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.

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.