Using Market Analytics with Your Clients: Why Market Data Matters Now More Than Ever

Why Market Data MattersNow More Than Ever

Who’s with you today?

Mike Simonsen, Co-Founder & CEO [email protected] (415) 302 1573 Twitter: @mikesimonsen

Scott Sambucci, VP, Sales & Data Analytics [email protected] (415) 931 7942 Twitter: @AltosResearch | @scottsambucci

www.altosresearch.com

Just For REBarcamp Attendees Posting this presentation online –

we’ll email the link Send you a Personalized Market

Report to use next week Buyer Meetings coming up? Listings Presentations Current Listings/Sellers – helping them

really see the market

Altos Research – Why Market Data Matters 04/08/23 4

Only Three Questions

What’s for sale? IDX Search

How much is my house worth? CMA

How’s the market? This is your opening!

Altos Research – Why Market Data Matters 04/08/23 5

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 04/08/23 6

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

Altos Research – Why Market Data Matters 04/08/23 7

Sometimes the Data ≠ Headlines

Scottsdale dropped a little – but mostly held strong!

Phoenix has been down – but picking up this Spring!

Altos Research – Why Market Data Matters 04/08/23 8

Get Local!Comparing Zips to Set Expectations

Altos Research – Why Market Data Matters 04/08/23 9

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 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

Altos Research – Why Market Data Matters 04/08/23 10

Strategies for Data on Your Website

“Soft Sell” “Hard Sell”Blog

Posts

Dedica

ted Lo

cal

PagesCha

rt Widg

ets

Sample

Report

s

Lead F

orm

Call to

Action

Relationships, inform Convert visitors to leadsGoals:

Presentation:

Style:

Personality, quantity High profile data, fewer options

Approach:

Altos Research – Why Market Data Matters 04/08/23 11

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

Altos Research – Why Market Data Matters 04/08/23 12

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

Altos Research – Why Market Data Matters 04/08/23 13

Inventory : Understanding Buyer & Seller “Competition” Don’t assume

clients know these trends!

Inventory Trends: Davis, CA

Altos Research – Why Market Data Matters 04/08/23 15

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

Altos Research – Why Market Data Matters 04/08/23 16

Trends: New vs Pending Listings

New Listings are pricing below the Market Median, and falling! (orange)

And the good deals are disappearing! (green)

Altos Research – Why Market Data Matters 04/08/23 17

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”

Significantly higher DoM in most expensive price segment compared to middle price segments

Market Activity by “Quartile”

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

Characteristics per Quartile (Davis, CA)

Source: Altos Research Market Report, 8/03/09

Altos Research – Why Market Data Matters 04/08/23 21

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 04/08/23 22

Just For REBarcamp 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 04/08/23 23

Contact Us!

Scott Sambucci, VP Data Analytics [email protected] (415) 931 7942 Twitter: @AltosResearch

Ricky Fernandez, Product Specialist [email protected] (888) 819-7775 x.2 Twitter: @AltosSalesDude