No one can doubt Redfin’s Glenn Kelman is a master of publicity; witness his latest publicity coup: getting on the Today Show to talk real estate with Meredith Vieira. The re.net was abuzz, from Joel Burslem’s neutral coverage to the Bloodhound’s  semi-excoriating review to a withering ActiveRain critique on the “obviousness” of what Kelman said.

The joke, I would say, is on us. To anybody who’s been in the business for any length of time, Kelman’s advice — don’t overprice the home, do advertise on Craigslist — is painfully second nature.

But here’s the point: Kelman is a master genius at generating publicity around knowledge that we take for granted. So it’s obvious to you as a professional Realtor that overpricing a home is the kiss of death? But you’ve never created any marketing buzz around that! You instinctively know to push for a price of $749,000 rather than $751,000? Glenn Kelman just beat you at getting the phone to ring by spinning that message in the right way!

A further irony: this is really nothing more than a repetition of the same mistake we’ve made for decades in this business: assuming that our intellectual assets have greatest value when we hide them from the public and use it as bait to get them to call.  For many years, we hoarded MLS information in book form and made the public come to us to get it.  When the Internet came along, we figured we could do the same thing.  Oops!  Companies like HomeGain figured out a way to use online MLS information to get their phones to ring, and forwarded the leads to us…for a fee.

Then we thought, “Ok, we’ll let the public have information about active listings, but as soon as a listing sells, we’ll hide it again.  Hee hee…this will force people to call us for that kind of information!”  Oops!  This now-you-see-it-now-you-don’t mentality opened up an opportunity for some very smart and deep-pocketed folks from Seattle to start a web site which, among other things, enabled the public to find out what homes sold for.  Zillow realized what we didn’t:  there is great marketing value in letting the world know what you know, rather than trying to hide it.  (See this article I wrote about a year ago on the gold buried in our MLS’s.)

Come on folks, when are we going to learn our lesson?   In the Internet age, you don’t win clients by giving only a sneak preview of your knowledge and data and then crossing your fingers that they will come to you in pursuit of the rest of it.  The game now is transparency — I know, an overused term perhaps, but true nonetheless.  You develop a followership by demonstrating your value, and you do that partly by showing what you know.

What “obvious” thing do you know that may have marketing value for your business?

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