By Mark Hughes | Real Estate Agent Roadmap
When a prospect asks, “So, how’s the market?”…
Most agents either fumble for a vague answer or drown the listener in random numbers.
That’s a missed opportunity.
The agents who instantly inspire confidence — and make people lean in — are the ones who can answer that question with three clear, memorable, and repeatable stats that always tell the story of their market.
These are your signature market stats — the numbers that prove you know your territory cold. And when you own them, you’ll:
-
Demonstrate expertise without bragging.
-
Build trust by sounding informed and confident.
-
Guide the conversation toward a natural next step (consultation, CMA, showing, etc.).
Let’s break down the six most powerful real estate stats you can use, how to pick your three, and where to find them using CRMLS, RPR, and InfoSparks.
Step 1: Know the Six Stats That Sell Your Market Knowledge
While there are dozens of possible stats to track, these six consistently resonate with buyers, sellers, and investors.
1. Average Days on Market (DOM)
Why it matters:
Shows how quickly homes are selling. Signals urgency (fast DOM) or negotiation power (long DOM).
When to use:
In seller consultations (“We can expect to be in escrow in about X days”) or with buyers who fear missing out.
Where to find:
-
CRMLS: MLS Market Statistics → “Days on Market”
-
InfoSparks: Timeframe analysis with a rolling average
-
RPR: Market Activity Report
2. Price per Square Foot ($/SF)
Why it matters:
Gives a consistent benchmark for comparing properties, especially in areas where home sizes vary.
When to use:
In pricing conversations to explain value differences between similar homes.
Where to find:
-
CRMLS: CMA Builder or Market Reports
-
InfoSparks: Customize to show $/SF trends
-
RPR: Neighborhood data section
3. Market Velocity (Absorption Rate)
Why it matters:
Measures how fast the current inventory is being sold, often expressed as the number of homes sold per month compared to available inventory.
When to use:
To explain whether the market is leaning toward buyers, sellers, or balanced.
Where to find:
-
InfoSparks: “Months of Supply”
-
CRMLS: MarketWatch or Stats Tool
-
RPR: Inventory trends
4. Average Sale Price
Why it matters:
A quick snapshot of where the market sits in terms of value. It’s easy for clients to understand.
When to use:
In quick market updates, listing presentations, and newsletters.
Where to find:
-
CRMLS: Market Stats or CMA Report
-
InfoSparks: “Median Sale Price” (often better than average for outlier-proofing)
-
RPR: Market Summary
5. List-to-Sale Price Ratio
Why it matters:
Shows the percentage of asking price homes are selling for — crucial for setting seller expectations and advising buyers on offer strength.
When to use:
With sellers to justify realistic pricing, or with buyers to advise on competitive offers.
Where to find:
-
InfoSparks: “Percent of Original List Price”
-
CRMLS: Market Statistics Reports
-
RPR: Pricing trends
6. Months of Inventory (MOI)
Why it matters:
Reveals supply and demand balance:
-
0–3 months = seller’s market
-
4–6 months = balanced
-
7+ months = buyer’s market
When to use:
To explain market conditions in negotiations or justify urgency to act.
Where to find:
-
InfoSparks: “Months Supply of Inventory”
-
CRMLS: Absorption Rate Reports
-
RPR: Inventory and market trend data
Step 2: Pick Your “Signature Three”
You don’t need all six in every conversation. Instead, pick three stats that:
-
Tell the clearest story about your specific target market.
-
Support your business focus (sellers vs. buyers, condos vs. single-family, niche neighborhood).
-
Stick in people’s memory (short, easy-to-repeat figures).
For example:
-
Seller-focused agent: Days on Market, List-to-Sale Price Ratio, Months of Inventory.
-
Investor-focused agent: Price per Square Foot, Market Velocity, Average Sale Price.
-
Luxury buyer-focused agent: Average Sale Price, DOM, Price per Square Foot.
Step 3: Always Have Them Ready
This is where most agents drop the ball — they know where to find the stats, but they’re not ready when someone asks.
Here’s how to make your three stats second nature:
-
Pull the data weekly from CRMLS, RPR, and InfoSparks.
-
Write them down in a small notebook or keep them in your phone’s notes app.
-
Rehearse saying them conversationally — no jargon, no hesitation.
-
Update your social media once a week with your three stats (become the local market voice).
Example delivery:
“In Leisure World, homes are selling in about 28 days, at $403 per square foot, and we’ve got just over 2 months of inventory — so it’s still leaning toward a seller’s market.”
Step 4: Use Them Everywhere
Your three signature stats aren’t just for hallway conversations. Use them in:
-
Listing Presentations: Proves your finger is on the pulse.
-
Buyer Consultations: Sets expectations before writing offers.
-
Open Houses: Establishes you as the local expert to walk-ins.
-
Social Media Reels: Quick, punchy market updates.
-
Newsletters: Build authority in your database.
Bottom Line
When you can confidently rattle off three signature market stats, you instantly position yourself as the go-to local expert.
The goal isn’t to overwhelm people with numbers — it’s to tell the market’s story in three sentences that stick.
CRMLS, RPR, and InfoSparks make the data easy to pull. Your job is to pick the right three, track them consistently, and use them until people start saying, “I always come to you when I want to know what’s going on in the market.”
Pro Tip: The day someone you’ve never met quotes your three stats back to you, you’ve achieved true target market mastery.
Mindset:
"Great minds discuss ideas; average minds discuss events; small minds discuss people."
- Eleanor Roosevelt
Mastery This Week:
One of the most powerful tools an agent can use to establish credibility, build trust, and provide value to clients is a detailed, customized market report. These reports not only demonstrate your expertise but also give clients the data they need to make informed decisions about buying or selling properties. Regularly generating and sharing these market reports can set you apart from your competitors, positioning you as the go-to market expert in your area.
In this blog, we’ll walk through the process of creating and sharing customized market reports, ensuring they are tailored to your clients’ specific needs and concerns.
Follow me on: Instagram | Facebook | and LinkedIn
[email protected] | 818-480-2864
đź“Ś Seven Gables Agent Roadmap Learn More
📌 The Real Estate Agent Roadmap 12-Months To Mastery 🚀
Responses