BLOGGING STRATEGIES FOR REACHING YOUR REAL ESTATE CLIENTS WITH MARKET DATA

WordPress Solutions:Altos Research

Who’s with you today?

Scott Sambucci, VP, Sales & Data Analytics scott@altosresearch.com (415) 931 7942 (888) 819-7775 x.3 Twitter: @AltosResearch http://blog.altosresearch.com

www.altosresearch.com

Why is this Altos dude giving this session?

Altos Research – Why Market Data Matters 4/12/2010 6

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

Altos Research – Why Market Data Matters 4/12/2010 8

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?

Altos Research – Why Market Data Matters 4/12/2010 9

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?

www.blogbythebay.com (Ginger Wilcox)* Acknowledge local

news source (SF Chronicle)

* Choose key statements

* Show the data!

* Provide your analysis.http://www.blogbythebay.com/marin-real-estate/say-it-isnt-so-default-notices-in-marin/

Ask Consumer-based questions

http://www.realtown.com/LiveInLosGatos/blog/los-gatos-homes/what-type-of-homes-are-selling-in-los-gatos-now

Altos Research – Why Market Data Matters 4/12/2010 13

Let the numbers do the talking…

My Naperville Homes Blog – Tony Lazzari

“Location is Everything” – Heather Elias

Altos Research – Why Market Data Matters 4/12/2010 14

“Call-to-Action”

http://www.locomarketstats.com/2009/06/real-time-stats-at-loco-market-stats/

http://www.stlhomedata.com/get-free-real-estate-market-reports-on-every-zip-code-in-st-louis-st-charles/

Altos Research – Why Market Data Matters 4/12/2010 17

“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

Repo

rts

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

YOU & YOUR BLOG

Where your clients spend time

Altos Research – Why Market Data Matters 4/12/2010 21

More Than Just a Price Trend – Be Unique!

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

Altos Research – Why Market Data Matters 4/12/2010 22

Be Specific!

Altos Research – Why Market Data Matters 4/12/2010 23

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

Understanding Buyer & Seller “Competition”

(Inventory Trends: Davis, CA)

Never assume that your clients know the trends.

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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

Altos Research – Why Market Data Matters 4/12/2010 26

Just For REWord Camp Attendees

Posting this presentation online to Slideshare

Send you a Personalized Market Report to use next week Buyer Meetings coming up? Listings Presentations Sellers – helping them really see the

market

About Altos Research

Who’s with you today?

Scott Sambucci, VP, Sales & Data Analytics scott@altosresearch.com (415) 931 7942 (888) 819-7775 x.3 Twitter: @AltosResearch http://blog.altosresearch.com

www.altosresearch.com