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Presentation led by Scott Sambucci, VP of Data Analytics at Altos Research at Real Estate WordCamp, April 2010. Focuses on strategies on how to use real estate market data to reach clients and readers with interesting and unique content.
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BLOGGING STRATEGIES FOR REACHING YOUR REAL ESTATE CLIENTS WITH MARKET DATA
WordPress Solutions:Altos Research
Who’s with you today?
Scott Sambucci, VP, Sales & Data Analytics [email protected] (415) 931 7942 (888) 819-7775 x.3 Twitter: @AltosResearch http://blog.altosresearch.com
www.altosresearch.com
Why is this Altos dude giving this session?
Altos Research – Why Market Data Matters 4/12/2010 6
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?
Altos Research – Why Market Data Matters 4/12/2010 7
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
Altos Research – Why Market Data Matters 4/12/2010 8
How & When to use Market Data
Web & Social Media
Listing Presentatio
ns
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 4/12/2010 9
Principles & Technique:“Let Me Show You What I Mean”“What’s the market telling us?” 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
Data = Headlines?
www.blogbythebay.com (Ginger Wilcox)* Acknowledge local
news source (SF Chronicle)
* Choose key statements
* Show the data!
* Provide your analysis.http://www.blogbythebay.com/marin-real-estate/say-it-isnt-so-default-notices-in-marin/
Ask Consumer-based questions
http://www.realtown.com/LiveInLosGatos/blog/los-gatos-homes/what-type-of-homes-are-selling-in-los-gatos-now
Altos Research – Why Market Data Matters 4/12/2010 13
Let the numbers do the talking…
My Naperville Homes Blog – Tony Lazzari
“Location is Everything” – Heather Elias
Altos Research – Why Market Data Matters 4/12/2010 14
“Call-to-Action”
http://www.locomarketstats.com/2009/06/real-time-stats-at-loco-market-stats/
http://www.stlhomedata.com/get-free-real-estate-market-reports-on-every-zip-code-in-st-louis-st-charles/
Altos Research – Why Market Data Matters 4/12/2010 17
“Bringing ‘em in the boat…” –Website Strategies for Lead Development
“Soft Sell” “Hard Sell”
Blog
Post
s
Dedica
ted
Loca
l
Page
sCha
rt W
idge
ts
Sam
ple
Repo
rts
Lead
For
m
Call t
o
Actio
n
Relationships, inform Convert visitors to leadsGoals:
Presentation:
Style:
Personality, quantity High profile data, fewer options
Approach:
Socia
l Med
ia
YOU & YOUR BLOG
Where your clients spend time
Altos Research – Why Market Data Matters 4/12/2010 21
More Than Just a Price Trend – Be Unique!
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
Altos Research – Why Market Data Matters 4/12/2010 22
Be Specific!
Altos Research – Why Market Data Matters 4/12/2010 23
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
Understanding Buyer & Seller “Competition”
(Inventory Trends: Davis, CA)
Never assume that your clients know the trends.
Altos Research – Why Market Data Matters 4/12/2010 25
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
Altos Research – Why Market Data Matters 4/12/2010 26
Just For REWord Camp 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
About Altos Research
Who’s with you today?
Scott Sambucci, VP, Sales & Data Analytics [email protected] (415) 931 7942 (888) 819-7775 x.3 Twitter: @AltosResearch http://blog.altosresearch.com
www.altosresearch.com
