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Presented on 1.04.10 at the Virtual REBarcamp, We reviewed strategies for reaching real estate market clients with market data, including buyers, sellers, leads, and prospects. Happy selling!
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STRATEGIES FOR REACHING YOUR REAL ESTATE CLIENTS WITH
STATISTICS AND DATA
Beat the Headlines.Be the Local Market Expert.
Altos Research – Why Market Data Matters 1/4/2010 2
The Only 3 Questions Consumers Ask
1. What’s for sale?– IDX Search, listing alerts
2. How much is my house worth?– CMA, Comps
3. How’s the market?– This is your opening!–What’s different about this question from
the other two?
Altos Research – Why Market Data Matters 1/4/2010 3
When they ask,
• “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
How’s the market?
Altos Research – Why Market Data Matters 1/4/2010 4
Market Data with New Leads and Existing Clients
Web & Social Media
Listing Presentation
s
Buyers and Offers
Email and Drip
What’s going on out there?
Help me keep an eye on
things!
What does my
competition look like?
How quickly do I have to
act?
Altos Research – Why Market Data Matters 1/4/2010 5
For Buyers• “We like this house! Should we make an
offer?”• Are there more like it?• Will it go quickly?• How do we get this bid accepted?
If you’re smart, you’ll accept
our offer!
Altos Research – Why Market Data Matters 1/4/2010 6
For Sellers (Winning the Listing)
• Comps from the MLS – but your buyers are looking all around town
• Here’s what you need to know about the market, your competition and buyer’s options
OMG! Inventory is WAY down,
let’s price accordingly.
Altos Research – Why Market Data Matters 1/4/2010 7
A Powerful Way to Get Sellers Off the Price Fence
% Price Decreased: Measures the number of active listings thathave experienced a price reduction in the last 90 days
Do you want to be ahead of this wave or behind
it?
Days-on-Market by “Quartile”
Blogging HINT!“Let’s look at the Luxury
Market in town”
Altos Research – Why Market Data Matters 1/4/2010 9
Reaching on the Web
Soft Sell Hard SellBl
oggi
ng
Loca
l Pag
es
Char
t Wid
gets
Sam
ple
Repo
rts
Lead
For
m C
all t
o Ac
tion
Relationships, inform Convert visitors to leadsGoals:
Presentation:
Style:
Personality, quantity High profile data, fewer options
Approach:
Soci
al M
edia
Altos Research – Why Market Data Matters 1/4/2010 10
Great Web Site Samples• Real Estate Stats Bloggers
– www.LoCoMarketStats.com – Heather Elias– www.napervillehomesblog.com – Tony Lazzari– www.AtHomeInScottsdale.com - Dru Bloomfield– www.stpaulrealestateblog.com – Teresa Boardman – www.BlogByTheBay.com -Ginger Wilcox
• The Three Questions– www.Housechick.com – Kelley Koehler
• Local Market Pages – www.OCExclusives.com – Jessie Brossa– www.StlHomeData.com – Eric Stegemann– www.rerockstar.com – Matt Stigliano
• Lead Focused – www.TheHarperTeam.com – John Harper
Altos Research – Why Market Data Matters 1/4/2010 11
Key Takeaways:• How do you answer, “How’s The Market?”• Be prepared for your buyer discussions, listing
presentations AND web marketing.• Clients want the insights/statistics/guidance
no matter how you reach them: web, email, print, face-to-face
DATA HINT!All you have to do is
remember Inventory and Days on Market. Up or
Down trend?
Altos Research – Why Market Data Matters 1/4/2010 12
Contact info
• www.AltosResearch.com• @altosresearch• @mikesimonsen• [email protected]
