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.

Sales Meeting Referral Recognition YOU CAN SAY I’d like to give a big shout out to our agent referral leaders… they have referred agents who affiliated our office ! [Affiliated agent name] gave [x number of] referrals and [x number] resulted in the agent affiliating our office. [Affiliated agent name] gave [x number of] referrals and [x number] resulted in the agent affiliating our office. Thank you for helping us build a world class company. We appreciate your support! Maintain the positive momentum of your referral system through public recognition. 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 Incentive YOU CAN SAY Hi, this is [your name] with [dba of the franchisee]. I have to say, I’m impressed! (Wait for the agent’s response) Based on my research, you are working hard and having/had quite a year. Is that fair to say? (Wait for the agent’s response) Perfect! That is why I am calling you today. We are in the process of making a serious financial investment (i.e., split, marketing, admin support, leads, coaching, office space, signing bonus, team support, etc.) in a handful of select agents like you. Based on your current level of production, you may qualify for this extraordinary opportunity. Would you like to hear more? (Wait for the agent’s response) When I say ‘opportunity ,’ I mean we may be willing to offer you a significant financial incentive to affiliate with [dba of the franchisee]. I simply want to ask you this question—do I have your permission to create an incentive package, on how we may be willing to invest in you and your business? (Wait for agent’s response) OR [Agent name], I reached out to you today because I saw that you have been doing some remarkable things in your business and I just wanted to say congratulations and see if you had 15-20 minutes so that we could sit down with each other? If the agent says… I’m happy where I am at , you can say: You’re happy where you are at, I get that. If you weren’t you would’ve probably called me first. (laugh, add humor it breaks down the fence). [Agent name] You know just as well as I do that this business is all about relationships and I would love to just get to know you and your business a little bit. The great thing about [dba of the franchisee] is we are in a unique position where we can invest in GREAT agents like yourself and I just wanted to see if we were a great fit for each other . Do you have time that we could do that? (Yes, Fantastic!) If the agent agrees to meet, simply arrange for the appointment. If the agent refuses to meet or gives you an objection, try the following: I respect the fact that you are [happy, love your broker, busy, have too many listings/pendings, etc.], but I want you to know I am not calling every agent in your office today. I am calling you and talking about a significant investment in you. (Wait for agent’s response) The formula we use to calculate incentives is based on your LTM GCI production . Based on what I see in the MLS, you had an amazing year, and your business could be worth more today than ever before. Why not take advantage of that? (Wait for agent’s response) I am simply asking you to meet me for a business conversation . This opportunity could change your life, and I am only asking for a few minutes of your time. Recruiting high GCI producers in this competitive market is exceedingly difficult if you are not prepared to offer some sort of financial incentive. If you are not prepared to do that, use the other scripts for lower 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.

New Agents in Your Market Remember that the earlier in their career you can approach agents, the better success rate you will have. After connecting with a newly licensed agent via referral or co-op transaction, make a call to get to know them, let them know you, and what you offer that they are not currently getting based on what you heard. YOU CAN SAY Hello, this is [your name] at [dba of the franchisee]. I am the [your position] here. I understand that [affiliate agent’s name], one of the agents affiliated with my office, has been working on [customer deal] with you and spoke very highly of you and they thought you would be a great fit. We know it takes a great agent to recognize another great agent, and we use these referrals to extend invitations so people can find out more about our company. Pick questions, listen carefully to choose the next question. May I ask you how long you have been in the business? (Great) Have you always been with your company? (Interesting) How did you happen to choose the company you’re with? (Good) If I could show you proven systems and programs that could help significantly increase your business and income by working smarter, not harder, would you be interested in talking about it ? (say with enthusiasm) Fantastic! My schedule is set where I work with affiliated agents in the morning conducting productivity and action workshops and I have personal coaching sessions in the early afternoon. I can meet you [state availability]. The systems, tools, and services you offer are features—but it is the benefits that they can glean from the leader’s point of view that will have the most impact on their decision 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.

Drive Learning Participation Encourage recruits to attend your learning sessions so they experience first-hand the professional development you offer to help agents grow their businesses. Also, capitalize on the virtual advantage. Anonymity of attending virtual learning sessions will increase the likelihood of attendance of recruits who otherwise would hesitate to be seen in your offices. YOU CAN SAY When talking about learning/support: My office has learning systems set up to provide you with the skills and support you want right now in this market. In fact, on [day/time] we have a virtual session on [topic]. Please join us. I’ll send you the link. Invite recruits to participate in your learning opportunities with the skills and resources that will help them grow their businesses. 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 a good time 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 this may not be a good time for you. You know, I send out some terrific items of value to help agents build their businesses. I would be happy to include you. It’s great information. Can I verify your email address? Great. I’ll get those out to you and give you a call next month. 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.

New Licensee YOU CAN SAY Hi [agent name], this [your name] affiliated with [dba of the franchisee]. I’m calling because we saw that you have recently enrolled in a real estate school, is that correct? (Yes, fantastic!) What made you decided to get into this crazy world we all love? And curious—are you looking at doing real estate part time or full time? [Agent name], what were you doing before real estate? That’s great and what made you decide to make the switch? Let me ask you, do you have any sales experience? Or have you ever done a commission-based job? [Agent name], as you can imagine, the reason why I am calling today is we wanted to reach out to you and see if you would be interested in meeting with us to hear what it is we do with our newly licensed agents to help them hit the ground running. Is that something you would be interested in doing? Great, what works better for you—mornings or afternoons? Calling agents who recently enrolled in real estate school helps you connect with motivated individuals early in their careers. This approach builds relationships, identifies promising talent, and offers support to help new agents 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.

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.