Now let me discuss Lesson #2
about Zillow leads. What is unique about me is that extremely good at online lead generation, relationship marketing AND telemarketing. Not trying to exaggerate but those that have seen me in action could probably vouch that I was the best telemarketer that they’ve even seen. Here’s my secret: Redbull. LOL. When I drink redbulls and you see my hands all jittery and tapping. That’s when you know that I am about to sell a Snow Castle to an Eskimo. So Lesson #2
is how I ran my boiler room. As the alpha dog telemarketer in the room, I would challenge those training with me to find me a lead that hung up on them. I would have everyone stop “dialing for dollars” and I would have everyone watch me call the person who hung up and turn them into a listing or showing appointment. I am somewhat embarrassed to admit that I learned all my telemarketing skills selling encyclopedias door-to-door and selling used cars. I have hundreds of techniques to teach and if you Follow me here on Instagram, I will try to share as many of these as I can. But one technique that I used is called the “surrender and comply.” So, the angry prospect hangs up on my telemarketer. And I have the audacity to call them back to apologize (“the surrender”). They might yell at me and ask me why on earth are YOU calling them back. I lift my hands physically in the air like I am surrendering to someone pointing a gun at me. Once I calm them down with the “surrender and comply”, then I move into an aggressive push back mode. And my object is to build a relationship and make this person my buddy. Asking opened-ended FORM (family, occupation, recreation and then message) questions. Alright... I am talking about old Zillow leads in this example. Because new Zillow leads are usually never this cold. If you call a Zillow lead within an hour, they are generally happy to talk to you. That’s because Zillow does permission-based marketing. When a lead on Zillow contacts you, the lead gave Zillow permission for the agent to contact them. Wow... there is so much to this. You might have to read a ton of these posts to learn how to generate Zillow quality leads. But we’ll get there soon.