Team Meeting - March 5th, 2026
Meeting Summary
Date: March 5th, 2026
Audience: Full Team
Purpose
Introduce the team to two Zillow Home Loans (ZHL) loan officers, Chris Jacobson and Joe Lyon, alongside new Zillow advisor Carrie. The session covered ZHL's loan products, how to pitch and hand off leads to ZHL, performance metrics tied to ZHL pre-approvals, and best practices for connecting clients through Follow-Up Boss.
Top Signals
Individual performance now matters: Zillow's algorithm watches each agent individually, not just the team as a whole. Closing deals and sending pre-approvals to ZHL are the two key performance metrics that influence how many connections you receive in your target markets.
High performance threshold is achievable: The threshold for the high performance category is a predicted conversion rate of just 4%. Converting even one out of ten connections puts you well above that bar.
Rolling 90-day window: Performance is assessed on a rolling 90-day basis, meaning agents can recover and move up categories relatively quickly with consistent effort.
ZHL pre-approval goal is 10%: The target is not every client — just 10% of the people you meet with. Do not force it on clients who are firmly committed elsewhere.
Free appraisal is the strongest pitch: ZHL covers the appraisal fee, saving clients up to $600–$700. This is the most compelling differentiator when pitching ZHL to a buyer who is not yet pre-approved.
Three-way text through FUB is the preferred handoff: Both Chris and Joe emphasized that the three-way text initiated through Follow-Up Boss is the most effective way to make the connection. It keeps everything in one system and ensures nothing falls through the cracks.
Load notes before the handoff: The more context the loan officer has going in — price range, neighborhood, situation, existing lender conversations — the better they can connect with the client immediately.
Do not force it: If a client is firmly pre-approved elsewhere or committed to a specific lender, respect that and move on. The relationship with the client comes first.
ZHL will fight on rate: Chris shared an example where ZHL came in $3,865 more in cost than Chase, went back to his team, and ultimately beat Chase by $1,100. They will compete.
ZHL loan products: Conventional, jumbo, FHA, VA, and owner-occupied multi-units up to four units (as long as the buyer occupies one unit). They do not do investment condos, non-QM loans, doctor loans, grants, or down payment assistance programs.
Current rate range: For a prime borrower (750+ credit score, 10–20% down) buying a condo in Chicago, expect rates in the low-to-mid sixes — roughly 6% to 6.5% depending on credit and down payment.
Decisions Made
Chris Jacobson and Joe Lyon are the designated ZHL loan officers for the team going into spring. Contact information will be shared via the meeting summary.
Three-way text through Follow-Up Boss is the standard handoff method going forward — not standalone email.
Personal clients sent to ZHL count toward pre-approval metrics, which can help agents who are struggling to hit ratios from Zillow leads alone.
Action Items
Ellyn / Ops
Share Chris and Joe's contact information with the full team via the meeting summary
Continue monitoring individual agent performance metrics and flag gaps to agents proactively
Keep the team updated on ZHL loan officer assignments as they change
All Agents
Save Chris and Joe's contact information and reach out to introduce yourself
Use the three-way text through Follow-Up Boss as the default method when connecting a client to ZHL
Load thorough notes into FUB before initiating any ZHL handoff
Aim for 10% of clients met to receive a ZHL pre-approval referral — not everyone, just a consistent effort
Speak confidently about current rates in conversation; when clients start digging in, refer them to Chris or Joe
