Sales meeting on Zillow's new endeavor to capture the seller market by providing property owners with tools and market research to manage their properties and understand the market

1. Sales Meeting
Chambersburg Office
May 3, 2016
1
“Your premium brand had better be delivering something special or it's
not going to get the business.”
- Warren Buffett

2. Facebook Open House Advertising
2
Homesale Realty
Sponsored • 
Come visit 835 WASHINGTON CIRCLE in
Chambersburg, PA this Sunday from 1-3pm!
OPEN SUNDAY 1 -3 PM
Fabulous townhouse with ma . . .
http://Homesale.com
Learn More
Harrisburg Region
Open Houses
(April 23, 2016)
Ads Run: 23
Total Impressions: 23,706
Total Click Throughs: 835
Average Clicks / Property
36.3

3. LearnCenter REsource
Web-Based and Virtual Instructor Led Training
3

4. LearnCenter REsource
4

5. LearnCenter REsource
5

6. LearnCenter REsource
 Web-Based course accessed 24/7
 Self-paced – takes approximately 30 minutes to
complete
 Grow Your Business Through Referrals
 Testimonials
 Online recommendations
 People you know
6

7. LearnCenter REsource
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eCertified®
The Next Generation

8. LearnCenter REsource
 eCertified® - The Next Generation
 Module 1 - Modern Consumer Trends
 Module 2 - Online Prospecting
 Module 3 - Personal Branding
o Email Marketing
o Social Media Presence
o Blogging
o Video and YouTube
 Module 4 - Leads Management
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Earn the eCertified
designation

9. BHHS Homeowner Sentiment Survey
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10. BHHS Homeowner Sentiment Survey
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Scroll to the bottom
of the page

11. © Copyright 2016 Daniel J Edelman Inc.
Homeowner sentiment toward the real estate
market rose for the first time since this survey
began in February 2015

12. 12
75%
68%
71%
80%
25%
32%
29%
20%
66%
67%
71%
75%
34%
33%
29%
25%
Q3. Compared to last year, do you believe that the housing market is…
Compared to last year, do you believe that the housing market is
moving in the right direction or off on the wrong track?
Current Homeowners Prospective Homeowners
W1
W2
W3
W4
W1
W2
W3
W4
-1 pt.
Off on the wrong track Moving in the right direction Off on the wrong track
Moving in the right
direction

13. © Copyright 2016 Daniel J Edelman Inc.
The Role of the Real Estate Agent

14. 14
75%
80%
80%
88%
67%
73%
75%
83%
Explaining different ways a certain home can suit my
needs
Offering innovative tools and technology to help me
make better decisions
Providing me with the confidence I need to trust my
instincts
Helping me understand the financial aspects of the
process
Current Homeowners
Prospective Homeowners
Q69: Please indicate how important it is for a real estate agent to deliver on each of the following benefits in order to help you maximize the value of a home you plan to purchase.
How important is it for a real estate agent to deliver on each of
the following?
[Showing % who say “important”]

15. Understand Your Opponent
Glenn Robinson
F&M Men’s Basketball Coach
15

16. Understand Your Opponent
READ
THIS
BOOK
16

17. The New Rules of Real Estate
 FACT: 80% of money agents spend on marketing is
wasted on things that produce little or no result
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“But at least I got my name
out there”

18. The New Rules of Real Estate
 FACT: 50% of the people that make an online inquiry
will buy or sell real estate within 12 months
18
You can’t control when somebody is going to take action.
You can control what actions you take.

19. The New Rules of Real Estate
 FACT: In the last 12 months, 50 million leads have been
sold to agents through Zillow, Trulia, and Realtor.com
19
Only 5 million were converted to commission checks

20. Zillow’s Domination
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59M
20M
18M
5M6M
Top 5 Real Estate
Search Portals
April 2016
(Unique Visitors)

21. Zillow®
Owner Dashboard
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Zillow is now after the seller market

22. Zillow®
Owner Dashboard
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23. Zillow®
Owner Dashboard
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Add facts about the home
to refine Zestimate Add photos to enhance
home’s appeal

24. Zillow®
Owner Dashboard
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Owner can see how many page
views their home has received

25. Zillow®
Owner Dashboard
25
Owner can see how their home’s
value has changed over time

26. Zillow®
Owner Dashboard
26
Choose comps in the area from
amongst various price ranges

27. Zillow®
Owner Dashboard
27

28. Zillow®
Owner Dashboard
28

29. Zillow®
Owner Dashboard
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30. Zillow®
Owner Dashboard
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 Adding a video will boost listing’s
appearance in listing search results
 The only way to shoot a video is to
download the Zillow app
 Each video is two minutes long and
has no sound
 Don’t get caught unprepared when
your seller asks why their home
doesn’t have a video

31. Zillow®
Research
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What information are you providing to your database that will help your clients
understand the real estate market?
You are providing valuable info - - - right?

32. Zillow®
Research
32

33. Action Plan
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 While relationships will get your foot in the door, if you
can’t interpret your market you will lose the business

34. Action Plan
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 Follow-up systems are now a necessity to stay engaged
over the long-haul

35. Action Plan
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 If you can’t explain your value to the customer they will
find somebody else who can

36. Action Plan
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 Are you still saying:
 Now is a great time to buy!
 Why rent when you can own!
 The market it really hot!
 In today’s world, this is
background noise
 Know what is happening
in your marketplace