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.

Benefit Close [Agent name] with what you and I have discussed you did say you see value in what [dba of the franchisee] has to offer, correct? (yes, fantastic!) Give a testimonial of an affiliated agent with the same benefit. [Agent name], we have discussed [repeat company benefit you have been working on]. What value have you seen in it thus far? What has it done for your business? (Wait for agent’s response, great!) [Agent name], this is just one system we have discussed that [dba of the franchisee] has to offer you. How do you think you could benefit from the [company benefit]? (Wait for agent’s response, repeat & affirm) On a conservative side [agent name], how many deals do you think you could add to your bottom line? (Wait for agent’s response i.e., 2) [# of] deals, and what is your average commission check? (Wait for agent’s response i.e.,10k, great!) So, [# of] deals times [average commission] that’s an additional $ [total amount i.e., 20k] to your bottom line, correct? [Agent name], what could you do with an additional $[total amount i.e., 20k] added to your bottom line? (Wait for agent’s response, repeat & affirm) [Agent name], that is just the value of one system when put into place, imagine what else you could do if you were here with us. [Agent name], what is stopping you from joining us today? (Wait for agent’s response, solve the objection) Is it fair to say we can go ahead and get started today? (Yes, great!) Highlight the specific value the system has brought to the agent’s business, then quantify this value in terms of deals and commissions to show how affiliating with you can enhance their profitability. 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’m happy where I’m at 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 Yes, I would have thought so, or you would have already affiliated with us. We haven’t gotten to know each other well yet, so I don’t know whether you’d be a fit for us or if we’d be a fit for you. I’m willing to share some strategies top agents like [top agents affiliated with your office they know], are using to increase their [GCI/closed units/listings sold/etc.] by [XX]%, what do you have to lose but 15 minutes? I’m available [give your availability]. What works best for you? If yes: Great, see you then! If no, again: I do appreciate your time and I really believe in you and your business. Would you mind if I followed up with you to see how you are doing at the end of next quarter? Thanks! 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.

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.

Commission Split 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 don’t want money to be the only reason you don’t come over. I’m curious—what’s more important to you: a higher commission split or putting more money in your pocket? Let's break down the extra income you acknowledge you will earn here along with your business expense savings and convert those dollars into how much actual extra money you would earn. As you can see with our company you will be earning more personal income. Isn’t that what you want? (Wait for their answer, handle any objections) If the say Yes… Great! All we need to do now is sign the contract, and I'll make sure you get exactly what you're looking for, within the timeline you want. Let's make this happen! 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.

Agents with Zero Production – Today’s Market YOU CAN SAY Hi [agent name], how are you? (Good, that’s great!) I see you have been on a team for a while now, is that correct? (Yes, great) How’s that going for you? (It’s okay) Just, okay? That’s the very reason I am calling you today. I’d love to share with you some things we have been doing to help agents in today’s market make more money . What would work best for you to share some thoughts mornings or afternoons? OR Hi [agent name]. This is [your name] with [dba of the franchisee], how are you today? (Great, fantastic) I wanted to reach out because I was simply curious—the MLS shows you have been an agent since [time] and right now it shows you have closed zero transactions in the last year, is that correct? (Right) You haven’t? Interesting! Well [agent name] I am so glad that I reached out, can I share with you why? (Why?) [Agent name], our agents in our office are doing an average of [you company/office’s average PPP] transactions a year, that’s [average commission PPP] per agent . Do you have time so you and I could sit down? I’d love to get to know you and what you want to do with your career in real estate, to see if we would be a good fit for each other. What works best for you—mornings or afternoons? Agents with zero production may have the skills and motivation but lack the right support or resources. By reaching out, you can offer them the guidance they need to succeed. 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 Referrals + Researching Agents 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]. I’m the [your position] here. I hope you’re well. Did I get you at a good time? Great! Well, this will only be a minute . [referring affiliated agent name] told me about your recent deal at [property address]. They shared that you did [something notable about the transaction]. So, I wanted to thank you for your part in making that deal happen. I see that you are on pace to do [XX - metric such as transactions, sales volume, etc.] 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 what the best agents are doing in their business to stay ahead of the curve. I would love the opportunity to share what the best agents are doing to be so successful and to hear about your business and learn more about you. Would [day] at [time] or [day] at [time] work best for you? The two primary sources top recruiters use to get productive agents leads are agent referrals and research with 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.

Productive Agent – First Time Call YOU CAN SAY Hi [agent name] this is [your name] from [dba of the franchisee]. I wanted to reach out to you, have you heard about our [company benefit] program? (I haven’t, you haven’t… interesting) Refer to an agent testimonial in your office: Do you know [affiliated agent name] in our office? They made an additional $ [amount] this year just from our [benefit name] alone . And [agent name] I was just wondering… if you have 15-20 minutes where you and I could sit down and talk about this? (I’m not interested) You’re not interested, I can appreciate that… if you were, you probably would’ve called me first (humor), right ? Let me ask you…. Ask the 9 prequalification questions: 1. [Agent name], let me ask you…How long have you been in the business ? 2. Have you always been with [prospect’s company name]? If yes...What made you decide to go with them to begin with ? If no… Interesting, what made you decided to make the move over to [prospect’s current company]? 3. Just out of curiosity—what do you see as your biggest challenge in today’s market? 4. How are you currently handling that? [Agent name], what is the main source of your business? Is it mainly buyers or sellers? 5. Let me ask you—how is your broker currently helping you with [challenge]? If no, you can say : They’re not? Interesting. Here at [dba of the franchisee] we believe we have a responsibility to our agents, and it is our job to help them stay accountable to being able to accomplish their goals . If yes, move on to the next question. 6. [Agent name], what is your goal for this [year]? 7. Do you feel that you are currently on track for that right now? If you don’t mind me asking, what were your numbers last year? 8. Let me ask you—fast forward a year or two, what level would you like to be at? 9. Just curious [say agent’s name], what’s stopping you from doing it now? That is the very reason why we need to get together. I’d love to share with you what we do to help our agents be able to accomplish [challenge]. What works best for you—mornings or afternoons? Asking the agent questions before meeting with them not only provides valuable information but also builds rapport and shows genuine interest in the agent’s business. Your questions can make the agent feel valued and understood, increasing the likelihood of getting the appointment. 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.

Not interested in being recruited 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 appreciate that and to be honest, we haven’t gotten to know each other well yet, so I don’t know whether you’d be a fit for us or if we’d be a fit for you . I’m willing to share some strategies that top agents, like [top agents affiliated with your office they know], are using to increase their [GCI/closed units/listings sold/etc.] by [XX]%, what would you have to lose but 15 minutes? I’m available [give your availability], what works best for you? Great, see you then! 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.

Sample Growth Celebration Invite YOU CAN SAY Join in the [dba of the franchisee] referral challenge in recognition of our commitment to growing our office and gaining market share! Refer at least [X number of] agents who affiliate with our office and you will be invited to attend our end-of-year growth celebration party on [date], [time] at [location]. Thank you for helping us build a world class office! Consider running a referral contest with multiple winners so that agents can motivate each other to win. 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.

Newly Licensed Agents: 6-18 Months YOU CAN SAY Hello, this is [your name] at [dba of the franchisee]. I’m the [your title] here . Unfortunately, for some reason we never met when you were selecting a broker. However, I like to get to know all the agents in my market. I was wondering, how are you doing in your first months in real estate? I see you have taken [x number of] listings so far and had [x number of] sales so far. Is the business everything that you expected it to be? What do you think is missing ? (Learning, support. etc.) Several agents who affiliated with my office around the same time that 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 [state your availability]. What time works best for you? OR Hi , [agent name]. This is [your name] with [dba of the franchisee]. I wanted to reach out to you and congratulate you on building a business in real estate. I see you have now been in the real estate business fo r [months], is that correct ? (great) And you're currently at [their company name] is that right? How long have you been with them? (Repeat, great!) [Agent name], are you familiar with the techniques that we use to help our new agents in the business? (No, interesting) Reference a success story of an affiliated new agent: That reminds me of [agent name] in our office, they were able to do [number] deals in their first year with us. I was wondering when you have some time available so that you and I could sit down and discuss your business? If yes, you can say: What works better for you—mornings or afternoons? If no, you can say: How did you happen to pick [prospect’s company name]? Let me ask you—are you working full-time or part time? What do you see as your biggest challenge in your business? What is the main source of your business? [Agent name] If I could show you the systems that [affiliated agent name in success story] used to be able to increase their business by working smarter not harder would it be worth 15-20 minutes of your time ? (yes) Great, what works better for you—mornings or afternoons? There is a clear distinction between recruiting new or experienced agents vs. productive agents. Experience has very little value if productivity is not attached. Does it really matter if agents are new or productive if they produce business and complement your brokerage? So, going forward, let’s focus on the selection of productive agents. 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.