The Market is Challenging and many are feeling pain
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The document discusses how real estate brokers can better utilize data analytics to improve their performance. Several brokers discuss the value of analytics, with one noting analytics are helping brokers set better pricing, determine where to market properties, and negotiate deals. The document also provides data on top performing brokers in a region, showing differences in their strengths like listing volume, sales percentage, and average sales prices. It suggests analytics can provide hyper-local insights to help target marketing and identify regional leaders.
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The Market is Challenging and many are feeling pain
- 1. The Market is Challenging and many are feeling pain Ken Baris – kenbaris@jordanbaris.com
- 2. Vast amounts of data is available for Realtors Ken Baris – kenbaris@jordanbaris.com
- 3. “ We need to unlock value from the data we have” Earl Lee Ken Baris – kenbaris@jordanbaris.com
- 4. “ Hyper-Local info is what consumers want to have provided” Sherry Chris Ken Baris – kenbaris@jordanbaris.com
- 5. “ Data Analytics Are Huge!” Pam O’Connor Ken Baris – kenbaris@jordanbaris.com
- 6. “ Data Mining is the Future” Brad Yeager Ken Baris – kenbaris@jordanbaris.com
- 7. We are effectively using data to drive revenue Ken Baris – kenbaris@jordanbaris.com
- 8. Unlocking the insight inside numbers is not easy for most Ken Baris – kenbaris@jordanbaris.com
- 9. To outperform competition, companies need every edge they can get Ken Baris – kenbaris@jordanbaris.com
- 10. In many industries, leaders have shifted in part due to better use of analytics Ken Baris – kenbaris@jordanbaris.com
- 11. Brokers can use analytics like Fortune 500 companies Ken Baris – kenbaris@jordanbaris.com
- 12. It is a lot more than just DOM and Avg Price Ken Baris – kenbaris@jordanbaris.com
- 13. Do a better job selling houses… Ken Baris – kenbaris@jordanbaris.com
- 14. Set expectations Ken Baris – kenbaris@jordanbaris.com
- 15. Right Price Ken Baris – kenbaris@jordanbaris.com
- 16. Hottest Price Segment Ken Baris – kenbaris@jordanbaris.com
- 17. A Story Unfolds Ken Baris – kenbaris@jordanbaris.com
- 18. Where to Market is Apparent Ken Baris – kenbaris@jordanbaris.com
- 19. Where to Market is Apparent Ken Baris – kenbaris@jordanbaris.com
- 20. Although values dropped townwide Ken Baris – kenbaris@jordanbaris.com Values By Neighborhood Last 12 Months PRIOR YEAR AVG YTD AVERAGE SELLING PRICE SELLING PRICE % NEIGHBORHOOD ($000) ($000) CHANGE VALUES RISING GREEN VIEW +13% ARDLEY +7% FLAT WALDEN 0% VALUES DECLINING ROOSEVELT -7% MADISON HILL -11% CLARKTOWN -15%
- 21. Hyper-Local Insights Ken Baris – kenbaris@jordanbaris.com
- 22. Negotiating Power Ken Baris – kenbaris@jordanbaris.com
- 23. We are using data to: Determine Where to Market and What to Communicate Right Pricing Negotiating Presentations Recruit and Retain Ken Baris – kenbaris@jordanbaris.com
- 24. PC or Mobile We are making analytics really convenient for associates. Ken Baris – kenbaris@jordanbaris.com
- 25. Information returned in under 10 seconds: Ken Baris – kenbaris@jordanbaris.com Market Performance Active Listings 31 Listings Last 12 Months 87 % Sold/Under Contract 38% Average Sale Price $343,000 ( 5%) Average Days on Market 75 ( 2%) Average % of Orig List $ 91% Sold in 30 Days 17 (20%) Sold Over List $ in 30 Days 5 (29%) Active Listings 6 Listings Last 12 Months 23 % Sold/Under Contract 52% Average Sale Price $327,000 ( 6%) Average Days on Market 68 ( 4%) Average % of Orig List $ 93% Sold in 30 Days 6 (26%) Sold Over List $ in 30 Days 2 (33%) Price Range: Summerfield $300-399,000 5 White Bird Lane, Summerfield Neighborhood: Eagle Hill
- 26. Key to coaching is understanding Ken Baris – kenbaris@jordanbaris.com Western Realty - Leading Agents Last 12 Months LISTING PRICING NEGOTIATING RELIST VOLUME FOCUS RANK AGENT NAME LISTINGS TAKEN % SOLD SP % of OLP % in 30 Days SP/LP as LS SP/LS as SS % KEPT $MM % FROM LISTINGS PRIMARY CITIES 1 TOM HAVERFORD 72 46 92% 12 0.94 0.96 24% $ 61.3 41% MIDWOOD / ALEXANDRIA 2 ELLEN BAKER 28 75 97% 24 0.98 0.91 83% $ 37.9 69% SUMMERFIELD / ANDOVER 3 CHRIS FINIZIO 35 30 91% 10 0.94 0.97 38% $ 24.5 50% ALEXANDRIA / WEST COVINA 4 KELLY LEE 26 65 95% 24 0.97 0.94 57% $ 15.7 80% SUMMERFIELD / ANDOVER 5 ERIN VAN HOUTEN 24 33 92% 13 0.95 0.96 33% $ 13.1 33% FAIRCREST HILLS 6 BOB SHEA 18 44 93% 13 0.96 0.95 50% $ 10.4 62% WEST COVINA / MIDWOOD 7 MARY JO SYMINGTON 20 15 89% 0 0.89 0.95 13% $ 9.2 19% ANDOVER / SUMMERFIELD 8 LOIS LANKLER 31 26 90% 12 0.96 0.98 38% $ 8.1 40% ALEXANDRIA / MIDWOOD 9 ASHIMA SAMPATH 14 57 97% 25 0.98 0.96 67% $ 7.6 88% MIDWOOD 10 TERRY ELMSDORF 23 30 91% 14 0.92 0.97 9% $ 4.2 38% FAIRCREST HILLS / ANDOVER
- 27. Significant differences in strengths Ken Baris – kenbaris@jordanbaris.com Western Realty - Leading Agents Last 12 Months LISTING PRICING NEGOTIATING RELIST VOLUME FOCUS RANK AGENT NAME LISTINGS TAKEN % SOLD SP % of OLP % in 30 Days SP/LP as LS SP/LS as SS % KEPT $MM % FROM LISTINGS PRIMARY CITIES 1 TOM HAVERFORD 72 46 92% 12 0.94 0.96 24% $ 61.3 41% MIDWOOD / ALEXANDRIA 2 ELLEN BAKER 28 75 97% 24 0.98 0.91 83% $ 37.9 69% SUMMERFIELD / ANDOVER 3 CHRIS FINIZIO 35 30 91% 10 0.94 0.97 38% $ 24.5 50% ALEXANDRIA / WEST COVINA 4 KELLY LEE 26 65 95% 24 0.97 0.94 57% $ 15.7 80% SUMMERFIELD / ANDOVER 5 ERIN VAN HOUTEN 24 33 92% 13 0.95 0.96 33% $ 13.1 33% FAIRCREST HILLS 6 BOB SHEA 18 44 93% 13 0.96 0.95 50% $ 10.4 62% WEST COVINA / MIDWOOD 7 MARY JO SYMINGTON 20 15 89% 0 0.89 0.95 13% $ 9.2 19% ANDOVER / SUMMERFIELD 8 LOIS LANKLER 31 26 90% 12 0.96 0.98 38% $ 8.1 40% ALEXANDRIA / MIDWOOD 9 ASHIMA SAMPATH 14 57 97% 25 0.98 0.96 67% $ 7.6 88% MIDWOOD 10 TERRY ELMSDORF 23 30 91% 14 0.92 0.97 9% $ 4.2 38% FAIRCREST HILLS / ANDOVER
- 28. Insights for Hyper-local Targeting : Ken Baris – kenbaris@jordanbaris.com Summerfield Top Agents by Elementary School Area, Last 12 Months ELEM SCHOOL AGENT COMPANY LISTINGS LISTING$ SALES SALES$ AVG LIST$ %SOLD JEFFERSON 1 DEBRA MORRIS LISTON GREENHILL REALTORS 9 5,151,900 3 1,625,000 541,667 33% 2 KATHI JONES REALTY 1 LIFESTYLE 8 4,882,639 0 0% 3 ELLEN BAKER WESTERN REALTY 8 3,852,200 5 2,433,500 486,700 63% 4 DONNA WALKER LARGO HOMEBUILDERS 7 2,570,345 0 0% 5 KEVIN HARDING REALTY 1 SUPERIOR 4 2,434,800 1 431,000 431,000 25% LINCOLN 1 BARBARA CHUNG REALTY 1 HOME SOURCE 7 2,405,499 4 1,331,052 332,763 57% 2 KIMBERLY WEST GOOD HOUSEKEEPING REALTORS 4 1,643,800 1 460,000 460,000 25% 3 DANA LINQUIST WP JOHN CHATMAN 3 1,607,900 1 255,000 255,000 33% 4 ELIZABETH GONZALEZ LARGO HOMEBUILDERS 1 1,395,000 0 0% 5 JAMES GREEN WP TOP ELITE 3 1,364,800 0 0% MADISON 1 SHARON THOMAS REALTY 1 HOME SOURCE 13 4,986,800 6 2,420,875 403,479 46% 2 DEBRA MORRIS LISTON GREENHILL REALTORS 7 3,538,850 4 1,901,500 475,375 57% 3 KELLY LEE WESTERN REALTY 7 3,190,790 4 1,705,500 426,375 57% 4 SHARON C. HENDERSON WP JOHN CHATMAN 5 1,819,500 1 352,000 352,000 20% 5 SCOTT AARON LISTON GREENHILL REALTORS 4 1,575,350 1 479,000 479,000 25% WASHINGTON 1 DONNA WALKER LARGO HOMEBUILDERS 7 4,921,965 0 0% 2 DEBRA MORRIS LISTON GREENHILL REALTORS 8 4,554,000 3 1,259,350 419,783 38% 3 KATHLEEN LEONARDO REALTY 1 SUPERIOR 4 2,040,400 2 777,000 388,500 50% 4 DOUGLAS PIPER WP SUBURBAN 2 1,315,000 1 607,500 607,500 50% 5 KELLY LEE WESTERN REALTY 3 1,209,900 2 748,900 374,450 67%
- 29. Who is Really #1: Ken Baris – kenbaris@jordanbaris.com Summerfield Top Agents by Elementary School Area, Last 12 Months ELEM SCHOOL AGENT COMPANY LISTINGS LISTING$ SALES SALES$ AVG LIST$ %SOLD JEFFERSON 1 DEBRA MORRIS LISTON GREENHILL REALTORS 9 5,151,900 3 1,625,000 541,667 33% 2 KATHI JONES REALTY 1 LIFESTYLE 8 4,882,639 0 0% 3 ELLEN BAKER WESTERN REALTY 8 3,852,200 5 2,433,500 486,700 63% 4 DONNA WALKER LARGO HOMEBUILDERS 7 2,570,345 0 0% 5 KEVIN HARDING REALTY 1 SUPERIOR 4 2,434,800 1 431,000 431,000 25% LINCOLN 1 BARBARA CHUNG REALTY 1 HOME SOURCE 7 2,405,499 4 1,331,052 332,763 57% 2 KIMBERLY WEST GOOD HOUSEKEEPING REALTORS 4 1,643,800 1 460,000 460,000 25% 3 DANA LINQUIST WP JOHN CHATMAN 3 1,607,900 1 255,000 255,000 33% 4 ELIZABETH GONZALEZ LARGO HOMEBUILDERS 1 1,395,000 0 0% 5 JAMES GREEN WP TOP ELITE 3 1,364,800 0 0% MADISON 1 SHARON THOMAS REALTY 1 HOME SOURCE 13 4,986,800 6 2,420,875 403,479 46% 2 DEBRA MORRIS LISTON GREENHILL REALTORS 7 3,538,850 4 1,901,500 475,375 57% 3 KELLY LEE WESTERN REALTY 7 3,190,790 4 1,705,500 426,375 57% 4 SHARON C. HENDERSON WP JOHN CHATMAN 5 1,819,500 1 352,000 352,000 20% 5 SCOTT AARON LISTON GREENHILL REALTORS 4 1,575,350 1 479,000 479,000 25% WASHINGTON 1 DONNA WALKER LARGO HOMEBUILDERS 7 4,921,965 0 0% 2 DEBRA MORRIS LISTON GREENHILL REALTORS 8 4,554,000 3 1,259,350 419,783 38% 3 KATHLEEN LEONARDO REALTY 1 SUPERIOR 4 2,040,400 2 777,000 388,500 50% 4 DOUGLAS PIPER WP SUBURBAN 2 1,315,000 1 607,500 607,500 50% 5 KELLY LEE WESTERN REALTY 3 1,209,900 2 748,900 374,450 67%
- 30. Analytics are giving us the edge Ken Baris – kenbaris@jordanbaris.com
- 31. Thank You and Congratulations Quantum Digital! Ken Baris – kenbaris@jordanbaris.com