Knowledge is Power and Money in 2011! Convert more Internet Business from the Internet. All the information you need to know to Leverage big sites like the Zillow Network!

1. Growing Your Pipeline and Converting Web Leads John Robinson Manager, Partner Relations Twitter - @RobinsonJohn

2. Agenda Buyer & Seller Trends Profiling the Online Buyer & Seller Growing Your Buyer & Seller Pipeline Qualifying and Categorizing Online Leads Communicating with Your New Prospects

3. Buyer/Seller Trends “50% of recent home buyers were first-time buyers with an average age of 30 years old.” National Association of Realtors 2010 Profile of Home Buyers and Sellers

4. Buyer/Seller Trends “90% of home owners & home buyers start their search online.” National Association of Realtors 2010 Profile of Home Buyers and Sellers

5. Buyer/Seller Trends The Internet and the Home Buyer - 37% of Buyers in 2010 Found Their Home Online - *NAR 2010 Profile of Home Buyers

6. Buyer/Seller Trends The Home Buyer and the Realtor - Percentage of Buyers Using a Realtor Continues to Increase - *NAR 2010 Profile of Home Buyers

7. Buyer/Seller Trends The Internet and the Home Buyer - Action Taken as a Result of Internet Home Search - *NAR 2010 Profile of Home Buyers 29% of 2010 Buyers Found the Agent Used to Buy Their Home

8. Agenda Buyer & Seller Trends Profiling the Online Buyer & Seller Growing Your Buyer & Seller Pipeline Qualifying and Categorizing Online Leads Communicating with Your New Prospects

9. Profiling the Online Consumer Top 5 Things You Need to Know 5. Higher income $74,200 (avg.) 4. Avg. search time is 12 weeks 3. Biggest Need from Realtor: Help understanding the process 2. 64% interview only one agent 1. Time Sensitive *NAR 2010 Profile of Home Buyers

10. Profiling the Online Consumer Web Sites Used in Home Search *NAR 2010 Profile of Home Buyers

12. 20,000 home-views/hr (6 per second)

14. Growing Your Pipeline 3 Steps to Success 1. Syndicate Your Listings 2. Optimize Your Website 3. Invest in Lead Generation Programs

15. Growing Your Pipeline 1. Syndicate Your Listings + 20 More Sites

17. Contact Info

18. FB, Twitter, LI

19. Link To Website

20. Marketing Text

21. Can Embed Links & Video

22. Contributions Listed

23. Listing Showcased

24. Ratings – NEW!!!Great SEO Capabilities IMPORTANT! Listing Email Address Profile Email Address

25. Growing YourPipeline Listing agent: Always listed first if they’ve activated their account and provided a photo Premier Agents: Up to two Premier Agents listed Top Agents: Active agents with listings in the ZIP code who frequently contribute to discussions

26. Growing Your Pipeline 2. Optimize Your Website “A website is only as good as its ability to be found and used by consumers.” Ben Kinney 2008 Top 30 Under 30 WCAR Realtor of the Year Theme Formula: Real Estate Topic + Local Geographic Area = Great Theme!

27. Growing Your Pipeline

28. Growing Your Pipeline

29. Growing Your Pipeline Top 5 Contact Capture Form Techniques Active Listing Search Foreclosure/Short-Sale List Property Value Analysis Market Analysis Report Registration Wall

30. Growing Your Pipeline 3. Investing in Lead Generation Programs Your Website Zillow.com

31. Growing Your Pipeline

32. Growing Your Pipeline Buyer’s Agent List

33. Growing Your Pipeline Buyer’s Agent List

34. Growing Your Pipeline: Mobile Ads Connecting Zillow’s home buyers and sellers to an elite group of agents

35. Growing Your Pipeline Featured Listings 3.3 X Increase Featured Featured Regular Regular Search Impressions Email Contacts 5.7 X Increase

37. Customizable Message

39. Agenda Buyer & Seller Trends Profiling the Online Buyer & Seller Growing Your Buyer & Seller Pipeline Qualifying and Categorizing Online Leads Communicating with Your New Prospects

40. Qualifying & Categorizing Leads LEAD Follow-Up Strategy 1. RESPONSE 2. REFERRAL 3. INCUBATION BUCKET 3. FOLLOW-UP PLAN 4. 5. REASSESSMENT

42. Are you working with a Realtor already?

43. Are you prequalified for a loan? (If so, how much?)

44. How soon are you looking to purchase?

45. What’s your biggest need and how can I help?

46. When would be an appropriate time to follow-up?

48. Knows price-point but no financing yet

49. Still interviewing Realtors

50. Looking to buy in 4-6 weeks

51. Prequalified (or close)

53. Not prequalified

54. Family or friend is Realtor

55. Not sure when/if they’re looking to buy

56. Not possible to secure financing

57. Thinks a Realtor is overpaidD C

58. Agenda Buyer & Seller Trends Profiling the Online Buyer & Seller Growing Your Buyer & Seller Pipeline Qualifying and Categorizing Online Leads Communicating with Your New Prospects

59. Communicating with Your Prospects “Leave no lead left behind.” Bob Winkler RE/MAX Preferred Premier Agent - San Antonio

61. Act as a Resource

63. Reaching Zillow’s 9 Million Visitors Premier Agent Availability 75% 98101 = 8,000 Ad Views = $145.30/Month 25% 98105 = 9,000 Ad Views = $232.90/Month 100% 98125 = 27,000 Ad Views = $605.20/Month 50% 98133 = 13,000 Ad Views = $142.80/Month 25% 98144 = 6,000 Ad Views = $306/Month 25% 98177 = 6,000 Ad Views = $147.9/Month