Why Market Data Matters Now More Than Ever

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These are the slides from this afteroon's presentation at the REBarcamp-Denver: "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
ricky@altosresearch.com
@AltosSalesDude
(415) 513-5747

Scott Sambucci
scott@altosresearch.com
@scottsambucci
(415) 931-7942

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  • <number>First question: “How’s the market?” how do you answer?<number>
  • Next question, just for my edification, “when you think about your marketing efforts, how do you prioritize A) lead gen B) lead conversion (into buyer or listing) C) closing transaction<number>
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  • Why Market Data Matters Now More Than Ever

    1. 1. Why Market Data Matters Now More Than Ever
    2. 2. Al t os Resear ch: Cont act s  Web: www.AltosResearch.com  Product Demos: 1-888-819-7775 x.2  Email: info@altosresearch.com  ricky@altosresearch.com  Twitter: @altosresearch @mikesimonsen @scottsambucci @AltosSalesDude 2
    3. 3. O y Thr ee Q nl uest i ons  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 05/22/09 3
    4. 4. When t hey ask, “ ow s t he H ’ m ket ?” ar  “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 05/22/09 4
    5. 5. Pr i nci pl es & Techni que: The D a and The St or y at  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” Altos Research – Why Market Data Matters 05/22/09 5
    6. 6. Som i m t he D a ≠ et es at Headl i nes Phoenix has been down – but picking up this Spring! Scottsdale dropped a little – but mostly held strong! Altos Research – Why Market Data Matters 05/22/09 6
    7. 7. G Local ! et Tr ends by Zi p ( Aust i n, TX) Altos Research – Why Market Data Matters 05/22/09 7
    8. 8. How and When t o Use The D a at  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 Altos Research – Why Market Data Matters 05/22/09 8
    9. 9. St r at egi es f or D a on Y at our W ebsi t e/ B og – “ ut Y l C our G ass” r ges l Pa a s oc rts et L po m n s id g te d Re or ctio st F Po rt W ica pl e d A g a ed m ea l to L l Presentation: Blo Ch D Sa Ca Style: Soft Sell Hard Sell Goals: Inform, establish expertise, Convert visitors to leads reach Approach: Personality, quantity High profile data, Fewer options Altos Research – Why Market Data Matters 05/22/09 9
    10. 10. G eat W Si t e Sam es r eb pl  Real Estate Bloggers  Audrey Forshey - http://movinmaryland.com/  Ro Troia - http://blogtherockies.com/  “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  The Fundamentals  www.housechick.com – “3 Questions”  Lead Focused – John Harper  www.TheHarperTeam.com Altos Research – Why Market Data Matters 05/22/09 10
    11. 11. Altos Research – Why Market Data Matters 05/22/09 11
    12. 12. M e Than Just a Pr i ce Tr end or  “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.” Altos Research – Why Market Data Matters 05/22/09 12
    13. 13. Set t i ng t he Pr i ce R ght i % Price Decreased: Measures the number of active listings that have experienced a price reduction in the last 90 days Altos Research – Why Market Data Matters 05/22/09 13
    14. 14. I nvent or y Tr ends: U nder st andi ng t he Don’t assume clients know these “ om i t i on” C pet trends! Altos Research – Why Market Data Matters 05/22/09 14
    15. 15. Tr ends i n N Li st i ngs ew New Listings are pricing BELOW the Market’s Median Price Homes exiting the market are even lower Altos Research – Why Market Data Matters 05/22/09 15
    16. 16. M ket Anal ysi s by Pr i ce ar Level ( “ uar t i l e” Q ) 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 quot;quartilesquot; (groups) each have 20 properties based on individual property prices.  Allows for market definition by price, not just geography Altos Research – Why Market Data Matters 05/22/09 16
    17. 17. Pr i ce Tr ends by “ uar t i l e” Q Different Price Trends based on Price Quartile Altos Research – Why Market Data Matters 05/22/09 17
    18. 18. Days- on- M ket by ar “ uar t i l e” Q Significantly higher DoM in most expensive price segment
    19. 19. M ket Act i vi t y by “ uar t i l e” ar Q The lowest 25% of the market has the most activity – Implications for both Sellers AND Buyers?
    20. 20. How and When t o Use The D a at  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
    21. 21. 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 Altos Research – Why Market Data Matters 05/22/09 21
    22. 22. Answ “ ow s t he M ket ?” er H ’ ar Altos Research – Why Market Data Matters 05/22/09 23
    23. 23. For R ar C p A t endees EB am t  Posting this presentation online to Slideshare  (Or give us a card and we’ll email.)  Send you a Personalized Market Report to use next week  Buyer Meetings  Listings Presentations  Sellers Altos Research – Why Market Data Matters 05/22/09 24
    24. 24. Al t os Resear ch: Cont act s  Web: www.AltosResearch.com  Product Demos: 1-888-819-7775 x.2  Email: info@altosresearch.com  ricky@altosresearch.com  Twitter: @altosresearch @mikesimonsen @scottsambucci @AltosSalesDude Altos Research – Why Market Data Matters 05/22/09 25

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