Performance Standards

Zillow MINIMUM STANDARDS:

  • 4% conversion rate 
  • 25% answer rate 
  • 10% of total lead that move to ‘met with customer’ status referred to ZHL 
    • IE:  You get 60 leads in 6 months.  25 of those leads move to 'met with'.   You need 2.5 ZHL Pre-approvals
    • ANY lead you refer to ZHL counts- it doesn’t have to be a Zillow lead

EXIT Unlimited’s Standards:  the same standards we’ve been running, with the exception of ZHL intro.  

  • Answer rate: 60%
  • 10% conversion (or the minimum team conversion.  We have historically run a 12-15% conversion)
  • 10- 20% referral to ZHL.  They will send us more leads if we send more to ZHL.  Remember, they don’t have to get pre-approved. Just a warm intro and handoff.  The consumer can decide from there. 



How to maximize this program:

  • Nurture—average lead time  conversion on this program is 3-6 months.  
  • Remember- when you get that call today, it is a paycheck 3-6 months down the road
  • This is a nurture program
    • The goal here is to meet the lead.  You have zero emotional connection to a lead you have never met.   Real estate is an emotional business
    • 75% of people work with the 1st agent they meet- NOT who they talk to, email, or Text
  • Goal: set the appointment
  • A,L,M (appointment, location, motivation)
  • Set the appt.  ASAP
    • DO NOT let the appointment get too far into the future
    • Appointments that are set more than 24 hours out, have a very high cancellation rate

Things that will get you removed from the lead rotation:

  • Remember to follow ALM
  • Set appointments (6/10 leads should be set for an appt)
  • Update your CRM regularly
  • NOT using FUB for texting, calling, emailing
  • The average lead will take 3-6 months.  Some will take longer, some less.
    • Don't sleep on long term leads.  
    • 50%+ of all leads in our industry convert after 180 days (6 months+).  
    • However, Zillow is a very 'down funnel' lead generation system
  • Lack of conversion: less than 10% can lead to pause on program
  • We reccomend sticking to the scripts- you will have clients that ask questions which get you off balanced.  But, try to get back on script as soon as possible

The basics are to:

  • Be enthusiastic and answer the phone
  • Follow ALM
  • Set the appointment
  • Update your CRM
    • stage
    • timeframe
    • notes
    • create an appointment and deal card (to get them into your SISU pipeline