YOUR EBOOK TITLE THE NEW CMA: COMPETITIVE NOT COMPARATIVE
Secondly, the New CMA can adapt to the current market and how it changes better than any other model. This is accomplished by both predicting the customer experience and competition as well as being able to re-position based on new entrants. This reactivity leads to a constantly adjusted, accurate, market value. Reacting to the market and really thinking your way through both the buyer and seller perspective when it comes to pricing is what makes the New CMA so much better than the one-sided nature of the comparative. This really puts you in a place of understanding the desires, emotions, and the pure logic that might be behind the buying decisions. All of this together may seem like it’s going to be an impossible task or a lot of work. In reality it is a step-by- step process, that when you learn it, it becomes not just the standard in your business but something you can rely on. This is a skill that once it becomes second nature you don’t know how you can live without it. The Competitive Positioning Process is series of action steps guided by a series of thought steps that will result in accurate pricing and understanding regardless of price range, home type, market movements or subjective leanings that you can rely on to be consistent in both its application and result. Basically, if you follow the steps, it works no matter the other variables in the world. That’s a powerful thing. There aren’t many things in this world that you can rely on to be consistent like that. Many people joke that the only two things you can count on for sure are death and taxes. Well now you can add Competitive Positioning to that list. It’s a big claim and you may have rolled your eyes more than once at the statement, but I can say it with 100% faith because we have seen it work for agents across the country. We’ve used it during the market fall of 2008 and the boom of 2020 and the inflation skyrocket of 2022. We have seen it used in high price vacation areas, skyscrapers, rural communities, vacant land, and traditional suburbs. The data changes, and the dollar amounts change, but the process stays the same. All you need to do is follow the steps outlined in the next pages (and demonstrated in the following chapters) and you will find yourself on the right path every time. Now the demonstration is on a standard platted home and you may have questions how it works in your area. You’ll find if you keep your mind thinking to answer the puzzle with the same steps outlined here you will price your properties correct.
Which brings us to the New CMA , the Competitive Market Analysis , and the Competitive Positioning Process used to create it.
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