hey what's up everybody this is Chris Jones founder and CEO of gorilla Realty and uh I'm going live so we are doing an eight-week Series where every week on Friday I'm gonna go live and show you my favorite current location strategy like my favorite way to get clients right now in this market and I'm just going to walk you through the baby steps and you can actually watch me pull the whole thing off all right so I think we're live on Facebook yep it says we're live and so this is this week is the 15-minute hack to get free leads from Zillow and uh I'll real quick before we get into the strategy itself I just want to say that the reason why this one's going first is I tell people all the time when agents ask me they say hey Chris you've got like you know 20 to 30 uh playbooks out there now uh and all of them seem to be really powerful but which one's your favorite if I could only do one which one would you recommend that I do and so what I like to say is if I could only use one of our playbooks we have 26 proven playbooks or across North America but if I could only use one for the rest of my life it would be this one right here my 15 minute hack to get free leads from Zillow and the reason why is that Zillow leads are incredibly high quality and I'll show you why in just a minute but uh you know if someone's on Zillow it's because they're gonna buy or because they're going to sell or both and uh Zillow leads um it's why they cost so much so if you were to if you were to go be a Zillow Premier agent it would cost like 1200 per month per zip code in my market but I'm actually getting more leads than a premier agent from this strategy and they're better quality because I'm not sharing the lead with other real estate professionals you'll see why in a minute and then finally I'm spending zero dollars so this this hack is 100 free it won't cost you a dime so this is live I'm going through this you know completely unedited uncut and that means that I probably make some mistakes but I just want to walk you guys through it and show that you can do it in 15 minutes and all you need is five apps don't worry um that sounds complicated but the five apps that you need we've built and we're going to provide to you for free so if you look in the comments um obviously not live if you're joining us live I'll post them at the end of the video but if you're watching this later on YouTube or you're watching it on loom or you're watching it in one of our Facebook groups then all of the apps that you need will be either in the caption or in the first comment below so we're going to provide you all of those and they're easy to get all right so without further Ado this is we're gonna do we're gonna go get free leads from Zillow and the way that we're going to do it is we're going to start with fsbo leads and so obviously the best place to get fsbo leads is our free app Fizz Bonanza you can it's not it's not something you know none of these apps are something you download to your smartphone okay you don't have to go to the app store they're just web apps so you just go to fizzbonanza.com it'll take you here where you're going to get free fsbo leads you're going to get the address the price the phone number most importantly and a bunch of other details about the the fsbo lead and the reason why we're starting with fsbo leads is it is the easiest lead or the the easiest uh Zillow listing to flip and so what we're going to do is we're going to flip azilla listing so that that listing is producing leads for us rather than for other agents and the easiest thing to flip is a fsbo lead all right so we're going to start with a physical lead um right now there's some kind of bug with fisbaneza this not downloading as many leads as it should usually I've got 30 or 40 fsbo leads in my market here in zip code 28303 here in North Carolina but in any case 15 leads is more than enough to start with okay so all you do is you're going to type in your ZIP code and then you're gonna you're gonna choose the area that you want and then you're gonna click search and if you're not already subscribed to the search then you can subscribe to it and when you subscribe to it it's going to send you an email every week Monday at 9 00 a.m Eastern and it's gonna show you all the new fsbo leads that have come on the market this week uh if any have all right so once I've got my list I've got like 13 results this is just an example I'm going to click download CSV all right now I want to open it as a Google spreadsheet and so just bear with me this is what the leads look like once they're in a CSV now you could call directly from Fizz Bonanza if you wanted to but check my calls and I like to make multiple attempts in case they don't answer me the very first time so this is what I like to do I like to to upload them to another app that we've created called Hatcher all right and Hatcher's right here it's a an ultra minimal CRM it does almost nothing except for convert leads into deals which of course is what we want and you can get a free account okay I'm actually going to log into my existing account where I've already got leads and a whole visual pipeline I've already got several clients and closings already in here okay but Hatcher has been absolutely incredible for me I started testing it about three months ago it's finally ready for prime time um so it's in beta and you can get up you can get a free account just by going to hayhatcher.com all right so I'm logged in here okay but let me back up all right let's go back to the fsbo leads the first thing I want to do is I want to I want to delete out any of these leads that are just land listings all right so I don't want to know I don't want to see any land listings um so I'm gonna I'm gonna go through and and do that real quick um so this is a land listing I believe nope it's not um there are a couple in here oh here's one okay yeah this is a land listing as well all right all right so I got that out of there so I've got 11 leads no no I've got 10 leads because the first the first uh just want to freeze that top row all right so there we go so I hope you guys um catch that but there you go um this is how I edit the spreadsheet now I'm going to delete some of these uh columns that don't matter so I don't really care how long it's been listed that's not going to be essential to my phone call okay um I also don't um since none of the names are available I'm just going to delete that column and what I'm going to do instead is I want this to be the name that gets imported into my CRM so the address is what I want to show up as the name so that when I call them I can say hey is this the owner of 6204 Twigs court for example okay and then none of this information is important obviously the phone number is so I'm going to stop there I'm going to delete that okay um the price the square foot um those things are good um I don't need the email since none of them are there or these links um there we go also I'm going to get the square foot but I don't really care about bedrooms or bathrooms so I'm going to delete that and then I do want the description and what I want to do is I want to import these three columns I want to import them into the notes so that I can see that stuff and so there's I know there's a um um there's a formula that you can use combine um cells in Google Sheets and again this is live and Uncut I don't remember the um I don't remember the uh what do you call it the formula off the top of my head so I'm just going to look it up and no that's not it okay here it is all right so it's this formula so equals concat and then the values that you want to the values that you want to merge so this is pretty easy okay so what we're going to do is we're going to do this but value one is going to be uh the price and then value 2 is going to be the square footage okay and then value 3 is going to be the description and we're going to put that all in the notes does it not allow three okay it does allow two all right so I'm going to put this in between all right bear with me guys I'm not a Excel expert by any stretch all right there we go so something about the if you have the concat but you don't have the full string that just doesn't allow you to do it um so now I think that I can also add in uh the description there you go all right so this has not only the price the square footage and the description and just bear with me guys I know this probably seems complicated but I'm gonna I'm gonna paste this right here okay and we'll just move that so you can barely see it okay and this is what we're going to import as the note so we have the name the phone and the notes and what we're going to do is we're going to call this you know uh fsbo leads January 13th okay and then we're going to download it as a CSV okay once we've done that we're going to go over to Hatcher and we're going to upload do a mass import all right so we're going to put them in the unreached column and we're going to do a mass import so we're going to grab the file that we just named and there we go it just imported the name and the phone number and then the notes and the notes we've got the price the square footage and then all of the MLS comments All right so now that I've imported these 10 leads what I can do is if you've set up twilio inside of um inside of Hatcher which is super easy all you have to do is um enter a couple of codes from your twilio account and you can make calls and send text messages from your twilio number all right but then all you do is you start the dialer and I'm not going to actually make the call but you can see that it does the countdown I'm going to actually let the the call begin and I'm going to call through these fsbo leads and I'm gonna I'm gonna follow a script that is unlike any fsbo script that you've heard before all right so I'm going to go ahead and stop the idle dollar I'm not going to make the call right now but I'm going to call through these leads okay and then I'm going to follow a really cool fsbo script one that's unlike anything you heard but that converts uh about one in three phone calls that I make converts to a listing appointment if you can believe that so this is highly tactical even surgical right and so what I've done is I've got let me back up and walk you through that so I've gone to the next free app that I'm going to give you guys today which is colster which is a briefcase of all of our favorite call scripts from some of the best coaches in the industry including us there's all of them but you're looking for the Fizz Bonanza script if it doesn't pop up first it is one of our most popular scripts so these are kind of sorted by which are most popular you can go to fsbo and then you can go to Levi Jones who's the author that's my brother uh and then once you've sorted it down you can even favorite it so that it comes up the next time you log in and then you're going to open this this script right so it's going to open a Google doc here and this is the script that I'm going to follow with the fsbo when I'm calling them through Hatcher right and my my dialer is live this is the script that I'm going to follow right so I'm going to say my name is Chris Jones with Gorilla Realty I'm a realtor here in Fayetteville are you the owner of 123 Main Street right and they're going to say yes and I'm gonna say okay great and I'm gonna do something that nobody's ever asked them before I'm going to ask them a question nobody's ever asked them right instead of being pushy I think the most popular fsbo script of all time I'm not going to call out the coach who uh who made it popular but the most popular fsbo script of all time is where you lie and pretend that you have a buyer that you want to bring out to the property then of course you show up to the property with no buyer because there never was one but then you tried to Dragoon them into a impromptu listing appointment right and we don't do that we do um something that's completely unexpected and that is really easy just to deliver value right so follow me here I say okay great can I come by to take a video of the property this week and the prospect usually will be a little bit suspicious because again you're a realtor and they don't trust you because most Realtors start right out by lying but they're going to say uh I guess you can but I'm curious why why do you want to take a video of the property and my go-to reasoning is because I have always have several out of town buyers that I'd like to show the property to this is true okay and I'd prefer not to drive out to the same house more than once so I'd like to show them the property save us a trip and then if they really like it then we could go out to see it okay if that's not true for you don't say it again the whole point of this lie is being honest and delivering honest value and that's how you're going to get the listing appointment and how you're going to get the multiple buyer and seller leads from flipping the Zillow uh listing okay so if this isn't true this is true for a lot of Agents but if it's not true for you then don't worry you have covid depend that you know the pandemic that we're just coming out of as a built-in excuse so you say well listen after the pandemic a lot of buyers just aren't comfortable with uh going out to some stranger's house and dropping around their house and exchanging germs and so what I do is I I know how to you know I'm trained on taking all the necessary precautions I'll come out with gloves and all that and I'll do the the video of the property and then I can show it to all of my buyers and then only if they're really really interested in it do we actually make the trip out there okay so there's another excuse which will be true for just about everybody right so then the prospect or the fsbo is going to say okay no problem right and uh just as a just as an aside we find that fsbos are often suspicions of others motives and might ask for additional proof of what you're telling them you can offer to text them a picture of your realtor ID card and business card and a lot of times I do this unprompted just so that they know that I am who I say I am okay once they've said yes then I go to the house and take photos and a few short video clips and I'm going to create a freaking amazing looking video tour from my phone okay and the way you're going to do this is you're going to use listing cake right so again this is just another app that we've created listingcake.com I've already uploaded a bunch of the the photos while I'm executing this strategy today okay you can upload all the video clips and the photos directly from your phone and then you're going to choose a layout where you know you get this like polished overlay on top of the video and then you put in all of the you know all of the the facts about the property all right and then you hit next oh you also put in your contact info so you put in all of your details as a realtor okay and that's all going to show up on the overlay it's going to make you look like a million bucks then you're going to choose some uh uh what do you call it some background music my favorite track is rainy day and then you're going to click next and then you hit process video where you can download the Final Cut and then we're gonna go back to the script okay so I'm gonna after I've created the video I'm gonna come back the next day I'm gonna call him back and I'm gonna say hey it's Chris again um by the way thanks for letting me come take a video it's an absolutely beautiful property in fact I'm curious why in the world are you selling it in the first place right and the seller will here tell you their motivation and time frame for selling so once they've told you why they're selling it then usually you'll have a good idea of what their time frame is or when they need to have it sold by right whether they're in a hurry or not and no matter what they say I always move to the next part of the scripts I say okay I understand well look I put together a professional video tour of the property are you interested in seeing it they always say yes remember there's a house that they most likely lived in for several years they're emotionally attached to it and they want to see it through a professional's lens so they always say yes and I say okay I'll email to you what's your best email okay and now you've got their email address and I'm going to upload that um here in Hatcher okay so I'm gonna I'm gonna put their email address in okay and now that you know their email back to the script I'm going to say well look I'll send it over by the way you can share this link on Facebook and ask your friends to share it as well oftentimes you'll get enough traffic to the page to find a buyer which of course you know obviously that's what you're trying to do here and I also and so the seller agrees and I say also I don't know if you know this but Zillow makes it really really hard for you to connect with Buyers on on Zillow right so I'm sure you've noticed that they put their Premier agents right next to your listing and your contact info is buried all the way down at the bottom of the page right and every single time the fsbo the seller is going to agree and Grumble about Zillow and how they hate that all these agents are listed on their listing rather than their info which is usually buried somewhere in the page right and then I say well look we have a cool service we have a way of branding the lead photo so that people can text you for a free video tour that's what everyone wants anyways they want a video tour they want to see inside the property and so there are two ways you can do it you they can text you directly and you can text them back the link or we have a text autoresponder service that will do it automatically so some sellers prefer this so they don't have to reply to text in the middle of the night or all day at work so if you're interested in the survey would you like your info or would you like to use our autoresponder now the seller tells you their preference nine out of 10 times they choose your text autoresponder because it's hassle free boom once you've done this you get free buyer leads from Zillow I'll show you how that works in just a second okay but no matter what they pick you were creating an amazing relationship and establishing yourself as a marketing genius all right so we all know that 75 of fsbos ultimately get frustrated give up and list with an agent which is good for you because when they do you're going to be the first agent that they think of right so I say okay cool I'll make the image and email it to you all you have to do is upload it to Zillow as the first photo on your listing I'll send you the instructions in like 15 minutes okay now sometimes they ask I do get this question a lot okay sometimes they ask and they say uh why are you doing this what's in it for you and I always tell them the the absolute truth which is that I'm a straight up nice guy and I like helping people right and I'm passionate about helping people sell homes in Fayetteville people even if I'm not getting paid to do it okay but when this service connects you with more buyers it'll connect me with more buyers too so one of them is going to buy your home the rest I'm going to help them find another home so it's it's a it's a win-win for both of us all right so give me an hour I'll email you the photo we'll talk soon okay now I'm gonna go directly over to free photo branding all you have to do is enter your email to use this app okay and again the links to all these apps are um are down below so you can just grab them there but what I'm going to do is I'm going to do the lead photo um it's here somewhere uh it's okay I don't have the lead photo so I'm just going to take a random photo okay but I'm going to show you what it looks like okay actually you know what I'd rather show you guys um well we'll see okay so I'm just going to take this random bathroom photo and you guys can get the idea Okay so once you go to The Branding page it's actually set up so that you can brand it with Zillow colors okay so you can also um uh do black and yellow so that it's really stand out if you want to we also have Trulia colors and we also have realtor.com colors so you can actually go and flip any listing on on Trulia and uh realtor.com as well um but we're going to do Zillow since that we're flipping at Zillow listing so we're going to choose Zillow blue okay and then you're going to uh have a call to action so for full video tour text this code to this phone number okay and it'll be your text autoresponder hopefully right otherwise uh you might you might if you're doing it for them you would say text this code um you know video to this phone number and then when the when the seller gets that text that says video they know to reply and they know that's a potential buyer for their property but again a lot of fsbos don't want to deal with this so they're going to use your text autoresponder if you don't have a text autoresponder it's included in our paid service pipeline Pro Tools which there's also a link for down below and if you have that it makes um executing this whole strategy a thousand times easier and a thousand times more effective right and if you're just curious about how it works you can also get a demo and download this whole Zillow hack Playbook which is our internal Playbook you only get with our paid service I'll let you download it for free just for booking a demo today so there should be a button somewhere on this um video or if there's not a button then there's a link down below that'll explain you can get this whole this whole Playbook which has all the links and resources in the step-by-step all the baby steps the step-by-step formula for you to go out and get um you know flipzilla you know do this Zillow hack um so you get the whole Zillow hack playbook for free whether you buy pipeline Pro Tools or not okay so once you're done then you download the photo and you email email it over to the um you email it over to the what am I trying to say to the seller and then the seller uploads it to Zillow and boom you have a flipped Zillow listing on on Zillow so that you know it's getting hundreds of buyers per month and when they want the video tour they're going to text you so every time I flip one of these we get a slow steady drip of around five leads per week sometimes it's a really hot property it might be more than five but imagine you were to execute this one time per week right so you're gonna flip one fsbo listing per week imagine what that would do to your business so not only are you going to stack up you know this slow steady drip you know every one of these properties is going to be generating you an average of you know five to ten leads all right they're going to be texting you and they're going to be going directly into my Hatcher account but on top of that you're also going to be building a relationship with the fsbo and what I do is once a week I just text them right and I say hey how's it going have you had any bites yet and that's it and I I don't try to pressure them into a listing appointment but generally they will reach back out to me within a week or two and say hey I'm getting kind of frustrated can you tell me what you would do if you were in my shoes and bingo there's your listing appointment so I always recommend that we meet for coffee or meet over zoom and I'll show them exactly what I would do which would include listing with an agent listing with me but I walk them through my whole listing presentation and then we take the listing so we have agents in Texas that are taking one listing per week from this strategy uh in addition to generating a boatload of buyer leads this is probably my hottest Legion strategy right now and again it just starts with having Fizz Bonanza Hatcher callster.io listing cake and free photo branding but these are all free apps that I'm giving you today um again the link is below so I hope you guys enjoyed this um I don't know what minute we're at we're at like 25 minutes in but there you go um I think you can execute this on your own if you're not teaching it to someone you can execute it in about 15 minutes and uh there you go I hope you guys enjoyed it