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.

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 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.

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.

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.

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.

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.

Former Agents- If Close with the Agent YOU CAN SAY Hi [agent name], how are you doing? (Great, how are you? Answer) I wanted to reach out to you today to ask you when you are coming home. (Laughs, response – be genuine) How are things going over at [prospect’s company name]? If they say… they are okay, you can say: Just okay, [agent name]? It sounds like now might be a great time for us to meet. If they say… I really want to give it a shot, you can say: [Agent name], I can appreciate that . Were you aware that we have the ability right now to invest in agents who want to come home? If they say… No, Interesting! Or yes, I have heard about it, you can say: Do you have some time available this week so we could talk about it? 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.

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.