Jeremy Wacksman

The more important, I think, part of that is, can we offer a mortgage service that your buyer's agent would want?

We think the answer to that question is yes.

Because one, it'll be more economical.

It'll be integrated into the software.

If you hired...

Pam through Zillow, ideally she's using Follow Up Boss.

That's our customer relationship management software that many of the top agencies use.

So if you were to message her inside of Zillow, she's messaging back from our software.

Your loan officer shows up in there, your pre-approval letter shows up in there.

We win her business because we are efficient.

We are priced competitively.

But the most important thing, the reason that she recommended that person, if she's doing her job right, is she just knew that lender was going to close.

Yep.

Like, buyer's agents close a handful of transactions a year.

If you ask them what they want, yes, they want to help their customer save money, for sure.

But they want to make sure the deal doesn't get wrecked.

And so what we are doing is building a...

capability set that we're taking to more and more agents to show them, yes, Zillow, even though we are a national brand, we have local expertise and we have loan officers everywhere that can help.

And that's the number one question we have to solve is that we got the deal done for them, even when the hiccup happened at the 11th hour, or even when someone called on Saturday night, like that's what their value prop test is.

And then of course the buyer's value prop test is trust the agent, trust the loan officer, but also they want to be, they want to be efficient.