CNHI-Zillow Organization Taking care of Protests.


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66% of Zillow clients are effectively purchasing a home or plan to in the following 12 months ... Purchasing a house is an extravagant, passionate and complex exchange and ...
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CNHI-Zillow Partnership Handling Objections Jason Maly Senior Product Manager CNHI Interactive Media Jmaly@cnhi.com

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Pointers: Objections flag that customer is locked in Some strategies to react: • Ask questions? " A re you saying that you consider this to be a cost instead of a speculation?" – guarantees genuine complaint • Listen, delay, restate and handle – makes customer feel " h eard" and permits you an opportunity to thoroughly consider how to handle reaction Zillow.com Confidential

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Objections: Why did [insert newspaper] choose to band together with Zillow? • Together [insert newspaper] and Zillow can give real estate agents a one quit showcasing arrangement that spreads o Massive Audience o Local and National Reach, Print and Online o Targeted Customers o Innovative and Targeted Advertising 3/10/2014 Zillow.com Confidential 3

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Objections: How is Zillow unique in relation to Realtor.com or Yahoo! Land? • Zillow is among the second biggest land Web locales with 7 million month to month special clients. • 66% of Zillow clients are effectively purchasing a home or plan to in the following 12 months • 54% of homebuyers use Zillow as a major aspect of their home purchasing process. (Auto Study) 3/10/2014 Zillow.com Confidential 4

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Objections: Isn\'t Zillow simply attempting to make Realtors old? • Nothing could be further from reality. Purchasing a house is a costly, enthusiastic and complex exchange and you can\'t do it with an online snap of a catch. • Agents will dependably have an essential part in the land transaction. \'s Zillow will probably individuals discover loads of data about land web, including finding the right land operator. 3/10/2014 Zillow.com Confidential 5

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Objections: Zillow disseminates inaccurate information, delude buyers and tries to benefit off our substance… • I\'m sad you feel that way.  Zillow\'s purpose is to help purchasers find online access to the data they are looking for about land – whether that is open information like comps or earlier deals; homes available today or the right specialist. NAR information indicates 80% of home purchasers do inquire about online before perpetually reaching an operator. • 7 million mortgage holders come to Zillow consistently, with 66% effectively purchasing or selling.  we will likely give them a beginning stage of information, and help them discover experts like you when they are prepared to talk. 3/10/2014 Zillow.com Confidential 6

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Objections: The business sector is in a downturn, why would it be a good idea for me to contribute a Zillow/[insert newspaper] advertising effort today? • Despite the business sector\'s downturn, Zillow has possessed the capacity to assemble their site from zero to more than 7 million guests each month.  Combine that with the neighborhood nearness the daily paper conveys to the table and your postings gets a considerable measure of presentation • Remember, (66%) of the movement on Zillow is effectively purchasing/offering a home 3/10/2014 Zillow.com Confidential 7

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Objections: I\'m as of now content with my nearby MLS and/or Trulia, GoogleBase, Realtor.com. Why would it be advisable for me to do this as well? • Traffic - Zillow pulls in 7 million guests for each month. Join that with the nearby nearness the daily paper conveys to the table and your postings gets a great deal of presentation. • Unique Traffic – 77% of Zillow movement never visits Realtor.com, 78% never visit Yahoo! Land and 88% never visit Trulia.com. • National & Regional Coverage - More than 30% of individuals move more noteworthy than 50 miles from their present home (NAR Buyers and Sellers Report, 2006). With a specific end goal to catch 100% of potential purchasers, you have to cast a wide net. • Print & Offline – 70% of purchasers view themselves as Internet purchasers, 30% see themselves as Traditional, You should be in both channels to successfully advertise your posting 3/10/2014 Zillow.com Confidential 8

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Objections: Why might I post my postings on Zillow today?  They have Zestimates on your website that can\'t help contradicting my cost. • The Zestimate is a beginning stage, Zillow has never been inside the home.  It\'s not intended to supplant the nearby learning and firsthand relationship of a land proficient. "Estimate" is a major a portion of "zestimate" • As such, when a home goes available, the deal cost turns into the most conspicuous and applicable number and the Zestimate takes a b ackseat. • Zillow as of now has more than 3 million postings showed on the site from such merchants as C21, Coldwell Banker, Prudential. • Additionally, by posting the home available to be purchased on Zillow, you can add data to clarify why the Zestimate might be off (late rebuild, 2 a bigger number of rooms than in records, etc.)  • Buyers and venders are on Zillow today regardless of the fact that you\'re posting is definitely not. We can tell when a home goes available in light of the fact that the PV\'s expansion by 70x; don\'t you need your voice and brand to be a part of these discussions? 3/10/2014 Zillow.com Confidential 9

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Objections: I require neighborhood and provincial scope. Why might I publicize with Zillow and [insert newspaper]? • Traffic - Zillow and [insert newspaper] can cast an expansive net for your postings driving more than 7 million month to month guests from Zillow in addition to [insert daily papers traffic] • National & Regional Coverage - 30% of individuals move more noteworthy than 50 miles from their present home (NAR Buyers and Sellers Report, 2006).  with a specific end goal to catch 100% of potential purchasers, you have to cast a wide net. • Print & Offline – 70% of purchasers view themselves as Internet purchasers, 30% see themselves as Traditional, You should be in both channels to adequately showcase you\'re posting • Combining Zillow with a daily paper advertisement purchase is the best of both universes covering every potential purchaser –  offline, on the web, nearby and national 3/10/2014 Zillow.com Confidential 10

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Objections: I thought I could post my postings for nothing on Zillow. Why might I need to pay to promote when I can get a free posting? • True. Today, specialists or agents can make essential postings on Zillow for nothing and transfer the same number of photographs as they need and every one of the connections and activity are 100% free.  • However, there are more than 2 million postings on Zillow today and in the event that you need to convey more perceivability to your postings, then Zillow and [insert newspaper] offers a lot of chance to venture on the showcasing gas pedal and drive more movement to your postings 3/10/2014 Zillow.com Confidential 11

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Q & A: 3/10/2014 Zillow.com Confidential 12

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