I’m happy where I’m at When you ask to set an appointment with a productive agent, expect them to throw out objections. Just as you coach agents to be prepared to handle the most common objections from their customers, you should also be prepared with great scripts to handle the most common recruiting objections. YOU CAN SAY Yes, I would have thought so, or you would have already affiliated with us. We haven’t gotten to know each other well yet, so I don’t know whether you’d be a fit for us or if we’d be a fit for you. I’m willing to share some strategies top agents like [top agents affiliated with your office they know], are using to increase their [GCI/closed units/listings sold/etc.] by [XX]%, what do you have to lose but 15 minutes? I’m available [give your availability]. What works best for you? If yes: Great, see you then! If no, again: I do appreciate your time and I really believe in you and your business. Would you mind if I followed up with you to see how you are doing at the end of next quarter? Thanks! Objections are opportunities to share the value you offer. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

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.

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Proof of Success Demonstrate your proof of success. As part of your value proposition package, you identified the metrics the matter most to an agent and created impact statements using these metrics as proof of success. When you demonstrate proof of success with your impact statements, the odds of the agent saying yes to you are even higher. YOU CAN SAY I was looking at the board reports and noticed you were up [XX]% month over month. Congratulations! The agents affiliated with my company are doing well too. On average, they are up [XX]%. I was wondering when we could get together and talk about what you’re doing, and I’ll share how I’m coaching agents to help them succeed. Maybe we can learn from each other? I’m free [give availability]. What time works best for you? Tying your proof of success to a specific service or tool enables you to create a compelling message about the benefits you can provide that agent when they affiliate with you. 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.

Handling Objections Using the objection handling model will help your get a “yes” to an appointment. Repeating and affirming the agent’s concerns—shows understanding and trust. Using the objection handler addresses specific issues, providing clear and compelling reasons to meet. Ask prequalification questions—enhances communication and strengthens your relationship with the agent. YOU CAN SAY Universal : Take moving completely off the table, I’m not even expecting you to make a move. I’m just talking about getting together & getting to know you and your business a little bit and worst-case scenario you’ll be able to take away a few good ideas and implement them into your business. Does that work for you? I’m not looking at making a move : You’re not looking at making a move, I can appreciate that. If you were, you probably would’ve called me first, right? (add humor – straight to 9 prequalification questions) I’m happy where I am at : Of course—if you weren’t you probably would’ve called me first. Business is all about relationships and I just want to get to know you & your business a little bit. I’m to busy : Sounds like a great problem to have [agent name] (laugh) Let me ask you… I love my broker : I appreciate your loyalty to your current broker. (use universal close) To many closings/deals to make a move : That is totally understandable. If what I say makes sense and you consider making a move, we made arrangements in the past to make sure it makes sense to you financially. I had a bad experience w/______ at your company : I’m sorry to hear that. Hopefully you understand that one agent doesn’t represent the whole company, correct? Just like at [prospect’s company], every company has a few bad eggs. If I LEFT, I would owe the company money : I understand it’s hard when you would owe someone money, that’s a tough one. I’m not even asking you to make a move. Let’s go ahead and meet and if what I say makes sense and you do decide to make a move, we can figure that out together. Your office is too FAR FROM my market/house : I can see why it could be a concern for you. I’ve had other agents who have felt the same way but now make the commute because of what we have been able to do to help their business. Doesn’t matter where I am I conduct business from home now : You conduct business from home. That’s great! That’s what I call a perfect opportunity. We too are seeing a lot of that even with our affiliated agents. I don’t need COACHING/Learning : That’s great! Sounds like business must be going well for you. (use an agent testimonial) I need space for my team : Needing space is important to you, correct? Great. Let’s get together and figure that out together. The markets is crazy right now I don’t have time : [Agent name] Great. That’s what I like to call a great problem to have. I don’t have any time to meet : [Agent name], I promise our meeting will only be 10-15 minutes. I’ll even put the timer on . (humor) Medical Illness : I’m so sorry to hear that. In the past, I have made errors in two ways. I’ve been too careful because this is sensitive, or I hear something that makes me keep pushing forward. I don’t want to do the same thing with you, so tell me when would be a good time to connect? It’s a bad time of the year : I totally understand, and I can appreciate that. Let me ask you, has your business picked up or slowed down? If picked up, you can say : [Agent Name], that’s great, that’s what I like to call a good problem to have, right? If you’re right I don’t have any time to meet, you can say : [Agent name], I promise our meeting will only 10-15 minutes, I’ll even put the timer on. (humor) If slowed down, you can say : [Agent Name] That’s the very reason why you and I need to get together. I’d love to share with you some things that we have been able to do to help our agents in today’s market. I’ve never heard of your company : You’ve never heard of our company, interesting . [Agent name] that is the very reason why you and I need to get together. Your company is too big/to small : [Agent name] As you know it’s the individual company and what they offer that helps the agent sell homes. 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, you can say : What made you decide to go with them to begin with? If no, you can say : Interesting, what made you decide 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 , you can 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 [agent 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? 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.

Benefit Close [Agent name] with what you and I have discussed you did say you see value in what [dba of the franchisee] has to offer, correct? (yes, fantastic!) Give a testimonial of an affiliated agent with the same benefit. [Agent name], we have discussed [repeat company benefit you have been working on]. What value have you seen in it thus far? What has it done for your business? (Wait for agent’s response, great!) [Agent name], this is just one system we have discussed that [dba of the franchisee] has to offer you. How do you think you could benefit from the [company benefit]? (Wait for agent’s response, repeat & affirm) On a conservative side [agent name], how many deals do you think you could add to your bottom line? (Wait for agent’s response i.e., 2) [# of] deals, and what is your average commission check? (Wait for agent’s response i.e.,10k, great!) So, [# of] deals times [average commission] that’s an additional $ [total amount i.e., 20k] to your bottom line, correct? [Agent name], what could you do with an additional $[total amount i.e., 20k] added to your bottom line? (Wait for agent’s response, repeat & affirm) [Agent name], that is just the value of one system when put into place, imagine what else you could do if you were here with us. [Agent name], what is stopping you from joining us today? (Wait for agent’s response, solve the objection) Is it fair to say we can go ahead and get started today? (Yes, great!) Highlight the specific value the system has brought to the agent’s business, then quantify this value in terms of deals and commissions to show how affiliating with you can enhance their profitability. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Recruiting Script Library Home • Newly Licensed Agents • Low Production • Co-Op Transactions • Agent Referrals • Productive Agents • Building Rapport • Objection Handling • Search While your goal in any conversation is to sound like you, your goal in using scripts is to sound like you while getting powerful results. These scripts are suggestions, to get you started. IMPORTANT REMINDERS All Learning is Optional – As an independent contractor sales associate or independently owned and operated franchisee, you have a variety of resources and tools available to you. The educational materials, programs, or meetings are optional. This document may contain suggestions and best practices regarding specific issues you may encounter for you to use at your discretion. Affiliation/Recruiting – Nothing in this document is intended to create an employment relationship with you and ERA Franchise Systems LLC. Any affiliation by you with an ERA Franchise Systems LLC franchisee is intended to be that of an independent contractor sales associate. Third–Party Materials or Video – Use of materials drafted by a third party and any related program or meeting are optional and completely voluntary for you to use at your discretion. Furthermore, any statements in third–party educational material or made during any related program or meeting are not those of ERA Franchise Systems. Any videos contain suggestions and best practices about specific issues you may encounter for you to use at your discretion to assist you in your business as a real estate sales associate. The views expressed in any program videos produced by independent third parties are not necessarily the views of ERA Franchise Systems LCC. Please note that any opinions, comments, or advice expressed by speakers or bloggers are their own and do not necessarily reflect the positions of Anywhere Real Estate Services Group LLC or its affiliates. If you are attending a live program, the facilitator or presenter of the program is not an employee of ERA Franchise Systems LLC. ERA Franchise Systems LLC provides materials to the facilitator or presenter as a guide for addressing the particular subject matter. ERA Franchise Systems LLC does not require the facilitator or presenter to follow the materials verbatim. Any presentation attended by you may contain information, anecdotes or other material that has not been preapproved and is not endorsed by ERA Franchise Systems LLC. Each franchise is independently owned and operated. Copyright – ©2025 Anywhere Real Estate Services Group LLC. All rights reserved. ERA® and the ERA Logo are registered service marks owned by ERA Franchise Systems LLC. License – Subject to the Terms of Use, Anywhere Real Estate Services Group LLC hereby grants the user of these materials a non–exclusive, non–sublicenseable, non–transferable right to access and use these materials solely for purposes of educational advancement in connection with real estate brokerage and related activities of ERA Franchise Systems LLC. The participant is permitted to access and use the learning materials only for so long as the participant is affiliated with ERA Franchise Systems LLC. The participant shall not reproduce, alter, adapt, modify, display, perform, distribute or make derivative works of the learning materials, in any medium now known or hereafter developed, without written permission from Anywhere Real Estate Services Group LLC. The participant agrees that Anywhere Real Estate Services Group LLC solely and exclusively owns the learning materials and will continue to own all right, title and interest in and to the learning materials. The participant will not challenge said ownership, and agrees that no title or ownership in the learning materials or any associated intellectual property rights embodied therein is transferred to the participant under the Terms of Use. Scripts – Any sample dialogue or script contains suggestions and is not intended to be used verbatim. The sample dialogue is designed to offer you suggestions for what you might say in some of the most common situations you may encounter as a real estate agent. These words are only a guide, however. The most effective dialogue will be the one that is authentically your own. You are encouraged to review these sample dialogues if you believe they may be helpful and to think about how you would present these resources when the opportunity arises in your real estate business. You should always revise any sample scripts to ensure they are factually accurate. GENERAL GUIDELINES AND REMINDERS ERA Franchise Systems LLC fully supports the principles of the Fair Housing Act and the Equal Opportunity Act. Each affiliated sales representative and broker is responsible for complying with any consumer disclosure laws or regulations. Each franchise is independently owned and operated. Wire Fraud – Wire fraud scams continue to affect the real estate industry. Given the ongoing risks of wire fraud previously shared by the Federal Trade Commission and the National Association of REALTORS®, it is imperative that brokers and agents continue to be vigilant to this very real threat. Advertising Guidelines – Claims in advertisements should be truthful, should not be deceptive or unfair, and should be fact–based. Do Not Call Registry – The FTC’s Telemarketing Sales Rule helps protect US–based consumers from fraudulent telemarketing calls and gives them certain protections under the National Do Not Call Registry. Companies also need to be familiar with rules banning most forms of robocalling. If you or someone working on your behalf is telemarketing, know the dos and don’ts before you plan your strategy. Similar laws may apply outside of the United States, including, but not limited to the CAN–SPAM Act, by way of example. •Before making a sales call, you or a third–party vendor you hire should determine whether the consumer’s phone number has been included on the National Do Not Call Registry and your company–specific Do Not Contact list. We recommend that you speak to your broker about compliance with these rules. •If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any state DNC list and your company DNC list (ii) do NOT use automated platforms and (iii) do NOT use artificial voice or pre–recorded messages. •We recommend that you review your local MLS rules and regulations regarding the proper use of listing data for other commercial purposes such as soliciting new clients or contacting expired listings. Website Considerations – If you have a website, you may consider Privacy Policies about how you intend to use any data you might collect over the Internet, and incorporating terms of use. Copyright and Trademark Issues – Be mindful of using materials including but not limited to photos, videos, and music that may be copyrighted or trademarked. You must obtain permission to use any copyrighted or trademarked materials before using them. General Guidance – The information herein is intended for informational purposes only and is not intended, nor shall it be deemed, to provide or offer legal or financial advice or guidance. We recommend you consult with your own advisor when dealing with any of the issues visited herein. Effective recruiting starts with the right conversations. This library equips you with adaptable scripts to confidently engage prospective agents, highlight your value, and handle objections. Whether you’re connecting with new agents or productive agents, these scripts provide conversaion starters, follow-up strategies, and key responses. Use them as a guide to refine your approach to help you grow your office with the right agents! TCPA Certain state laws may be more restrictive. Consult with a local lawyer for more information.