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Sign into your account2 Ways a CMA Can Generate Leads
April 20 2012
Give me one moment, and I'll get to the lead generation. First, I think a brief definition of CMA will be helpful. A CMA is a competitive market analysis. It provides information about recent sales, homes currently for sale, and other data about a specific geographical area. When used in a listing presentation, your CMA will combine this data with your pricing recommendation and your strategy for selling the home.
Okay, okay, you want leads. Let's get to it.
1. Use a CMA to encourage repeat business.
Let's say you helped Mr. and Mrs. Smith purchase a home last year. On the anniversary of that transaction, prepare a CMA for the home that they purchased. You don't need to put a price on their home for this CMA. Instead, you can allow the prior sales and homes currently listed to demonstrate the price spectrum in the neighborhood.
Mail (or email) this CMA to Mr. and Mrs. Smith with a heartfelt note. Use the data in your CRM to remind you about the specifics of the clients and the transaction. Provide specific details to show that you remember them.