Hey welcome back to the confidence conversion. Show i've got doug edwington in the house, doug. How many transactions will you and your team do this year? Uh, our our collective goal for the team is 750., so 750 transactions and and one could argue - you have one of the highest per-person productivities amongst teams in the industry at like 42 transactions last year last year. So so, just for context, we want to talk about a modernist approach to lp mama, we'll have to explain what that is to some people, and we want to talk about the things that you're sharing, both with your team and other teams that you work with right.

Coaching for us about what we're doing to get offers accepted because damn it's competitive out there right now more competitive than i've seen ever right, absolutely so, which one do you want to tackle? First, let's, let's uh, let's knock out the the offers the how to get these offers accepted. So you know we've already heard everything under the sun give him possession after and wave everything and pay cash right, like everybody has three months back, yeah we've all continued. The most the most impactful, the person that hasn't heard it - oh there's like at least six sort of standards. So what are they? What are the standards of should be considered inside every agreement when you sit down with a buyer and you're writing up an offer, and you know you're going to be competitive, you want to be competitive.

What are the five or six basics that doesn't know? I would i would start with proactively letting them know like like survey, your company, probably um, or maybe your maybe your broker knows this. What's the average number of offers that is it written before the buyer actually wins the deal yeah and because, if they fi, if the buyer just knew proactively that hey you know, if you're, my buyer and i'm like hey tom, so i just want to give you A statistic here on average this year or in the past six months, make it really relatable um. The stats show that you're gon na lose out on the first five houses. You write an offer on before you win.

How does that make you feel that sounds horrible? That sounds absolutely horrible right, and so so, knowing that there's a couple things, we're gon na have to do differently right and so and - and i think just setting that tone up front is imperative right, um to expectations, because once you get to that fifth offer that Didn't get accepted whose fault is it yeah? It's your fault! If you didn't set the right expectations and you're getting fired right so give us that language one more time. So so you know tom and kathy. You know the average is 10 yeah. I mean i mean i would i would pull up the actual email because sometimes they've got a you know.

I heard something from someone the other day. It was really good to get someone to believe you that you've got to be able to uh. Explain it to them one one right, but if you can give them an article, show them a video and um uh. I don't know there was a third one, but you know like print video audio whatever it may be, multiple modalities, whatever their learning style, is they're more likely to take you seriously versus because don't forget we are sales people in the consumer's eyes right.

So they think in the beginning, you're trying to pull a fast one over right right, so so set that tone up, but it could be as easy as like hey. I just got this email from my broker. You might have asked for it, but i just got this email from my broker breaking down that this year. So far the average buyer in our company has to write five offers before they win the sixth one yeah.

Statistically speaking. So let's talk about some of the pros and cons of what's the difference between offer number one and what's the difference between offer number six right right so going over asking and of course you need to get the information from your education clauses and yeah yeah. I mean it's not just go crazy with it, but yeah i mean you've. You've got to help the customer understand.

What's the value worth in going over the asking price versus the risk that you take, i mean i've heard rates are going up right right, i mean, if you can break all this information down and help them understand that you know escalation. Causes clauses are going over asking or waiving inspection right, um or waving. You know my inspector buddies, i'm like absolutely not don't. You have a bad idea, but i mean but or but you could still do the inspection, but maybe you're making it to where you're just gon na.

Let them know we're not asking for anything exactly you know, so all that kind of stuff, but the best one, though that i have found that works is, is if you, especially if you're, newer in this business. This is the hardest time to get in the business. For a new agent getting offers accepted, i agree because of lack of relationships, and so every offer you write in today's market. If you don't have a relationship with that listing agent who, on your team or brokerage, has a relationship because because i had i had an agent on my team not too long ago that reached out to me and said: hey, i'm writing this offer with um with Uh, the listing agents, lori and laurie's she's got like multiple offers, and i haven't heard anything, and i said i said wait when did you send this offer he's like two days ago, and i was like? Is it? Is it under contract yet and and he looked it up and he's like, i don't think it is and lori and i are tight - we go way back and so i just like pick up the phone: hey, lori, here's! What's going on you like they're, using the mortgage company, we both like they're we're everything's good right, just make them feel good and uh.

Guess what deal got accepted right, you know, or we got an edge. We got an opportunity to get it accepted, yes and so so um. I was talking to one of the teams that we're coaching now and, and they just create a slight channel for it, like all offers, if you don't have a relationship, it's like this is the listing agent. Who knows somebody, and - and so i think relationships are the absolute key to getting offers accepted.

So if you're a consumer out there right now and and it's it's not that working with a new agent is a bad thing, but is your new agent connected to their ecosystem and their brokerage or their team, or are they just a loan ranger working from their House and didn't want to talk to anybody you're going to struggle yeah on the original six things that we published a while back. If you want to go, go to that youtube, you know video we talked about like. If you call the listing agent like hey doug, is there anything the seller might be interested? Is there anything we could do to make this a better deal for the seller? Like the questions, you can actually ask yeah not be breaking any rules, so i loved it. Just relationships first, i heard something: i'm gon na challenge you for a second, so one of my clients the other day we're talking about this, like her sales team, is struggling and i'm like okay.

Well, let's break down like. Are you calling the listing agent? She goes tom in my market right now. Eight out of ten new listings that are in the market are agents we've never seen before in many cases, even out of out of area right. What are you doing that scenario or the listing agent? Someone else yeah? That's tough, the listing agent out of market - that's tough, and - and so you may not win today, but you can win tomorrow.

If you start developing those relationships, you know if you've never heard of heard of them, but they're doing a ton of business right. It's probably someone you should pick up the phone and say bingo hey. I just want to have a conversation with you. I see you're listening a lot of deals and we work with a lot of buyers.

We generate a lot of opportunity. Um, you know just uh. I'm can i meet you. Can i can we do coffee or invite them to something right, yeah.

You know maybe you're having a social at your own company and you want to invite them out. It's not recruiting right. That's a tough one, but i know you got to build the relationship with these people so especially if you can't win now. You know we just talked about this earlier today: tactically uh, tactically winning but um strategically losing so like.

If you win one deal, that's great, but that if your other five clients didn't win that day, because you know the relationships you're strategically losing so maybe you should make it a point to go to those little realtor networking things they have once a month in every Market, it seems like just go: build a relationship with these people. My advice was basically the same pick up the phone or send them a video duh. Congratulations on your listing. You know, hey.

I know you're actually in city x, county y, but congrats on that listing. If there's anything you need locally, let me know oh yeah, because it's not like they're going to drive two hours ago, open up a door exactly yeah, because you just you want to get that competitive edge. But you also hey if this person's something to be listing. More houses in that neighborhood i want to know about that.

Yeah! You.