Agent Says They Don't Want to Pay Upfront for Zip Codes

Overview

Some agents may be hesitant to pay upfront for zip codes, especially if they are new to the program or unsure about the value of sponsoring zip codes. It's important to clearly explain the benefits of our Guaranteed Display (SGD) program and highlight the flexibility of SOLD.com’s approach.

Common Cause

1. Budget Concerns: Agents may be hesitant to commit to upfront payments for zip codes, especially if they are unsure of the return on investment or if they are working with a limited budget.
2. Lack of Understanding: Some agents may not fully understand the benefits of sponsoring zip codes or how it can improve their chances of receiving more leads and higher-quality appointments.
3. Prefer the Free Network: Agents may be content with the free network and not realize the added value of investing in the Guaranteed Display (SGD) program.

Solution

1. Clarify the Free Network Option

   • Agents do not need to pay for zip codes to be part of the SOLD.com network. The network itself is completely free, and agents are eligible for referrals through our success-based model.

2. Explain the Guaranteed Display (SGD) Program

   • The SGD program is optional and allows agents to sponsor zip codes for priority access to appointments set by the Concierge team.
   • Zip code costs are based on volume, home prices, and conversion rates for those areas. This ensures that the zip codes agents choose align with their goals and market needs.

3. Discuss the $55 Zip Code Promo

   • When an agent first joins SOLD.com and activates their profile via the Onboard Webinar, they receive access to $55 zip codes for the first 48 hours. This is a limited-time promotion available to new agents.

4. Benefits of Sponsoring Zip Codes

   • By sponsoring at least 3 zip codes, agents increase their lead volume and have priority access to appointments set by our Concierge team.
   • Exclusive access to full contact details for all leads coming through the site in their zip codes, allowing agents to proactively engage with leads before the Concierge even sets an appointment.
   • Referral Fee Waivers: If an agent works and closes a non-appointment raw lead (leads not yet contacted by the Concierge), SOLD.com waives the referral fee at closing.
   • Reduced Referral Fee: For appointment leads, agents sponsoring zip codes benefit from a reduced referral fee of 30% (down from the standard 35%).

5. Explaining ROI

   • Just one closed listing can cover the investment in the sponsored zip codes many times over, making the program a cost-effective way to generate new business.
   • If the agent is concerned about budget, smaller zip codes or adjusting their plan can be explored to meet their needs.

6. Alternative Option: Free Network

   • If the agent chooses not to sponsor zip codes, they can remain in the free network, where they are still eligible for leads based on their organic rank in each zip code.
   • The rank determines the order in which an agent will be notified about appointments in the zip codes they are eligible for. Higher-ranked agents receive the first opportunity to claim appointments.

Key Points for Reps

• SGD program is optional, but sponsoring zip codes gives agents priority access to appointments and full contact details for all leads.
• Referral fees are reduced for SGD agents and waived for non-appointment leads if worked and closed by the agent.
• If the agent is hesitant to pay upfront, offer a smaller number of zip codes or suggest adjusting their plan.
• If the agent prefers the free network, explain how organic rank impacts the volume and priority of leads.

Talk Track

"I understand your hesitation about paying upfront for zip codes, but here's the great news—you don't have to pay for zip codes to be part of our network! The network is completely free, and you can still receive referrals based on your rank in each zip code.

However, if you're looking to increase your lead volume and gain priority access to appointments, the Guaranteed Display (SGD) program could be a great fit for you. Sponsoring zip codes allows you to receive full contact details for all leads in those areas, so you can be proactive in working those leads. Plus, you’ll get a reduced referral fee of 30% for appointments and even have the chance to waive referral fees for non-appointment leads if you close them.

We also have a $55 zip code promo available for the first 48 hours after you activate your profile, so it’s a great time to take advantage of this offer.

If you're not ready to sponsor zip codes, that's okay too! You can stay in our free network, where you’ll receive leads based on your organic rank. I’m happy to walk you through how that works and see if we can find a plan that suits your goals."

Pro Tip

Be flexible and listen to the agent’s needs. If budget is a concern, discuss ways to reduce the investment while still providing access to valuable leads. The SGD program offers great benefits, but the free network still provides opportunities for agents who may prefer not to sponsor zip codes