"real estate marketing with statistics" webinar re tomato
DESCRIPTION
This is a webinar presentation for clients of "Real Estate Tomato" to provide ideas for using Market Stats with their Real Estate marketing and practices.TRANSCRIPT
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
Blog
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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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