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How to Use Zillow “Zestimates” to Get More Listings

Homeowners are curious about their property’s value—use Zillow Zestimates to start conversations, correct inaccuracies, and generate more listing leads!

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A house is the biggest investment most people will make in their lives. Your past clients and SOI want to see how their investment is performing over time, and Zillow Zestimates are one of the most common sources of information homeowners use to keep an eye on their home’s value.

Why This Works

Zestimates typically aren’t completely accurate, and a homeowner will be the first to tell you when they disagree with it.

By proactively sending the Zestimate to your contacts, you feed their curiosity while also showing them you’re on their side.

What You’ll Need:

✅ Your Contacts’ Phone Numbers

A Weekly Planner

✅ Screenshot of Your Contact’s Zestimate

✅ The Zestimate Script

Implementation Steps:

1️⃣ Make a List and Check it Twice

Gather a list of your past clients and other contacts in your SOI. Use a real estate CRM or a Lead Tracker Worksheet to stay organized, and make sure you at least have their name, address, purchase date, purchase price, phone number, and email.

2️⃣ Create a Plan

Choose the contacts you’ll send the Zestimate to, and plan your touchpoints for the week using a Weekly Planner. Depending on the number of contacts you’re sending these to, block out around 30-60 minutes each day.

3️⃣ Gather Zestimate Screenshots

During your time block, look up the address for that day’s contacts on Zillow from your phone, and take a screenshot that shows the Zestimate number.

4️⃣ Send the Screenshot in a Text

Use the “Zillow Opinion” script below in a short text and include the screenshot you took.

Hey [Name], I was on Zillow earlier today looking for a few properties in your neighborhood and I thought I’d check out your Zestimate. They estimate your home’s value as [PRICE].

[INCLUDE SCREENSHOT HERE]

I have my opinion but I’d love to hear yours!

5️⃣ Send a Home Valuation

After sending the text, you’ll likely get a response like, “That’s not even close!” or something similar.

Validate their response (if you agree) and tell them you’ll be sending an updated CMA so they can know the truth.

When sending the CMA, include information about what they originally purchased for, their current mortgage amount (look it up in public tax records or use your best guess if you’re unsure), and an estimate of how much equity they’ve built.

This is a simple way to provide past clients with value beyond the sale and often leads to conversations about what they can do with that equity, like listing their home with you!

Start designing your own listing lead gen materials in the Marketing Center today!

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