Be the agent who knows what’s happening in the market. Use local data to lead, guide, and win clients.
Agents, let’s be honest… Our clients are confused right now. They’re hearing that rates are too high, the market is bad, and it’s a bad time to buy or sell. At the same time, every agent has access to the MLS. So if the data is there, why is there still so much uncertainty? The answer is simple. Data alone doesn’t help people. Interpretation and clear direction do.
All agents have access to the same market data, but the difference is how we interpret it and guide clients. If we don’t lead, they follow the noise. The truth is, the most successful agents are the ones who truly understand their local market. When you use neighborhood data to lead, guide, and inform, you don’t just sound smart–you become the trusted expert clients are looking for.
If you’re serious about growing your business this year, here’s everything you need to know.
Local market data is no longer optional. It’s the difference between being reactive and being trusted in the market. Clients do not need more commentary. What they need is clarity. They want to know what is really going on and what they should do next.
That is why I recommend becoming a targeted local market expert. Do not look at the market only in big, macro terms. Look very micro into the neighborhood. What’s that price point doing? What are homes selling for? What’s the days on market? That’s where real understanding starts.
“You don’t have to be the smartest agent, just the most informed.”
True experts know the absorption rates. They understand market sales versus market inventory and how quickly that inventory is being eaten up. They also know the sales-to-pending ratios and understand trends in days-on-market.
They understand where buyer demand is accelerating and where it may be disappearing or pulling back. They know what sold last week, two weeks ago, and three weeks ago. They understand what that neighborhood is doing because they track the information and stay up to date on what is happening.
Turning market data into a custom plan. Once you have that market data, you help interpret it for your client’s specific sale, based on their home, size, style, and location. That is how it becomes a custom plan instead of a general one.
The problem we have been running into is using macro information and not giving it a custom design. When that happens, we end up reacting rather than using real market information to help move clients forward and support pricing and decision-making with facts from the local market.
Strong guidance starts with research. You have to do your research. You have to thoroughly understand the market and guide your clients, as an expert in that location, on what they should do next. It should be collaborative, but they hired you to give them direction, interpretation, and perspective.
Your job is to market and sell their home, not just throw it on the market and let them tell you what to do. They do not need you for that. They need you to help interpret the market and move them to the next step.
Informed agents attract more business. You don’t have to be the smartest agent, but you do have to be the most informed. Being prepared can take you from missing opportunities to becoming a top-selling agent.
When buyers call and hear how knowledgeable you are, they may not love that home, but they trust you and see the value you bring, which creates new opportunities. The more work you put in, the more educated and valuable you become to your clients.
That’s why it’s so important to do the work, know the market, and be ready for the next steps. Preparation helps you overcome objections, guide clients forward, and puts you in a position to have one of your best years.
If you have any questions about your local market or figuring out the next steps for your clients, feel free to reach out. You can call me at (801) 285-0521, email Justin@JustinUdy.com, or visit justinudy.com. I’d be happy to hop on a quick strategy call to discuss how to make the most of your market insights.
