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.

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.

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.

Finding a “Diamond in the Rough” These agents are rarely recruited due to their lower production. However, these agents have some experience and can benefit from your guidance along with your learning opportunities and coaching. Look for agents that have at least one closed listing and invite them to talk to you about how you help agents build their business. They could be a “diamond in the rough” or they could be mediocre producers. You will never know until you meet them. YOU CAN SAY I’d like to give you [a book/market report/invite you to a class] for your work as a co-op agent on that transaction. Let’s meet for coffee on [give a day/time] so we can talk more about it. I’d like to hear more about your business and any challenges you might be facing. Through your research find agents whose production is slipping, call and ask them what level of production they want to take their business to. Tell them you have a plan to get them there. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

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.

New Agents in Your Market Remember that the earlier in their career you can approach agents, the better success rate you will have. After connecting with a newly licensed agent via referral or co-op transaction, make a call to get to know them, let them know you, and what you offer that they are not currently getting based on what you heard. YOU CAN SAY Hello, this is [your name] at [dba of the franchisee]. I am the [your position] here. I understand that [affiliate agent’s name], one of the agents affiliated with my office, has been working on [customer deal] with you and spoke very highly of you and they thought you would be a great fit. We know it takes a great agent to recognize another great agent, and we use these referrals to extend invitations so people can find out more about our company. Pick questions, listen carefully to choose the next question. May I ask you how long you have been in the business? (Great) Have you always been with your company? (Interesting) How did you happen to choose the company you’re with? (Good) If I could show you proven systems and programs that could help significantly increase your business and income by working smarter, not harder, would you be interested in talking about it ? (say with enthusiasm) Fantastic! My schedule is set where I work with affiliated agents in the morning conducting productivity and action workshops and I have personal coaching sessions in the early afternoon. I can meet you [state availability]. The systems, tools, and services you offer are features—but it is the benefits that they can glean from the leader’s point of view that will have the most impact on their decision to affiliate with your company. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

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.

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.

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.

I have too much business YOU CAN SAY An agent of your caliber is always busy. There is never going to be a good time to make a move; generally, agents in transition begin to wind down their business before they make a move. This could end up costing thousands in lost production and not something you want to see happening to you, right? I can have your transition set up so you will hit the ground running. Wouldn’t that be great? In fact, [name of the affiliated agent], who just recently affiliated with us, increased their production immediately after affiliating, which is surprising and exciting, right? We sent out two mailings to all their target market area and past clients. [name of the affiliated agent] picked up [X number of] extra transactions in the very first month. Can you see how that could also work for you? Excellent! The time to disaffiliate is when you are on top. Let’s do it now! [Prospect’s name], let's go through the paperwork. Objections are opportunities to share the value you offer. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

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.

My life and business are good When you ask to set an appointment with a productive agent, expect them to throw out objections. Just as you coach agents to be prepared to handle the most common objections from their customers, you should also be prepared with great scripts to handle the most common recruiting objections. YOU CAN SAY I don’t want to jump to conclusions, but I truly believe you may be missing out on a great opportunity for your business. We are willing to partner with you and your business and I’ll offer suggestions about how you can grow your personal business over the next 3 years. The bottom line and overall value to you is more exposure, more sales, more business which means more income. I’m available [give your availability]. What works best for you? If yes: Great. See you then! If no, again: I do appreciate your time, and I really believe in you and your business. Would you mind if I followed up with you to see how you are doing at the end of next quarter? Thanks! Objections are opportunities to share the value you offer. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.