In a shifting market it’s very important to understand not only comparables, but also actives, absorption rates, months supply, and more when wanting to price a home properly.

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Martin Bouma
Merchandising Listings
How to Price, Package, and Position
Listings to Sell Quickly
Merchandising Listings
How to Price, Package, and Position
Listings to Sell Quickly
Pricing In A Shifting
Market
www.bouma.com:/

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3. Deb Helleren
&
Mel McMurrin

4. Martin Bouma
● Is the founder and visionary of The Bouma Group in Ann Arbor, MI for 34 years.
● Only hires the very best and brightest & equips them with the latest technology, market
research & business strategies.
● With his team consistently ranks #1 out of 800 Realtors for total volume and units sold
in Washtenaw County
● Also ranks in the top 100 nationally, out of 160,000 + Keller Williams agents since 2000.
● Is a recognized speaker, having been on stage in front of over 8.000 people and been
interviewed numerous times by the leaders in real estate.
● Closed $85,000,000 in volume - 2018 | 51% buyer sales | 49% listing sales

5. The last 8/9 years
has been an
easy walk
for agents.
Prepare for the
SHIFT!

6. In this shifting market you need
to:
1.Gain the Seller’s
confidence.
2.Gain their trust.
How do you do that?

7. Gain trust, by sharing your
knowledge and backing it
up with facts and
statistics.

8. Having the facts can often be
the difference between
getting an overpriced listing
that will eventually expire
and a listing priced to sell.

9. This is how the typical listing approach goes:
1) Complete CMA to determine price based on historical data
2) List home at or slightly above the comparables.
3) Market home for 1-2 weeks hoping for the 10-12 showing
that should result in an offer.
4) Home doesn’t sell.
5) Realtor doesn’t know what to do or say so nothing
changes

10. 6) Homes sits on the market for several months and
becomes stale.
7) Realtor is afraid to call the Seller, so they stop
communicating and avoid the Seller.
8) Seller calls Realtor and withdraws their listing.

11. Realtors will succeed in this market if they meet with
the seller and show ...
1.market data
2.absorption rate,
3.months supply of housing,
4.active listings
5.pending listings, percentage of activity
based on the time of year. Collect micro data - not macro data.
NOTE: Your board provides macro data and can be very inaccurate
for your price point or area.

12. Help Seller’s understanding of the market by:
1) Tracking every school district in $50,000 price ranges.

13. Help Seller’s understanding of the market by:
2) On the 1st day of every month, record the following:
a) Number of homes that are currently active
b) Number of pending sales
c) Number of solds in the previous months.

14. Help Seller’s understanding of the market by:
3) Put these numbers into an excel sheet and start
watching the trends.

15. Help Seller’s understanding of the market by:
4) Create the graphs in excel
that you can share with
your clients.

18. “But my
neighbor’s
house sold
for $600,000
Last year!”

19. You’ll be able to see how inventory has changed - either up
or down relative to a year ago.
You can show how closed sales are up or down and what
that means to the seller.
If inventory is up and sales are down you can explain to
Seller what that means.
You will be able to track absorption rates.

20. Absorption Rate: The number of homes that sell each
month
Months Supply - the number of months that it will take
for every home on the market to sell.
If the market is absorbing 2 homes a month and there are
40 homes for sale, that indicated that there is a 20 month
supply of housing on the market. This is a strong
buyers market.
5-7 months is a balanced market.

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30. LOCAL CONNECT
Be seen on hundreds
of local listings and
connect with buyers
in real time.
(888) 742-9557

31. Join Secrets Of Top Selling Agents FaceBook Group
and enjoy inspiring and educational LIVE events by
agents like Martin Bouma, Jim Remley, Sherri
Johnson, Pinky Benson, Marki Lemons and many
more - Join here and stay tuned! -
Secrets Live Q&A Events!
facebook.com/groups/secretsoftopsellingagents