Hey, welcome back to Confidence and Conversion. This is a little bit of luxury conversion. I've got the

great Susan Piazza, high of 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 on pack them for us. So the first thing is we find out who the

seller is and what it is they really need. We use LinkedIn. Yeah, how do you do that?

Don't break it down for us. Little stocking, little Facebooking, little crystal nose,

Google searches, find out who they are, what's important to them. Obviously you said,

seller little love letter. And then the second thing is we find out what is it that they really

need. Do they need 10 days cash clothes? Or do they need maybe a six month ripback?

So we can get those pain points for them. So just to be clear, this isn't the buyer letter that

is now against 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 docs, 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 context

with the person listening that maybe doesn't know the coastal OC market that you serve.

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 price down now with how much can we give you and

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