Agent Referrals + Researching Agents 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]. I’m the [your position] here. I hope you’re well. Did I get you at a good time? Great! Well, this will only be a minute . [referring affiliated agent name] told me about your recent deal at [property address]. They shared that you did [something notable about the transaction]. So, I wanted to thank you for your part in making that deal happen. I see that you are on pace to do [XX - metric such as transactions, sales volume, etc.] 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 what the best agents are doing in their business to stay ahead of the curve. I would love the opportunity to share what the best agents are doing to be so successful and to hear about your business and learn more about you. Would [day] at [time] or [day] at [time] work best for you? The two primary sources top recruiters use to get productive agents leads are agent referrals and research with 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.

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.

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.

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.

Sample Referral Rewards Communication YOU CAN SAY Thank you for affiliating with [dba of the franchisee]. We are committed to growing our offices and market share and we reward affiliated agents when they help grow our company with top quality agents like you. For each licensed real estate agent you refer and affiliates our office, you will receive a recruiting bonus according to their production levels: New agents: $250 paid at first closing. Agents with < $8,000 Company Dollar $500 paid in total in the first two closings of $250 each. Agents > $8,000 in Company Dollar $1000 paid in total in the first four closings of $250 each. Note: If a recruited agent leaves prior to fulfilling the required number of closings for you to receive your recruiting bonus, no additional compensation will be paid to you. Thank you for helping us build a world class company. We appreciate your support! Consistently communicate the rules of your referral rewards program to keep the program top-of-mind with your agents. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Agent Referrals from Co-op Transaction Make it a practice to ask for referrals from agents at the first sales meeting of each month. Get the names of those agents who have impressed your agents in their dealings with them in co-op transactions. YOU CAN SAY I’m looking to improve our market share because I want to make it easier for all of you to list and sell. Who do you know that might add something? OR Who have you worked with in your co-op transactions that impressed you? OR If you had to list your own home for sale and couldn’t do it yourself, or with the company, and had to list with a competing agent, who would you list with? Your current affiliated agents will easily be your #1 source of recruiting referrals when you approach them strategically and help them see the benefit of office growth with more producing 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.

Agents with Zero Production YOU CAN SAY Hi, my name is [you name] with [dba of the franchisee]. I have to say… I am intrigued! (Wait for the agent’s response) Based on my research, the MLS shows you did zero closed transactions over the past 12 months, does that sound correct? (Wait for the agent’s response) Zero transactions usually mean one of three things, may I explain? You are selling homes, but you are on a team and all your production is credited to a team leader, or You are not on a team, but haven’t been able to break into the business yet, or You are just hanging your license and have no interest in fully committing to a real estate business. Which of these three describe you? (Wait for the agent’s response) If the agent is just hanging their license and has no interest in fully committing to a real estate business, simply say thank you and end the call. If the agent states they are not on a team and want to do more or increase their business, but (i.e., in a tough market, harder than they thought, only works with buyers, no broker support, not getting mentoring or coaching, frustrated, etc.) continue below: I am so glad I called you. Do you want to know why? (Wait for the agent’s response) Because I specialize in helping agents like you! (Wait for the agent’s response) No disrespect to your current company, but agents affiliated with our company/office, that sell at least one home per year, on average close [your company/office’s average PPP] transactions, did you know that means our average agent earns [amount] dollars per year! (Wait for the agent’s response) With our learning and development, coaching, admin support, and marketing, can you imagine how many transactions you can do here ? (Wait for the agent’s response) If I could show you how we can help you start selling homes quickly, would you be willing to meet with me? If the agent refuses to meet or says they love their current company, broker-owner, office manager, etc., try the following: I respect the fact you love your [current company, broker-owner, office manager, etc.]. But if we can help you start making money fast and give you more control of your business, maybe you will love us more? If the agent states they are on a team, ask the following: Have you ever thought about building your own book of business, keeping the best leads for yourself? Or even building your own team? (Wait for the agent’s response) If I could show you how we can help you start building your own business or team, would you be willing to meet with me and discover for yourself why so many agents are affiliating with [dba of the franchisee]? Zero transactions could be a “diamond in the rough”—agents who have been able to break into the business or agents on a team looking for control of their own business. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

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.

Sweet Spot Agents with 1-5 Closed Transactions YOU CAN SAY Hi, this is [your name] with [dba of the franchisee]. I have to say, I am intrigued! (Wait for the agent’s response) Based on my research in the MLS, you closed [x number of] transactions over the past 12 months, is that correct? (Wait for the agent’s response) I am curious—are you closing [x number of] transactions because that works for you/all you want to do? Or are you closing [x number of] transactions because nobody is showing you how to do more? (Wait for the agent’s response) OR How do you feel about [x number of] transactions? If the agent is not interested in doing more or increasing their business and their current production is below your standards, simply end the call. However, if the agent states they want to do more or want to increase their business (typical response is to double it), but (tough market, harder than they thought, no broker support, not getting learning and development, mentoring and coaching, frustrated, works too many buyers, etc. continue below). I am so glad I called you. Do you want to know why? (Wait for the agent’s response) Because I specialize in helping agents like you! (Wait for the agent’s response) No disrespect to your current company, but if you can do [number] transactions there, can you imagine how many transactions you can do here at [dba of franchisee]? (Wait for the agent’s response) Did you know that an agent affiliated with my company, on average sells [x number of] homes per year? (Wait for the agent’s response) An agent affiliated with my company, on average earns [x number of] times more than you. Did you know that? (Wait for the agent’s response) If I could show you a way that we could potentially double or triple your production/earnings over the next 12 months, would that be worth meeting me for a cup of coffee? My treat! (Wait for the agent’s response) If the agent refuses to meet or says they love their current company, broker-owner, office manager, try the following: I respect the fact you love your [current company, broker-owner, office manager, etc.]. Call me crazy, but if I could help you potentially double or triple your income, maybe you will love me more? If the agent says their company has the best learning and development, coaching, lead generation, culture, support, marketing, technology, etc., simply say: That all may very well be true, but you only sold [number] homes last year! This script is for agents with 1-5 closed transactions per year or half of your office/company’s PPP (per person production with zero producers removed). 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 Licensee YOU CAN SAY Hi [agent name], this [your name] affiliated with [dba of the franchisee]. I’m calling because we saw that you have recently enrolled in a real estate school, is that correct? (Yes, fantastic!) What made you decided to get into this crazy world we all love? And curious—are you looking at doing real estate part time or full time? [Agent name], what were you doing before real estate? That’s great and what made you decide to make the switch? Let me ask you, do you have any sales experience? Or have you ever done a commission-based job? [Agent name], as you can imagine, the reason why I am calling today is we wanted to reach out to you and see if you would be interested in meeting with us to hear what it is we do with our newly licensed agents to help them hit the ground running. Is that something you would be interested in doing? Great, what works better for you—mornings or afternoons? Calling agents who recently enrolled in real estate school helps you connect with motivated individuals early in their careers. This approach builds relationships, identifies promising talent, and offers support to help new agents 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.

New Agents with Low Production Newer Agents Who Have Recently (6-12 Months) Associated with Another Company in Your Market You met with this newly licensed agent when they were looking for a brokerage. You’ve done your homework, and they are not performing well–yet. Help them to harness their potential. The earlier you can approach these agents in their career, the higher success rate you will have. YOU CAN SAY You and I met when you were interviewing various brokers. Unfortunately, you chose not to come here, but I still like to keep up with the agents in my market and I am wondering how you are doing in your first few months in real estate. Several agents who affiliated with my office around the same time you got into the business already have [x number] of listings and [x number] of sales. Why don’t we get together so I can share with you what I offer to help agents to develop their businesses ? I’m free [give availability]. What time works best for you ? Newly licensed, low producing agents have some experience and can benefit from your leadership along with your skill development and coaching. Look for agents that have at least one closed listing and invite them to talk about how you help agents build their business. They could be a diamond in the rough or they could be mediocre producers. You will never know until you meet with them. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

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.