Live Call on Zillow
Introduce ZHL
(My "GO-TO" Lender) (Soft Pull) (Where you Qualify) (Beat / Match) (FREE Appraisal) (25 Day Close)
Sample Follow Up Text After 1st Call
Hey, this is Kyle with Spyglass Realty. It was great chatting with you just now. I’m reaching out to the homeowners to confirm that time for tomorrow! Looking forward to meeting you and the family! :)
Is this area Safe? Are the Schools Bad?
So unfortunately, it would be unethical for me to comment on the safety of areas as it would be considered steering, but I can direct you to some great resources to look up crime stats in the area.
Unfortunately, we cannot comment on the quality of the schools as it would be unethical and called steering, but I can direct you to a great resource called GreatSchools.org- ratings, etc.
No Offers In Hand
What Terms do your Sellers NEED?
(Close, price, lease back, etc)
Describe the "Next Steps" When going UC on a Company Lead
Email to transactions@spyglassrealty.com, template in / from FUB!
Basic Roleplay Call
Did you use ALM? Feedback from the group?
Name 2 Value Adds to Send Prior to Appt
1) Seller's Disclosure
2) 3-5 Similar Homes + Why
3) Bombbomb Video
Others?
DAILY DOUBLE: I am NOT signing anything binding or being on the hook to pay you 3%.
Feedback?
Motivated Sellers!
Come in low with terms geared to Buyer
Cover some closing costs, price red, etc.
Feedback?
What is the difference in TC Essentials and TC Pro?
TC Essential is basic CDA support from Aerol (she'll let you know if you're missing documents for compliance and get your CDA Ready) or TC Pro for $200 will be full on Transaction Coordination services.
Are You The Listing Agent? What is the Roof and Furnace Age?
I am not the SELLER'S AGENT - FLIP WORDING
LOCAL Realtor in the area
"I'm NOT in Front of My Computer!"
What Qs did you have for the Sellers?
What's got you looking to buy today?
I Want To Cancel
CALL: Another Day / Time that works best?
I could do a Video Tour?
Other?
Setup Next Steps after touring first home.
Feedback?
1 Offer in Hand
Feel it out... ask- Is it at or below list?
If we bring you X... would that be a WASTE OF TIME?
Other?
What IS Pickup Rate vs Answer Rate? What Pickup % will move you down from HIGH - FAIR. And FAIR to LOW?
25%
Do You Work For Zillow?
Zillow connected you with me to help with your home search today.
We do not work for Zillow. We work in partnership with Zillow to help home buyers like yourself. We're local real estate experts.
Feedback?
Ghosting You
Text / Double Call / Email / Video
Did I Drop the Ball? Can I Earn Your Business?
Other?
How Old is the Roof? Age of Furnace?
Acknowledge / Repeat / Pivot
I can take this down and get it answered from the Home Owners and any other Qs you have!
Buyer Lowballing
Try verbal offer first
Win Seller's Agent over- work together not VS
Feedback?
What 3 KPIs/ Metrics Does Zillow Now Track?
KPIs:
A) ZHL Pre-Approvals
B) PCVR (Predicted Conversion Rate)
C) Pickup Rate
I Already Have An Agent
Have you Signed Exclusively?
Can I EARN Your Business?
Other Feedback
No Show, Stood Up
Video Tour- Youtube (unlisted)
Setup On Prop Search
Drop the ball strategy
Stay consistent - go for the "no"
Other?
Pitch Showing Agreement at 1st Meet
Don't say Loyalty Agreement, Buyers Rep, Buyers Agency- Showing Agreement. We can rip up anytime. I want to EARN your business. 1 day or House Specific.
Other?
Multiple Offers- Get the "Win Factors"
Feedback?
Feedback?