Success Fees & Team Lead Responsibilities

Team Lead Best Practices

Introducing Zillow Preferred to Your Team

Team leads play a crucial role in communicating the advantages of the Zillow Preferred program and ensuring that everyone is aligned with the program’s goals and expectations. Key messaging for your team:

  • Stand out to clients and win more business – Stay at the center of every client’s journey with a connected experience.
  • Turn high-intent leads into loyal clients – Tap into exclusive client insights, timely nudges, and AI-powered messages that surface high-intent buyers.
  • Performance-based rewards and growth – Top-performing teams get rewarded with more connections and opportunities to grow their business.
  • Move faster with innovative tools – Stay organized, and optimize every step from first click to final close.

Presenting Commission Splits to Your Team

Lead with the benefits: Win more business, grow your client base, and accelerate closings with innovative technology.

Share the success fee model: Success fees range from 15-40%. You are responsible for payment on up to two transactions with the same Zillow Preferred connection within 24 months of connection delivery.

Present commission split: Present any changes to commission splits and how Success Fees may impact agent commissions.

Building Team Culture and Open Communication

  • Understanding agent motivation – Each team member will have different motivations; understanding individual goals helps identify what motivates them.
  • Aligning business goals with agent goals – Encourages accountability by securing agent buy-in and helps achieve personal goals while meeting team targets.
  • Giving transparency into performance – Knowing performance numbers and visualizing them in simplified reporting brings transparency to performance expectations.
  • Delivering consistent feedback – Understanding individual goals can help team leads identify what motivates team members and how to better support them.

Coaching Agents to an Action-Oriented Mindset

  1. Mastering the first connection call – Get in front of the buyer by asking the right questions using the ALM framework.
  2. Identifying the right time to transfer – Use the first appointment to begin discussions on the client’s financing.
  3. Conveying clear next steps – Share when and how they will be connected with a ZHL loan officer and what to expect next.
  4. Initiating a seamless introduction – Introduce the client to a ZHL loan officer via FUB with a group Zillow Message, text or email.
  5. Staying informed and in sync – Collaborate seamlessly with the loan officer by using shared notes in Follow Up Boss.

Next Steps in Your Onboarding Journey

  1. Live Training – Zillow Preferred team training and new agent onboarding webinar.
  2. Onboarding Courses – Complete Zillow Preferred learning plan leading up to activation day.
  3. Introductions – Virtual Loan Officer intro with your designated Zillow Home Loans loan officers.
  4. Activation – Zillow Preferred activation day when you start receiving connections and performance standards go into effect.