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.

Former Agents- If Close with the Agent YOU CAN SAY Hi [agent name], how are you doing? (Great, how are you? Answer) I wanted to reach out to you today to ask you when you are coming home. (Laughs, response – be genuine) How are things going over at [prospect’s company name]? If they say… they are okay, you can say: Just okay, [agent name]? It sounds like now might be a great time for us to meet. If they say… I really want to give it a shot, you can say: [Agent name], I can appreciate that . Were you aware that we have the ability right now to invest in agents who want to come home? If they say… No, Interesting! Or yes, I have heard about it, you can say: Do you have some time available this week so we could talk about it? Always check the agent’s current production. Statistically, most agents who chose to leave us are not more productive at their new company. You may want to tactfully remind them of that! 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.

Finding a “Diamond in the Rough” These agents are rarely recruited due to their lower production. However, these agents have some experience and can benefit from your guidance along with your learning opportunities and coaching. Look for agents that have at least one closed listing and invite them to talk to you about how you help agents build their business. They could be a “diamond in the rough” or they could be mediocre producers. You will never know until you meet them. YOU CAN SAY I’d like to give you [a book/market report/invite you to a class] for your work as a co-op agent on that transaction. Let’s meet for coffee on [give a day/time] so we can talk more about it. I’d like to hear more about your business and any challenges you might be facing. Through your research find agents whose production is slipping, call and ask them what level of production they want to take their business to. Tell them you have a plan to get them there. 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.

Former Agents - If They Disaffiliated Before You Became the Broker/Owner/Manager YOU CAN SAY Hi, this is [your name]. I am the manager of your former office . You are not going to believe what I am about to tell you! (Wait for the agent’s response) You and I have not had the opportunity to meet, but your name comes up quite often around here and I have only heard great things about you! (Wait for the agent’s response) I will make my call brief. Very simply, we would love to have you back home! ( Wait for agent’s response) When I say ‘we’ everybody, from our Broker/Owner to our Admin staff and your former colleagues, miss you! (Wait for the agent’s response) I am not sure if you know this, but we have made quite a few changes since you left. If the agent asks what changed, you can say: One big change is that I am the new manager! You can also layer in the tools and resources you and your affiliated agents found the most useful . We don’t know each other yet and I don’t want to waste your time. Just know we are always supporting our affiliated agents, and we may be able to offer you some incentives to return, if you qualify. Would you be willing to meet (virtually if needed) to discuss the details? If the agent agrees to meet, simply arrange for the appointment. If the agent refuses to meet or says they are not interested or gives an objection, try the following: With all due respect, you don’t even know what you are saying ‘no’ to! (Wait for the agent’s response) Aren’t you curious to see how much we have changed? (Wait for the agent’s response) I am simply asking you to meet with me and my Broker/Owner (if available) for a cup of coffee . (Wait for the agent’s response) If this opportunity doesn’t work for you, it’s totally fine. If nothing else, it would be great to get a chance to meet you and find out for myself why everybody here thinks you are so awesome! Always check the agent’s current production. Statistically, most agents who chose to leave us are not more productive at their new company. You may want to tactfully remind them of that! 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.

New Licensee YOU CAN SAY Hi [agent name], this [your name] affiliated with [dba of the franchisee]. I’m calling because we saw that you have recently enrolled in a real estate school, is that correct? (Yes, fantastic!) What made you decided to get into this crazy world we all love? And curious—are you looking at doing real estate part time or full time? [Agent name], what were you doing before real estate? That’s great and what made you decide to make the switch? Let me ask you, do you have any sales experience? Or have you ever done a commission-based job? [Agent name], as you can imagine, the reason why I am calling today is we wanted to reach out to you and see if you would be interested in meeting with us to hear what it is we do with our newly licensed agents to help them hit the ground running. Is that something you would be interested in doing? Great, what works better for you—mornings or afternoons? Calling agents who recently enrolled in real estate school helps you connect with motivated individuals early in their careers. This approach builds relationships, identifies promising talent, and offers support to help new agents succeed. 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.

Sweet Spot Agents with 1-5 Closed Transactions YOU CAN SAY Hi, this is [your name] with [dba of the franchisee]. I have to say, I am intrigued! (Wait for the agent’s response) Based on my research in the MLS, you closed [x number of] transactions over the past 12 months, is that correct? (Wait for the agent’s response) I am curious—are you closing [x number of] transactions because that works for you/all you want to do? Or are you closing [x number of] transactions because nobody is showing you how to do more? (Wait for the agent’s response) OR How do you feel about [x number of] transactions? If the agent is not interested in doing more or increasing their business and their current production is below your standards, simply end the call. However, if the agent states they want to do more or want to increase their business (typical response is to double it), but (tough market, harder than they thought, no broker support, not getting learning and development, mentoring and coaching, frustrated, works too many buyers, 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 if you can do [number] transactions there, can you imagine how many transactions you can do here at [dba of franchisee]? (Wait for the agent’s response) Did you know that an agent affiliated with my company, on average sells [x number of] homes per year? (Wait for the agent’s response) An agent affiliated with my company, on average earns [x number of] times more than you. Did you know that? (Wait for the agent’s response) If I could show you a way that we could potentially double or triple your production/earnings over the next 12 months, would that be worth meeting me for a cup of coffee? My treat! (Wait for the agent’s response) If the agent refuses to meet or says they love their current company, broker-owner, office manager, try the following: I respect the fact you love your [current company, broker-owner, office manager, etc.]. Call me crazy, but if I could help you potentially double or triple your income, maybe you will love me more? If the agent says their company has the best learning and development, coaching, lead generation, culture, support, marketing, technology, etc., simply say: That all may very well be true, but you only sold [number] homes last year! This script is for agents with 1-5 closed transactions per year or half of your office/company’s PPP (per person production with zero producers removed). 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.

Stealth Recruiting YOU CAN SAY Invitation Aligned with Goal: You said your #1 goal is [more listings, increase sales price, more time or more support], is that right? One strategy to help you reach your goal is [strategy i.e., generate more seller listings through farming]. Our [productivity system, i.e., farming class] can help you do that. The agents with our office who have participated in the program have increased their business by [XX]%. There is a program scheduled next week. Should I send you the zoom link to join us so you can see how the program could do the same for you? Coaching After Engagement: I wanted to check in with you and get your thoughts on the [productivity system i.e., farming class] you “test drove” yesterday. You said your #1 goal is [more listings, increase sales price, more time or more support]. Can you see how [productivity system i.e., the farming class] can help you achieve your goal? How do you feel about having this type of support to grow your business? When could we get together and talk more about what you’re doing and how I’m coaching agents to help them succeed? I’m free on Tuesday. What time works best for you? Sell the Next Step: You said your #1 goal is [more listings, increase sales price, more time or more support]. Our [name of program i.e., listing class] can help you achieve your goal by [description of how it can help]. We have a new session beginning [week, month, quarter]. I’ll call you a few days before with more information and the zoom login . Recruit leads are finite, so make them count! On average, it takes 12-16 “personalized connections” to recruit a productive agent. Plan the milestone activities that provide support aligned with the agent’s #1 business goal. 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.

My life and business are good 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, you should also be prepared with great scripts to handle the most common recruiting objections. YOU CAN SAY I don’t want to jump to conclusions, but I truly believe you may be missing out on a great opportunity for your business. We are willing to partner with you and your business and I’ll offer suggestions about how you can grow your personal business over the next 3 years. The bottom line and overall value to you is more exposure, more sales, more business which means more income. I’m available [give your availability]. What works best for you? If yes: Great. See you then! If no, again: I do appreciate your time, and I really believe in you and your business. Would you mind if I followed up with you to see how you are doing at the end of next quarter? Thanks! 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 + Researching Agents Agent referrals can be a significant source for leads. But taking the time to research an agent before you meet with them allows you to further tailor your approach, materials, and presentation to each agent’s needs, ensuring that you are delivering the information that will capture their attention and demonstrate that your company is the one they should affiliate with. YOU CAN SAY Hello, this is [your name] at [dba of the franchisee]. I’m the [your position] here. I hope you’re well. Did I get you at a good time? Great! Well, this will only be a minute . [referring affiliated agent name] told me about your recent deal at [property address]. They shared that you did [something notable about the transaction]. So, I wanted to thank you for your part in making that deal happen. I see that you are on pace to do [XX - metric such as transactions, sales volume, etc.] this year. The productivity systems offered in our office have helped agents raise their [same metric] by [XX]%. In coaching agents, I’m constantly learning what the best agents are doing in their business to stay ahead of the curve. I would love the opportunity to share what the best agents are doing to be so successful and to hear about your business and learn more about you. Would [day] at [time] or [day] at [time] work best for you? The two primary sources top recruiters use to get productive agents leads are agent referrals and research with MLS Prospecting Tools 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.

Sales Meeting Referral Recognition YOU CAN SAY I’d like to give a big shout out to our agent referral leaders… they have referred agents who affiliated our office ! [Affiliated agent name] gave [x number of] referrals and [x number] resulted in the agent affiliating our office. [Affiliated agent name] gave [x number of] referrals and [x number] resulted in the agent affiliating our office. Thank you for helping us build a world class company. We appreciate your support! Maintain the positive momentum of your referral system through public recognition. 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.

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.