Agents with Zero Production

YOU CAN SAY

Hi, my name is [you name] with [dba of the franchisee]. I have to say… I am intrigued! (Wait for the agent’s response)

Based on my research, the MLS shows you did zero closed transactions over the past 12 months, does that sound correct? (Wait for the agent’s response)

Zero transactions usually mean one of three things, may I explain?

You are selling homes, but you are on a team and all your production is credited to a team leader, or
You are not on a team, but haven’t been able to break into the business yet, or
You are just hanging your license and have no interest in fully committing to a real estate business.

Which of these three describe you? (Wait for the agent’s response)

If the agent is just hanging their license and has no interest in fully committing to a real estate business, simply say thank you and end the call.

If the agent states they are not on a team and want to do more or increase their business, but (i.e., in a tough market, harder than they thought, only works with buyers, no broker support, not getting mentoring or coaching, frustrated, etc.) continue below:

I am so glad I called you. Do you want to know why? (Wait for the agent’s response)

Because I specialize in helping agents like you! (Wait for the agent’s response)

No disrespect to your current company, but agents affiliated with our company/office, that sell at least one home per year, on average close [your company/office’s average PPP] transactions, did you know that means our average agent earns [amount] dollars per year! (Wait for the agent’s response)

With our learning and development, coaching, admin support, and marketing, can you imagine how many transactions you can do here? (Wait for the agent’s response)

If I could show you how we can help you start selling homes quickly, would you be willing to meet with me?

If the agent refuses to meet or says they love their current company, broker-owner, office manager, etc., try the following:

I respect the fact you love your [current company, broker-owner, office manager, etc.]. But if we can help you start making money fast and give you more control of your business, maybe you will love us more?

If the agent states they are on a team, ask the following:

Have you ever thought about building your own book of business, keeping the best leads for yourself? Or even building your own team? (Wait for the agent’s response)

If I could show you how we can help you start building your own business or team, would you be willing to meet with me and discover for yourself why so many agents are affiliating with [dba of the franchisee]?

Zero transactions could be a “diamond in the rough”—agents who have been able to break into the business or agents on a team looking for control of their own business.

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.