Retech South09 Altos -Why Market Data Matters Now More Than Ever
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Transcript of Retech South09 Altos -Why Market Data Matters Now More Than Ever
Why Market Data MattersNow More Than Ever
Altos Research – Why Market Data Matters 04/13/23 2
Only Three Questions
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 04/13/23 3
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
Data Specific to Their Situation
The high-end of the market is moving significantly more slowly than the low end
Sometimes the Data Counter-acts the Headlines
In this market, the low-end (blue) is moving much more slowly.
Altos Research – Why Market Data Matters 04/13/23 6
Technique: The Data and The Story
Q: “How's the market?” A: “Depends on your market!”
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
Address their unasked questions - honestly What about the bubble? Are we near the bottom?
Altos Research – Why Market Data Matters 04/13/23 7
More Than Just a Price Trend
“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.”
Setting Seller Expectations: Days-on-Market
High end markets cooling faster
Comparing Areas: Ashburn vs.Sterling
Altos Research – Why Market Data Matters 04/13/23 10
Market Analysis by Price Level (“Quartile”)
Quartile 1: Most expensive 25% of propertiesQuartile 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
Median Price Quartiles - Ashburn
Altos Research – Why Market Data Matters 04/13/23 12
How and When to Use The Data In person
Listing presentation With active listings In the yard sign and open house
In their inbox Newsletter Part of your drip, one of your touches
On the web, blog Prospecting, relationship & trust building Lead conversion
Altos Research – Why Market Data Matters 04/13/23 13
Strategies for Data on Your Site
Soft Sell Hard Sell
Blog
Post
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Dedica
ted
Loca
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Page
sCha
rt W
idge
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Sam
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Repor
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Lead
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Call t
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Actio
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Inform, establish expertise, reach
Convert visitors to leadsGoals:
Presentation:
Style:
Personality, quantity High profile data, Fewer options
Approach:
The Insightful Blog Post
•Links•Articles•Menus•Contacts•Lots of real value
The Strong Call To Action
•One page•Few links•No bling•Sign Up Here•(Also, real value, BTW)
Altos Research – Why Market Data Matters 04/13/23 16
Great Web Site Samples
Blogs: “Homes vs. Condos” – Dru Bloomfield
www.athomeinscottsdale.com Selling a Home in Los Gatos – Mary Pope Handy
www.liveinlosgatos.com Price vs. Days-on-Market – Ginger Wilcox
www.blogbythebay.com Local Market Pages - Jesse Brossa
www.OCExclusives.com Lead Focused – John Harper
www.TheHarperTeam.com
Altos Research – Why Market Data Matters 04/13/23 17
Three Things To Remember
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. They want the insights/statistics/guidance no matter how you reach them: web, email, print, face-to-face
Altos Research – Why Market Data Matters 04/13/23 18
Altos Research: Contacts
Web: www.AltosResearch.com Phone: 1-888-819-7775 Email: [email protected] Blog: www.altosresearch.com/blog Twitter: @altosresearch @mikesimonsen
@scottsambucci
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