How do you present CMA results to first-time home buyers online?

1 Choose the right platform

The first step is to choose a platform that allows you to share your screen, audio, and video with your clients. You want to make sure that they can see and hear you clearly, and that you can interact with them in real time. Some popular options are Zoom, Google Meet, Skype, or FaceTime. You can also use a dedicated CMA software that has built-in features for online presentations, such as Cloud CMA or HouseCanary. Whatever platform you choose, make sure to test it beforehand and send your clients the instructions and links to join.

2 Prepare your slides

The next step is to prepare your slides with the CMA results. Keep them simple, concise, and visually appealing. To do this, incorporate images, maps, graphs, and bullet points to emphasize the key points. Your slides should include the subject property details (address, size, features, photos), the comparable properties details (address, size, features, photos, sale price), adjustments to account for differences between the subject property and comparable properties, a range of values for the subject property based on adjusted comparable properties, and the recommended offer price and strategy for the subject property.

3 Explain your methodology

The third step is to explain your methodology and how you arrived at the CMA results. You should demonstrate to clients that you have conducted thorough research and have a sound basis for your valuation. Aspects of your methodology to explain include how you selected the comparable properties based on certain criteria, how you adjusted the comparable properties with various factors in mind, how you calculated the range of values with a margin of error, and how you determined the recommended offer price and strategy, taking into account market trends and conditions.

5 Provide action steps

The fifth step is to provide action steps and next steps for your clients. Summarize the main points and benefits of the CMA results to guide them to the next stage of the home buying process. Explain what documents they need to prepare and give them a timeline and deadline for making a decision and submitting an offer. Offer your support and assistance for any questions or issues they may have, and ask for their feedback and confirmation on the CMA results and offer price. This will motivate them to take action.

6 Follow up with them

The sixth and final step is to follow up with your clients after the presentation. You should send them a thank you email with a copy of the CMA report and a summary of the action steps, call them or text them to check in on their progress and answer any questions they may have, remind them of the timeline and the deadline, negotiate with the seller on their behalf and update them on the status of the offer, and celebrate with them when they get their offer accepted. This will ensure that your clients have received and understood the CMA results, are ready to move forward, and can be congratulated on their new home.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?