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.

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.

Former Agents- If They Disaffiliated While You Were their Broker/Owner/Manager YOU CAN SAY Hi, this is [your name]. It’s been a while! I hope you and your family are doing well. I know these are crazy times, but I wanted to reach out and let you know we still love you, miss you, and want you back! (Wait for the agent’s response) Everybody truly misses you and we’ve made quite a few changes since you left. If the agent asks what changed, you can layer in the tools, resources, or upgrades you and your affiliated agents found the most useful . We have known each other for a long time, so I won’t 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 gives an objection, simply say: 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 for a cup of coffee! You at least owe me that! (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 at least see you again and catch up! 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.

Sample Referral Rewards Communication YOU CAN SAY Thank you for affiliating with [dba of the franchisee]. We are committed to growing our offices and market share and we reward affiliated agents when they help grow our company with top quality agents like you. For each licensed real estate agent you refer and affiliates our office, you will receive a recruiting bonus according to their production levels: New agents: $250 paid at first closing. Agents with < $8,000 Company Dollar $500 paid in total in the first two closings of $250 each. Agents > $8,000 in Company Dollar $1000 paid in total in the first four closings of $250 each. Note: If a recruited agent leaves prior to fulfilling the required number of closings for you to receive your recruiting bonus, no additional compensation will be paid to you. Thank you for helping us build a world class company. We appreciate your support! Consistently communicate the rules of your referral rewards program to keep the program top-of-mind with your 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.

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.

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.

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.

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.

Agent Referral You can target agents associated with smaller independent real estate firms in your market who do not have the business development resources, tools, technology, marketing presence or market share that you can offer to help them grow their business. YOU CAN SAY Hello, this is [your name] at [dba of the franchisee]; I’m the [your position] here. The reason for my call is one of the agents affiliated with my office , [affiliated agent’s name], thinks so highly of you they asked me to reach out to you because they think you would benefit from working with someone like me. [Affiliated agent name] believes that you could potentially grow your business based on some of the systems that I have in place, which has helped them both increase their income and create more balance in their lives. Does increasing your productivity sound like something that would help you? (Sure!) I’m available [give your availability]. What works best for you? Leverage the relationships you have built and the value you have shown to make it natural for you to ask agents to affiliate with your company. 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.

Listings Focus This script is for agents with less than 24 months of experience in the business who are just getting their first listings on the market. You are going to be able to offer them a learning opportunity to help get more listings. Use this learning as an opportunity to hook them. YOU CAN SAY What I’m hearing you say is that you are really looking to focus on taking more listings in your business, is that right? In our office, we teach a monthly listings class that can help you take more listings. Refer to your business intelligence reports and where your office is outpacing the market or leading the market to demonstrate your proof of success. The agents affiliated with the company who have participated in the program have increased their business by [XX]%. There is a program scheduled for next week and I have a few spots available. Should I save a spot for you so you can see how the program could do the same for you? 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 on [day]. What time works best for you? Part of a company’s value proposition is coaching and developing agents to increase their productivity. When they do, agents will stay. 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.