Hey welcome back to confidence and conversion. This is a little bit of luxury conversion. I've got the great susan piazza hive realty coastal orange county. So susan welcome to the show: hey tom, hey: well, listen.

Everybody wants to figure out, especially in the high end. What can i do to separate my offers from the rest and ultimately get them accepted? So you mentioned you've got three things, unpack them for us, so the first thing is we find out who the seller is and what it is. They really need. Um.

We use linkedin yeah. How do you do that break it down for us a little stalking a little facebooking little crystal nose, um google searches find out who they are what's important to them. Um. Obviously, we use a seller a little love letter and then the second thing we need to find out.

What is it that they really need? Do they need 10 days cash clothes or do they need? You know maybe a six month rim back so once we open up those, we can hit those pain points for them. So just to be clear, it's this isn't the buyer letter that is now against. You know all rules and regulations. This is like a we understand.

You as the seller letter exactly interesting, interesting okay, so, if that's, if number one is like know, your audience essentially figure out everything. You can every possible angle to make a connection. What's number two, so number two would be finding out everything we can about the property. So most of our deals right now on the buy side, we're removing every single contingency, including the hoa docks, the prelim loan appraisal, we're actually getting copies of the hoa docs, maybe from an agent that i know that sold something last month there.

So just basically stacking the deck so that we come in with something that is completely clean. I love it so just for contacts for the person. Listening that maybe doesn't know the coastal oc market that you serve um. Where does the inventory stand today versus say a year ago, two years ago, three years ago, three years ago, you actually got to negotiate uh price down now with some.

How much can we give you and how quickly can we close escrow for you um right now? We're looking at in my area, we have about two weeks inventory, but the good homes a lot of those don't even make it to the market right. So it's having that network and finding out where they're at first right. So so number two is, you know, make it as clean as possible and it's easy as possible for the seller to say we accept this offer. What's number three number three is kind of fun, so we really enjoy presenting in person with covet.

That kind of put a kibosh on that, so i send a zoom link with invitation and say plug us in whenever works for your seller. In fact, we did that last night and we were able to get offer accepted, even though there was another offer. That was a little better terms and ours. It was a 15 day versus our 25 day escrow.

So what what is the message when you're doing a i mean? I love it because you know sort of what what's old is new we're taking an old strategy which is presenting your offers face to face, but we're doing it over zoom yep. What's the essence of the message when you're presenting that offer and there and there are they looking at the buyers, they absolutely are um they're uh, probably about 20 of the time they'll be looking at the buyers. So tell me why yeah we coach the buyers so that they know what kind of questions might be asked and things they may or may not want to say and the buyers are there very quickly they're in and out 30 seconds, just wanted to say hello face-to-face. You know put a face to the name, yes, and then we present our offer.

We just you know we stay away from terms we stay away from what's in the actual contract, but just you know the house is amazing, you know our buyers, absolutely love. It. They've been looking for the last two years um. If we found out that the sellers had raised their kids there, we talked about how that the buyers want to raise their family there and just really try and connect with them, because that you know face-to-face is huge.

So let me just so i unpacked that, like so this, the buyer is not on when you're talking about terms and what's important to you they're there just to say: hey we're tom and kathy ferry. We, you know, we love your house. We hope this works out. Absolutely good good, so these three steps like do you have an effectiveness rate.

Are you? Are you converting 60 of your offers? 70 of your offers. 30 of your offers. 100 of your offers give us some data 32 buy sites. Last year, we only had one client that had to write a third offer.

Everyone else got accepted on the first and second, congratulations, susan. Thank you! So much for sharing like we just we're loving doing this, show just getting great agents to talk about the things that they do to convert and, of course, you're bringing some people some confidence. So thank you so much and we'll see you soon. Thanks tom take care.

You.