Six Pieces of Data to Wow Your Clients (and tell your market's story)

Education & Training with The Lones Group, Inc.

The Lones Group, Inc.

Six Pieces of Data to Wow Your Clients
(and tell your market's story)

Most real estate agents consider themselves "people" people and aren't as comfortable with data, graphing, pulling numbers, etc. However, if you could master finding out how to pull just six pieces of data in your MLS, I guarantee you will be more confident in your buyer and seller consultations, will be able to drop numbers and trends in conversations, and will have plenty of content for sending out to your clients and posting on social media.

If you spent a total of one hour per month on pulling these numbers and creating corresponding graphics, I guarantee you will see a monumental change in your business.

Active and Pending Ratios

Showing what is happening with your active inventory and properties that have gone under contract essentially showcases supply and demand at work in your market. Just how high is demand for the amount of available inventory?

Median Sales Price Change over varying time periods

Today's median sales prices may be impressive, but how do they compare with one year ago, five years ago, or even ten or twenty years ago? This is a great tool for providing much-needed perspective regarding just how much prices have appreciated and that yes, they can still go up.

Days on Market

How long a property takes to sell is a great indicator of how buyer- or seller-friendly a market is. When you show just how much the market has changed with days on market on a graph, it really brings the situation to life.

Sales Price to List Price Ratio

Sellers hope to at least get list price for their property, but in high demand markets, multiple offers can drive this up over 100%. Therefore, I use this number to determine the presence of multiple offers and to track demand.

Final Sales Price Above List Price

Similar to sales price to list price ratio in that it indicates multiple offers, by indicating just how much above list price houses are selling for – in dollars – can make a percentage feel very real and attainable for potential sellers.

Months of Inventory

It is said that a balanced market has between four-six months of supply of inventory. Just how much inventory does your market have?

Notice on the graphs that I included a trend line or important elements to look at? As agents, we see these graphs all the time, but when I include an element of education, this draws the reader in so they understand what they are looking at and will hopefully read your message and call to action.

The Bottom Line

Did you know that by really focusing on how the market is performing with actual numbers, this provides proof for what buyers and sellers may have heard about the market, compelling them to contact you to take action?

I have been working with about 20 agents over the last two years to incorporate really meaty data like this into their mailers to their farm and niche markets and many of them are starting to see some really incredible results –six figure commission results.

Don't underestimate the power of data! Contact your local MLS and learn how to pull just one or two of these numbers and get empowered by the numbers!

Interested in learning more about open houses and presentations? Need more sellers in your pipeline? Want to learn how to manage conflict, speak your truth, and make more money?

We are very excited to announce our summer and fall class lineup! Most classes are LIVE and in-person.


By Denise Lones CSP, M.I.R.M., CDEI - The founding partner of The Lones Group, Denise Lones, brings nearly three decades of experience in the real estate industry. With agent/broker coaching, expertise in branding, lead generation, strategic marketing, business analysis, new home project planning, product development, Denise is nationally recognized as the source for all things real estate. With a passion for improvement, Denise has helped thousands of real estate agents, brokers, and managers build their business to unprecedented levels of success, while helping them maintain balance and quality of life.

The Lones Group, Inc.

Comments (9)

Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

Hi Denise- I agree that data if shown correctly (just as you did) helps to educate the reader and illustrate what you've been telling them.  Numbers can be dry unless you use them to tell a story. 

Jul 16, 2021 07:21 PM
Denise Lones

Thanks Kathy!


Agents - Many people are reluctant to look at numbers, but if you can tell a story and present them visually, if you can make a personal connection by circling some part of a graph and making a comment, your expertise shines and you can become their trusted source for what's happening in the market. - Denise

Jul 20, 2021 04:39 PM
Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

Jul 17, 2021 06:12 PM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Hi Denise - numbers alone mean nothing and I see some on them on some posts.  But when you tell what they mean and help your clients draw conclusions that is meaningful.

Jul 18, 2021 04:30 AM
Denise Lones

Grant - Or they might as well mean nothing when done so blandly. I like to draw an arrow pointing to part of a graph with a personal note about it. "Great Opportunity", "This is where the market shifted", "Pay attention to what's happening here", or even just "Wow" it slows people down enough to start seeing the point you're trying to make. - Denise

Jul 20, 2021 04:42 PM
Wayne Martin
Wayne M Martin - Chicago, IL
Real Estate Broker - Retired

Good morning Denise. Numbers don't lie is a common saying. Numbers, however, are often taken out of context by those on a different mission. Enjoy your day.

Jul 18, 2021 05:37 AM
Denise Lones

Numbers can deceive, but that's not going to help an agent become a trusted expert and flies in the face of ethically serving our community. Agents need to focus on getting their point across - making it easy to consume while being honest to the market is key. - Denise

Jul 20, 2021 04:46 PM
Raymond Henson, eXp Realty
eXp Realty of California, Inc. (lic. #01878277) - Elk Grove, CA

You definitely pick some informative numbers to show and your graphs look great as well.  Thank you for sharing your process with us.

Jul 18, 2021 06:35 AM
Denise Lones

Raymond - Thank you. The graphs are just brought in from Excel. The backgrounds, fonts, and branding around them come from our talented design team. Now, agents might be thinking, "I wish I had a design team." Well, you can. Reach out and contact us ( We create brands and - for years now - we've also been handling client mailer production too. - Denise

Jul 20, 2021 04:49 PM
Dorie Dillard Austin TX
Coldwell Banker Realty ~ 512.750.6899 - Austin, TX
NW Austin ~ Canyon Creek and Spicewood/Balcones

Good ening Denise,

You are so right.. never underestimate the power of data. Everyone wants the scoop on what home sales are doing!

Jul 18, 2021 06:17 PM
Denise Lones

Yes they do! I love seeing agents win because of their expertise and memorable presentation. - Denise

Jul 20, 2021 04:51 PM
Debe Maxwell, CRS | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
The right Charlotte REALTOR!

Oh, I'm such a data geek that it doesn't bother me one bit to share 'fun facts' with my clients, Denise! Great suggestions and I do love your formatting. My graphs are interactive but, they aren't as 'pretty' as yours so, my party people don't love mine as much as they would yours. Thanks for the inspiration to switch mine up a bit!

Jul 18, 2021 08:32 PM
Denise Lones

Debe! Thank you for the lovely comment. Like I said to Raymond above, reach out to us. My team can help you look spectacular and they love geeking out about numbers too! - Denise

Jul 20, 2021 04:52 PM
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

Everybody has a story If we really dig deep down into ourselves, and I love that! :

Jul 18, 2021 09:36 PM
Denise Lones

I hope you found something here you can use to help tell yours - Denise

Jul 20, 2021 04:53 PM
Beth and Richard Witt
Long Island Cash Home Buyer - Center Moriches, NY
Long Island Cash Home Buyer 516-330-6940

Great advice!

Jul 19, 2021 09:31 AM
Denise Lones

You're welcome! - Denise

Jul 20, 2021 04:53 PM