REBarcamp-Salt Lake City
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REBarcamp-Salt Lake City

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These are the slides from this afternoon's presentation at the REBarcamp-Salt Lake City: "Real Estate Marketing with Statistics - Why Market Data Matters Now More Than Ever."...

These are the slides from this afternoon's presentation at the REBarcamp-Salt Lake City: "Real Estate Marketing with Statistics - Why Market Data Matters Now More Than Ever."

If you have follow up questions about the presentation or our products and services here at Altos Research, please contact us at:

1-888-819-7775 x. 2 for Product Demos
info@altosresearch.com
www.altosresearch.com

Ricky Fernandez, Product Specialist
ricky@altosresearch.com
@AltosSalesDude
(415) 513-5747

Scott Sambucci, VP Data Analytics
scott@altosresearch.com
@scottsambucci
(415) 931-7942

Mike Simonsen, CEO
mike@altosresearch.com
(415) 302-1573

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  • First question: “How’s the market?” how do you answer?

Transcript

  • 1. Why Market Data Matters Now More Than Ever
  • 2. Who’s with you today?
    • Scott Sambucci, VP Data Analytics
      • [email_address]
      • (415) 931 7942
      • Twitter: @AltosResearch | @scottsambucci
      • www.altosresearch.com
  • 3. 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
  • 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!
  • 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
  • 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
  • 7. Sometimes the Data ≠ Headlines Scottsdale dropped a little – but mostly held strong! Phoenix has been down – but picking up this Spring!
  • 8. Get Local! Comparing Zips to Set Expectations
  • 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
  • 10. Strategies for Data on Your Website “ Soft Sell” “ Hard Sell” Blog Posts Dedicated Local Pages Chart Widgets Sample Reports Lead Form Call to Action Relationships, inform Convert visitors to leads Goals: Presentation: Style: Personality, quantity High profile data, fewer options Approach:
  • 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
  • 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
  • 13. Inventory : Understanding Buyer & Seller “Competition” Don’t assume clients know these trends!
  • 14. Setting the Price Right & Knowing the Market % Price Decreased : Measures the number of active listings that have experienced a price reduction in the last 90 days
  • 15. Trends: New vs Pending Listings New Listings are pricing near the Market’s Median Price But, homes exiting the market are even lower, but rising!
  • 16. Market Analysis by Price Level (“Quartile”)
    • Quartile 1: Most expensive 25% of properties
    • Quartile 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
  • 17. Days-on-Market by “Quartile” Significantly higher DoM in most expensive price segment compared to middle price segments
  • 18. Market Activity by “Quartile” The lowest 25% of the market has the most activity – Implications for both Sellers AND Buyers?
  • 19. 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
  • 20. 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
  • 21. Contact Us!
    • Scott Sambucci, VP Data Analytics
      • [email_address]
      • (415) 931 7942
      • Twitter: @AltosResearch
    • Ricky Fernandez, Product Specialist
      • [email_address]
      • (888) 819-7775 x.2
      • Twitter: @AltosSalesDude