Trust Appointment

In the first appointment, build trust by uncovering the recruit’s goals, motivations, and points.

YOU CAN SAY

As I mentioned [over the phone, when we met last, etc.], I specialize in helping agents grow their businesses. For me to be able to give you some additional ideas and strategies, I would like to spend our time today getting to know you and learning more about your business, okay? (Yes!)

How did you get started?

• How long have you been in real estate?

• What was it that attracted you to real estate?

Where are you now?

• What is your income goal this year? Are you on track to achieve your income goal?

• You said your income goal this year is $[amount]. What is significant about that number? When you hit that income goal, how will things change for you and for your family?

• What do you need to do from this point forward to accomplish your goal?

Follow up for each answer: Have you tried it before? Did it work? Why or why not?

• What are your top lead sources? How many transactions do you get from those sources each year?

What challenges do you have?

• What are the biggest challenges keeping you from reaching your goals? What programs or strategies have you or your broker implemented to help you with your challenges?

• Who is helping you achieve your goals?

• Are you generating enough leads to reach your goal?

• How is your business/life balance?

Where do you want to be?

• Paint a picture of your business 3-5 years from now.

• If you owned your own brokerage, what is the one thing you would do differently?

What happens if you don’t get there?

• If nothing changes and you keep doing what you’re currently doing, are you likely to get [their why]?

• What would happen with your business and [their why] if you don’t do something different?

Value Proposition Appointment

In the second appointment, present your plan to support them by diagnosing their need and “prescribing” your productivity systems to demonstrate the value of affiliating with you. 

YOU CAN SAY

Match Agent Pain Points with Your Value: You mentioned your goal is to get more listings by converting more leads. In our office, we offer a top agent mastermind where you can learn techniques from top listing agents.

Provide Proof of Success: That top agent session is one of the reasons that the agents are outperforming the board in [listings taken/ listings sold/etc.] by [XX]% over [time]. That is the equivalent to [x number of] listings.

Ask Recruit the Value They See: Can you see how this can help your business? (to get a soft yes) 

Quantify the Impact: Just from looking at the opportunity of attending this monthly mastermind, what do you think the impact would be on your business?

How many additional transactions do you see yourself doing? (have an idea of how many more transactions)

Express Enthusiasm at the Thought of the Agent Affiliating: I’m so excited to help you achieve your goals and get you [their why].

OR

Based on everything we have discussed; I think we will make great partners. Would you agree?

Rate on a Scale of 1 to 10: On a scale of 1 to 10, how interested are you in joining my team, 1 being “Not really interested” to 10 being “Where do I sign?” (allow for silence) (If not a 10) What would it take to get you to a 10?