vrebc altos reaching people with market data.ppt
TRANSCRIPT
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?
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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?
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Your Clients Want the Data EVERYWHERE You Reach Them
Web & Social Media
Listing Presentations
Buyers and Offers
Email and Drip
Marketing
What’s going on out there?
Help me keep an eye on
things!
Does my agent know what she’s talking
about?
How quickly do I have to
act?
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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 buyers’ options
OMG! Inventory is WAY down.
Let’s price accordingly.
Blogging HINT!INVENTORY is the easiest thing to blog/talk about.
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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!
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A Powerful Way to Get Sellers Off the Price Fence
% Price Decreased: Measures the number of active listings that
have had 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”
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Reaching on the Web
Soft Sell Hard SellB
logg
ing
Loca
l Pag
es
Ch
art
Wid
gets
Sam
ple
Rep
ort
s
Lead
Fo
rm C
all t
o
Act
ion
Relationships, inform Convert visitors to leadsGoals:
Presentation:
Style:
Personality, quantity High profile data, fewer
options
Approach:
Soci
al M
edia
Blogging HINT!Personality with data is
POWER!
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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
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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?
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More Info
• www.AltosResearch.com
• @AltosResearch
• @MikeSimonsen
• @AltosSalesDude