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.

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.

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.

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.

Former Agents - If They Disaffiliated Before You Became the Broker/Owner/Manager YOU CAN SAY Hi, this is [your name]. I am the manager of your former office . You are not going to believe what I am about to tell you! (Wait for the agent’s response) You and I have not had the opportunity to meet, but your name comes up quite often around here and I have only heard great things about you! (Wait for the agent’s response) I will make my call brief. Very simply, we would love to have you back home! ( Wait for agent’s response) When I say ‘we’ everybody, from our Broker/Owner to our Admin staff and your former colleagues, miss you! (Wait for the agent’s response) I am not sure if you know this, but we have made quite a few changes since you left. If the agent asks what changed, you can say: One big change is that I am the new manager! You can also layer in the tools and resources you and your affiliated agents found the most useful . We don’t know each other yet and I don’t want to waste your time. Just know we are always supporting our affiliated agents, and we may be able to offer you some incentives to return, if you qualify. Would you be willing to meet (virtually if needed) to discuss the details? If the agent agrees to meet, simply arrange for the appointment. If the agent refuses to meet or says they are not interested or gives an objection, try the following: With all due respect, you don’t even know what you are saying ‘no’ to! (Wait for the agent’s response) Aren’t you curious to see how much we have changed? (Wait for the agent’s response) I am simply asking you to meet with me and my Broker/Owner (if available) for a cup of coffee . (Wait for the agent’s response) If this opportunity doesn’t work for you, it’s totally fine. If nothing else, it would be great to get a chance to meet you and find out for myself why everybody here thinks you are so awesome! Always check the agent’s current production. Statistically, most agents who chose to leave us are not more productive at their new company. You may want to tactfully remind them of that! 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.

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.

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.

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.

Stealth Recruiting YOU CAN SAY Invitation Aligned with Goal: You said your #1 goal is [more listings, increase sales price, more time or more support], is that right? One strategy to help you reach your goal is [strategy i.e., generate more seller listings through farming]. Our [productivity system, i.e., farming class] can help you do that. The agents with our office who have participated in the program have increased their business by [XX]%. There is a program scheduled next week. Should I send you the zoom link to join us so you can see how the program could do the same for you? Coaching After Engagement: I wanted to check in with you and get your thoughts on the [productivity system i.e., farming class] you “test drove” yesterday. You said your #1 goal is [more listings, increase sales price, more time or more support]. Can you see how [productivity system i.e., the farming class] can help you achieve your goal? How do you feel about having this type of support to grow your business? When could we get together and talk more about what you’re doing and how I’m coaching agents to help them succeed? I’m free on Tuesday. What time works best for you? Sell the Next Step: You said your #1 goal is [more listings, increase sales price, more time or more support]. Our [name of program i.e., listing class] can help you achieve your goal by [description of how it can help]. We have a new session beginning [week, month, quarter]. I’ll call you a few days before with more information and the zoom login . Recruit leads are finite, so make them count! On average, it takes 12-16 “personalized connections” to recruit a productive agent. Plan the milestone activities that provide support aligned with the agent’s #1 business goal. 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.

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.