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all right guys this is a summary of all of your Zillow best practices when you receive a Zillow connection and we have an agreement with you that you have read this and we'll follow this so you can optimize your conversion now I'm going to share something with you on this there are 21 points and I will guarantee you I know this sounds little silly but I will guarantee you you're going to forget some of these it's 21 points but we want you to be aware we want you again if your heart is in the right place and you realize the importance of these we recognize folks make mistakes and you miss things but take the time to see what's important and why and in most of this you will find I hope a good heart in what we do and our heart is customers are taken care of and agents have the best best opportunity possible to convert these connections to escros so the zlex program agent agreement is an agreement you have with us the war bton team and Zillow consider you a partner in the field and we appreciate your professionalism your promptness and your dedication to serving our client we refer our clients to you based on your expertise and your willingness to go above and beyond to create an exceptional customer service experience so here are the things that we need you to do to really benefit from this program number one respond to the a you will get what's called a lead assignment alert either in WhatsApp or by text please respond to those texts and calls and WhatsApp messages they're looking for responders so great phrase become a first responder so respond to the a lead assignments alerts number two follow the document IA leads agent protocol so in this YouTube video in the comments all these documents are there that you can click on them and read them so we have a document called ICA leads agent protocol we're going to go into that document either this afternoon tomorrow it's on your Google Drive and it's in this video there's a protocol that explains exactly what happens when the AA does assign it to you please reply kindly to the client in the four-way i showing confirmation text now I want you to notice the difference between number one and number three number one says there's a lead assignment alert that alert goes out to agents saying are you able to take this client when you agree to take the client number three happens which is a showing confirmation text immediately after the lead is assigned you're going to receive the showing confirmation text the ic's personal number is on there the bat phone number is on there the customer is on there and you are on there so you're going to reply hi Betty it's a really looking forward to seeing you at two not let me check with the seller let me confirm I no all the confirmation is done all you have to do is be nice I can't wait to see you I'm on my way see you too right number four if you're in a situation where there's objections which is rare because we've handled the appointment for you if the buyer says they want more information or they want to qualify first so this is very relevant if you're trying to book a second appointment and hear me many agents fall in this trap because it's what you were taught to do you're out with them you're showing them property you're on two out of three properties on the second property you go for your bamfam which we're going to teach you book a meeting from a meeting and they saywell no I don't want to book another meeting I want more info so that's why this phrase is in here oh I want to qualify first we have a core training Circle in red 19 times it's what we call the while training okay the while training this will change your conversion ratio by 15 or 20% and we'll give you the wording for that simply put it's you know what I completely understand that you want to find properties first and while we're looking for properties which I know that I'll find for you I'm going to prioritize you in my calendar and I'm going to set you up for Friday and Saturday what's better for you to look at the homes we find this week Friday or Saturday Saturday great 10 or 11 10 great great by Saturday I will find those homes that you're looking for for some crazy reason there's nothing there for you of course we'll swap a call or a text and we'll postpone to another date never use the word cancel I want you to ban here's another discriminatory word that you need to ban from your vocabulary cancel reschedule okay just do not cancel stuff so I need to stay on track because I could do a whole training on that number five remove from your vocabulary good leads bad leads there are no good leads or bad lead leads can you imagine HUD walks in the room and your license is on the line and they see you walk up to a client you say to them you're a bad client good luck with your real estate license but why have we been able to say for years that it's a good lead or a bad lead oh because they don't fit in your schedule right now they don't have cash right now and your time is more important than the client and they're desperately trying to get their kid from stopping being bullied and they need that kid in a better neighborhood or a nice neighborhood or a better school but they're not ready for three months and you've deemed your time is more important than theirs so you call it a bad lead do you see the corruption that's in our business there is no good lead or bad lead these are people there's a now lead or a later lead that I get and if it's a later lead go make a connection show them what a wonderful chap you are set them up on something that prompts you every couple couple of weeks to call them send them property alerts and information do a three-way transfer with somebody who's a financial advisor support that family so they can get their American Dream the minute you go good lead or bad lead you're judging somebody and precluding them from their right so leads are not good leads or bad leads and on a selfish point of view every lead that you convert is a kpi a key performance indicator and Zillow needs you to convert at a minimum of 5% your contract with us says that you'll sell a $400,000 home at least every 90 days so it may be a $25,000 land deal but our top producers all sell $25,000 land deals you know why because they want kpis and when they sell the $25,000 land deals suddenly they get a million dollar deal you know why because they've got a 14% kpi And the person who says that's beneath me they've got a 5% % conversion rate they never get the million dollar deal because they've got bad kpis kpi is extremely important all right number six this is a biggie red circles around it make declarations I want you to do this in the bathroom back to the bathroom in the mirror a declaration is where you make a positive statement to somebody that breeds confidence when you're showing when you're hanging with people make those declarations like this you know what Chris I'm going to be with you for the entire process I'm not just here today for this showing or the other one that we just booked on Friday I'm here for the entire process I'm a hard worker I'm a Hunter a hunt for homes I want you to know it's stressful I'm going to make this happen for you I just gave you four declarations in two sentences I'm a Hunter I'm a hard worker I be with you the entire process I'll find you the right home don't worry I've got this it's kind of a hip saying on the street I got your back brother I got your back doesn't mean anything unless you've got my back what does got my back mean it means you're a hunter you work at least eight hours a day in real estate you're up early in the morning looking for homes that I can't find you're finding answers to loans that I can't find you're doing the do not saying the say and declarations are declaring to people who you are as a person what you going to do for them Scott I will find you this home whatever it takes I see how important it is to you and your family that's a declaration learn declarations people go well I don't know what declarations to say well ask yourself who you are why are you in the real estate business most people say well because I like people then they go to Real Estate training and they're told to like themselves more than the people but that's another subject kind of a pet peeve of mine but they come in saying yeah they come in saying I like people so there's a declaration do you know why I do this I do it because I like people and I want you to know I'm here because you're a person and I want to help you get what you want that's a declaration you got it this is not a declaration I'm the top salesman in the area that's arrogance I'm here because I work and I will work for you right you got it so making declarations is a big part of how and why and whether you convert these connections to escros so we're trusting you number seven to send follow-up text every day so we want you to send a link daily before the appointment and it's part of your Isa uh protocol we want you to send a link to them going hey really looking forward to seeing you Saturday I was just thinking about you check out this property in the area it's that easy to find them right you just take the address of the property you're looking at put the address in go WP now hit search and at the bottom it shows you all the homes around them click on another one and send it back to them you're just quickly sending them a text of what's happening in the area send them a text on uh everything that's available in that ZIP code right and I showed you how to do that many times in gowp now we want you to send a text that adds value we have blogs in gowp now simply go go to gowp now on your cell phone tap on it go to the bottom see the blog copy the blog send them a text with the blog and now they know that you're informed you care about them let me tell you something if you showed me a property and before before you arrived I received something that says here's the top 15 closing costs and how to get them paid and I was reading that when you drove up I would already know you so these are very very important things to send these follow-up texts every day that's number seven number eight send the client the my agent request so when you meet with the client there is a link in the lead in your Zillow Premier app that they can make you their agent then when they go to Zillow for a year they're only going to see your name so when you're with them go hey would you mind I'm going to send this link to you and when you tap on this link instead of having 15 salese call you it'll notify me that you're looking and I will help you until we find your at home and most people in the house will tap on it I actually hold it right in front of them and pass it to them would you mind tapping on that and then they'll tap on it right so very often you'll go into your Zillow uh zpa CRM and you'll look at past clients and you click on it and there's no showing information you know why because you didn't send them to my agent link they're still looking but now because you didn't didn't click on my agent request that could go to another Zillow Flex agent and they're now responding to the activity you didn't respond to sucks so that's a biggie red circles uh number nine set up a property Alert in lofty every single customer you get set up a property alert I don't know how to do a property alert that's why we started with links that say lofty Learning Center you type in how do I do a property alert it takes about 180 seconds but when you send a property alert every property in that ZIP code or in that neighborhood they will get notified in real time and the minute they tap on one of those properties you'll get a push notification on your device now you have an alert and you can call them that's why we started out at the beginning saying make sure you have lofty installed on your phone make sure you have your notifications set up because now you're showing proper property so when you listened to me at the beginning and decided you were going to do that day one now you're showing property you're done showing property you set up a property alert the next day they see a property they like it notifies you on AI you jump into the AI why because you set up lofty on your cell phone or on your device or on your tablet you with me okay so number 10 show up every time Siler requires that you have a 65% met withth rate on your leads that means any connection that comes in 65% of them must end up on being met with by the way I will tell you if we set up a showing for you and you don't show up you will not receive a connection for two weeks number 11 showing system use the war Burton team showing system score homes one out of 10 write offers on anything seven or more and always show three homes when you're done showing write an offer or bamfam that's a lot I'm GNA train you on all that tomorrow number 12 write offers Zillow requires that when they go into your stats that you wrote offers on 15% of the clients you showed homes to that's why we tell you don't go to show homes go to write offers 15% of the time they require that you're writing offers what that means is if you meet with a 100 people 85 of them you don't write an offer on I've never done that in my entire career if you can't write an offer for 85 people there's a personality issue so you need to come back to us and we'll help you it might be personality it might just be Cadence it might be coming unprepared you cannot have 85 people you meet with and you only you only write offers for 15 so it's a new approach okay number 13 bamfam every CLI before you say goodbye let's book a meeting from a meeting we're training on it tomorrow number 14 convert to Escrow 5% of your clients need to close escrow minimum number 15 in your Zillow Premier app when you leave the client tap on the client and update the notes and update the status we'll talk more about that tomorrow this is why this is important let's say we look at your book of business there's no appointment with John Smith we look in the Zillow Premier app and see it's assigned to you we look at the notes and see you haven't made a note on that client for two weeks we look in your schedule in Bob we notice you don't have an appointment with that client now we look at the client they looked at 10 homes today you didn't respond to the update because your update isn't alerted on your cell phone we will not call you back on that client it's not your client so the isas will check your notes and see are you up to date are you taking Stepping Stones with the client if a client's looked at 10 homes in a week I want to tell you something every time that client looks at a home you get a push notification on your cell phone and if that agent 10 times ignored that their client was looking at homes they do not serve to keep that client and we just simply move it and reassign it to somebody else so the motto of the story keep your notes up to date and respond to your updates okay number 16 update your book of business for the reasons I just explained update your calendar in Bob so we can assign leads to you attend the team success meeting because we do this stuff make 75 outbound calls a week well Andrew you didn't tell me that I want you to think about this what if you get four connections a week from us 16 a month after three months you got 48 now they've got some referrals and you've got some uh second and third appointments oh and you're going to get another 16 75 calls a week it's 10 a day out of those 10 calls you're only going to reach five of them you don't make those five calls a day you're not going to keep up and what's going to happen is your notes are going to get behind your status upd are going to get behind do not prejudge by the way this sorry to be a little bit more Universal prejudging is the source of the world's problems we see each other you don't look a certain way we prejudge somebody stands up teaches something you don't agree with it you prejudge do not prejudge your leads they're no good they're never going to buy well guess what yes they are because unless God bless them they're homeless they're living somewhere if they're living somewhere eventually going to buy well they don't qualify Andrew great is it a man yes do they like a partner yes whatever sex their partner is I don't care they're G to find a partner what if that partner makes money oh I didn't think of that well you just prejudged them you just put them and rejected all he had to do was set them up on a property alert all he had to do was once a month give them a call because you're making 75 calls a week and when they do meet that partner who makes more money than them now you can sell them a house there are no good lead or bad leads they're called when leads do you all get that review the Zillow app pipeline status every day and I I do many trainings on that and watch your insights and inbox so that last one number 21 is a big deal insights and inbox are on your Zillow Premier app and I'll show you before we finish tomorrow and you can look down there on insights it notifies you every client you have every property they look at when they look at it and your inbox very very often clients will send you a message through the app it drops in your inbox and very often agents forget to even look at their inbox do you know how it feels to a buyer when they send a message going hey I know you met me yesterday I'd really like to see One two3 Main Street and you replied two days later what would you think is a buyer what would you think if you went to Amazon you're looking for a black sweater and it said please wait a minute we're time blocking and two days later they gave you the price on the black sweater right that's the world that we live in so this is our tool fulfillment excuse me this is our um Zillow Flex program agent agreement agents that need to be reminded to update their leads three times will'll be paused for two weeks so if we go into your profile and we see you're not doing your updates you're going to get paused and agents missing their benchmarks will be paused until the agent completes the required training so all that we're saying there is please take this seriously take Zillow seriously take the customers seriously we want you to have the right heart that we're here as servants to help people get their American dream that's the Zillow Flex program agent agreement with our team okay all right let's stop that recording anybody have any questions