in essence 30 days should be enough time to get most of your studies and everything done so i'm just going to put 30 days on this one but once again if i was doing a development project where i was doing something bigger and i had to go to the city i might get myself three months i might get 90 days i might get i've had people ask me for a nine month due diligence period i didn't give it to them but but you know what were they trying to do i'll tell you what they were trying to do they were trying to buy my restaurant property and they wanted to be an investor so they were going to use that time to find somebody to lease that property within my due diligence period well i'm not giving you nine months to go find yourself a tenant right but some sellers will especially if they want to sell the property right so um so i'm just kind of giving you all scenarios but i'm gonna put 30 day due diligence period okay and you can read this entire paragraph but basically this is the way hey look if within 30 days you don't like this property for any reason boom you send in your cancellation you get that 50 000 deposit back okay great so uh next so let's talk about uh operation of property okay so this basically says hey look you while we're in contract like i don't want anything to change like if i'm if i'm buying this property to put my business in there i can't have you renting the property during the time right so if any any changes such as renting vacant space that materially affect the property or buyers intended use of the property will be permitted either only with buyer's consent or without buyer's consent you're going to want to click only with buyer's consent because if i'm going in there i don't want them to rent it to somebody else and then i'm buying this building i'm like where am i going to put my business in right so they have to come to you and say hey i'm looking to lease this space you know are you okay with me leasing part of the property to this person and you might actually want that and i hope great you know that'll that'll help me and save me some money right um so that's important there so moving on a lot of legalese i i suggest you read this whole contract by the way i want i want you guys to know this contract i'm just giving you the main points of this contract so you know how to do it okay um cure period five left uh if left blank so um if there's any any kind of default if somebody's kind of breached the contract or anything it defaults to five days you still have five days to cure this problem right so if something went wrong if if if you know the contract is breach or something this just gives it five days so i don't put anything in here it defaults to five days we're gonna keep it moving okay um and here i'll go i'm gonna go back to something real quick because i wanted to mention this uh with the uh the financing so remember we talked about financing before if if i'm doing as is right and this is a cash deal right i'm going to click as is right this is a cash actually take that back you're going to want to do diligence period anyway but if you do a cash deal okay in that section where you have um here the financing terms sometimes i actually cross this whole thing out i mark it up and cross it out or right here i would just put you know buyer is is uh paying cash for cash for the property no financing can't spell sorry yes involved okay so if you're doing cash okay um that's what i would put here and obviously i wouldn't have anything in in here or anything like that okay but sometimes what i do is i'll actually cross this out i'll cross this out i'll still write this um and i'll cross this out just to let them know this is a cash deal no financing okay um so heading down here where we were before um and if it's a cash deal like i said you still do a due diligence period right um most of the time unless they're really aggressive and they want to go as is okay coming back down here okay so cure period good good good okay assignability so here's an assignability section very similar to the assignability section on a residential contract okay but it's a little bit different so many times in commercial people buy a property with with a company right with an llc that they formed specifically for this property why do they do that they do that as a protection method right they want that property to have its own llc for protection so if anything happens with that property that's protected by the llc and that llc is specifically just for that property right because if you put a bunch of businesses and different things under one llc like if i buy this property with this llc and it's the same llc i use to make money from my business and somebody comes after me for something i did with my business or with this property they can take everything right they can go after my business they come after my property so a lot of times uh buyers will create just an llc just to buy this property and only this property will be held in that llc so if you read the assignability section this contract may be assigned to a related entity and otherwise either you have two options is not assignable or is assignable okay so in this particular case just like residential i'd rather be not assignable it's actually giving you written in here the ability to assign this to a related entity and it's just what i explained to you so let's say me i put robert davidowitz as the buyer of this contract let's say we did that because i didn't actually form an llc yet right i just saw this property i'm going to form an llc for this property but i haven't formed it yet what this sentence allows me to do is hey in the middle of this transaction i can form 123 main street llc and i can transfer the uh the contract to that llc so that on title will be the llc but that's what they call a related entity i'm the owner of that llc that's different this is what it's asking you here in these boxes is saying wait can you assign it just to anybody else and the answer here is no i don't want uh we don't want to tell them that we're going to assign it to anybody else so i click is not assignable okay um moving on okay my favorite section so um there's actually a section in here that talks about uh the commission so unlike residential where we do not talk about commissions in the contract here it actually talks about it and that's what i love that about the contract so there's no uh uh you know no confusion as to what we're getting paid so here let's just say um you know exp realty let's say the other agent um and i'll put you know another agent that i know there or whatever i'll put test right okay so this is the seller's uh the seller's broker you could just put their company their name um you know and most of the time i always put transaction broker in there um because that's what what that's what we are but whether it is or it isn't um we're gonna click uh you know i just put transaction broker and then listing agreement okay um so i'm assuming that they have a listing agreement with the seller and that's how i'm gonna get paid okay but that's their section here's your section so i'm gonna put exp realty llc my name um you know you can put the address of the office there um to give all the information and everything there but here's the part that i want you guys to focus on so you're gonna be working as a transaction broker you're gonna click that for yourself and it's going to ask you who will be compensated by and we're going to say the seller the seller is going to compensate us um you know you could say seller or seller's broker that's fine you know if if that's what you do so either a seller's broker or seller either way it's coming from the seller side is the important part okay and then it'll say pursuant to an mls offer of con compensation okay meaning was this on the mls if it was perfect then the commission's right there listed on the mls but what did i tell you a lot of commercial agents aren't on the mls so in that particular case i would say hey if it's not on the mls i'll just say other and it will say um seller will uh will pay buyers broker three percent of purchase price as commission right so seller will pay buyer's broker three percent of purchase price as commission i try to be as specific as possible right so this is where you put your commission and it gets solidified in the contract so i like this place so once again you're the buyer's broker exp realty bobby devito is put all the information in here i'm a transaction broker who's going to pay me either the seller or seller's broker um i just put seller and then over here because i'm assuming this wasn't on the mls i'm gonna put other and i'm gonna say seller will pay buys broker purchase three percent of purchase price as commission okay now we're also solid there if that gets signed you know you're getting paid your commission i love that okay and then you have your additional terms where once again if there's anything that you're asking for whether it be closing costs or anything else specific um this is where you would add it okay and you have some uh addendums and things here that um that you might use but on a traditional purchase um you know i've sold restaurants i've sold offices i've sold land um and i've sold apartment complexes and i've used this contract for uh for all of them right so this is a very universal type of contract and um that's pretty much it and obviously you're going to want to get everything initialed and signed by everyone but that is the commercial contract guys um you know you're still going to you want to run this past a mentor somebody else when you write it out right but um but this gives you the basics of how to write this contract and then on another note please know that exp realty now has a specific commercial division okay so if you're out there and you're meeting commercial agents make sure that you know what the exp commercial division offers because we actually have an awesome deal for agent attraction for bringing in commercial agents how do you find that about that go to exp commercial.com you can learn more there but honestly the best way to know what's going on with the commercial division is to use workplace workplace is kind of our facebook for the company it's how i can get in direct contact with all the executives at the company and go and join the group exp commercial and they have all that information there i hope this helps guys and good luck talk to you soon