There are stages that buyers and sellers go through before they're ready to buy or list real estate.  Knowing that these stages exist is part of the puzzle.  However, knowing what to make available to them and when they're likely to want it could just help you to identify the very best leads for business in the near future.

Real estate statistics


While there are some of us who are just plain right-brained, you know those artistic creative types who could care less about numbers, the vast majority of us are at least interested in statistics that will have an effect on our next home sale or purchase.  Oh, and if you're an accountant or engineer, you're about to be in hog heaven!

My rather simple buyer or seller stage of interest list in a real estate transaction is:

  1. Sometime in the distant future, may even check out signs I drive by or do a Web search now and then.
  2. Decision has been made, but still some months off (the majority of Web searchers).  Doing Internet searches and gathering information, including trying to figure out what I can afford or how much my home is worth as a seller.
  3. I've worked the numbers and I can buy or sell, so now it's getting more serious, and I'm really into trying to figure out the market for a sale or how much I'll have to pay for the home I want.
  4. I'm a rabid numbers freak, as I'm closing in on listing or buying.
Now, I've found that my website is going to get traffic from people in all four stages.  I don't try to herd them toward website content or offerings, instead waiting for them to decide what they want.  By far, the vast majority are in stage 1 or 2.  It's when they enter stage 3 that I actually get an idea of where they are in the process.  In general, not a hard rule, stage 3 buyers and sellers want current MLS statistics to find out what the market is doing.
 
On my site are various report offerings about negotiating and the market, but there are also current and annual market statistics from the MLS.  In my small MLS, we use Paragon from FNIS.  You may as well, but your MLS is very likely to offer the same report types that mine does.
 
Statistics Reporting
 
The image shows a portion of a report from my area MLS, called the Sold Market Report.  It's created for any period I want in just five minutes.  Then I just print it to a PDF.  If you don't have PDF creation software, you can do a single file online at Adobe.com, or better yet do a Google search for "pdf creation software" and you'll find it from free to under $10.
 
Once I have my PDF, which is now a Special Market Statistics Report, I upload it to my site and place a post or article on my site offering the report free.  However, it's done via a form that gets their name and email address, and the report is delivered automatically as a link in an email.  I've written about forms and CRM lead development here.
 
RealtySoft Makes It Easy

In my RealtySoft Control Panel area with my other CRM tools, there is a Document function.
 
Stats
 
In this area I can upload documents easily to my site.
 
Stats
 

I created a folder for Special Reports and upload the file there.  This takes just a couple of minutes, and places my PDF report online where I can either direct people to it with a link on the site, or email the link, which is how I do it for lead generation.  You don't need the hassles of a file attachment that some people's email won't like.  RealtySoft gadgets are a great way to place this report offered with a form anywhere I want it on the site.
 
Stats
 
 
Now my RealtySoft document folder offers me the link URL that I put in my delivery email to the prospect.  Then they also are automatically placed into a follow-up drip email list for automated emails to keep in constant contact until they're ready.
 
What I've found is that the ones who will download these reports tend to be closer to a decision to act, and they want the recent numbers to help them make decisions.  This alerts me to their probable stage 3 status.
 
Share the stats love and you'll get paid back handsomely.

About Jim Kimmons:

Jim Kimmons, with more than 16 years experience as a licensed real estate agent and broker in 3 states, is a consultant to Realtors in how to use technology to market and manage their businesses. He has also written books and eBooks on Internet marketing and real estate. Jim is RealtySoft's chief evangelist and is a compensated regular contributor to the RealtySoft.com blog.

 

 
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22 Comments on Share Some Stats Love - Get Some Great Leads

20 Most Recent Comments Displayed Show All

FEB
17
2012
631,595 Points 3 Featured Posts Outside Blog Attended Rain Camp

Good morning Jim,

Wonderful post, I a bookmarking so that I can review it further.  Thanks for sharing, I am always looking for better ways to present information.
8:51am • #3
171,130 Points 1 Featured Post Outside Blog

This is some great information.  Buyers and sellers should always be aware of the stats.  Giving them access to it is a smart move.
1:10pm • #4
294,691 Points

You can make any claim you want, but what they want to see is that it is backed up by statistics. Real ones.
2:21pm • #5
1 Featured Post Outside Blog Attended Rain Camp

Stats are very important. Thanks for sharing this program. 
3:12pm • #6
485,120 Points 52 Featured Posts Localism Sponsor Attended Rain Camp Called Shot Master

My market reports are usually very popular - you've got more good ideas to make them even more so.  Thanks for sharing.
3:16pm • #7
1 Featured Post

Jim : congrats on the featured post!  Looks like RealtySoft gives that extra edge  Realtors need right about now.  Pushing your contacts through the funnel = $$$$.  Going to have to check out this CMR.
5:40pm • #8
1,125,717 Points 90 Featured Posts Outside Blog Attended Rain Camp Called Shot Master

Interesting Idea! I am going to see how I can do this on my site too.
6:30pm • #9
504,633 Points 26 Featured Posts Outside Blog Called Shot Master

Jim, this is some great information. I'm gonna have to bookmark this and check out the links when I'm not on my iPhone. 
7:38pm • #10
FEB
18
2012
454,518 Points 15 Featured Posts Called Shot Master

Great idea for collecting contact information in exchange for the reports, Jim.
11:15am • #11

Jim - is the IDX offering from Realty Soft, indexable?  And can it get down to the neighborhood area?  I just reviewed Realty Soft's website, and see they have a "neighborhood" website offering, and was wondering if the IDX offering got down to the neighborhood level.

And thank you for your informative post.
12:05pm • #12
1,652,689 Points 134 Featured Posts Outside Blog Attended Rain Camp Called Shot Master

passing on great information is always a good way to get some leads.. Nicely done.
5:54pm • #14
877,330 Points 48 Featured Posts Outside Blog Attended Rain Camp Called Shot Master

Bookmarked. I love my realty soft website. Working on a new updated one! Thanks for the info!
7:22pm • #15
1,352,178 Points 42 Featured Posts Outside Blog Attended Rain Camp Called Shot Master

Jim - What a great way to provide something of value to potential clients.
7:24pm • #16
FEB
25
2012
4 Featured Posts Outside Blog

For someone who just purchased a CRM like myself, this is a great way to utilize it!  Thanks
5:31am • #17
2 Featured Posts

Jim, thanks for sharing.  Stats are more tangible and believable to clients as opposed to "I said so."

Cheers,
8:49am • #18
478,542 Points 11 Featured Posts Outside Blog Called Shot Master

good stuff - i will definitely spend more time (or I will have our IT team do it!) checking out your recommendations.

Thank you
1:48pm • #19
229,843 Points 1 Featured Post

Have not heard of Realty Soft. Am sure it is a great product. I think in our MLS I can create very similar reports and they are included in the MLS fees and I can send them out daily, weekly monthly automatically. No extra charge. I am changing my policy in terms of monthly fees. Making it much harder to get hands in my pockets monthly.
3:58pm • #20
FEB
27
2012

Good information, thanks for sharing!
10:13am • #21
569,544 Points 1 Featured Post Localism Sponsor Outside Blog

Hi Jim,   Great explanation.  Folks like stats and sometimes even better -infographics.  Very well explained.
1:48pm • #22
1,099,346 Points 51 Featured Posts Outside Blog Called Shot Master

Jim, always always enjoy your posts and they make you think about the process, the platform, not just the properties in it. Helps to know how buyers, sellers, agents are herded. (MMMOOoooooo) Watch where you step...moon pie at 3 oclock. (whew) You miss it.
2:11pm • #23

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Jim Kimmons

Taos, NM

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RealtySoft.com Chief Evangelist

Office Phone: (575) 737-8554

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