Get to Yes 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? The more productive and successful the agent is, the more likely a two-meeting appointment is needed to uncover their motivations, goals, and pain points. 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.

I have deals to close 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 understand you don’t want to incur any monetary loss in making a move. So, let me ask you, when are your transactions closing? (Great) Are they listings or buyer escrows? How many do you currently have open? (Good for you) Have you reviewed your independent contractor agreement regarding disaffiliation from the company when an agent has open transactions? What does it say? (Really) We are not interested in making money from your existing business . We are in this for the long run and aren’t you interested in building a successful future? Plus, I don’t want cost or loss of business to stand in the way of a good business decision you know (pause)… you need to be here. Let’s figure out a way to make this happen now and get you what you want in the time you want. Won’t that be great? 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.

Commission Split 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, be prepared with great scripts to handle the most common recruiting objections. YOU CAN SAY I don’t want money to be the only reason you don’t come over. I’m curious—what’s more important to you: a higher commission split or putting more money in your pocket? Let's break down the extra income you acknowledge you will earn here along with your business expense savings and convert those dollars into how much actual extra money you would earn. As you can see with our company you will be earning more personal income. Isn’t that what you want? (Wait for their answer, handle any objections) If the say Yes… Great! All we need to do now is sign the contract, and I'll make sure you get exactly what you're looking for, within the timeline you want. Let's make this happen! 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.

Spark Engagement with Social Media Think “service” when creating social media post to showcase the value, culture, support and leadership your office provides. Suggested Content Ideas Include: Your learning calendar Pictures and videos that show your company culture Community happenings and events Office and agent accomplishments Agent testimonials (written and video) Real estate industry news Ask questions or create polls Homebuyer and seller testimonials Homeowner quick tips YOU CAN SAY Virtual Listing Presentation How-Tos: Join us on [day/time] to hear how top agents are taking listings. Check out our calendar for more opportunities to build your skills: [link to calendar] Office Accomplishment:  Breaking news! Our office is now #1 in our market for listings sold! On average, our listings sold is [XX]% more than our competitors. Great statistics to use in your listing appointments to demonstrate success with sellers. Affiliated Agent Testimonial:  (post affiliated agent testimonial on why they love your office) Thanks [agent name]. We love helping you grow! Your social media goal is to spark engagement. Use an engagement-first strategy, not a selling-first strategy. 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 with Low Production Newer Agents Who Have Recently (6-12 Months) Associated with Another Company in Your Market You met with this newly licensed agent when they were looking for a brokerage. You’ve done your homework, and they are not performing well–yet. Help them to harness their potential. The earlier you can approach these agents in their career, the higher success rate you will have. YOU CAN SAY You and I met when you were interviewing various brokers. Unfortunately, you chose not to come here, but I still like to keep up with the agents in my market and I am wondering how you are doing in your first few months in real estate. Several agents who affiliated with my office around the same time you got into the business already have [x number] of listings and [x number] of sales. Why don’t we get together so I can share with you what I offer to help agents to develop their businesses ? I’m free [give availability]. What time works best for you ? Newly licensed, low producing agents have some experience and can benefit from your leadership along with your skill development and coaching. Look for agents that have at least one closed listing and invite them to talk 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 with them. 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.

Productive Agent - Market Shift YOU CAN SAY Hi [agent name] this is [your name] with [dba of the franchisee]. How are you today? (doing good, great!) [Agent name], I wanted to reach out to you today to see what it is that you are doing to prepare for the shift in the market? (Nothing, just trying to keep busy.) Just out of curiosity, what do you see as your biggest challenge in today’s market? 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? OR IF ABILITY TO OFFER FINANCIAL INCENTIVE Hi [agent name], how are you? (Good, that’s great!) I see that you do a great book of business, and I wanted to see what you are doing to prepare for the shift in the market. (I’ve got it covered; you’ve got it covered, that’s great!) [Agent name], what do you see is the biggest challenge you are facing in your business right now? Just out of curiosity, if I could show you some techniques that we use to help our agents [challenge] and not just that but to also be able to invest in their business financially, would that be worth your time? (what do you mean invest in their business) You see at [dba of the franchisee] we can invest financially in great agents like yourself. When would you have 15-20 minutes to sit down and go over what we can offer you? When the market is stable, agents might not feel the need to explore new options. A market shift can highlight the value of having a supportive and resourceful brokerage, making them more open to considering a change. 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.

Closing Form Referral Questions Including questions about the cooperating agent on the transaction form a strategic move because it: Identifies talent—helping you spot high-producing agents who might be great additions to your office. Builds relationships—opening doors for future collaborations and recruiting opportunities. Evaluates business—providing insights into the cooperating agent’s work style and professionalism. Expands network—broadening your connections within the industry, increasing your pool of potential recruits. Gathers feedback—helping to improve your processes and standards, making your office more attractive. Suggested Co-op agent evaluation questions Was this a smooth transaction? Did you enjoy working with this agent? Do you think they would be a great fit for the office? If so, why? Have you talked to them about our office? If so, what did you say? Including questions about the cooperating agent on the transaction closing form ensures you are getting recruiting leads. 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.

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. 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 While You Were their Broker/Owner/Manager YOU CAN SAY Hi, this is [your name]. It’s been a while! I hope you and your family are doing well. I know these are crazy times, but I wanted to reach out and let you know we still love you, miss you, and want you back! (Wait for the agent’s response) Everybody truly misses you and we’ve made quite a few changes since you left. If the agent asks what changed, you can layer in the tools, resources, or upgrades you and your affiliated agents found the most useful . We have known each other for a long time, so I won’t 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 gives an objection, simply say: 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 for a cup of coffee! You at least owe me that! (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 at least see you again and catch up! 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.

Productive Agent – Previous Conversation Took Place or Offer Was Made YOU CAN SAY Hi, this is [your name] with [dba of the franchisee]. I continue to be impressed! (Wait for the agent’s response) Based on my research, you have done quite well over the past 12 months. Correct? (Wait for the agent’s response) That’s why I am calling you back today. We are again making a serious financial investment in a handful of select agents. I know the timing/situation wasn’t ideal when we last spoke, but we want to revisit that conversation . (Wait for the agent’s response) I simply want to ask you this question—do I have your permission to create an updated incentive package on how we may be willing to invest in you and your business? (Wait for agent’s response) If the agent agrees to meet, simply arrange for the appointment. If the agent refuses to meet or gives you any objection, try the following: I respect the fact that you are [happy, love your broker, busy, have too many listings/pendings, etc.] but we are talking about a significant investment in you. (Wait for the agent’s response) The formula we use to calculate your incentive 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. 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.

Sample Referral Rewards Communication YOU CAN SAY Thank you for affiliating with [dba of the franchisee]. We are committed to growing our offices and market share and we reward affiliated agents when they help grow our company with top quality agents like you. For each licensed real estate agent you refer and affiliates our office, you will receive a recruiting bonus according to their production levels: New agents: $250 paid at first closing. Agents with < $8,000 Company Dollar $500 paid in total in the first two closings of $250 each. Agents > $8,000 in Company Dollar $1000 paid in total in the first four closings of $250 each. Note: If a recruited agent leaves prior to fulfilling the required number of closings for you to receive your recruiting bonus, no additional compensation will be paid to you. Thank you for helping us build a world class company. We appreciate your support! Consistently communicate the rules of your referral rewards program to keep the program top-of-mind with your 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.

Handling Objections Using the objection handling model will help your get a “yes” to an appointment. Repeating and affirming the agent’s concerns—shows understanding and trust. Using the objection handler addresses specific issues, providing clear and compelling reasons to meet. Ask prequalification questions—enhances communication and strengthens your relationship with the agent. YOU CAN SAY Universal : Take moving completely off the table, I’m not even expecting you to make a move. I’m just talking about getting together & getting to know you and your business a little bit and worst-case scenario you’ll be able to take away a few good ideas and implement them into your business. Does that work for you? I’m not looking at making a move : You’re not looking at making a move, I can appreciate that. If you were, you probably would’ve called me first, right? (add humor – straight to 9 prequalification questions) I’m happy where I am at : Of course—if you weren’t you probably would’ve called me first. Business is all about relationships and I just want to get to know you & your business a little bit. I’m to busy : Sounds like a great problem to have [agent name] (laugh) Let me ask you… I love my broker : I appreciate your loyalty to your current broker. (use universal close) To many closings/deals to make a move : That is totally understandable. If what I say makes sense and you consider making a move, we made arrangements in the past to make sure it makes sense to you financially. I had a bad experience w/______ at your company : I’m sorry to hear that. Hopefully you understand that one agent doesn’t represent the whole company, correct? Just like at [prospect’s company], every company has a few bad eggs. If I LEFT, I would owe the company money : I understand it’s hard when you would owe someone money, that’s a tough one. I’m not even asking you to make a move. Let’s go ahead and meet and if what I say makes sense and you do decide to make a move, we can figure that out together. Your office is too FAR FROM my market/house : I can see why it could be a concern for you. I’ve had other agents who have felt the same way but now make the commute because of what we have been able to do to help their business. Doesn’t matter where I am I conduct business from home now : You conduct business from home. That’s great! That’s what I call a perfect opportunity. We too are seeing a lot of that even with our affiliated agents. I don’t need COACHING/Learning : That’s great! Sounds like business must be going well for you. (use an agent testimonial) I need space for my team : Needing space is important to you, correct? Great. Let’s get together and figure that out together. The markets is crazy right now I don’t have time : [Agent name] Great. That’s what I like to call a great problem to have. I don’t have any time to meet : [Agent name], I promise our meeting will only be 10-15 minutes. I’ll even put the timer on . (humor) Medical Illness : I’m so sorry to hear that. In the past, I have made errors in two ways. I’ve been too careful because this is sensitive, or I hear something that makes me keep pushing forward. I don’t want to do the same thing with you, so tell me when would be a good time to connect? It’s a bad time of the year : I totally understand, and I can appreciate that. Let me ask you, has your business picked up or slowed down? If picked up, you can say : [Agent Name], that’s great, that’s what I like to call a good problem to have, right? If you’re right I don’t have any time to meet, you can say : [Agent name], I promise our meeting will only 10-15 minutes, I’ll even put the timer on. (humor) If slowed down, you can say : [Agent Name] That’s the very reason why you and I need to get together. I’d love to share with you some things that we have been able to do to help our agents in today’s market. I’ve never heard of your company : You’ve never heard of our company, interesting . [Agent name] that is the very reason why you and I need to get together. Your company is too big/to small : [Agent name] As you know it’s the individual company and what they offer that helps the agent sell homes. 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, you can say : What made you decide to go with them to begin with? If no, you can say : Interesting, what made you decide 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 , you can 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 [agent 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? 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.