Takeaways:
- The key to converting a lead from Zillow, Trulia or realtor.com is to respond in 5 minutes or less.
- Leads from Zillow and realtor.com are more transaction-ready than leads from Google AdWords.
- Never throw a lead away.
SAN FRANCISCO — While the industry is torn on what to think of Zillow, Trulia and realtor.com, some agents are staying above the fray and using the portals to do what they do best: sell real estate.
Vikram Deol of The Deol Group, Adriana Plut of Alain Pinel Realtors and Kevin Markarian of Marker Real Estate shared how in a conversation with Joseph Rand of Better Homes and Gardens Real Estate Rand Realty at Inman Connect today:
“Zillow, Trulia and Move: Taking Advantage of the Portal Wars” is starting! #ICSF
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
–@RealtorVikram: About 40 percent of business comes from @zillow #ICSF
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
–@RealtorVikram: I don’t think I’ve ever sold a single house that’s the first one that someone inquired about on @zillow #ICSF
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
–@AgeyT: The key is to respond in 5 minutes or less. Even if it’s 10 o’clock at night. #ICSF
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
–@AgeyT: I avg about 30 transactions a year, this year might hit 40. About 70% come from @zillow #ICSF
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
Kevin Markarian: I benefit most from @realtordotcom. #ICSF
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
@josephrand: Formula is respond within 5 minutes, call, set up listing appointment. #ICSF
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
–@RealtorVikram: Get them off @Zillow onto your website. #ICSF
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
Kevin Markarian: If I provide the information, there’s no reason for clients to go anywhere else. #ICSF
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
Kevin Markarian: Try to pre-screen leads: Are you committed to an agent? Are you pre-approved? 3ICSF
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
Kevin Markarian: After initial text following inquiry, 30% will respond back. #ICSF
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
Kevin Markarian: Introduce other sales agents on team as “business partner” so clients don’t feel like they’re getting someone inferior
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
–@AgeyT: Even if they’re not ready, I want to get in front of them and meet them because I find that increases the conversion rate. #ICSF
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
–@AgeyT: Put leads that don’t respond into a drip campaign. #ICSF
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
–@RealtorVikram: We have more man power, so we’ll call them every day for 10 days. #ICSF
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
–@RealtorVikram: They’re either gonna buy or die. You never throw a lead away. If they tell you to f* off, you call them back in 4 or 5 mos.
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
Kevin Markarian: What I like about @realtordotcom is they deliver leads (rather than impressions) #ICSF
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
@AgeyT: Get 30-40 leads a month from @zillow, about 10 are junk leads. 3 or 4 close. #ICSF
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
–@AgeyT: Branding yourself on @Zillow & @Trulia adds value for your customers. Consumers trust these portals so we need to be there #ICSF.
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
–@AgeyT and Kevin Markarian: leads from @zillow and @realtordotcom are more ready to buy than people that click on Google Ad Words #ICSF
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
–@AgeyT: When come from @Zillow, can be under contract in a week and I’ve always been the listing agent if they’re selling. #ICSF
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
Kevin Markarian: Portals are here to stay, so work with them. #ICSF
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
–@AgeyT: I’m grateful more agents aren’t willing to work with @zillow & @trulia. More (leads) for me. #ICSF
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
–@RealtorVikram: Create a system to handle leads. You need to work them. Job is not done when you get the lead. #ICSF
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
Kevin Markarian: Provide value and a call to action every time. #ICSF
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
–@AgeyT: Provide value by referring to service providers even before meeting for the first appointment. #ICSF
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
–@AgeyT: To start out with this kind of advertising, buy a ZIP code and talk to your rep. I have a quarterly call with my @zillow rep. #ICSF
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
@AgeyT: Start with maybe $500/month budget. Start with one portal. Should get at least one deal from it per month. #ICSF
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
–@RealtorVikram : Before you buy advertising, make sure you fill out your profile and reviews with the portal. #ICSF
— Andrea V. Brambila (@InmanAndrea) August 6, 2015
