Real Estate Database Valuation

The Factors That Matter Most

• •Recency of contact — a sphere contacted in the last 12 months behaves very differently from one that has gone quiet
• •Past-client share — closed transactions are stronger evidence of future business than names collected at open houses
• •Repeat and referral rate — the share of your career business that came from the database itself
• •Market area and price point — transaction values differ across Arizona markets
• •Data quality — complete phone, email, address history, and usable notes
• •Life-stage fit — contacts approaching a likely move produce sooner

Why Headcount Alone Is Misleading

A 400-contact list assembled from lead forms and never worked is usually worth less than a 150-contact list of past clients who still hear from you. Any estimate that starts and ends with contact count is not telling you much.

How an Estimate Is Built

A realistic estimate starts from your own numbers: how many contacts, how many are past clients, how recently they were touched, and what share of your business historically came from repeat and referral. From there you can model a range of outcomes over a defined term rather than a single figure.

Any range produced this way is an illustration, not a guarantee. Actual results depend on the market and on how the relationships are handled after the transition.

Preparing Your Data

• •Export your CRM and check for duplicates and dead addresses
• •Tag past clients separately from general sphere
• •Record the last meaningful contact date where you can
• •Note referral sources — those relationships often carry the most weight

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