← Zillow
Zillow role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Zillow sells advertising to real estate agents for buyer leads, plus Aryeo software for listing photos and media.
Who you'd be calling
Real estate agents and team leaders, plus real estate photographers and media companies, at small businesses.
Your opener
“Hi [Name], this is [You] with Zillow. I'm calling because we help local agents and photographers get more clients and run their business with less admin. Do you have a minute for a quick question?”
Problems you solve for them
- Agents need a steady flow of buyer and seller leads
- Booking, delivering and billing listing photos is messy for photographers
- Listings need to look good to stand out online
Discovery questions to ask
- Where do most of your new clients come from today?
- How do you handle booking and delivering listing photos?
- What happens to a lead after it comes in?
Objections they'll throw at you
“I'm busy, I have a showing.”
→ No problem, I'll be fast. When's a better time today or tomorrow for a quick five-minute call?
“I'm not interested.”
→ That's fair. Are you already getting all the leads you want, or is growing your client list still a goal?
“I already use another lead source or photo tool.”
→ Good to hear it works. What would you change about it if you could, such as cost or how fast leads come in?
“Send me an email.”
→ Sure. Which matters more to you right now, more leads or less time on photo and listing admin, so I send the right thing?
Competitors worth knowing
Realtor.com, Redfin, Homes.com
Interview tips for this company
- Know the two sides: Zillow's agent advertising and Aryeo for photographers. Ask which one the role covers.
- Agents are busy and often burned by lead sellers, so be short, honest and respectful of their time.
Written from public information about Zillow to help you practice. Ask an insider what their role play looked like; it's the best prep there is.