Disclaimer: The contents of this article are industry best practices which were sourced from StreetEasy data and interviews with real estate agents, unless noted otherwise. Any scripts provided are only meant to act as examples and are not required. Nothing in this presentation is intended to be legal advice. For specific questions about any duties or obligations arising out of a real estate transaction, check your local and state licensing laws and regulations, contact your broker, or an attorney.
When it comes to succeeding in the NYC real estate industry, top agents like Tyler Whitman — who has sold over $1 billion in real estate throughout his career — know it takes strategy, grit, and consistent lead generation.
You may recognize Whitman from his role on Million Dollar Listing New York or as managing partner of The Agency Hamptons. He also co-leads the Whitman & Roberson Team with Ashlie Roberson, and under their leadership, the team is #1 in NYC by sales volume at The Agency.
What’s more, Whitman is a StreetEasy® Expert and leads a team within the program. The secret to his success is, of course, multifaceted. But one key ingredient is his dedication to leveraging Experts as a consistent source of new introductions to buyers and sellers. Read on to learn how Whitman and his team got started with Experts, plus the strategies they’ve used to convert clients consistently and climb to the top 10% of agents in the program.
How Tyler Whitman Got Started With StreetEasy Experts
Whitman jumped head first into real estate almost 20 years ago, but was a bit more hesitant to join the Experts program when he did so in early 2020. After all, he — along with many other agents at the time — weren’t sure how effective new tech-driven programs would be in driving leads.
But that hesitancy quickly dissipated when he took the plunge and realized the impact the program had on his business.
“We have been introduced to countless new clients that we never would have otherwise met,” Whitman says. “The lead flow was so continuous that we had to hire more agents and staff for the team to be able to service everyone at the level they deserve. It was a fun project to get systematized with.”
Since joining Experts in 2020, the Whitman & Roberson Team has closed more than 62 deals through the program, and agents on the team have earned spots among the top 10% of Experts. An estimated 20% of the team’s business has come from the program.
“We were lucky to have such a vast network of buyers and sellers already, but the program really helped us expand that audience greatly,” Whitman says.
“My personal business has grown, my team has grown, and the agents who work with me are kept busy from the program.”
Tyler Whitman, The Agency, StreetEasy Expert
5 Ways the Whitman & Roberson Team Converts Experts Leads to Clients
1. Leverage Technology
While StreetEasy Experts is an excellent source of continuous leads, Whitman knows that’s only part of the puzzle. To take full advantage of the program’s benefits, he recommends using technology systems to track leads and convert them into clients over time.
“You have to have a great CRM and actually use it,” Whitman says. “A lot of the leads aren’t necessarily looking for ‘right now,’ and we use technology to help those leads not slip through the cracks. Often, the deals close a year or more after the first introduction.”
2. Build a Scalable Process
Emphasizing the power of process, Whitman believes a robust, scalable system is key to building success. “Have systems in place and watch your business grow,” he says.
Luke Hoback — a Licensed Real Estate Salesperson with The Agency, StreetEasy Expert, Agent Advisory Board member, and the top converter on the Whitman & Roberson Team — agrees that agents must implement repeatable systems if they want to increase conversion rates.
“What is your follow-up cadence to get that initial response?” Hoback says. “How does the cadence change once they’ve responded? Once you’ve met them? No consumer is the same as the one before, but if you have a process that you can rely on for the basic goal of getting an appointment scheduled, it frees you up to be mentally nimble and meet them where they are.”
3. Showcase Your Expertise
In Hoback’s experience, leads are far more willing to commit to working with you if you establish yourself as a trusted advisor early on. He says his most successful Experts opportunities have come when he has the knowledge about a property and the real estate process that a potential buyer is seeking.
“We’ve all heard the industry adage of ‘speed to lead,’ which is crucial in converting an Experts introduction, but it goes way beyond that to form a lasting relationship,” he says. “Before I even reach out to the connection, I ensure that I know everything I may need to know about the listing they inquired on, and have additional options in my back pocket to speak to them about.”
4. Align Priorities
For many potential clients, their main goal when reaching out to an Expert is to tour the listing they found on StreetEasy. To show that he’s aligned with their priorities, Hoback sets up a showing as quickly as he can.
“Everything else comes after that,” he adds. “I try not to bombard them with too much right away. Just because I know something, doesn’t mean that I don’t have to be aware of when the appropriate time is to share that piece of knowledge.”
Once they’ve seen the unit, home shoppers are usually more open to hearing what agents have to say — and trusting they have their best interests at heart.
5. Follow Up and Add Value
“After the first meeting, it’s all about the follow-up,” Hoback says.
At that point, he sends potential clients what they need: data, a suggested bid, offer preparation materials, vendor introductions (if appropriate), and a list of other properties to consider. This way, he makes sure he’s adding value in every interaction.
“After they meet me, I want them to know that it would be foolish to work with anyone else,” he says.
Why Successful Agents Need Multiple Lead Sources
Some agents may still be skeptical of tech-driven lead sources, but Whitman says not pursuing these opportunities, especially Experts, is a mistake. After all, relying on only one or two sources can leave you vulnerable during market shifts and downturns. In competitive markets like NYC, diversifying isn’t just a smart option — it’s a necessity.
“Every great agent needs as many lead sources as possible,” he says. “I would encourage everyone to never feel like they are above a lead source.”
If you’re an NYC agent also looking to diversify your lead sources, grow your client base, and build long-term relationships, apply to StreetEasy Experts today.
StreetEasy is an assumed name of Zillow, Inc. which has a real estate brokerage license in all 50 states and D.C. See real estate licenses. StreetEasy Concierge team members are real estate licensees, however they are not your agents or providing real estate brokerage services on your behalf. StreetEasy does not intend to interfere with any agency agreement you may have with a real estate professional or solicit your business if you are already under contract to purchase or sell property.
