Sweet Spot Agents
Begin by prioritizing your relationship-building and follow-up with sweet spot agents because—
They come with a proven level of production.
They are most likely not getting enough attention from their current broker.
You can demonstrate proof of success! Through your coaching and learning, the agents in your office produce at higher levels.
YOU CAN SAY
Hi [agent name], this [your name] with [dba of franchisee]. I’m calling because we saw that you have done [# of] transactions in the last [#] months, is that correct?
(Yes, fantastic!)
[Agent name], that’s not bad considering today’s market. I’m simply curious, are you interested in doing more?
(Yes, fantastic!)
What is your goal for [year]?
What’s stopping you from doing that now?
[Agent name], are you familiar with the techniques that we use to help our agents be able to take their business to the next level? (No, interesting)
Give a success story of an affiliated agent.
[Agent name], I wanted to see if you had 10-15 minutes to sit down with us, I’d love to show you some techniques that would significantly increase your business in today’s market. Would mornings or afternoons work best?
IF Glass Ceiling (Agents who have been at the same production level for a few years)
You’ve been at the same production level for the last few years, what stopped you? Wouldn’t you like to break through your glass ceiling?
If an Agents at “Self-Service” Model Company (Agents with independent or transaction fee companies)
You’re like a Ferrari engine in a Ford body. Think of what your engine could do with a full-service company like ours. Together, we could take off!
If agent’s production is Half Your office/company PPP or less
The average agent in our office is doing $[XX] in gross commission income which is twice the amount of your GCI. With our learning and coaching, you could double your production. If you give me 15 minutes of your time, I can show you how to double your income. Would you be willing to meet with me?
If they say no:
You don’t want to double your income? Isn’t 15 minutes worth it? Isn’t knowledge power?
You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy.
If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.