What is Zillow Spark?

Zillow Spark is our program for Zillow Seller Connections

Spark will connect you with high-intent sellers to help them sell and get into their next home.

As sellers explore their options, Zillow share’s the value of connecting these leads with us, their partner agent, to sell confidently.

Our goal for you is this:

• 100% Attempted Contact Rate

• 55% Spoke With Rate

• 30% Appointment Set Rate

• 6% Signed Listing Agreement (Deploy Listing Team Stage) Rate

How do I keep you updated?
You will do this by updating your Hubspot CRM deals! Don’t worry, you’ll walk through this in another module.

INTRO TEXT – Within 15 minutes of getting the lead
*With the live connections, you’ll use this roadmap all at once.*

“Hi ____, my name is ____ with Designed Realty. I work with Zillow. I’m looking at the value estimate they gave you. Are you looking to get a firm value of your home or are you looking for a cash offer?”

OR

“Hi ____, my name is ____ with Designed Realty. I work with Zillow. I’m looking at the value estimate they gave you. What is your thought about the number they provided?”

INFORMATION GATHERING:

• No response then call within 30 minutes

  • • If no answer, leave VM “Hi this is ___. Call me back.”

• Response to text

  • Continue the text conversation:

    • “Thank you!”

    • “Are there any updates or differed maintenance you want me to know about?”

• Yes

  • THEN CALL

• Ask 2-3 questions over the phone that are property specific

WRAP UP EXAMPLES:

“So at this point, our next step would be for me to pop out and get eyes on the property by doing a walk through of both interior and exterior of the home. I don’t like to shoot from the hip and this will allow me to give you a hard number on the value of your home. Do weekdays or weekends work better for your schedule?”

OR

“Here is the truth, they gave you a ballpark. I can give you that firm number that you’re looking for but I would need to get out there and take a look.. I know you weren’t expecting that part and you don’t have to clean up. I’ll be in your area on _______. Does ____ AM or _____ PM work for you?”

OBJECTIONS – A.V.S

“No, I think we are good. I’m not ready to sell. We are going to hold off right now.”

AVAILABLE: “I am here for you when you are ready.”

VALUE: “I’m going to follow up with an email in regards to what the selling process would look like.”

SCHEDULING: “We are now connected on Zillow so if anything does pop up you want to see, you can just hit that take a tour button or of course you can always send it directly to me as well.”

“Is there anything else I can do for you right now?”

FILE MANAGEMENT

• After initial contact, plug in the note with #SPARK, fill out and pin to the top of the deal.

• Deal Stage:

  • It is crucial to keep your deal stages accurate, and then our VA team will update in Zillow.

  • Listing Agreement Signed = Deploy Listing Team

• Notes:

  • It is expected that you will log each of your calls / texts / emails in Hubspot.

CLIENT REACH OUT
1 x per week for 6-8 weeks minimum

• Immediate text & template email

  • If no response, phone call within 30 minutes (wait 6 hours before reaching out again)

• Website link for before & after’s

• Send a zillow link for a DR listing that we sold recently

• Reach out in regards to the buy side

• What area(s) are they wanting to move to?

• Send a listing from their Zillow activity

• “I saw this property and thought of you. Do you want to go pop by and see it this weekend?”

FUNNEL METRICS

• Answer Rate – 75% (Live calls only)

• Attempted Contact – 100%

• Spoke with Customer – 55%

• Listing Appt Set – 30%

• Signed Listing Agreement (Deploy Listing Team) – 6%

CO-LISTING APPOINTMENTS

• We believe in the power in numbers at the listing appointment, and throughout the process, and we know that this will ultimately INCREASE our conversation rate with these leads. So, we do require, and highly encourage, you to bring another broker along with you to that initial listing appointment.

REASSIGNING LEADS

• During our pilot test (first 1-3 months), we not anticipate a reason for reassigning leads. In the event that a scenario does occur, please reach out to Jenna directly.

NURTURE LEADS 👍🏼

• These should be reached out to 1 x per month with value

  
  

POND LEADS 👎🏻

• No leads should go into the pond at this time with this pilot test

You Provide:

• Full home staging

• House cleaning

• Window cleaning

• Professional media

  
  

Listing Coordination Team

• You will have direct access to my listing coordination team as we prepare your home for market.

• The use of this team is exclusive to the brokers at our office as is no additional cost to you.

• They will take on as much as you’d like to reduce your stress level.

• Coordinating bids, mapping out the schedule and timeline

• Providing boxes as needed

• Conduct the staging of the home

Vendor Floating

• I have full list of vendors who can float the cost of projects to closing so that you don’t have to spend money ahead of time or worry about cutting checks.

• They get paid out of escrow.

  
  

  
  

House Checks

• Our team will come by [weekly or bi-weekly] to ensure the home is tidy and ready for showing ready!

  
  

Open House Team

• I will hold your open house for the first weekend but I also have a full team of professional and licensed brokers who will also be holding addtional open houses. We rotate to allow your home more exposure.

• They have a big sphere of buyers that they will share your home with.

• Neighborhood open house

  • Door knocking and encouraging your neighbors to “choose their new neighbor” by sharing this home with friends and family.

    
    

Zillow Showcase

• 81% more views

• 75% more saves

• 79% more shares

• 15% more likely to go pending in the first 14 days

• Likely to sell for 2% more than non-showcase listings

  
  

Supra Keybox

• I will install a key box on the door that is ONLY accessible by licensed brokers.

• This allows us to ensure your home is safe and secure while also allowing us to monitor who is coming and going into the home.

Sign Install & Flyers

• Professional sign install on the day of listing as well as high quality flyers to market your property

Social Media

• Promotion on our brokerages social media platforms

• Shared through all of my platforms

You are going to run into MANY objections and that is normal. Our goal is that you are ready for that and don’t have a hesitation when they come up.

The first step is having A.V.S locked in.

What is A.V.S?

• Available

• Value

• Scheduling

So, let’s use this example below:

The client says, “No, I think we are good. I’m not ready to sell. We are going to hold off right now.”

AVAILABLE: “I am here for you when you are ready.”

VALUE: “I’m going to follow up with an email in regards to what the selling process would look like.”

SCHEDULING: “We are now connected on Zillow so if anything does pop up you want to see, you can just hit that take a tour button or of course you can always send it directly to me as well.”

“Is there anything else I can do for you right now?”

…now, let’s dive into more

“STOP!”

1. Step 1, Validate:

   1. “Yikes, I’m so sorry sounds like you weren’t expecting someone to reach out. I won’t message you again AVS”

2. Step 2, AVS:

   1. “I’m available when you need me, I’ll pop an email your way with some valuable information, I encourage you to look through it. You can also schedule me anytime through the Zillow app if you need that value of your home. Is there anything else I can help you with?”

“I am not ready to sell my house.”

“I’m not ready to sell your home either. I work with people sometimes for years before they sell, there is so much that needs to be considered and dealt with, so don’t worry about that. Are you just wanting to know the value right now or also trying to figure out what you would need to do to get the house ready?”

“We aren’t going to be ready for 6 months.”

“Good, any sooner and it often can be overwhelming and chaotic. I would suggest the next step be one of two things, we can either have me do a quick walk around and give you an idea of the things you would need to do, and things you don’t need to do,  or we can pop on a zoom call and look at comps together and I can take you through what the actual process looks like.”

“I’m not interested anymore.”

1. Step 1, Inquire:

   1. “In what?”

2. Step 2, Response:

   1. If they say “Talking with anyone about my house value”

      1. Then use AVS

   2. If they say “Selling”

      1. “I didn’t think you were selling, I understood you just wanted to know the value, and that is super easy to do”

   
   

“I’m just looking to see my value.”

“Understood, that’s what I’m good at. And I know from experience the number you got from Zillow can be massively skewed. We can do 1 of 2 things. We can pop on a zoom call and take a look at the comps together, or I can pop by and actually look at your property and give you a real number, which is what I usually recommend, I just ask that you don’t clean up or worry about any of that”

“I am going to be interviewing other agents too.”

“I actually encourage you to interview other agents so that you know what is offered and makings sure it’s the right fit. Is there anything else that I haven’t answered for you that you’re curious about?”

“Redfin said they can list my house for 1%”

“It won’t cost you 1%, it will cost you %. I hate that it’s misleading. If it’s boiling down to you needing to save that extra cost, we can look at that together.”

“I have tenants living in the house.”

“Is this your only rental? How is it going? Are they looking to buy it? Are you thinking about selling it?”

EMAIL TEMPLATES:

COMMON LISTING MISTAKES

NOTE SNIPPETS:

How will I know the difference between a SELLER lead and a BUYER lead in Zillow?

In your Zillow Premier Agent App or on desktop, you’ll see the distinction tag. Example below:

Where can I find additional information that the lead submitted?

You can locate this in the LISTING tab in your clients profile in Zillow.

Zillow is asking me to update my files, should I do that?

No, we ask that you do not update Zillow. As long as you are keeping all your notes and stages accurate in Hubspot, we have a team that will keep Zillow fully up to date!

My SPARK lead needs to buy or is looking to buy. Can I see their buyer activity in Zillow too?

You sure can! Click the BUYER ACTIVITY tab in Zillow to find what they are looking at.
PRO TIP: Utilize the time that they are most active to reach out, especially when you hit a point that they may of stopped responding.

Fuel on the fire

door knock

open houses

referrals

neighbors

etc

You should be reaching out to your clients once a week with value.

The goal here is to stay top of mind.

Here are some ways to reach out THAT WORK, without having to reinvent the wheel.

SELLER FOCUSED

• Text

  • Find a listing that went pending nearby, gather info from the listing broker then,

    • “I’m not sure if you saw this home in your neighborhood that went pending. It went for multiple offers and had tons of foot traffic. There are buyers looking for your type of home to purchase.”

  • “I’m going to be in your neighborhood on ______ in the [AM or PM]. I’m going to drop a little gift on your door step, just wanted to let you know!”

  • “I have buyers looking for a home like yours. Are you interesting in entertaining a possible off market offer? If so, I’d just need to swing by and snap 10 photos to show.”

• Call

  • 
    

• Email

  • 
    

BUYER FOCUSED

• Text

  • 
    

• Call

  • 
    

• Email

  •