5 minutesCall every nurture lead. Don't text first.
30 secondsAsk for the appointment.
3rd or 4th ringOnce you've had a lead that day.
35%Our pickup-rate line (Zillow's is 25%).
2 in LeadThe most you may have sitting in the Lead stage.
4 daysClosing statement into Premier Agent.
Every new lead
- Nurture lead: called within five minutes, and no text from you before then (the card goes out at five minutes; a text from you skips it)
- Appointment ask within 30 seconds
- Next step on the calendar before hanging up
- Call logged in Follow Up Boss before doing anything else
- Next task set in Follow Up Boss
- BoldTrail set up the next morning
Every day
- Lead stage checked first: no more than two sitting there
- Follow Up Boss Inbox reviewed
- Stages worked in order
- BoldTrail dashboard checked for activity signals
- Every file touched has a next task before end of day
- Leads ready for long-term care sent to the broker
Every week
- At least 10 logged calls
- Pipeline hygiene: active leads are actually active
- Follow Up Boss coverage above 75%
- Zillow Home Loans referral for buyers you've met who are financing
- Zillow team meeting attended every other Friday (or recording watched), and the off-week ALM class if you're on the list
Moving a lead to long-term care
- 30 days and five logged calls (or a note on why it's early)
- Names emailed to the broker, three to five per email
- Receipt email received
Every transaction
- Pending in Premier Agent within 48 hours; Follow Up Boss stage Under contract
- Back Office: acceptance date, contract uploaded, file moved to Pending
- Closing date changes made in Premier Agent and Back Office the same day
- Cancelled the same day in Premier Agent and Back Office, office told
- Closed in Premier Agent, closing statement uploaded within four days
Scripts
Intake appointment ask
"Hi [Name], this is [Your Name], your Zillow Preferred Agent. Zillow just connected us. I see you're looking at a property or properties in [area]. Would you like to see it today?"
Financing opener (at or after the first showing)
"At some point you're going to find a house you want to buy. When that happens, I want to be ready to move for you. Are you thinking this will be a cash purchase, or will you be getting a mortgage?"
Terminator voicemail
"Hi [Name], it's [Your Name], your Zillow Preferred Agent. Sorry I missed you. I have some information about the property you were looking at. I'll try you again tomorrow at [exact time]. If you have two or three minutes before then, give me a call."
Callback at the stated time
"Hi [Name], it's [Your Name]. I told you I'd call at [time], so here I am. Do you have a few minutes?"
Specific follow-up text
"Hi [Name], I saw [property] just listed at [price]. It has [feature they mentioned]. Worth a quick look? I have time [day] or [day]."
BoldTrail reactivation call
"Hi [Name], I noticed a few new listings came up in [area] that match what you were looking for back in [month]. I thought of you right away. Have you been keeping an eye on anything?"
Touring agreement intro
"Before we go in, Zillow requires a quick form. It just confirms I'm your agent for today. No long-term commitment, no obligation. Takes about 60 seconds."
EBBA ask (after the first showing)
"Now that we've had a chance to look at some homes together, I'm confident I can help you find the right one. Do you feel comfortable with me guiding you the rest of the way?"
Need the words for a situation that isn't here? Ask A.I. Mark on the Agent Hub, or look it up on the What Mark Says scripts site,
fsp-scripts.netlify.app.