Beat The Headlines. Be The Expert

Beat the Headlines.Be the Local Market Expert.

Who’s with you today?

Scott Sambucci, VP, Sales & Data Analytics scott@altosresearch.com (415) 931 7942 (888) 819-7775 x.3 Twitter: @AltosResearch http://blog.altosresearch.com

www.altosresearch.com

Altos Research – Why Market Data Matters 04/13/23 3

About Altos Research

Just For Attendees

Posting this presentation online – we’ll email the link

Send you a Personalized Market Report to use next week – Every report includes all of the stats/analysis we’ll cover Buyer Meetings coming up? Listings Presentations Current Listings/Sellers – helping them

really see the market

Altos Research – Why Market Data Matters 04/13/23 5

The Only 3 Questions Consumers Ask

1. What’s for sale? IDX Search

2. How much is my house worth? CMA

3. How’s the market? This is your opening! What’s different about this

question from the other two?

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When they ask, “How’s the market?”

“I want to participate, show me how I can/why I should?” They know the market is bad… But how is it good for them?

A “buying” signal Buying your services – they need an

expert Compelling to action – they want

guidance

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Principles & Technique:“Let Me Show You What I Mean” Be prepared

With clients, plan the story in advance The story is your chance to engage

Be transparent Address their unasked questions - honestly Confused people don’t buy!

Be the expert What aren’t they expecting? Setting price, market time expectations

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Data ≠ Headlines

Scottsdale held up through the Spring but falling this Summer. (Jumbo mortgages…)

Phoenix has been down – but picked up this Spring.

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Get Local!

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How and When to Use Market Data(Hint: Everywhere)

On the web, blog Prospecting, relationship & trust building Lead conversion

In person Listing presentation / buyer meetings With active listings – Keep clients updated In the yard sign “I sold this home in a

week. Ask me how.” In their inbox

Weekly market Reports Part of your drip, one of your touches

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“Bringing ‘em in the boat…” –Website Strategies for Lead Development

“Soft Sell” “Hard Sell”

Blog

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Relationships, inform Convert visitors to leadsGoals:

Presentation:

Style:

Personality, quantity High profile data, fewer options

Approach:

Socia

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ia

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Great Web Site Samples Real Estate Bloggers

www.MovinMaryland.com - Audrey Forshey www.BlogTheRockies.com - Ro Troia www.AtHomeInScottsdale.com - Dru Bloomfield www.BlogByTheBay.com -Ginger Wilcox

Local Market Pages www.OCExclusives.com – Jessie Brossa www.StlHomeData.com – Eric Stegemann www.LoCoMarketStats.com – Heather Elias

The Three Questions www.Housechick.com – Kelley Koehler

Lead Focused www.TheHarperTeam.com – John Harper

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More Than Just a Price Trend

Setting seller expectations Percent Price Decreased: “This is what

happens to the over-pricers” DoM: “here’s what we’re looking at…”

Buyer off the fence Inventory: “You’re in the highest-demand

segment” Average vs. Median DoM: the best

properties moving more quickly

Understanding Buyer & Seller “Competition”

(Inventory Trends: Davis, CA)

Never assume that your clients know the trends.

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Setting the Price Right &Knowing the Market

% Price Decreased: Measures the number of active listings thathave experienced a price reduction in the last 90 days

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Trends: New Listings & Exits

Prices of New Listings (black) trending lower &

below the Median (orange)

And the good deals are

disappearing! (green)

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Mean vs. Median Days-on-Market

Median DOM is trending opposite of Mean DOM Higher turnover with newly listed

homes

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Market Analysis by Price Level (“Quartile”)

Quartile 1: Most expensive 25% of propertiesQuartile 2: Top Middle 25%Quartile 3: Bottom Middle 25%Quartile 4: Least expensive 25% of properties

Example: 80 homes for sale in a market (city or zip code) 4 "quartiles" (groups) each have 20

properties based on individual property prices.

Allows for market definition by price, not just geography

Days-on-Market by “Quartile”

DoM in most expensive price segment (black line) compared to middle & lower price segments

Market Activity by “Quartile”:Market Action Index

The bottom 50% of the market has the most activity – Implications for both Sellers AND Buyers?

Characteristics per Quartile (Danville, CA)

Less activity at top of the market – higher DOM, fewer new listings & exits

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Key Takeaways:

How do you answer, “How’s The Market?”

Use the data to illustrate your expertise

Clients want the insights/statistics/guidance no matter how you reach them: web, email, print, face-to-face

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Just For Attendees

Posting this presentation online to Slideshare

Send you a Personalized Market Report to use next week Buyer Meetings coming up? Listings Presentations Sellers – helping them really see the

market

Altos Research – Why Market Data Matters 04/13/23 24

Contact Us for a Website Session!

Scott Sambucci, VP Data Analytics scott@altosresearch.com (415) 931 7942 Twitter: @AltosResearch

Ricky Fernandez, Product Specialist ricky@altosresearch.com (888) 819-7775 x.2 Twitter: @AltosSalesDude