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.

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’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.

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.

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.

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.

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.

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.

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.

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.

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.

Sales Meeting Referral Recognition YOU CAN SAY I’d like to give a big shout out to our agent referral leaders… they have referred agents who affiliated our office ! [Affiliated agent name] gave [x number of] referrals and [x number] resulted in the agent affiliating our office. [Affiliated agent name] gave [x number of] referrals and [x number] resulted in the agent affiliating our office. Thank you for helping us build a world class company. We appreciate your support! Maintain the positive momentum of your referral system through public recognition. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.