"Real Estate Marketing With Statistics" Webinar Re Tomato

Why Market Data MattersNow More Than Ever

Altos Research: Contacts

Web: www.AltosResearch.com Product Demos: 1-888-819-7775 x.2 Email: [email protected]

[email protected] Twitter: @altosresearch

@mikesimonsen @scottsambucci @AltosSalesDude

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Only Three Questions

What’s for sale? IDX Search

How much is my house worth? CMA

How’s the market? This is your opening!

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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:The Data and The Story

Plan the story in advance Then find the data to support it The story is your chance to engage

Illustrate your expertise For example: Sellers into a “Buyer's

Market”?, Setting price, market time expectations

Be Transparent Address their unasked questions - honestly “Confused people don’t buy”

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Sometimes the Data ≠ Headlines

Scottsdale dropped a little – but mostly held strong!

Phoenix has been down – but picking up this Spring!

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Get Local!Trends by Zip (Austin, TX)

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How and When to Use The Data

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

In person Listing presentation/Buyer Meetings With Active Listings – Keep clients updated

In their inbox Weekly Market Reports Part of your drip, one of your touches

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Strategies for Data on Your WebSite & Blog

Soft Sell Hard Sell

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Inform, establish expertise, reach

Convert visitors to leadsGoals:

Presentation:

Style:

Personality, quantity High profile data, Fewer options

Approach:

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Great Web Site Samples Real Estate Tomato Clients:

Audrey Forshey - http://movinmaryland.com/ Ro Troia - http://blogtherockies.com/ Julie Fuelling - http://fuellingkaty.com/ Doug Willis - www.up2daterealestate.com

Other Blogs: “Homes vs. Condos” – Dru Bloomfield

www.athomeinscottsdale.com Price vs. Days-on-Market – Ginger Wilcox www.blogbythebay.com

Local Market Pages www.OCExclusives.com – Jessie Brossa www.stlhomedata.com – Eric Stegemann www.housechick.com – Kelly Koehler

Lead Focused – John Harper www.TheHarperTeam.com

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More Than Just a Price Trend

“Let me show you what I mean” 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

In the Yard Sign “I sold this home in a week. Ask me how.”

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Setting the Price Right% Price Decreased: Measures the number of active listings that

have experienced a price reduction in the last 90 days

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Inventory Trends: Understanding the “Competition”

Don’t assume clients know these trends!

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Trends in New Listings

New Listings are pricing BELOW the Market’s Median PriceHomes exiting the market are even lower

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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

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Price Trends by “Quartile”

Different Price Trends based on Price Quartile

Days-on-Market by “Quartile”

Significantly higher DoM in most expensive price segment

Market Activity by “Quartile”

The lowest 25% of the market has the most activity – Implications for both Sellers AND Buyers?

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How and When to Use The Data In person

Listing presentation With active listings – Keep clients updated In the yard sign and open house

In their inbox Weekly Market Reports Part of your drip, one of your touches

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

“MyXplorer”

Personalized Reports

“MyConnect”

AltosCharts

“MyConnect”

Personalized Reports

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Key Takeaways:

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

2. Don’t look for expertise in the data, use the data to illustrate your expertise

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

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Answer “How’s the Market?” with Altos Research

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Altos Research: Contacts

Web: www.AltosResearch.com Product Demos: 1-888-819-7775 x.2 Email: [email protected]

[email protected] Twitter: @altosresearch

@mikesimonsen @scottsambucci @AltosSalesDude

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