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Altos Research: Reaching People With Market Data


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Presented on 1.04.10 at the Virtual REBarcamp, We reviewed strategies for reaching real estate market clients with market data, including buyers, sellers, leads, and prospects. Happy selling!

Published in: Real Estate, Business, Technology
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Altos Research: Reaching People With Market Data

  1. 1. Beat the Headlines.<br />Be the Local Market Expert.<br />Strategies for reaching your real estate clients with statistics and data<br />
  2. 2. The Only 3 Questions Consumers Ask<br />1. What’s for sale?<br /><ul><li>IDX Search, listing alerts</li></ul>2. How much is my house worth?<br /><ul><li>CMA, Comps</li></ul>3. How’s the market?<br /><ul><li>This is your opening!
  3. 3. What’s different about this question from the other two? </li></li></ul><li>How’s the market?<br />When they ask, <br />“I want to participate, show me how I can/why I should?”<br />They know the market is bad…<br />But how is it good for them?<br />A “buying” signal <br />Buying your services – they need an expert<br />Compelling to action – they want guidance<br />
  4. 4. Market Data with New Leads and Existing Clients<br />What’s going on out there?<br />Help me keep an eye on things!<br />Web & Social Media<br />How quickly do I have to act?<br />What does my competition look like?<br />Email and Drip<br />Listing Presentations<br />Buyers and Offers<br />
  5. 5. For Buyers<br />“We like this house! Should we make an offer?”<br />Are there more like it?<br />Will it go quickly?<br />How do we get this bid accepted?<br />If you’re smart, you’ll accept our offer!<br />
  6. 6. For Sellers (Winning the Listing)<br />Comps from the MLS – but your buyers are looking all around town<br />Here’s what you need to know about the market, your competition and buyer’s options<br />OMG! Inventory is WAY down, let’s price accordingly.<br />
  7. 7. A Powerful Way to Get Sellers Off the Price Fence<br />% Price Decreased: Measures the number of active listings that<br />have experienced a price reduction in the last 90 days<br />Do you want to be ahead of this wave or behind it?<br />
  8. 8. Days-on-Market by “Quartile”<br />Blogging HINT!<br />“Let’s look at the Luxury Market in town”<br />
  9. 9. Reaching on the Web<br />Lead Form Call to Action<br />Blogging<br />Local Pages<br />Chart Widgets<br />Social Media<br />Sample Reports<br />Presentation: <br />Soft Sell<br />Hard Sell<br />Style: <br />Relationships, inform<br />Convert visitors to leads<br />Goals: <br />Personality, quantity<br />High profile data, fewer options<br />Approach: <br />
  10. 10. Great Web Site Samples<br /><ul><li>Real Estate Stats Bloggers
  11. 11. – Heather Elias
  12. 12.– Tony Lazzari
  13. 13. - Dru Bloomfield
  14. 14. – Teresa Boardman
  15. 15. -Ginger Wilcox
  16. 16. The Three Questions
  17. 17. – Kelley Koehler
  18. 18. Local Market Pages
  19. 19. – Jessie Brossa
  20. 20. – Eric Stegemann
  21. 21. – Matt Stigliano
  22. 22. Lead Focused
  23. 23. – John Harper</li></li></ul><li>Key Takeaways:<br />How do you answer, “How’s The Market?”<br />Be prepared for your buyer discussions, listing presentations AND web marketing.<br />Clients want the insights/statistics/guidance no matter how you reach them: web, email, print, face-to-face<br />DATA HINT!<br />All you have to do is remember Inventory and Days on Market. Up or Down trend?<br />
  24. 24. Contact info<br /><br />@altosresearch<br />@mikesimonsen<br /><br />