Blast Timely Information Differentiate your blasts from social media which is about value, positivity, and resources, although there can be some overlap in cases where you want to make sure you are reaching the people who are more likely to check social media than their emails or vice-versa. YOU CAN SAY Learning Session Newsflash : Don’t miss today’s learning session at [time].  Today, we’ll hear from [name, title] on seller marketing strategies. Blast timely information on newsflashes and updates or policies and procedures that agents need to do business. Next Previous 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.

I don’t want to lose money When you ask to set an appointment with a productive agent, expect them to throw out objections. Just as you coach agents to be prepared to handle the most common objections from their customers, be prepared with great scripts to handle the most common recruiting objections. YOU CAN SAY I understand. You don’t want to incur any monetary loss in making a move. But let me ask you, when are your transactions closing? (Great) Are they listings or buyer escrows? How many do you currently have open? (Good for you) Have you reviewed your independent contractor agreement about disaffiliation from the company when an agent has open transactions? What does it say? (Really) We are not interested in making money from your existing business. We are in this for the long run. Plus, I don’t want cost or loss of business to stand in the way of a good business decision. You know you need to be here. Let’s figure out a way to make this happen now and get you what you want in the time you want. Won’t that be great? Objections are opportunities to share the value you offer. Next Previous 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.

Get to Yes Trust Appointment In the first appointment, build trust by uncovering the recruit’s goals, motivations, and points. YOU CAN SAY As I mentioned [over the phone, when we met last, etc.], I specialize in helping agents grow their businesses. For me to be able to give you some additional ideas and strategies, I would like to spend our time today getting to know you and learning more about your business, okay? (Yes!) How did you get started? How long have you been in real estate? What was it that attracted you to real estate? Where are you now? What is your income goal this year? Are you on track to achieve your income goal? You said your income goal this year is $[amount]. What is significant about that number? When you hit that income goal, how will things change for you and for your family? What do you need to do from this point forward to accomplish your goal? Follow up for each answer : Have you tried it before? Did it work? Why or why not? What are your top lead sources? How many transactions do you get from those sources each year? What challenges do you have? What are the biggest challenges keeping you from reaching your goals? What programs or strategies have you or your broker implemented to help you with your challenges? Who is helping you achieve your goals? Are you generating enough leads to reach your goal? How is your business/life balance ? Where do you want to be? Paint a picture of your business 3-5 years from now. If you owned your own brokerage, what is the one thing you would do differently? What happens if you don’t get there? If nothing changes and you keep doing what you’re currently doing, are you likely to get [their why]? What would happen with your business and [their why] if you don’t do something different? Value Proposition Appointment In the second appointment, present your plan to support them by diagnosing their need and “prescribing” your productivity systems to demonstrate the value of affiliating with you. YOU CAN SAY Match Agent Pain Points with Your Value: You mentioned your goal is to get more listings by converting more leads. In our office, we offer a top agent mastermind where you can learn techniques from top listing agents. Provide Proof of Success: That top agent session is one of the reasons that the agents are outperforming the board in [listings taken/ listings sold/etc.] by [XX]% over [time]. That is the equivalent to [x number of] listings. Ask Recruit the Value They See: Can you see how this can help your business? (to get a soft yes) Quantify the Impact: Just from looking at the opportunity of attending this monthly mastermind, what do you think the impact would be on your business? How many additional transactions do you see yourself doing? (have an idea of how many more transactions) Express Enthusiasm at the Thought of the Agent Affiliating: I’m so excited to help you achieve your goals and get you [their why]. OR Based on everything we have discussed; I think we will make great partners. Would you agree? Rate on a Scale of 1 to 10:  On a scale of 1 to 10, how interested are you in joining my team, 1 being “Not really interested” to 10 being “Where do I sign?” (allow for silence) (If not a 10) What would it take to get you to a 10? The more productive and successful the agent is, the more likely a two-meeting appointment is needed to uncover their motivations, goals, and pain points. Next Previous 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.

Law of Reciprocity The Law of Reciprocity is a social rule that describes the phenomenon that when someone does something nice for you, you feel psychologically compelled to do something nice in return. When you offer something of value to the agent, the chance of the agent saying yes to you is more likely. YOU CAN SAY I’d like to give you [a book/market report/invite you to a class] for your work as a co-op agent on that transaction. Let’s meet for coffee so we can talk more about it. I’d like to hear more about your business and the challenges you are facing. Top recruiters begin nurturing a relationship by calling each agent they add to their target list. With each agent, they follow a consistent process: Build rapport, offer items of value, and demonstrate proof of success. Next Previous 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.

I have deals to close When you ask to set an appointment with a productive agent, expect them to throw out objections. Just as you coach agents to be prepared to handle the most common objections from their customers, you should also be prepared with great scripts to handle the most common recruiting objections. YOU CAN SAY I understand you don’t want to incur any monetary loss in making a move. So, let me ask you, when are your transactions closing? (Great) Are they listings or buyer escrows? How many do you currently have open? (Good for you) Have you reviewed your independent contractor agreement regarding disaffiliation from the company when an agent has open transactions? What does it say? (Really) We are not interested in making money from your existing business . We are in this for the long run and aren’t you interested in building a successful future? Plus, I don’t want cost or loss of business to stand in the way of a good business decision you know (pause)… you need to be here. Let’s figure out a way to make this happen now and get you what you want in the time you want. Won’t that be great? Objections are opportunities to share the value you offer. Next Previous 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.

Agent Referral for Productive Agent Agent referrals can be a significant source for leads. But taking the time to research an agent before you meet with them allows you to further tailor your approach, materials, and presentation to each agent’s needs, ensuring that you are delivering the information that will capture their attention and demonstrate that your company is the one they should affiliate with. YOU CAN SAY Hello, this is [your name] at [dba of the franchisee]; Thank you for taking my call. I’m the [your position] here. I hope you’re well. Did I get you at a convenient time? Great, this will only be a minute . [Referring affiliated agent name] told me about your recent deal at [property address]. She shared that you did [something notable about the transaction]. So, I wanted to thank you for your part in making that deal happen, and I’d really like to share [an agent closing gift] with you to show our appreciation . You’ve been a top producer for some time. I see that you are on pace to do [X] transactions this year. The productivity systems offered in our office have helped agents raise their [same metric] by [XX]%. In coaching agents, I’m constantly learning from top producers, like yourself, what the best agents are doing in their business to stay ahead of the curve. I’d love to just give you that closing gift for the transaction and learn more about you and what you are doing to be this successful. When could we get together for 10-15 minutes? I’m available [give your availability]. What works best for you? Great. I’m looking forward to it. See you then! The two primary sources top recruiters use to get experience agent leads are agent referrals and research with the MLS Prospecting tools. Next Previous 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.

Co-op Call at the Time of Closing/Settlement YOU CAN SAY Hi, this is [your name] with [dba of the franchisee]. I am the Broker/Owner/Manager of the office. Well, we did it! (Wait for the agent’s response) My affiliated agent [affiliated agent’s name] told me the transaction you were both working on at [listing address] just closed! (Wait for the agent’s response) By the way , [name of franchisee’s affiliated agent] told me you were very professional to work with. They also said you handled your side of the transaction extremely well, especially during these challenging times and I cannot tell you how much that means to me. So, thank you for your hard work and cooperation. If the agent is receptive to your call, try the following: If you don’t mind, I would just like to put this out there. I am sure you are very happy where you are, but because of [name of franchisee’s affiliated agent] terrific experience with you, if you ever thought about making a change in real estate companies, I would appreciate the opportunity to speak with you, to discuss affiliation with my company and how we can support you and your business. Is that something that might interest you? If the agent says yes, simply set the appointment. If the agent says no, say: Well, you can’t blame me for trying! In the meantime, I hope we work together many more times this year and I wish you only the best. OR Hello [agent name], this is [your name] with [your company]. How are you today? I just wanted to reach out to you and congratulate you on the sale of [listing street address] with [affiliated agent name] in our office . How did that go for you? Great! That’s fantastic , [agent name]. My agent [franchisee’s affiliated agent name] obviously spoke highly of you and thought you would be a great asset to our team, and I was wondering if you had 10 or 15 mins that we could sit down? If they say: That was nice of them— I’m not interested in making a move. You’re not moving, I can appreciate that. If you were, you probably would’ve called me first, right? (laugh/humor) [Agent name], let me ask you [ask a prequalification question]. Build rapport with co-op agents and let them know how well you support agents affiliated with your office. You want to earn their trust and be the first person they call WHEN they are ready to jump to their next opportunity. Next Previous 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.

New Agents with Low Production Newer Agents Who Have Recently (6-12 Months) Associated with Another Company in Your Market You met with this newly licensed agent when they were looking for a brokerage. You’ve done your homework, and they are not performing well–yet. Help them to harness their potential. The earlier you can approach these agents in their career, the higher success rate you will have. YOU CAN SAY You and I met when you were interviewing various brokers. Unfortunately, you chose not to come here, but I still like to keep up with the agents in my market and I am wondering how you are doing in your first few months in real estate. Several agents who affiliated with my office around the same time you got into the business already have [x number] of listings and [x number] of sales. Why don’t we get together so I can share with you what I offer to help agents to develop their businesses ? I’m free [give availability]. What time works best for you ? Newly licensed, low producing agents have some experience and can benefit from your leadership along with your skill development and coaching. Look for agents that have at least one closed listing and invite them to talk about how you help agents build their business. They could be a diamond in the rough or they could be mediocre producers. You will never know until you meet with them. Next Previous 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.

I have too much business YOU CAN SAY An agent of your caliber is always busy. There is never going to be a good time to make a move; generally, agents in transition begin to wind down their business before they make a move. This could end up costing thousands in lost production and not something you want to see happening to you, right? I can have your transition set up so you will hit the ground running. Wouldn’t that be great? In fact, [name of the affiliated agent], who just recently affiliated with us, increased their production immediately after affiliating, which is surprising and exciting, right? We sent out two mailings to all their target market area and past clients. [name of the affiliated agent] picked up [X number of] extra transactions in the very first month. Can you see how that could also work for you? Excellent! The time to disaffiliate is when you are on top. Let’s do it now! [Prospect’s name], let's go through the paperwork. Objections are opportunities to share the value you offer. Next Previous 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.

Stealth Recruiting YOU CAN SAY Invitation Aligned with Goal: You said your #1 goal is [more listings, increase sales price, more time or more support], is that right? One strategy to help you reach your goal is [strategy i.e., generate more seller listings through farming]. Our [productivity system, i.e., farming class] can help you do that. The agents with our office who have participated in the program have increased their business by [XX]%. There is a program scheduled next week. Should I send you the zoom link to join us so you can see how the program could do the same for you? Coaching After Engagement: I wanted to check in with you and get your thoughts on the [productivity system i.e., farming class] you “test drove” yesterday. You said your #1 goal is [more listings, increase sales price, more time or more support]. Can you see how [productivity system i.e., the farming class] can help you achieve your goal? How do you feel about having this type of support to grow your business? When could we get together and talk more about what you’re doing and how I’m coaching agents to help them succeed? I’m free on Tuesday. What time works best for you? Sell the Next Step: You said your #1 goal is [more listings, increase sales price, more time or more support]. Our [name of program i.e., listing class] can help you achieve your goal by [description of how it can help]. We have a new session beginning [week, month, quarter]. I’ll call you a few days before with more information and the zoom login . Recruit leads are finite, so make them count! On average, it takes 12-16 “personalized connections” to recruit a productive agent. Plan the milestone activities that provide support aligned with the agent’s #1 business goal. Next Previous 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.

Agents with Zero Production YOU CAN SAY Hi, my name is [you name] with [dba of the franchisee]. I have to say… I am intrigued! (Wait for the agent’s response) Based on my research, the MLS shows you did zero closed transactions over the past 12 months, does that sound correct? (Wait for the agent’s response) Zero transactions usually mean one of three things, may I explain? You are selling homes, but you are on a team and all your production is credited to a team leader, or You are not on a team, but haven’t been able to break into the business yet, or You are just hanging your license and have no interest in fully committing to a real estate business. Which of these three describe you? (Wait for the agent’s response) If the agent is just hanging their license and has no interest in fully committing to a real estate business, simply say thank you and end the call. If the agent states they are not on a team and want to do more or increase their business, but (i.e., in a tough market, harder than they thought, only works with buyers, no broker support, not getting mentoring or coaching, frustrated, etc.) continue below: I am so glad I called you. Do you want to know why? (Wait for the agent’s response) Because I specialize in helping agents like you! (Wait for the agent’s response) No disrespect to your current company, but agents affiliated with our company/office, that sell at least one home per year, on average close [your company/office’s average PPP] transactions, did you know that means our average agent earns [amount] dollars per year! (Wait for the agent’s response) With our learning and development, coaching, admin support, and marketing, can you imagine how many transactions you can do here ? (Wait for the agent’s response) If I could show you how we can help you start selling homes quickly, would you be willing to meet with me? If the agent refuses to meet or says they love their current company, broker-owner, office manager, etc., try the following: I respect the fact you love your [current company, broker-owner, office manager, etc.]. But if we can help you start making money fast and give you more control of your business, maybe you will love us more? If the agent states they are on a team, ask the following: Have you ever thought about building your own book of business, keeping the best leads for yourself? Or even building your own team? (Wait for the agent’s response) If I could show you how we can help you start building your own business or team, would you be willing to meet with me and discover for yourself why so many agents are affiliating with [dba of the franchisee]? Zero transactions could be a “diamond in the rough”—agents who have been able to break into the business or agents on a team looking for control of their own business. Next Previous 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.

Proof of Success Demonstrate your proof of success. As part of your value proposition package, you identified the metrics the matter most to an agent and created impact statements using these metrics as proof of success. When you demonstrate proof of success with your impact statements, the odds of the agent saying yes to you are even higher. YOU CAN SAY I was looking at the board reports and noticed you were up [XX]% month over month. Congratulations! The agents affiliated with my company are doing well too. On average, they are up [XX]%. I was wondering when we could get together and talk about what you’re doing, and I’ll share how I’m coaching agents to help them succeed. Maybe we can learn from each other? I’m free [give availability]. What time works best for you? Tying your proof of success to a specific service or tool enables you to create a compelling message about the benefits you can provide that agent when they affiliate with you. Next Previous 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.