By Richard Robbins

In today’s information prosperous world, communicating your value is more challenging and more important than ever.  The fact is, many buyers and sellers believe they know as much (or more) than the average real estate professional today.

So how do you rise above this mindset?

It’s simple but not easy. Your job is to communicate in such a way that you’re providing invaluable insight – not just information that is available to everyone with a couple clicks.

Here’s one way to do this.

Learning to convert local market statistics (available to everyone) into real estate market intelligence.

In the video, I walk you through how to calculate the average months (or days) of inventory (MOI) in your local market.  I also explain how to interpret this information so your clients and potential clients understand why knowing this insight matters.


  1. I started using this process in 1982. It is a faultless, true, up to the minute method of presentation. I narrowed down the information to absolute geographical locations, not the subdivision next door or down the road a few miles, and certainly not the other end of town, even so the same builder might have built the same 2400 sf footprint over there.

    I also compared comparable taxes, and that supported my findings with additional information. I kept such finite stats at my fingertips, and carried copies of relative information with me, everywhere I went.

    I could prove everything I said using charts and graphs and bell curves. Averaging lies. Absolute comparable related stats support everything you say or do. Best not to engage in using averaging, but if you do it’s purpose is simply to complement year over year facts supported using percentages. Percentages absolutely tell the market truth.

    Not always, of course, but it’s often a “guy-thing.” They are sometimes surprised to see the “little woman” speak their “male” language, not to exclude women in general but those not working the corporate world sometimes do not relate, so much. Sorry. But it’s true. There are plenty of brilliant business women out there, so that is not a sexist remark. There are men who still think their woman belongs in the kitchen. (Hear me roar?)

    I heard that some people thought I was very masculine. That I behaved in business, like a man. That might have been a back-handed compliment. Either which way, my presentations got the job done, repeatedly. (Press hard when you sign, there are three copies – the old days. The bottom one is yours.)

    And using this general method proves a point without saying much. The quantified and qualified information, macro and micro economics digested, pretty much speaks for itself.

    As usual, once I discovered using all my real estate collected information this way, it became even more valuable, as unbeknownst to me (thinking everyone was doing this), it often made me an anomaly. I was the one surprised when years later I figured out this was one of the descriptors people were talking about when they often said I worked in an unusual manner.

    I got a high proving my custom generated information. When you farm, you have an even greater advantage because the information requires very little adjusting. Such fun to look down through a stack of Mylar sheets and see the patterns of the info, particularly those beautiful bell curves.

    While colleagues were busy socializing in the office I was busy making charts and graphs. Studying my MLS real estate bible, while they laughed at me. And they forever wondered where all my business came from, saying I made the business look so easy. Using this method will have them saying such things about your presentations. Seriously.

    Carolyne L 🍁

Leave a Reply