I’m happy where I’m at 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 Yes, I would have thought so, or you would have already affiliated with us. 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 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 do you have to lose but 15 minutes? 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.

Sweet Spot Agents Begin by prioritizing your relationship-building and follow-up with sweet spot agents because— They come with a proven level of production. They are most likely not getting enough attention from their current broker. You can demonstrate proof of success! Through your coaching and learning, the agents in your office produce at higher levels. YOU CAN SAY Hi [agent name], this [your name] with [dba of franchisee]. I’m calling because we saw that you have done [# of] transactions in the last [#] months, is that correct ? (Yes, fantastic!) [Agent name], that’s not bad considering today’s market. I’m simply curious, are you interested in doing more ? (Yes, fantastic! ) What is your goal for [year]? What’s stopping you from doing that now? [Agent name], are you familiar with the techniques that we use to help our agents be able to take their business to the next level? (No, interesting) Give a success story of an affiliated agent. [Agent name], I wanted to see if you had 10-15 minutes to sit down with us, I’d love to show you some techniques that would significantly increase your business in today’s market. Would mornings or afternoons work best ? IF Glass Ceiling (Agents who have been at the same production level for a few years) You’ve been at the same production level for the last few years, what stopped you? Wouldn’t you like to break through your glass ceiling? If an Agents at “Self-Service” Model Company (Agents with independent or transaction fee companies) You’re like a Ferrari engine in a Ford body. Think of what your engine could do with a full-service company like ours. Together, we could take off ! If agent’s production is Half Your office/company PPP or less The average agent in our office is doing $[XX] in gross commission income which is twice the amount of your GCI. With our learning and coaching, you could double your production. If you give me 15 minutes of your time, I can show you how to double your income. Would you be willing to meet with me? If they say no: You don’t want to double your income? Isn’t 15 minutes worth it? Isn’t knowledge power? Networking with can maximize your time immediately—you have the support that can help them increase productivity. 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’m just too busy 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 Yes, I can appreciate that as a top agent your schedule is always full. I know it’s asking a lot but, I’m willing to share some strategies 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? 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.

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) OR [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. 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 a good time 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 this may not be a good time for you. You know, I send out some terrific items of value to help agents build their businesses. I would be happy to include you. It’s great information. Can I verify your email address? Great. I’ll get those out to you and give you a call next month. 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.

I don’t want to lose money 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 understand. You don’t want to incur any monetary loss in making a move. But 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 about 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. Plus, I don’t want cost or loss of business to stand in the way of a good business decision. You know 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.

Co-op Call at the Time of Contact/Pending YOU CAN SAY Hi, this is [your name] with [dba of the franchisee]. I am the Broker/Owner/Manager of the office. I want to introduce myself and say thank you! (Wait for the agent’s response) I understand you currently have a pending transaction with my affiliated agent, [affiliated agent’s name], on their listing located at [listing address]. OR My affiliated agent, [affiliated agent’s name], brought in an offer on your listing. [Name of franchisee’s affiliated agent] is excellent to work with, so you probably won’t need me. But I am part of his/her team, so should you have any questions or if there is anything I can personally do to help you during this transaction, please feel free to contact me, okay? Thank you again! 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.

Better Homes and Gardens Recruiting Script Library Home • Newly Licensed Agents • Low Production • Co-Op Transactions • Agent Referrals • Productive Agents • Building Rapport • Objection Handling • Search While your goal in any conversation is to sound like you, your goal in using scripts is to sound like you while getting powerful results. These scripts are suggestions, to get you started. IMPORTANT REMINDERS All Learning is Optional – As an independent contractor sales associate or independently owned and operated franchisee, you have a variety of resources and tools available to you. The educational materials, programs, or meetings are optional. This document may contain suggestions and best practices regarding specific issues you may encounter for you to use at your discretion. Affiliation/Recruiting – Nothing in this document is intended to create an employment relationship with you and Better Homes and Gardens ® Real Estate. Any affiliation by you with a Better Homes and Gardens Real Estate franchisee is intended to be that of an independent contractor sales associate. Third–Party Materials or Video – Use of materials drafted by a third party and any related program or meeting are optional and  completely voluntary for you to use at your discretion. Furthermore, any statements in third–party educational material or made during any related program or meeting are not those of Better Homes and Gardens Real Estate. Any videos contain suggestions and best practices about specific issues you may encounter for you to use at your discretion to assist you in your business as a real estate sales associate. The views expressed in any program videos produced by independent third parties are not necessarily the views of Better Homes and Gardens Real Estate. Please note that any opinions, comments, or advice expressed by speakers or bloggers are their own and do not necessarily reflect the positions of Anywhere Real Estate Services Group LLC or its affiliates. If you are attending a live program, the facilitator or presenter of the program is not an employee of Better Homes and Gardens Real Estate. Better Homes and Gardens Real Estate provides materials to the facilitator or presenter as a guide for addressing the particular subject matter. Better Homes and Gardens Real Estate does not require the facilitator or presenter to follow the materials verbatim. Any presentation attended by you may contain information, anecdotes, or other material that has not been preapproved and is not endorsed by Better Homes and Gardens Real Estate. Copyright – © 2025 Anywhere Real Estate Services Group LLC. All rights reserved. Better Homes and Gardens® and the Better Homes and Gardens Real Estate Logo are registered service marks owned by Meredith Operations Corporation and licensed to Better Homes and Gardens Real Estate LLC. License – Subject to the Terms of Use, Anywhere Real Estate Services Group LLC hereby grants the user of these materials a non–exclusive, non–sublicenseable, non–transferable right to access and use these materials solely for purposes of educational advancement in connection with real estate brokerage and related activities of Better Homes and Gardens Real Estate LLC. The participant is permitted to access and use the learning materials only for so long as the participant is affiliated with Better Homes and Gardens Real Estate LLC. The participant shall not reproduce, alter, adapt, modify, display, perform, distribute or make derivative works of the learning materials, in any medium now known or hereafter developed, without written permission from Anywhere Real Estate Services Group LLC. The participant agrees that Anywhere Real Estate Services Group LLC solely and exclusively owns the learning materials and will continue to own all right, title and interest in and to the learning materials. The participant will not challenge said ownership, and agrees that no title or ownership in the learning materials or any associated intellectual property rights embodied therein is transferred to the participant under the Terms of Use. Scripts – Any sample dialogue or script contains suggestions and is not intended to be used verbatim. The sample dialogue is designed to offer you suggestions for what you might say in some of the most common situations you may encounter as a real estate agent. These words are only a guide, however. The most effective dialogue will be the one that is authentically your own. You are encouraged to review these sample dialogues if you believe they may be helpful and to think about how you would present these resources when the opportunity arises in your real estate business. You should always revise any sample scripts to ensure they are factually accurate. GENERAL GUIDELINES AND REMINDERS Better Homes and Gardens Real Estate fully supports the principles of the Fair Housing Act and the Equal Opportunity Act. Each affiliated sales representative and broker is responsible for complying with any consumer disclosure laws or regulations. Each franchise is independently owned and operated. Wire Fraud – Wire fraud scams continue to affect the real estate industry. Given the ongoing risks of wire fraud previously shared by the Federal Trade Commission and the National Association of REALTORS®, it is imperative that brokers and agents continue to be vigilant to this very real threat. Advertising Guidelines – Claims in advertisements should be truthful, should not be deceptive or unfair, and should be fact–based. Do Not Call Registry – The FTC’s Telemarketing Sales Rule helps protect US–based consumers from fraudulent telemarketing calls and gives them certain protections under the National Do Not Call Registry. Companies also need to be familiar with rules banning most forms of robocalling. If you or someone working on your behalf is telemarketing, know the dos and don’ts before you plan your strategy. Similar laws may apply outside of the United States, including, but not limited to the CAN–SPAM Act, by way of example. Before making a sales call, you or a third–party vendor you hire should determine whether the consumer’s phone number has been included on the National Do Not Call Registry and your company–specific Do Not Contact list. We recommend that you speak to your broker about compliance with these rules. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any state DNC list and your company DNC list (ii) do NOT use automated platforms and (iii) do NOT use artificial voice or pre–recorded messages. We recommend that you review your local MLS rules and regulations regarding the proper use of listing data for other commercial purposes such as soliciting new clients or contacting expired listings. Website Considerations – If you have a website, you may consider Privacy Policies about how you intend to use any data you might collect over the Internet and incorporating terms of use. Copyright and Trademark Issues – Be mindful of using materials including but not limited to photos, videos, and music that may be copyrighted or trademarked. You must obtain permission to use any copyrighted or trademarked materials before using them. General Guidance – The information herein is intended for informational purposes only and is not intended, nor shall it be deemed, to provide or offer legal or financial advice or guidance. We recommend you consult with your own advisor when dealing with any of the issues visited herein. Effective recruiting starts with the right conversations. This library equips you with adaptable scripts to confidently engage prospective agents, highlight your value, and handle objections. Whether you’re connecting with new agents or productive agents, these scripts provide conversaion starters, follow-up strategies, and key responses. Use them as a guide to refine your approach to help you grow your office with the right agents! TCPA Certain state laws may be more restrictive. Consult with a local lawyer for more information.

Agents with Zero Production – Today’s Market YOU CAN SAY Hi [agent name], how are you? (Good, that’s great!) I see you have been on a team for a while now, is that correct? (Yes, great) How’s that going for you? (It’s okay) Just, okay? That’s the very reason I am calling you today. I’d love to share with you some things we have been doing to help agents in today’s market make more money . What would work best for you to share some thoughts mornings or afternoons? OR Hi [agent name]. This is [your name] with [dba of the franchisee], how are you today? (Great, fantastic) I wanted to reach out because I was simply curious—the MLS shows you have been an agent since [time] and right now it shows you have closed zero transactions in the last year, is that correct? (Right) You haven’t? Interesting! Well [agent name] I am so glad that I reached out, can I share with you why? (Why?) [Agent name], our agents in our office are doing an average of [you company/office’s average PPP] transactions a year, that’s [average commission PPP] per agent . Do you have time so you and I could sit down? I’d love to get to know you and what you want to do with your career in real estate, to see if we would be a good fit for each other. What works best for you—mornings or afternoons? Agents with zero production may have the skills and motivation but lack the right support or resources. By reaching out, you can offer them the guidance they need to 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.

Drive Learning Participation Encourage recruits to attend your learning sessions so they experience first-hand the professional development you offer to help agents grow their businesses. Also, capitalize on the virtual advantage. Anonymity of attending virtual learning sessions will increase the likelihood of attendance of recruits who otherwise would hesitate to be seen in your offices. YOU CAN SAY When talking about learning/support: My office has learning systems set up to provide you with the skills and support you want right now in this market. In fact, on [day/time] we have a virtual session on [topic]. Please join us. I’ll send you the link. Invite recruits to participate in your learning opportunities with the skills and resources that will help them grow their businesses. 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.

Law of Reciprocity The Law of Reciprocity is a social rule that describes the phenomenon that when someone does something nice for you, you feel psychologically compelled to do something nice in return. When you offer something of value to the agent, the chance of the agent saying yes to you is more likely. 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 so we can talk more about it. I’d like to hear more about your business and the challenges you are facing. Top recruiters begin nurturing a relationship by calling each agent they add to their target list. With each agent, they follow a consistent process: Build rapport, offer items of value, and demonstrate proof of success. 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 – 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. 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.