Agent Referral for Productive Agent Agent referrals can be a significant source for leads. But taking the time to research an agent before you meet with them allows you to further tailor your approach, materials, and presentation to each agent’s needs, ensuring that you are delivering the information that will capture their attention and demonstrate that your company is the one they should affiliate with. YOU CAN SAY Hello, this is [your name] at [dba of the franchisee]; Thank you for taking my call. I’m the [your position] here. I hope you’re well. Did I get you at a convenient time? Great, this will only be a minute . [Referring affiliated agent name] told me about your recent deal at [property address]. She shared that you did [something notable about the transaction]. So, I wanted to thank you for your part in making that deal happen, and I’d really like to share [an agent closing gift] with you to show our appreciation . You’ve been a top producer for some time. I see that you are on pace to do [X] transactions this year. The productivity systems offered in our office have helped agents raise their [same metric] by [XX]%. In coaching agents, I’m constantly learning from top producers, like yourself, what the best agents are doing in their business to stay ahead of the curve. I’d love to just give you that closing gift for the transaction and learn more about you and what you are doing to be this successful. When could we get together for 10-15 minutes? I’m available [give your availability]. What works best for you? Great. I’m looking forward to it. See you then! The two primary sources top recruiters use to get experience agent leads are agent referrals and research with the MLS Prospecting tools. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

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

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.

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.

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.

Engage Agents in Coaching & Support YOU CAN SAY Coaching : I’d like to collaborate with you to identify gaps and opportunities to tighten up your business. OR I see some opportunities for you even in a shifting market, and as someone who has grown a successful business, I’d like to see you go further. One-On-One Mentoring : Through our mentoring program, we will partner you with a newly licensed agent to support your efforts with buyers and sellers. Group Coaching : At [dba of the franchisee], we learn together and support each other by holding each other accountable to our goals. Can I send you the link to join us for our next group coaching session? Masterminds : At [dba of the franchisee], top agents learn from each other and support each other by masterminding solutions to the challenging issues that derail agents like yourself from achieving our goals. Can I send you the link to join us for our next [biweekly/monthly] mastermind? OR Hello , [agent name] thanks for taking my call. This is [your name] from [dba of the franchisee]. The purpose of my call today is to invite you to an exclusive agent business focused mastermind session with [name of session facilitator]. This is a unique opportunity built for agents just like yourself. During the meeting, you will examine various possibilities of expanding your current business models and discuss a variety of advantages in collaborating to achieve that goal. [Name of session facilitator] will spend a great deal of time consulting with you are various ways that agents, like yourself have benefited from enhanced partnership with (name of the organization) Many individuals have already taken advantage of this opportunity, and I wanted to make sure you also received an invitation to meet. I currently have a limited number of spots available, and I've reserved one for you. Would tomorrow or Tuesday be better for you to attend this valuable opportunity ? Invite productive agents to “test drive” your office productivity systems so they experience the coaching and the value your office provides. 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.

Benefit Close [Agent name] with what you and I have discussed you did say you see value in what [dba of the franchisee] has to offer, correct? (yes, fantastic!) Give a testimonial of an affiliated agent with the same benefit. [Agent name], we have discussed [repeat company benefit you have been working on]. What value have you seen in it thus far? What has it done for your business? (Wait for agent’s response, great!) [Agent name], this is just one system we have discussed that [dba of the franchisee] has to offer you. How do you think you could benefit from the [company benefit]? (Wait for agent’s response, repeat & affirm) On a conservative side [agent name], how many deals do you think you could add to your bottom line? (Wait for agent’s response i.e., 2) [# of] deals, and what is your average commission check? (Wait for agent’s response i.e.,10k, great!) So, [# of] deals times [average commission] that’s an additional $ [total amount i.e., 20k] to your bottom line, correct? [Agent name], what could you do with an additional $[total amount i.e., 20k] added to your bottom line? (Wait for agent’s response, repeat & affirm) [Agent name], that is just the value of one system when put into place, imagine what else you could do if you were here with us. [Agent name], what is stopping you from joining us today? (Wait for agent’s response, solve the objection) Is it fair to say we can go ahead and get started today? (Yes, great!) Highlight the specific value the system has brought to the agent’s business, then quantify this value in terms of deals and commissions to show how affiliating with you can enhance their profitability. 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 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.

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.

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.

Former Agents- If They Disaffiliated While You Were their Broker/Owner/Manager YOU CAN SAY Hi, this is [your name]. It’s been a while! I hope you and your family are doing well. I know these are crazy times, but I wanted to reach out and let you know we still love you, miss you, and want you back! (Wait for the agent’s response) Everybody truly misses you and we’ve made quite a few changes since you left. If the agent asks what changed, you can layer in the tools, resources, or upgrades you and your affiliated agents found the most useful . We have known each other for a long time, so I won’t 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 gives an objection, simply say: 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 for a cup of coffee! You at least owe me that! (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 at least see you again and catch up! 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.

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.