Productive Agent – First Time Call

YOU CAN SAY

Hi [agent name] this is [your name] from [dba of the franchisee]. I wanted to reach out to you, have you heard about our [company benefit] program? (I haven’t, you haven’t… interesting)

Refer to an agent testimonial in your office: Do you know [affiliated agent name] in our office?

They made an additional $[amount] this year just from our [benefit name] alone.

And [agent name] I was just wondering… if you have 15-20 minutes where you and I could sit down and talk about this? (I’m not interested)

You’re not interested, I can appreciate that… if you were, you probably would’ve called me first (humor), right?

Let me ask you….

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...What made you decide to go with them to begin with?

If no… Interesting, what made you decided 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, 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 [say agent’s 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?

Asking the agent questions before meeting with them not only provides valuable information but also builds rapport and shows genuine interest in the agent’s business. Your questions can make the agent feel valued and understood, increasing the likelihood of getting the appointment.

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.