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Knowing YourReal Estate Statistics!
NAR results of 2010 Profile of Home Buyers and Sellers .
• The median home price for sellers who used an agent is what % higher than a home sold directly by an owner?
• 16% • Buyers that would recommend their agent to others• 87%• Sellers that would use same agent or recommend to others• 84% Compared to 82% in 2009• Buyers and sellers that said that Knowledge of market, real
estate process and responsiveness were top 3 qualities.• 9 out of 10• IS MOST IMPORTANT!!!!!
True or False
• Women start more arguments than men.
• True
• In a trying situation, women are more likely to fall to pieces.
• False
True or False
• Women are more likely to complain about their marriage.
• True
• Women change their minds more often than men
• False
True or False
• Women are more likely to lie about their age.
• False• Husbands tend to be more
intelligent than their wives.
Let’s Get Started
Rules to Remember
• You must pull your stats on the same day of every month.
• For the months of January, February and March your “sold” search is for the previous 6 months.
• For the months of April to December your “sold” search is for Year to Date.
March 1 Last Year This Year %(+/-)
Total Active Residential Listings 1,304 1,277 -2%
Average Residential List Price $277,374 $282,975 +2%
Average Residential Market Time 58 70 +20%
Residential Homes Sold (6 mths) 1,582 1,388 -12%
Average Number of Sales Per Month
263 MO. 230 MO. -12%
How Many Months Inventory 4.9 5,5 +12%
Average Sales Price $269,575 $272.130 +1%
% Sale To List Price 97% 96.1% -.9%
March 1 Last Year This Year %(+/-)
Total Active Residential Listings 1,277
Average Residential List Price $282,975
Average Residential Market Time 70
Residential Homes Sold (6 mths) 1,388
Average Number of Sales Per Month
230
How Many Months Inventory 5.5
Average Sales Price $272,130
% Sale To List Price 96.1%
March 1 Last Year This Year %(+/-)
Total Active Residential Listings 1,277 1,017
Average Residential List Price $282,975
Average Residential Market Time 70
Residential Homes Sold (6 mths) 1,388
Average Number of Sales Per Month
230
How Many Months Inventory 5.5
Average Sales Price $272,130
% Sale To List Price 96.1%
How to Calculate Your % Change
This Year ÷ Last Year % – 100 = % change
1,017 ÷ 1,277 % - 100 = -20.3%
OR
This Year – Last Year = __ ÷ 2008 = __ x 100 = % change
1,017-1,277 = -260 ÷ 1,277 = -0.203 x 100 = -20.3%
March 1 Last Year This Year %(+/-)
Total Active Residential Listings 1,277 1,017 -20%
Average Residential List Price $282,975
Average Residential Market Time 70
Residential Homes Sold (6 mths) 1,388
Average Number of Sales Per Month
230
How Many Months Inventory 5.5
Average Sales Price $272,130
% Sale To List Price 96.1%
March 1 Last Year This Year %(+/-)
Total Active Residential Listings 1,277 1,017 -20%
Average Residential List Price $282,975
Average Residential Market Time 70
Residential Homes Sold (6 mths) 1,388
Average Number of Sales Per Month
230
How Many Months Inventory 5.5
Average Sales Price $272,130
% Sale To List Price 96.1%
March 1 Last Year This Year %(+/-)
Total Active Residential Listings 1,277 1,017 -20%
Average Residential List Price $282,975 $279,591
Average Residential Market Time 70
Residential Homes Sold (6 mths) 1,388
Average Number of Sales Per Month
230
How Many Months Inventory 5.5
Average Sales Price $272,130
% Sale To List Price 96.1%
How to Calculate Your % Change
This Year ÷ Last Year % – 100 = % change
$279,591 ÷ $282,975 % - 100 = -1.1%
OR
This Year – Last Year = __ ÷ 2008 = __ x 100 = % change
$279,591 - $282,975 = -$3,384 ÷ $282,975 = -0.01 x 100 = -1.1%
March 1 Last Year This Year %(+/-)
Total Active Residential Listings 1,277 1,017 -20%
Average Residential List Price $282,975 $279,591 -1.1%
Average Residential Market Time 70
Residential Homes Sold (6 mths) 1,388
Average Number of Sales Per Month
230
How Many Months Inventory 5.5
Average Sales Price $272,130
% Sale To List Price 96.1%
March 1 Last Year This Year %(+/-)
Total Active Residential Listings 1,277 1,017 -20%
Average Residential List Price $282,975 $279,591 -1.1%
Average Residential Market Time 70 69
Residential Homes Sold (6 mths) 1,388
Average Number of Sales Per Month
230
How Many Months Inventory 5.5
Average Sales Price $272,130
% Sale To List Price 96.1%
How to Calculate Your % Change
This Year ÷ Last Year % – 100 = % change
69 ÷ 70 % 98.57 - 100 = -1.4%
OR
This Year – Last Year = __ ÷ 2008 = __ x 100 = % change
69 - 70 = -1 ÷ 70 = -0.01 x 100 = -1.4%
March 1 Last Year This Year %(+/-)
Total Active Residential Listings 1,277 1,017 -20%
Average Residential List Price $282,975 $279,591 -1.1%
Average Residential Market Time 70 69 -1.4%
Residential Homes Sold (6 mths) 1,388
Average Number of Sales Per Month
230
How Many Months Inventory 5.5
Average Sales Price $272,130
% Sale To List Price 96.1%
March 1 Last Year This Year %(+/-)
Total Active Residential Listings 1,277 1,017 -20%
Average Residential List Price $282,975 $279,591 -1.1%
Average Residential Market Time 70 69 -1.4%
Residential Homes Sold (6 mths) 1,388 1,130
Average Number of Sales Per Month
230
How Many Months Inventory 5.5
Average Sales Price $272,130
% Sale To List Price 96.1%
How to Calculate Your % Change
This Year ÷ Last Year % – 100 = % change
1,130 ÷ 1,388 % 81.41 - 100 = -18.5%
OR
This Year – Last Year = __ ÷ 2008 = __ x 100 = % change
1,130 – 1,388 = -258 ÷ 1,388 = -0.185 x 100 = -18.5%
March 1 Last Year This Year %(+/-)
Total Active Residential Listings 1,277 1,017 -20%
Average Residential List Price $282,975 $279,591 -1.1%
Average Residential Market Time 70 69 -1.4%
Residential Homes Sold (6 mths) 1,388 1130 -18.5%
Average Number of Sales Per Month
230
How Many Months Inventory 5.5
Average Sales Price $272,130
% Sale To List Price 96.1%
March 1 Last Year This Year %(+/-)
Total Active Residential Listings 1,277 1,017 -20%
Average Residential List Price $282,975 $279,591 -1.1%
Average Residential Market Time 70 69 -1.4%
Residential Homes Sold (6 mths) 1,388 1130 -18.5%
Average Number of Sales Per Month
230 188
How Many Months Inventory 5.5
Average Sales Price $272,130
% Sale To List Price 96.1%
How to Calculate Your % Change
This Year ÷ Last Year % – 100 = % change
188 ÷ 230 % 81.7 - 100 = -18.2%
OR
This Year – Last Year = __ ÷ 2008 = __ x 100 = % change
188 – 230 = -42 ÷ 230 = -0.182 x 100 = -18.2%
March 1 Last Year This Year %(+/-)
Total Active Residential Listings 1,277 1,017 -20%
Average Residential List Price $282,975 $279,591 -1.1%
Average Residential Market Time 70 69 -1.4%
Residential Homes Sold (6 mths) 1,388 1130 -18.5%
Average Number of Sales Per Month
230 188 -18.2%
How Many Months Inventory 5.5
Average Sales Price $272,130
% Sale To List Price 96.1%
Inventory VS. Demand in March
• If no more homes come on the market, there are enough homes for sale to last ___ months
Total Active Residential Listings
Total Sold Year To Date or Last 6 Months
# Sold Divided by 6 Months =
___ Average Sales Per Month For 6 Mths
___ Listings Divided by ___ Average Sales
___ Months Worth of Inventory Right Now
Inventory VS. Demand in March
• If no more homes come on the market, there are enough homes for sale to last ___ months
Total Active Residential Listings 1,017
Total Sold Year To Date or Last 6 Months
# Sold Divided by 6 Months =
___ Average Sales Per Month For 6 Mths
___ Listings Divided by ___ Average Sales
___ Months Worth of Inventory Right Now
Inventory VS. Demand in March
• If no more homes come on the market, there are enough homes for sale to last ___ months
Total Active Residential Listings 1,017
Total Sold Year To Date or Last 6 Months 1,130
1,130 Sold Divided by 6 Months =
___ Average Sales Per Month For 6 Mths
___ Listings Divided by ___ Average Sales
___ Months Worth of Inventory Right Now
Inventory VS. Demand in March
• If no more homes come on the market, there are enough homes for sale to last ___ months
Total Active Residential Listings 1,017
Total Sold Year To Date or Last 6 Months 1,130
1,130 Sold Divided by 6 Months = 188 188
___ Average Sales Per Month For 6 Mths
___ Listings Divided by ___ Average Sales
___ Months Worth of Inventory Right Now
Inventory VS. Demand in March
• If no more homes come on the market, there are enough homes for sale to last ___ months
Total Active Residential Listings 1,017
Total Sold Year To Date or Last 6 Months 1,130
1,130 Sold Divided by 6 Months = 188 188
188 Average Sales Per Month For 6 Mths. 188
___ Listings Divided by ___ Average Sales
___ Months Worth of Inventory Right Now
Inventory VS. Demand in March
• If no more homes come on the market, there are enough homes for sale to last ___ months
Total Active Residential Listings 1,017
Total Sold Year To Date or Last 6 Months 1,130
1,130 Sold Divided by 6 Months = 188 188
188 Average Sales Per Month for 6 Mths 188
1,017 Listings Divided by ___ Average Sales per Month
___ Months Worth of Inventory Right Now
Inventory VS. Demand in March
• If no more homes come on the market, there are enough homes for sale to last ___ months
Total Active Residential Listings 1,017
Total Sold Year To Date or Last 6 Months 1,130
1,130 Sold Divided by 6 Months = 188 188
188 Average Sales Per Month for 6 Mths 188
1,017 Listings Divided by 188 Average Sales per Month
___ Months Worth of Inventory Right Now
Inventory VS. Demand in March
• If no more homes come on the market, there are enough homes for sale to last ___ months
Total Active Residential Listings 1,017
Total Sold Year To Date or Last 6 Months 1,130
1,130 Sold Divided by 6 Months = 188
188 Average Sales Per Month for 6 Mths 188
1,017 Listings Divided by 188 Average Sales per Month
5.4
___ Months Worth of Inventory Right Now
Inventory VS. Demand in March
• If no more homes come on the market, there are enough homes for sale to last 5.4 months
Total Active Residential Listings 1,017
Total Sold Year To Date or Last 6 Months 1,130
1,130 Sold Divided by 6 Months = 188
188 Average Sales Per Month for 6 Mths 188
1,017 Listings Divided by 188 Average Sales per Month
5.4
5.4 Months Worth of Inventory Right Now 5.4
March 1 Last Year This Year %(+/-)
Total Active Residential Listings 1,277 1,017 -20%
Average Residential List Price $282,975 $279,591 -1.1%
Average Residential Market Time 70 69 -1.4%
Residential Homes Sold (6 mths) 1,388 1130 -18.5%
Average Number of Sales Per Month
230 188 -18.2%
How Many Months Inventory 5.5 5.4
Average Sales Price $272,130
% Sale To List Price 96.1%
How to Calculate Your % Change
This Year ÷ Last Year % – 100 = % change
5.4 ÷ 5.5 % 98.1 - 100 = -1.8.%
OR
This Year – Last Year = __ ÷ 2008 = __ x 100 = % change
5.4 – 5.5 = -0.1 ÷ 5.5 = -0.0182 x 100 = -1.8%
March 1 Last Year This Year %(+/-)
Total Active Residential Listings 1,277 1,017 -20%
Average Residential List Price $282,975 $279,591 -1.1%
Average Residential Market Time 70 69 -1.4%
Residential Homes Sold (6 mths) 1,388 1130 -18.5%
Average Number of Sales Per Month
230 188 -18.2%
How Many Months Inventory 5.5 5.4 -1.8%
Average Sales Price $272,130
% Sale To List Price 96.1%
March 1 Last Year This Year %(+/-)
Total Active Residential Listings 1,277 1,017 -20%
Average Residential List Price $282,975 $279,591 -1.1%
Average Residential Market Time 70 69 -1.4%
Residential Homes Sold (6 mths) 1,388 1130 -18.5%
Average Number of Sales Per Month
230 188 -18.2%
How Many Months Inventory 5.5 5.4 -1.8%
Average Sales Price $272,130 $268,773
% Sale To List Price 96.1%
How to Calculate Your % Change
This Year ÷ Last Year % – 100 = % change
$268,773 ÷ $272,130 % 98.7 - 100 = -1.2%
OR
This Year – Last Year = __ ÷ 2008 = __ x 100 = % change
$268,773 - $272,130 = -$3,358 ÷ $272,130 = -0.012 x 100 = -1.2%
March 1 Last Year This Year %(+/-)
Total Active Residential Listings 1,277 1,017 -20%
Average Residential List Price $282,975 $279,591 -1.1%
Average Residential Market Time 70 69 -1.4%
Residential Homes Sold (6 mths) 1,388 1130 -18.5%
Average Number of Sales Per Month
230 188 -18.2%
How Many Months Inventory 5.5 5.4 -1.8%
Average Sales Price $272,130 $268,773 -1.2%
% Sale To List Price 96.1%
List to Sales Price Calculation
Sales Price ÷ List Price %
$268,773. ÷ $279,591 % 96.1
March 1 Last Year This Year %(+/-)
Total Active Residential Listings 1,277 1,017 -20%
Average Residential List Price $282,975 $279,591 -1.1%
Average Residential Market Time 70 69 -1.4%
Residential Homes Sold (6 mths) 1,388 1130 -18.5%
Average Number of Sales Per Month
230 188 -18.2%
How Many Months Inventory 5.5 5.4 -1.8%
Average Sales Price $272,130 $268,773 -1.2%
% Sale To List Price 96.1% 96.1% -
Sample Scripts for Success
“So, how’s the market?”
Well our market is doing well compared to most. Our listings are at 1,017,that’s down 20% from 2008 , our sales prices are off by about 1% to $269,000, days on market are at 69 days that is down 1 day from 2008. Something to watch are the amount of units sold. They are off by 18% compared to last year, that’s not favorable. I am really glad that the list to sales price is holding with 2008 at 96%. I would rather be here than anyplace in the U.S.
Plano Texas2004 Listing / Sales Comparison
1,3831,447 1,470
1,338
1,603
1,829
1,6971,622
1,755
1,6001,530
1,406
197294
431 434499 515 480
433370 349 314 341
0100200300400500600700800900
1,0001,1001,2001,3001,4001,5001,6001,7001,8001,9002,000
J an. Feb. March April May J une J uly Aug. Sept. Oct. Nov. Dec.
Total Listings Sales
Plano Texas2005 Listing / Sales Comparison
1,407 1,414 1,4551,542 1,498 1,531
1,640 1,659
1,3991,300
1,362 1,332
187
302
430 410469
528 500 484416
353 344292
0100200300400500600700800900
1,0001,1001,2001,3001,4001,5001,6001,7001,800
J an. Feb. March April May J une J uly Aug. Sept. Oct. Nov. Dec.
Total Listings Sales
Plano Texas2006 Listing / Sales Comparison
1,1001,157 1,155
1,2631,339 1,324
1,429
1,590
1,411 1,399 1,3821,339
252340
406 437
565 587517 512
330 344 333264
0100200
300400500600700800
9001,0001,1001,2001,3001,400
1,5001,6001,700
J an. Feb. March April May J une J uly Aug. Sept. Oct. Nov. Dec.
Total Listings Sales
Thank you for your timeHope You Learn Some New IdeasTommy Thompson214-707-0142