Hey welcome back to confidence conversion uh. I know there has been a time in your life where you went on a string of writing multiple offers and not getting your offers accepted. I've got coach, jeff mays in the house. We were just talking about one of his clients who wrote 17 offers and got 16 accepted, but it wasn't always that good.

He finally learned the process jeff. What is the process that enabled your client to have that ability to convert it? That high of a level uh, i recognized a quarter before that he had been writing a lot of offers and we're getting them accepted. I recognized that he wasn't doing a buyer presentation. He wasn't spending time with them in the very beginning, so the process is sit down with them.

Now most people are like why. Why should i sit down with you? That's what they're thinking in the back of your mind, you're, going to go through the the sales to some degree pitch is going to be i'm going to explain the process of buying a house with you, i'm going to answer any questions. I'm going to explain this market, i'm going to show you what it will take to win in this market and we're going to have a plan, most agents. They don't have a plan.

Tom toole said that recently they don't have a plan. So you've got to have a plan and then i'm going to explain how i get paid, i'm going to walk them through the process. Guys we got to realize one thing: we've got to slow down to speed up, you've got to spend more time with them in the beginning, because i hear it over and over again i keep writing offers and they're, not they're, not taking my advice, they're not listening To me right and that's the key is to go through this process and sit down with them and explain it. I would almost i would almost challenge everybody listening right now, like it's uh, there's really two sides now, there's clearly the camp of people that say hey.

I sit down, i take 30 minutes to an hour or two hours, whatever it takes and i educate and i walk through the process and i answer all the questions before we start going out and looking at property. If there's even anything to look at right and then there's the group that just says i just take them out, show them and you know they're, you know we try and be aggressive right. I already have the trust. I do all that stuff jeff that you're talking about in the car or walking through the house right.

It just doesn't have the same. Imagine if you don't sit down and say: hey tom you're gon na you know. Air houses in this area are selling for 10. Over asking yeah, if i say to that sitting down or uh in the car, or at least having a moment with them, it has a whole lot more powerful than well.

Now that we've found the house yeah you're gon na have to pay 10. How does that look? It's actually a little cheesy right. So the idea is explain that before you write the offer, it has more power yeah. You know i would even make the argument, if you're listening to this in the us and you're paying attention to nar and the doj that that this is going to become, if, if, if it all goes, the way the doj plans right, this is going to be The way that you're going to get paid right, you're going you're going to have to you're going to have something plain: how you're going to get paid and you're going to have to ask them to pay you yeah it's going to be challenging, i'm going to make The argument, rather whether you're jeff just laid out hey it's it's these five things or you go back to alicia essig and you listen to her two-hour version of it.

The bottom line is, we have to do something that a separates us from the competition which is great but shows our real value, but also has people understand like this is what, if we might be, writing offers with no contingencies and that's what this is. What it looks like, and here's the potential upside down side of that that we might need to come up with more cash, we might need a higher deposit like we might need to remove all contingencies like just it's. I think it's hard to to say that in a car right driving with somebody, how will they know tom? How will they know what you do right right and maybe it may be having four or five case studies right in your like hey, let me tell you about a couple. I worked with without saying their names like you.

They wanted to buy this out. They wanted to buy in this neighborhood, they wanted to buy this price range and they didn't want to meet. They were like look. We just want to see the house, we, you know we're busy, and you know what we never write three offers.

They never got a house, they got dejected by the entire experience. Now let me tell you about another couple super busy, just like you guys, but we took you know what i did. I met them saturday morning at 7 o'clock because that's what made sense for them. I took the time to walk them through the mls, founded everything that mattered to them walked them through the contract, even though they bought four homes.

Before i wanted to understand, the changes had been made in the contracts and guess what we wrote. One offer we got in the house, we had to overpay to get it right, but we got them the house i saved them days and weeks and months of torture them time and money. So so maybe this time it's just like that time jeff can we get together saturday morning at seven or did you want to meet tuesday at four at my office like, i just think we have to get to that place. Yeah, hey tom.

I had a good friend that i sold a lot of houses to and a couple years ago, probably about 18 months ago. He said: can you help my daughter out buying a house i was like. I don't really sell a lot of houses. It's been a long time since i put it, but yes, absolutely i'm the broker.

Man i'm the broker, so i he said something he goes. I think she's been looking at some houses with other agents yeah and i go cool. So i called her up and i said: hey, let's sit down. Let's talk about the the process of buying a home.

Let me explain how i can save you time and money and find out exactly what you're looking for, and i said, there's two or three houses. I can, i can remember we're looking at a saturday. I said why don't we meet at whole foods? Let's talk for a few minutes and then let's go out and look at houses yeah. She then tells me she's been working with three or four agents yeah.

So my mind goes to three or four eight right, so my mind goes to i'm gon na have to get a buyer broker agreement signed with this agent how'd. You sign anything with another agent, no great, so i'm gon na go through that because i don't wan na show her houses and then some agents say i show you that house right. So i'm thinking you know, how can i protect myself to some degree sure found out exactly what she's looking for she looked at probably 12 or 14 houses. With these couple other agents we go out and look at two houses.

I told her what she would have to pay for this house what she would have to get basically knew the listing agent and just laid it out for it. Here's what we need to do, teed it up. She followed. My advice got her under contract within two hours of meeting her and she'd been looking with somebody else for three really three or four like multiple agents right, yeah, right, slow, hey guys, we got ta break the cycle, slow down, speed up.

I think there's two there's so much going on that we're like we're, actually short circuiting the process right, don't you feel hey. It's uh seth godin sent out an email one day and he said you know peanut butter and jelly sandwich. He said you know you take the bread, you put the peanut butter down, here's the jelly, then you put the bread on he's like, but if you took that and you put the peanut butter on the plate, it would mess it up. Then the bread, then some jelly on your hand and he's like you, have all the elements, but you didn't follow the steps, so you didn't get what you want and i think that's the message of this show right.

Yeah follow the steps, my friends, confidence and conversion. If you trust the process, you follow the process. You win slow down to speed up. You.