beat the headlines be the expert webinar 2010 04 05
DESCRIPTION
Presentation slides from today's webinar - "Beat the Headlines. Be the Local Market Expert" - hosted by Altos Research.TRANSCRIPT
Beat the Headlines.Be the Local Market Expert.
Who’s with you today?
Scott Sambucci, VP, Sales & Data Analytics [email protected] (415) 931 7942 Twitter: @AltosResearch http://blog.altosresearch.com
Kristin Evans [email protected] (888) 819-7775 x.2 Twitter: @AltosKristin
www.altosresearch.com
About Altos Research
Just For Attendees
Posting this presentation online – we’ll email the link
Send you a Personalized Market Report to use next week – Every report includes all of the stats/analysis we’ll cover Buyer Meetings coming up? Listings Presentations Open Houses Current Listings/Sellers – helping them really
see the market
Altos Research – Why Market Data Matters 04/13/23 5
The Only 3 Questions Consumers Ask
1. What’s for sale? IDX Search
2. How much is my house worth? CMA
3. How’s the market? This is your opening! What’s different about this
question from the other two?
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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
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How & When to use Market Data
Web & Social Media
Listing Presentatio
ns
Buyers and
Offers
Email and Drip
What’s going on out there?
Help me keep an eye on things!
What does my
competition look like?
How quickly
do I have to act?
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Principles & Technique:“Let Me Show You What I Mean”“What’s the market telling us?” Be prepared
With clients, plan the story in advance The story is your chance to engage
Be transparent Address their unasked questions - honestly Confused people don’t buy!
Be the expert What aren’t they expecting? Setting price, market time expectations
Data = Headlines?
Price of New Listings vs. Median List Price
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Get Local!
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“Bringing ‘em in the boat…” –Website Strategies for Lead Development
“Soft Sell” “Hard Sell”
Blog
Post
s
Dedica
ted
Loca
l
Page
sCha
rt W
idge
ts
Sam
ple
Repor
ts
Lead
For
m
Call t
o
Actio
n
Relationships, inform Convert visitors to leadsGoals:
Presentation:
Style:
Personality, quantity High profile data, fewer options
Approach:
Socia
l Med
ia
“Soft Sell”:LoCoMarketStats.com
The “Hard Sell”
The “Hard Sell” - Craig’s List
Hard Sell for Conversion
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More Than Just a Price Trend
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
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Setting the Price Right &Knowing the Market
% Price Decreased: Measures the number of active listings thathave experienced a price reduction in the last 90 days
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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
Days-on-Market by “Quartile”
DoM in most expensive price segment (black line) compared to middle & lower price segments
Understanding Buyer & Seller “Competition”
(Inventory Trends: Davis, CA)
Never assume that your clients know the trends.
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Great Website Examples using Market Data www.housechick.com www.stlhomedata.com www.locomarketstats.com http://www.facebook.com/
virginiabeachhomesforsale www.chuckavera.com http://dillardandcompany.com/altos.php http://open.apr.com/pleasanton-market_report
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Key Takeaways:
How do you answer, “How’s The Market?”
Use the data to illustrate your expertise
Clients want the insights/statistics/guidance no matter how you reach them: web, email, print, face-to-face