This piece was created by Dirk Zeller, CEO of Real Estate Champions. He has been a Real Estate Agent, Investor, Coach and Speaker for more than 20 years. He is one of the most published Authors with over 500 articles published to his credit, along with six books; all of which have hit industry best seller lists. Three of his books are for the famous Dummies® series.

REALTORS® approach the Competitive Market Analysis (CMA) process in a number of different ways. They use various software tools and assemble findings in anything from plain reports to impressive presentations filled with photos and jazzy graphics.

The real value of the CMA, however, isn’t in the packaging (although a great looking report is almost sure to help you communicate your findings more clearly). In my opinion, the real magic of the CMA process is that, by gathering the data and making the comparisons, you develop your marketplace knowledge and your conviction and belief in your pricing recommendation. That knowledge and certainty translates to client confidence and wise decision-making.

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