Productive Agent – First Time Call Incentive

YOU CAN SAY

Hi, this is [your name] with [dba of the franchisee]. I have to say, I’m impressed! (Wait for the agent’s response)

Based on my research, you are working hard and having/had quite a year. Is that fair to say? (Wait for the agent’s response)

Perfect! That is why I am calling you today. We are in the process of making a serious financial investment (i.e., split, marketing, admin support, leads, coaching, office space, signing bonus, team support, etc.) in a handful of select agents like you. Based on your current level of production, you may qualify for this extraordinary opportunity.

Would you like to hear more? (Wait for the agent’s response)

When I say ‘opportunity,’ I mean we may be willing to offer you a significant financial incentive to affiliate with [dba of the franchisee].

I simply want to ask you this question—do I have your permission to create an incentive package, on how we may be willing to invest in you and your business? (Wait for agent’s response)

[Agent name], I reached out to you today because I saw that you have been doing some remarkable things in your business and I just wanted to say congratulations and see if you had 15-20 minutes so that we could sit down with each other?

If the agent says… I’m happy where I am at, you can say:

You’re happy where you are at, I get that. If you weren’t you would’ve probably called me first. (laugh, add humor it breaks down the fence).

[Agent name] You know just as well as I do that this business is all about relationships and I would love to just get to know you and your business a little bit.

The great thing about [dba of the franchisee] is we are in a unique position where we can invest in GREAT agents like yourself and I just wanted to see if we were a great fit for each other.

Do you have time that we could do that? (Yes, Fantastic!)

If the agent agrees to meet, simply arrange for the appointment.

If the agent refuses to meet or gives you an objection, try the following:

I respect the fact that you are [happy, love your broker, busy, have too many listings/pendings, etc.], but I want you to know I am not calling every agent in your office today.

I am calling you and talking about a significant investment in you. (Wait for agent’s response)

The formula we use to calculate incentives is based on your LTM GCI production. Based on what I see in the MLS, you had an amazing year, and your business could be worth more today than ever before. Why not take advantage of that? (Wait for agent’s response)

I am simply asking you to meet me for a business conversation.

This opportunity could change your life, and I am only asking for a few minutes of your time.

Recruiting high GCI producers in this competitive market is exceedingly difficult if you are not prepared to offer some sort of financial incentive. If you are not prepared to do that, use the other scripts for lower productive agents.

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.