Agent Referrals from Co-op Transaction Make it a practice to ask for referrals from agents at the first sales meeting of each month. Get the names of those agents who have impressed your agents in their dealings with them in co-op transactions. YOU CAN SAY I’m looking to improve our market share because I want to make it easier for all of you to list and sell. Who do you know that might add something? OR Who have you worked with in your co-op transactions that impressed you? OR If you had to list your own home for sale and couldn’t do it yourself, or with the company, and had to list with a competing agent, who would you list with? Your current affiliated agents will easily be your #1 source of recruiting referrals when you approach them strategically and help them see the benefit of office growth with more producing 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.

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.

My life and business are good 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 don’t want to jump to conclusions, but I truly believe you may be missing out on a great opportunity for your business. We are willing to partner with you and your business and I’ll offer suggestions about how you can grow your personal business over the next 3 years. The bottom line and overall value to you is more exposure, more sales, more business which means more income. 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.

Finding a “Diamond in the Rough” These agents are rarely recruited due to their lower production. However, these agents have some experience and can benefit from your guidance along with your learning opportunities and coaching. Look for agents that have at least one closed listing and invite them to talk to you 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 them. 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 on [give a day/time] so we can talk more about it. I’d like to hear more about your business and any challenges you might be facing. Through your research find agents whose production is slipping, call and ask them what level of production they want to take their business to. Tell them you have a plan to get them there. 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.

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? Networking with can maximize your time immediately—you have the support that can help them increase productivity. 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 - Market Shift YOU CAN SAY Hi [agent name] this is [your name] with [dba of the franchisee]. How are you today? (doing good, great!) [Agent name], I wanted to reach out to you today to see what it is that you are doing to prepare for the shift in the market? (Nothing, just trying to keep busy.) Just out of curiosity, what do you see as your biggest challenge in today’s market? 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? OR IF ABILITY TO OFFER FINANCIAL INCENTIVE Hi [agent name], how are you? (Good, that’s great!) I see that you do a great book of business, and I wanted to see what you are doing to prepare for the shift in the market. (I’ve got it covered; you’ve got it covered, that’s great!) [Agent name], what do you see is the biggest challenge you are facing in your business right now? Just out of curiosity, if I could show you some techniques that we use to help our agents [challenge] and not just that but to also be able to invest in their business financially, would that be worth your time? (what do you mean invest in their business) You see at [dba of the franchisee] we can invest financially in great agents like yourself. When would you have 15-20 minutes to sit down and go over what we can offer you? When the market is stable, agents might not feel the need to explore new options. A market shift can highlight the value of having a supportive and resourceful brokerage, making them more open to considering a change. 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.

Former Agents - If They Disaffiliated Before You Became the Broker/Owner/Manager YOU CAN SAY Hi, this is [your name]. I am the manager of your former office . You are not going to believe what I am about to tell you! (Wait for the agent’s response) You and I have not had the opportunity to meet, but your name comes up quite often around here and I have only heard great things about you! (Wait for the agent’s response) I will make my call brief. Very simply, we would love to have you back home! ( Wait for agent’s response) When I say ‘we’ everybody, from our Broker/Owner to our Admin staff and your former colleagues, miss you! (Wait for the agent’s response) I am not sure if you know this, but we have made quite a few changes since you left. If the agent asks what changed, you can say: One big change is that I am the new manager! You can also layer in the tools and resources you and your affiliated agents found the most useful . We don’t know each other yet and I don’t want to waste your time. Just know we are always supporting our affiliated agents, and we may be able to offer you some incentives to return, if you qualify. Would you be willing to meet (virtually if needed) to discuss the details? If the agent agrees to meet, simply arrange for the appointment. If the agent refuses to meet or says they are not interested or gives an objection, try the following: With all due respect, you don’t even know what you are saying ‘no’ to! (Wait for the agent’s response) Aren’t you curious to see how much we have changed? (Wait for the agent’s response) I am simply asking you to meet with me and my Broker/Owner (if available) for a cup of coffee . (Wait for the agent’s response) If this opportunity doesn’t work for you, it’s totally fine. If nothing else, it would be great to get a chance to meet you and find out for myself why everybody here thinks you are so awesome! Always check the agent’s current production. Statistically, most agents who chose to leave us are not more productive at their new company. You may want to tactfully remind them of that! 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.

Invite Recruits to Attend Your Office Meetings Agents value leadership and your office meetings are one of your most significant platforms. Invite recruits to attend your meetings so they can experience your office leadership. Suggested meeting agenda includes: Welcome & Important Updates : Share noteworthy office news − especially anything related to safety and health, and policies or procedures. Highlight community happenings and events. Market Update : Review of contracts written, pending, and closed sides. Share impactful scripts to overcome challenges. Learning Calendar : Encourage agents to attend courses on the skills and resources they need to grow their businesses. Today’s Tool: Inform agent of the brand’s latest market offering and brand learning sessions. Gratitude & Success Stories : End your meeting on a high note. Have agents share thanks and inspiring stories about how business is getting done even in this challenging time. YOU CAN SAY Set the Tone : Our office is growing and gaining market share ! We are now #1 in our market for listings sold! On average, our listings sold is [X]% more than our competitors. Great statistics to use in your listing appointments to demonstrate success with sellers. OR Our office is growing! We couldn’t be more excited to welcome [new affiliated agent names]. Welcome and cheers to extraordinary growth! Promote Office Events: You’re invited to one of our office events. OR Don’t forget to join us for our listing class on [day] at [time] to get a hands-on, in-depth learning for succeeding with sellers by putting listings first. Share Success Story : An agent did a listing presentation with a seller that was extremely hesitant to list. Our agent, [affiliated agent’s name], respected that and shared our written protocol on how we work with buyers and sellers and virtual tours. The seller said she felt at ease and decided to move forward. In your meetings, provide motivation and timely information to ensure agents and staff are on the same page on how to move forward with day-to-day and 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.

Former Agents- If Close with the Agent YOU CAN SAY Hi [agent name], how are you doing? (Great, how are you? Answer) I wanted to reach out to you today to ask you when you are coming home. (Laughs, response – be genuine) How are things going over at [prospect’s company name]? If they say… they are okay, you can say: Just okay, [agent name]? It sounds like now might be a great time for us to meet. If they say… I really want to give it a shot, you can say: [Agent name], I can appreciate that . Were you aware that we have the ability right now to invest in agents who want to come home? If they say… No, Interesting! Or yes, I have heard about it, you can say: Do you have some time available this week so we could talk about it? Always check the agent’s current production. Statistically, most agents who chose to leave us are not more productive at their new company. You may want to tactfully remind them of that! 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.