Invite Recruits to Attend Your Office Meetings Agents value leadership and your office meetings are one of your most significant platforms. Invite recruits to attend your meetings so they can experience your office leadership. Suggested meeting agenda includes: Welcome & Important Updates : Share noteworthy office news − especially anything related to safety and health, and policies or procedures. Highlight community happenings and events. Market Update : Review of contracts written, pending, and closed sides. Share impactful scripts to overcome challenges. Learning Calendar : Encourage agents to attend courses on the skills and resources they need to grow their businesses. Today’s Tool: Inform agent of the brand’s latest market offering and brand learning sessions. Gratitude & Success Stories : End your meeting on a high note. Have agents share thanks and inspiring stories about how business is getting done even in this challenging time. YOU CAN SAY Set the Tone : Our office is growing and gaining market share ! We are now #1 in our market for listings sold! On average, our listings sold is [X]% more than our competitors. Great statistics to use in your listing appointments to demonstrate success with sellers. OR Our office is growing! We couldn’t be more excited to welcome [new affiliated agent names]. Welcome and cheers to extraordinary growth! Promote Office Events: You’re invited to one of our office events. OR Don’t forget to join us for our listing class on [day] at [time] to get a hands-on, in-depth learning for succeeding with sellers by putting listings first. Share Success Story : An agent did a listing presentation with a seller that was extremely hesitant to list. Our agent, [affiliated agent’s name], respected that and shared our written protocol on how we work with buyers and sellers and virtual tours. The seller said she felt at ease and decided to move forward. In your meetings, provide motivation and timely information to ensure agents and staff are on the same page on how to move forward with day-to-day and 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.

Engage Agents in Coaching & Support YOU CAN SAY Coaching : I’d like to collaborate with you to identify gaps and opportunities to tighten up your business. OR I see some opportunities for you even in a shifting market, and as someone who has grown a successful business, I’d like to see you go further. One-On-One Mentoring : Through our mentoring program, we will partner you with a newly licensed agent to support your efforts with buyers and sellers. Group Coaching : At [dba of the franchisee], we learn together and support each other by holding each other accountable to our goals. Can I send you the link to join us for our next group coaching session? Masterminds : At [dba of the franchisee], top agents learn from each other and support each other by masterminding solutions to the challenging issues that derail agents like yourself from achieving our goals. Can I send you the link to join us for our next [biweekly/monthly] mastermind? OR Hello , [agent name] thanks for taking my call. This is [your name] from [dba of the franchisee]. The purpose of my call today is to invite you to an exclusive agent business focused mastermind session with [name of session facilitator]. This is a unique opportunity built for agents just like yourself. During the meeting, you will examine various possibilities of expanding your current business models and discuss a variety of advantages in collaborating to achieve that goal. [Name of session facilitator] will spend a great deal of time consulting with you are various ways that agents, like yourself have benefited from enhanced partnership with (name of the organization) Many individuals have already taken advantage of this opportunity, and I wanted to make sure you also received an invitation to meet. I currently have a limited number of spots available, and I've reserved one for you. Would tomorrow or Tuesday be better for you to attend this valuable opportunity ? Invite productive agents to “test drive” your office productivity systems so they experience the coaching and the value your office provides. 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 Referral for Productive Agent 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]; Thank you for taking my call. I’m the [your position] here. I hope you’re well. Did I get you at a convenient time? Great, this will only be a minute . [Referring affiliated agent name] told me about your recent deal at [property address]. She shared that you did [something notable about the transaction]. So, I wanted to thank you for your part in making that deal happen, and I’d really like to share [an agent closing gift] with you to show our appreciation . You’ve been a top producer for some time. I see that you are on pace to do [X] transactions 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 from top producers, like yourself, what the best agents are doing in their business to stay ahead of the curve. I’d love to just give you that closing gift for the transaction and learn more about you and what you are doing to be this successful. When could we get together for 10-15 minutes? I’m available [give your availability]. What works best for you? Great. I’m looking forward to it. See you then! The two primary sources top recruiters use to get experience agent leads are agent referrals and research with the 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.

Listings Focus This script is for agents with less than 24 months of experience in the business who are just getting their first listings on the market. You are going to be able to offer them a learning opportunity to help get more listings. Use this learning as an opportunity to hook them. YOU CAN SAY What I’m hearing you say is that you are really looking to focus on taking more listings in your business, is that right? In our office, we teach a monthly listings class that can help you take more listings. Refer to your business intelligence reports and where your office is outpacing the market or leading the market to demonstrate your proof of success. The agents affiliated with the company who have participated in the program have increased their business by [XX]%. There is a program scheduled for next week and I have a few spots available. Should I save a spot for you so you can see how the program could do the same for you? 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 on [day]. What time works best for you? Part of a company’s value proposition is coaching and developing agents to increase their productivity. When they do, agents will stay. 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 Referral You can target agents associated with smaller independent real estate firms in your market who do not have the business development resources, tools, technology, marketing presence or market share that you can offer to help them grow their business. YOU CAN SAY Hello, this is [your name] at [dba of the franchisee]; I’m the [your position] here. The reason for my call is one of the agents affiliated with my office , [affiliated agent’s name], thinks so highly of you they asked me to reach out to you because they think you would benefit from working with someone like me. [Affiliated agent name] believes that you could potentially grow your business based on some of the systems that I have in place, which has helped them both increase their income and create more balance in their lives. Does increasing your productivity sound like something that would help you? (Sure!) I’m available [give your availability]. What works best for you? Leverage the relationships you have built and the value you have shown to make it natural for you to ask agents 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.

Benefit Close [Agent name] with what you and I have discussed you did say you see value in what [dba of the franchisee] has to offer, correct? (yes, fantastic!) Give a testimonial of an affiliated agent with the same benefit. [Agent name], we have discussed [repeat company benefit you have been working on]. What value have you seen in it thus far? What has it done for your business? (Wait for agent’s response, great!) [Agent name], this is just one system we have discussed that [dba of the franchisee] has to offer you. How do you think you could benefit from the [company benefit]? (Wait for agent’s response, repeat & affirm) On a conservative side [agent name], how many deals do you think you could add to your bottom line? (Wait for agent’s response i.e., 2) [# of] deals, and what is your average commission check? (Wait for agent’s response i.e.,10k, great!) So, [# of] deals times [average commission] that’s an additional $ [total amount i.e., 20k] to your bottom line, correct? [Agent name], what could you do with an additional $[total amount i.e., 20k] added to your bottom line? (Wait for agent’s response, repeat & affirm) [Agent name], that is just the value of one system when put into place, imagine what else you could do if you were here with us. [Agent name], what is stopping you from joining us today? (Wait for agent’s response, solve the objection) Is it fair to say we can go ahead and get started today? (Yes, great!) Highlight the specific value the system has brought to the agent’s business, then quantify this value in terms of deals and commissions to show how affiliating with you can enhance their profitability. 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.

Co-op Call at the Time of Closing/Settlement YOU CAN SAY Hi, this is [your name] with [dba of the franchisee]. I am the Broker/Owner/Manager of the office. Well, we did it! (Wait for the agent’s response) My affiliated agent [affiliated agent’s name] told me the transaction you were both working on at [listing address] just closed! (Wait for the agent’s response) By the way , [name of franchisee’s affiliated agent] told me you were very professional to work with. They also said you handled your side of the transaction extremely well, especially during these challenging times and I cannot tell you how much that means to me. So, thank you for your hard work and cooperation. If the agent is receptive to your call, try the following: If you don’t mind, I would just like to put this out there. I am sure you are very happy where you are, but because of [name of franchisee’s affiliated agent] terrific experience with you, if you ever thought about making a change in real estate companies, I would appreciate the opportunity to speak with you, to discuss affiliation with my company and how we can support you and your business. Is that something that might interest you? If the agent says yes, simply set the appointment. If the agent says no, say: Well, you can’t blame me for trying! In the meantime, I hope we work together many more times this year and I wish you only the best. OR Hello [agent name], this is [your name] with [your company]. How are you today? I just wanted to reach out to you and congratulate you on the sale of [listing street address] with [affiliated agent name] in our office . How did that go for you? Great! That’s fantastic , [agent name]. My agent [franchisee’s affiliated agent name] obviously spoke highly of you and thought you would be a great asset to our team, and I was wondering if you had 10 or 15 mins that we could sit down? If they say: That was nice of them— I’m not interested in making a move. You’re not moving, I can appreciate that. If you were, you probably would’ve called me first, right? (laugh/humor) [Agent name], let me ask you [ask a prequalification question]. Build rapport with co-op agents and let them know how well you support agents affiliated with your office. You want to earn their trust and be the first person they call WHEN they are ready to jump to their next opportunity. 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.

Not interested in being recruited 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 appreciate that and to be honest, we haven’t gotten to know each other well yet, so I don’t know whether you’d be a fit for us or if we’d be a fit for you . I’m willing to share some strategies that top agents, like [top agents affiliated with your office they know], are using to increase their [GCI/closed units/listings sold/etc.] by [XX]%, what would you have to lose but 15 minutes? I’m available [give your availability], what works best for you? Great, see you then! 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.

Blast Timely Information Differentiate your blasts from social media which is about value, positivity, and resources, although there can be some overlap in cases where you want to make sure you are reaching the people who are more likely to check social media than their emails or vice-versa. YOU CAN SAY Learning Session Newsflash : Don’t miss today’s learning session at [time].  Today, we’ll hear from [name, title] on seller marketing strategies. Blast timely information on newsflashes and updates or policies and procedures that agents need to do 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.

Newly Licensed Agents: 6-18 Months YOU CAN SAY Hello, this is [your name] at [dba of the franchisee]. I’m the [your title] here . Unfortunately, for some reason we never met when you were selecting a broker. However, I like to get to know all the agents in my market. I was wondering, how are you doing in your first months in real estate? I see you have taken [x number of] listings so far and had [x number of] sales so far. Is the business everything that you expected it to be? What do you think is missing ? (Learning, support. etc.) Several agents who affiliated with my office around the same time that 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 [state your availability]. What time works best for you? OR Hi , [agent name]. This is [your name] with [dba of the franchisee]. I wanted to reach out to you and congratulate you on building a business in real estate. I see you have now been in the real estate business fo r [months], is that correct ? (great) And you're currently at [their company name] is that right? How long have you been with them? (Repeat, great!) [Agent name], are you familiar with the techniques that we use to help our new agents in the business? (No, interesting) Reference a success story of an affiliated new agent: That reminds me of [agent name] in our office, they were able to do [number] deals in their first year with us. I was wondering when you have some time available so that you and I could sit down and discuss your business? If yes, you can say: What works better for you—mornings or afternoons? If no, you can say: How did you happen to pick [prospect’s company name]? Let me ask you—are you working full-time or part time? What do you see as your biggest challenge in your business? What is the main source of your business? [Agent name] If I could show you the systems that [affiliated agent name in success story] used to be able to increase their business by working smarter not harder would it be worth 15-20 minutes of your time ? (yes) Great, what works better for you—mornings or afternoons? There is a clear distinction between recruiting new or experienced agents vs. productive agents. Experience has very little value if productivity is not attached. Does it really matter if agents are new or productive if they produce business and complement your brokerage? So, going forward, let’s focus on the selection of 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.

Proof of Success Demonstrate your proof of success. As part of your value proposition package, you identified the metrics the matter most to an agent and created impact statements using these metrics as proof of success. When you demonstrate proof of success with your impact statements, the odds of the agent saying yes to you are even higher. YOU CAN SAY I was looking at the board reports and noticed you were up [XX]% month over month. Congratulations! The agents affiliated with my company are doing well too. On average, they are up [XX]%. I was wondering when we could get together and talk about what you’re doing, and I’ll share how I’m coaching agents to help them succeed. Maybe we can learn from each other? I’m free [give availability]. What time works best for you? Tying your proof of success to a specific service or tool enables you to create a compelling message about the benefits you can provide that agent when they affiliate with you. 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 Growth Celebration Invite YOU CAN SAY Join in the [dba of the franchisee] referral challenge in recognition of our commitment to growing our office and gaining market share! Refer at least [X number of] agents who affiliate with our office and you will be invited to attend our end-of-year growth celebration party on [date], [time] at [location]. Thank you for helping us build a world class office! Consider running a referral contest with multiple winners so that agents can motivate each other to win. 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.