Turn Active Customers Into Clients

Successful real estate teams rely on a sound, documented sales process to act as a blueprint for converting any buyer. This section details a proposed blueprint for converting what we call “active customers” into clients, ultimately resulting in transactions.

Active Customers 

Our goal is to connect Zillow Premier Agents with customers who are actively searching for a home and ready to speak with an agent. Let’s review the types of leads you receive:

• Connections are agent-ready leads we connect you with live via telephone. Before we connect you, we’ll reach out to see if they're ready to speak to an agent. When a buyer and agent confirm an appointment on the connection call, they are 2x more likely to meet than if they did not confirm an appointment on the connection call.
• Tour connections are Zillow or Trulia leads who are interested in viewing properties. A buyer makes a tour request and indicates their preference for an in-person or video chat. We confirm they’re available and looking to buy before triggering an automated phone call asking if you’d like to be connected. After you accept a connection, you’ll be connected live by phone with the buyer to discuss the next best steps in their home-buying journey.
  Tip: Need a cheat sheet? Print out this guide to how tour connections work.
• Selected leads are leads who select you specifically while on Zillow or Trulia. That lead is automatically yours, and we send their contact info and property details to you.

Refresher: How does Zillow Premier Agent deliver leads?