Manual Section 4: Zillow Buyer Lead Trust Qualifier

at Keller Williams Integrity

ZILLOW BUYER Hi, this is __[your name]__ with The Bartic Group at Keller Williams Integrity. I see you’re calling on __[address]__. That is a great home - everyone is calling on that one, let’s get you set up to see it. When works best for you? We can meet today at 4 pm or tomorrow at 1 pm.

If they are out of state, schedule the appointment and connect via FaceTime/Zoom (block time for the Buyer Consult too) Sure, and while I’m pulling that home up in the system, tell me __[their name]__, what other homes would you like to see when we meet?

If they have other homes: 1. What interests you most about these homes?

2. What else is important?

3. Anything else?

If they don’t have other homes: 1. There are a few other homes I think you may like, but before I suggest them I want to be sure they meet your criteria.

Location & Price 1. What part of town are you most interested in?

2. How did you happen to pick that area/neighborhood?

3. What is the price point you’re searching in?

4. What is your current living situation?

Own: Will you need to sell your current home before you buy this home?

Current Property Information Bedrooms: Bathrooms: Type: Sq. Ft: Year Built: Garage: Lot Size: Price Range: Special Features: 5. Will you be getting a loan or paying cash?

at Keller Williams Integrity

ZILLOW BUYER Motivation 1. How long have you been looking for a home?

2. How soon do you have to be moved in?

3. On a scale of 1-10, 10 meaning you must buy a home as quickly as possible, how would you rate yourself?

4. If less than 10, what would you need to happen for your to be at a 10?

5. What is motivating you to move and buy right now?

6. What will this move do for you and your family once we find you the perfect home?

Agent 1. How long have you been searching for homes?

2. Have you toured any other homes recently?

3. I have a good understanding on what is important to you and I am confident I will be able to help you get what you want in the timeframe you want.

Closing for the Appointment 1. When we go out to look at __[address]__ at __[time]__ and you find this home meets all of your needs and has everything you’re looking for, and you love it as much in person as you do online, would you be in a position to write up an offer?

2. Great news... it is showing the home is still available, so I am going to schedule an appointment with the seller for us at __[day and time]__. I will call you back to confirm once I have it set up.

3. I can tell you’re the type of person that will call and let me know if something comes up and you’re not able to make it, right? (Be careful with tonality with this line, be sure to smile as you say it!)

Confirm 5-Star Experience Today 1. __[Their name]__, I want you to know my goal as your agent is to make this an easy and enjoyable experience and also to be as valuable to you as possible. So I’m curious, what would have to happen in order for you to feel like I delivered on that goal?

2. Outstanding! One last thing, you will receive a survey from Zillow to confirm I have provided you with a 5-Star experience so is there anything more you need from me to ensure I receive a 5-Star review?

No: Wonderful! I really appreciate you making the time to complete that for me.

Yes: I am so glad I asked. (Confirm you will do what they have requested) 3. Have I answered all of your questions today?

4. Great, I am looking forward to meeting you on __[date]__ at __[time]__.

at Keller Williams Integrity

ZILLOW BUYER Offer for Buyer Consult Option 1: Now I am hopeful one of these homes we are going to see will be the one you’ve been looking for but in the off-chance they’re not I would love to create the best strategy to find you and __[spouse’s name]__ the right home that meets your needs. Let’s do this, I

don’t mind... let’s set aside an extra 15-20 minutes after our showings today so that you

can save hours of time and frustration going forward, okay?

Option 2: Now I am hopeful one of these homes we are going to see will be the one you’ve been

looking for, but in the off-chance they’re not, I would love to set aside 15-20 minutes at the end of our showings today to create the best plan to find you and

__[spouse’s name]__ the right home that meets your needs. I’m not sure if it’s for you but

most of my buyers are happy to invest the small amount of time now in order to save a significant amount of time and frustration in the future.

Offer Lender to Call I’m going to have our lender call you within the next 15-20 minutes so that you know just how much purchasing power you have. They help more homeowners than anyone else in Colorado, so I’m placing you in great hands!

Best Practices 1. Bring energy, enthusiasm and be likeable.

2. Use their first name throughout!

3. Build rapport and be conversational.

4. Find out about their spouse or significant other and how they feel about the move.

5. Use a lot of assumptive language.

6. ALWAYS have a minimum of 2 other homes set to see at the first appointment.

7. Expect to write an offer on the 1st appointment.

8. Schedule a Zoom Buyer Consult for all out of state prospects.