Newly Licensed Agents: 6-18 Months YOU CAN SAY Hello, this is [your name] at [dba of the franchisee]. I’m the [your title] here . Unfortunately, for some reason we never met when you were selecting a broker. However, I like to get to know all the agents in my market. I was wondering, how are you doing in your first months in real estate? I see you have taken [x number of] listings so far and had [x number of] sales so far. Is the business everything that you expected it to be? What do you think is missing ? (Learning, support. etc.) Several agents who affiliated with my office around the same time that you got into the business already have [x number of] listings and [x number of] sales. Why don’t we get together so I can share with you what I offer to help agents to develop their businesses ? I’m free [state your availability]. What time works best for you? OR Hi , [agent name]. This is [your name] with [dba of the franchisee]. I wanted to reach out to you and congratulate you on building a business in real estate. I see you have now been in the real estate business fo r [months], is that correct ? (great) And you're currently at [their company name] is that right? How long have you been with them? (Repeat, great!) [Agent name], are you familiar with the techniques that we use to help our new agents in the business? (No, interesting) Reference a success story of an affiliated new agent: That reminds me of [agent name] in our office, they were able to do [number] deals in their first year with us. I was wondering when you have some time available so that you and I could sit down and discuss your business? If yes, you can say: What works better for you—mornings or afternoons? If no, you can say: How did you happen to pick [prospect’s company name]? Let me ask you—are you working full-time or part time? What do you see as your biggest challenge in your business? What is the main source of your business? [Agent name] If I could show you the systems that [affiliated agent name in success story] used to be able to increase their business by working smarter not harder would it be worth 15-20 minutes of your time ? (yes) Great, what works better for you—mornings or afternoons? There is a clear distinction between recruiting new or experienced agents vs. productive agents. Experience has very little value if productivity is not attached. Does it really matter if agents are new or productive if they produce business and complement your brokerage? So, going forward, let’s focus on the selection of productive agents. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Agent Referral Offer your office systems for help in increasing productivity. Agent Referral for Productive Agent Find their numbers and tell them how you can help improve them. Agent Referrals + Researching Agents Find their numbers and tell them how you can help improve them. Agent Referrals from Co-op Transaction Tell me about your experience with great agents. Closing Form Referral Questions Require Referral on Transaction Closing Form. Sales Meeting Referral Recognition Recognize referrals publicly to maintain momentum. Sample Growth Celebration Invite Encourage referrals with a contest. Sample Referral Rewards Communication Communicate the rules of your referral rewards program. Agent Referrals

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.

Closing Form Referral Questions Including questions about the cooperating agent on the transaction form a strategic move because it: Identifies talent—helping you spot high-producing agents who might be great additions to your office. Builds relationships—opening doors for future collaborations and recruiting opportunities. Evaluates business—providing insights into the cooperating agent’s work style and professionalism. Expands network—broadening your connections within the industry, increasing your pool of potential recruits. Gathers feedback—helping to improve your processes and standards, making your office more attractive. Suggested Co-op agent evaluation questions Was this a smooth transaction? Did you enjoy working with this agent? Do you think they would be a great fit for the office? If so, why? Have you talked to them about our office? If so, what did you say? Including questions about the cooperating agent on the transaction closing form ensures you are getting recruiting leads. 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 Contact/Pending YOU CAN SAY Hi, this is [your name] with [dba of the franchisee]. I am the Broker/Owner/Manager of the office. I want to introduce myself and say thank you! (Wait for the agent’s response) I understand you currently have a pending transaction with my affiliated agent, [affiliated agent’s name], on their listing located at [listing address]. OR My affiliated agent, [affiliated agent’s name], brought in an offer on your listing. [Name of franchisee’s affiliated agent] is excellent to work with, so you probably won’t need me. But I am part of his/her team, so should you have any questions or if there is anything I can personally do to help you during this transaction, please feel free to contact me, okay? Thank you again! 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.

Newly Licensed Agents New Agents in Your Market Find new talent to develop. New Agents with Low Production Offer your help and support. New Licensee Career in Real Estate. Newly Licensed Agents: 6-18 Months What we can offer to help grow your business.

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.

I don’t want to lose money 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 understand. You don’t want to incur any monetary loss in making a move. But 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 about 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. Plus, I don’t want cost or loss of business to stand in the way of a good business decision. You know 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.

Agent Referrals from Co-op Transaction Make it a practice to ask for referrals from agents at the first sales meeting of each month. Get the names of those agents who have impressed your agents in their dealings with them in co-op transactions. YOU CAN SAY I’m looking to improve our market share because I want to make it easier for all of you to list and sell. Who do you know that might add something? OR Who have you worked with in your co-op transactions that impressed you? OR If you had to list your own home for sale and couldn’t do it yourself, or with the company, and had to list with a competing agent, who would you list with? Your current affiliated agents will easily be your #1 source of recruiting referrals when you approach them strategically and help them see the benefit of office growth with more producing 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.

I have too much business YOU CAN SAY An agent of your caliber is always busy. There is never going to be a good time to make a move; generally, agents in transition begin to wind down their business before they make a move. This could end up costing thousands in lost production and not something you want to see happening to you, right? I can have your transition set up so you will hit the ground running. Wouldn’t that be great? In fact, [name of the affiliated agent], who just recently affiliated with us, increased their production immediately after affiliating, which is surprising and exciting, right? We sent out two mailings to all their target market area and past clients. [name of the affiliated agent] picked up [X number of] extra transactions in the very first month. Can you see how that could also work for you? Excellent! The time to disaffiliate is when you are on top. Let’s do it now! [Prospect’s name], let's go through the paperwork. 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.

Commission Split What do you really value? Handling Objections Are you telling me that you don’t want to earn more? I don’t want to lose money We’re looking to grow new business, not get in the way of your open deals. I have deals to close Let me help you with your transition plan. I have too much business It’s time to disaffiliate when you’re on top. I’m happy where I’m at Are you telling me that you don’t want to earn more? I’m just too busy Business is great, but with my help it could be even better. My life and business are good Good to Great: offer your value and ask what great looks like. Not a good time Turn an objection into an opportunity to share your value Not interested in being recruited Build rapport and share your value Objection Handling

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.