CMA Mania

Why do I call this CMA Mania? Because I am looking to the evolution of the CMA (Comparative Market Analysis.) Frankly, there are too many elaborate CMAs being used by real estate agents today. Elaborate CMAs were necessary up until the early 2000s before Zillow, Trulia and Realtor.com existed. Today, the consumer has access to all of these sites to easily learn how many homes in their neighborhood have sold and for how much. So, it’s really no longer necessary for realtors to spend their time providing the consumer with all of the traditional CMA information.

USE DIFFERENT CMAs

CMA Mania is the idea that you are going to send different CMAs at different times, these CMAs are not going to always include house information. For example, after you host an open house, send all visitors a CMA that is a glorified information packet about you as an agent. Then use a different CMA before having an appointment with a potential client. Most of this CMA is marketing documents on how you can help them sell their house faster for top dollar.

KEEP YOUR CMAs SIMPLE

Agents frequently get confused about CMAs, because they are often taught by their brokerages that CMAs need to be more elaborate than they need to be. I personally like CMAs to be in a simple form and not just a list to show comparative sales. I prefer to focus more on sharing marketing information that I will use to sell the house, instead of dozen pages of neighborhood comps.