Zillow Calls – No Appointment

Many of our callers will be inquiring on land. But have no fear, we have a roadmap for that too!

Intro:
“I see you are looking at this piece of land in ______. Do you want to go take a look, or do you have some specific questions for me?”

When the caller asks you a question, use your 4-point system when you don’t have the answer, ending with a question from below. Continue asking questions until you feel you have enough information to start working with this caller.

Dive into the 5 W’s: 

• Who: Have they built before or owned before? 

• What: What do they want to do with the property? 

• Where: Is this the only area? 

• When: When are they wanting to make a move?

• Why: Why do they want to build or have a recreational property? 

  
  

Other questions:

• How familiar are they with the area?

• How far down the rabbit hole have they gone?

• Are you cash or looking at financing?

Wrap Up:

Tour That Property (or others) or Meeting to review information needed

You now will give them 2 options for next steps. You can meet at the property or you can schedule a meeting (via zoom or in person) to review the information you need to go find.

Example: “Ok, so I’m going to gather up that information, and I want to take a peak at a couple other properties too. Do you want to get boots on the ground and meet out at this property and walk and talk? Or we can pop onto zoom and go over this stuff.”

They may say no, and that’s ok! Dive into AVS: 

AVAILABLE: “I am available whenever you are ready.“ 

VALUE: “I’ll dig up that information you requested and get that sent over to you (or call you back with it).””

SCHEDULING: “If you see anything else on Zillow, feel free to click the same button and it will come straight to me, land or house. I’ll also text you my contact information directly.” 

END: “Is there anything else I can help you with at this moment?” 

Occasionally we will get properties you may not be able to tour. A new build that isn’t built, a tear down that isn’t safe, or an occupied property that won’t allow showings. But don’t worry, we have a solution to this roadblock!

And the good news….you already learned it!

You will follow the same roadmap as the land call:

W’s – Ask as many questions about them as you can!

Wrap Up – Provide 2 options for your next steps.

“Shoot it looks like we can’t get into that property unless we write an offer first. I do see 2 more down the street that would be worth looking at, we can start there and do a drive-by of this one, or we can pop on a zoom call and start looking closer at the map. What do you want to get started with?”

What happens when the caller is out of state? It’s kind of hard to schedule an appointment!

So after A – you discover this. Here is the best detour route for a successful call:

Good news again…you already learned this! Same roadmap as land, new builds, tear downs, clown properties.

W’s – ask as many questions as you can

Wrap up – Provide 2 options for the next steps

Here is an example of how the wrap up would sound:

“Okay so at this point, I would suggest we do 1 of 2 things. I want to go grab a video and check out this place you called on, but there are a few others I would love to see in the area to compare. I can get those sent over, and a search set up, start really scrubbing the inventory and showing you what would actually work for you OR we can start by jumping on a zoom call and we can explore the areas via maps and I can give you the rundown. Both should be done, but which do you want to get started with?”