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Maximizing Broker ROI: How to Find the Right Buyers and Secure the Best Leads

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By Nick Caruso

“Today’s consumer is probably the most informed and intelligent consumer in a long time. They know more about the house at the beginning than the REALTOR®, ” says Welk. “Accuracy of data is very important to us and that’s something we use to build these relationships.”

Innovative Real Estate Group has used other companies and methods in the past and claims the difference between those attempts and Zillow are “night and day.”

“Before, it was really hard to track people down and get them to commit. They were tough prospects to convert. Compared to other companies, Zillow prospects are much more qualified, and more times than not, ready to go,” says Nordby.

In the last year, Welk states that they’ve received an average of 150 leads per month. The company closed 5.3 percent of those leads, while another 4 percent remain active. Also in the last year, the company saw a growth of 91 percent, while the year before they saw a growth of 108 percent.

“A lot of that is a direct impact from Zillow,” says Nordby. “Zillow really leveled the playing field between us and other brands. Consumers are finding us just as much as any other brand.”

“I think it’s one of the premier tools out there right now. It’s giving us the marketplace to talk to the consumer without cold calling or diving for dollars,” says Welk. “It’s a better way to generate business.”

For more information, visit www.zillow.com/agents.

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