Beat the Headlines. Be the Local Market Expert. Strategies for reaching your real estate clients with statistics and data
The Only 3 Questions Consumers Ask 1. What’s for sale?
IDX Search, listing alerts
2. How much is my house worth?
3. How’s the market?
This is your opening!
What’s different about this question from the other two?
How’s the market? 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
Your Clients Want the Data EVERYWHERE You Reach Them What’s going on out there? Help me keep an eye on things! Web & Social Media How quickly do I have to act? Does my agent know what she’s talking about? Email and Drip Marketing Listing Presentations Buyers and Offers
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 Blogging HINT! INVENTORY is the easiest thing to blog/talk about. OMG! Inventory is WAY down. Let’s price accordingly.
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!
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”
Reaching on the Web Lead Form Call to Action Blogging Local Pages Chart Widgets Social Media Sample Reports Presentation: Soft Sell Hard Sell Style: Blogging HINT! Personality with data is POWER! Relationships, inform Convert visitors to leads Goals: Personality, quantity High profile data, fewer options Approach:
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?
More Info www.AltosResearch.com @AltosResearch @MikeSimonsen @AltosSalesDude firstname.lastname@example.org