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.

Spark Engagement with Social Media Think “service” when creating social media post to showcase the value, culture, support and leadership your office provides. Suggested Content Ideas Include: Your learning calendar Pictures and videos that show your company culture Community happenings and events Office and agent accomplishments Agent testimonials (written and video) Real estate industry news Ask questions or create polls Homebuyer and seller testimonials Homeowner quick tips YOU CAN SAY Virtual Listing Presentation How-Tos: Join us on [day/time] to hear how top agents are taking listings. Check out our calendar for more opportunities to build your skills: [link to calendar] Office Accomplishment:  Breaking news! Our office is now #1 in our market for listings sold! On average, our listings sold is [XX]% more than our competitors. Great statistics to use in your listing appointments to demonstrate success with sellers. Affiliated Agent Testimonial:  (post affiliated agent testimonial on why they love your office) Thanks [agent name]. We love helping you grow! Your social media goal is to spark engagement. Use an engagement-first strategy, not a selling-first strategy. 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.