Zillow Contact and Lead Management

Leads and contacts come from a variety of online sources and locations. Many contacts, leads and relationships are established and built on Zillow.com. It takes contacts to get appointments, and you need appointments and clients to close transactions.

In an effort to support agents who are willing, ready and able to work with the local community and neighborhood contacts and leads from Zillow, I recommend the following tips for best results:

  • Always respond quickly to online leads and contacts (3-5 minutes max).
  • Try to answer your phone when it rings as often as possible.
  • Your first question: “How do you prefer to communicate?”
  • Don’t give up on a contact/lead until 7-10 contacts are made.
  • Add, edit, manage and update contacts, tasks and follow-up.
  • Timing is everything; don’t ever waste yours or theirs.
  • If they ask a question, answer it, then end by asking one in return.
  • Build better quality relationships, not bigger quantities of leads.
  • Always be listening and looking for opportunity to qualify a lead.
  • Get the appointment, meet in person, interview and get commitment.

Having a good CRM or contact/lead management tool like Zillow’s CMP is an essential part of managing and following up with contacts you receive from Zillow and other online sites and platforms.

The key to contact conversion and lead response management is to find and use the proper tools
in which you can manage your existing clients and tasks, stay in contact with your past clients for future and referral business, while prospecting new clients to keep your pipeline balanced and flowing.

The five key areas of focus when prospecting and farming should include:

  1. Best days to make contact.
  2. Best times to make contact.
  3. Response times.
  4. Personal persistence.
  5. Response audits.

Here’s an interesting study and infographic based on the research of James Oldroyd, Ph.D Ohio State University, and David Elkington, CEO of InsideSales.com.