Zillow Training

OPENING & CLOSING script for Live Connections – this framework should be your consistent play-by-play for every call without variance

 

INTRO:  (high energy & excitement) 

"Hello this is __________, with *insert brokerage*, your Premier Agent from Zillow.

 "I see you clicked on ______________ (insert home address).  When would you like to see it?"

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MIDDLE:  Follow with a series of questions to engage in a conversation about their overall search, not the home itself, and secure the appt. again at the end letting them know you will confirm w/ the listing agent, and make a plan to meet at the home or offer a Virtual Showing & set an appt. time that way:

• When would you like to see it?... “Great! I’ll check to see if that time slot is available; while I'm doing that, tell me…”

• What other properties did you want to see in the area?  (misdirect to prevent them from being hyper-focused on single property questions)

• What about this property was most attractive to you?   “…what drew you to this house?"  

• How long have you been looking in the area? / When are you needing to move?  (important to create urgency of timeline)

• Have you been out to see other properties?” - if they say yes…

• Were you driving around or did someone take you to see homes?  (how to find out if they're working with an agent without asking them abruptly) Use: “Is that someone you intend to use all the way thru your home purchase, or would you be open to letting me show you how I take care of my clients?”

 

• How to check financing status:  ”I see this home is *insert price*, is that the range of home value you’re looking for?  (then) “Great, is that b/c you’re paying cash or were you financing?” 

 

(discreet way to find out pre-approval status – don’t go into how/why that’s needed yet, mentally mark it as a point of where they are in the process, and use this as a hook to offer value & education for them to meet for an appt. – (“Oh so you’ll be financing this home, sounds great. That’s something I can help you with when we meet, I have some great options to show you on that part of this process as well.”)

 

• How to handle leads that have an agent:  "I respectfully need to direct you to work with your agent because they’re supposed to be responsible for your real estate needs. I’m happy to take down their name & let them know you reached out for help.  However, I do want to let you know that I’m a top agent in this market for ___ (insert statement of professional strength) and I deliver impeccable customer service.  I would love a chance to show you why if ever given the chance in the future, so if you ever need help or have any real estate-related questions, here's my contact info."  **then use Best of Zillow ending call script to ensure they leave you a positive survey**

 

 

Use the My Agent Feature – lock & protect all Zillow contacts for a year to your profile, & how to segment leads from your Inbox.

 

To your client, introduce MyAgent one of these ways:

 Option 1 – “MyAgent is like a Zillow friend request, it lets us share properties directly from Zillow to save time & protect you from getting spam calls by other agents every time you ‘favorite’ a home.”

 Option 2 – when setting an appointment say, “Now that we have a time set, I'm going to send you a text from Zillow that will confirm I'm the agent who'll be showing you the property, please click yes once you receive it."

 ALWAYS: Send your profile link web address ( https://www.zillow.com/profile/Your_Name/ ) via text, which will ensure you have their number & they have yours in their phone immediately.