LEADERSHIP LIBRARY SCRIPTS
Take Action in Recruiting: Take your recruiting efforts to the next level.
Top Principals and Managers rely on scripts as a powerful way to streamline their conversations when recruiting and overcome objections through proven dialogues.
While your goal in any conversation is to sound like you, your goal in using scripts is to sound like you while getting powerful results. These scripts are suggestions, to get you started.
New Agent 6-12 Months ā What we can offer to help grow your business
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 our agents are new or experienced as long as they take action, produce business and fit within your culture? So, going forward, let’s focus on the selection of productive agents.
Newly Agent 6-12 Months
This is an agent you did not meet when they were initially interviewing companies, but you see they have had some success out of the gate. The earlier in their career you can approach these agents/property practitioners, the better success rate you will have.
You can say:
Hello, this is [name] at Century 21 ______________ I’m the [position] here. Unfortunately, for some reason we never met when you were selecting a office however, I still like to know all the agents/property practitioners in my market. I was wondering, how are you doing in your first months in real estate?
I see you’ve taken [x number] of listings so far and had [x number] of sales/rentals so far. Is the business everything that you expected it to be?
What do you think is missing? [Training, support. etc.]
Several agents/property practitioners who joined my office around the same time that you got into the business already have [x number] of listings and [x number] of sales/rentals.
Why don’t we get together so I can share with you what I can offer to help sales associates to develop their businesses?
I’m free [state your availability]. What time works best for you?
New Agent 6-12 Months ā Low Production
New, low producing agents have some experience and can benefit from your leadership along with your skill development and coaching. Look for agents that had at least one sale 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 with them.
New Agents 6-12 Months, with Low Production
Newer agents who recently (within 6-12 months) joined the industry with another company in your market:
You met with this new agent/property practitioner when they were looking for a company to join. 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/property practitioners in their career, the higher success rate you will have.
You can say:
You and I met when you were interviewing various Real Estate Companies to join. Unfortunately, you chose not to come here, but I still like to keep up with the agents/property practitioners in my market and I was wondering, how are you doing in your first few months in real estate?
Several agents/property practitioners who joined 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 can offer to help agents/property practitioners to develop their businesses?
I’m free [give availability]. What time works best for you?
New Agent - Joined another company in your market
The systems, tools, and services you offer are features—but it’s the benefits that they can glean from the leader’s point of view that will have the most impact on their decision to join your company.
New agent who joined another company in your market
Remember that the earlier in their career you can approach agents/property practitioners, the better success rate you will have. After connecting with a new agent/property practitioners via referral or joined transaction, make a call to get to know them, let them know you, and what you offer that they aren’t currently getting based on what you heard.
You can say:
Hello, this is [name] at [Century 21 ______________]; I’m the [position] here.
I understand that [name], one of the agents/property practitioners [name] in my office, has been working on [property address] with you and spoke very highly of you. They thought you would be a great fit.
We know it takes a great agent/property practitioner to recognize another great agent/property practitioner and we use these referrals to extend invitations so people can find out more about our company.
[Pick questions, listen carefully to choose the next]
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May I ask you how long you’ve been in the business? (Great)
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Have you always been with this company? (Interesting)
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How did you happen to choose the company you’re with? (Good)
If I could show you proven systems and programs that could significantly increase your business and income by working smarter not harder, would you be interested in talking about it? (Fantastic) My schedule is set where I work with agent/property practitioner in the morning conducting productivity and action workshops and I have personal coaching sessions in the early afternoon. I can meet you anytime Monday - Friday between 3:00 - 5:00 pm.
Top Agent Research
Tying your proof of success to a specific service, tool, or service enables you to create a compelling message about the benefits you can provide that agent/property practitioner when they join you.
Top Agent Research
This script is designed to target agents/property practitioners with more than 24 months experience in the business who would improve with better agent support (systems, office, marketing, brand, training). You are going to be able to offer them more room to grow.
You can say:
Hello, this is [name] at [Century 21 _____________ ] I’m the [position] here.
I have noticed that you have taken a very aggressive approach in developing your business. Is that correct? (Yes.)
Good for you!
I also have a total commitment to support agents/property practitioners like you who are in my office. Are you familiar with the techniques I offer to agents/property practitioners? (Not really)
You're kidding!
Would it make sense for us to get together to discuss what I offer to help agents/property practitioners develop their businesses? (Sure)
Terrific. When could we get together for 10 to 15 minutes, I’m available [give your availability]. What works best for you?
Researching Top Agents + Agent Referrals
The two primary sources top recruiters use to get experienced agents leads are agent referrals and research Prospecting Tools.
Agent Referrals + Researching Top Agents
Agent/Property Practitioner referrals can be a significant source for leads. But taking the time to research an agent/property practitioner 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 join.
You can say:
Hello, this is [name] at [Century 21 ____________]; I’m the [position] here. I hope you’re well. Did I get you at a good time?
Great. Well this will only be a minute. [Referring Agent] 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 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/property practitioners raise their [same metric] by [XX]%. In coaching agents/property practitioners, I’m constantly learning from top producers what the best agents/ property practitioners are doing in their business to stay ahead of the curve.
I’d love to just give you the 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!
Trust Appointment
The more experienced and successful the agent/property practitioner is, the longer it will take to uncover their motivations, goals and pain points. Therefore, the more experienced and success the agents/property practitioner is, the more likely a 2-meeting appointment is needed.
In your first appointment, build trust by uncovering the recruit’s goals, motivations and pain points. In the second appointment, present your plan to support them by diagnosing their need and “prescribing” your productivity systems to demonstrate the value of joining you.
Trust Appointment
You can say:
As I mentioned [over the phone, when we met last…], I specialise in helping agents/property practitioners grow their businesses. In order for me to be able to give you some additional ideas and strategies, I would like to spend our time today getting to know you and learning more about your business. Would that be ok?
How did you get started?
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How long have you been in real estate?
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What was it that attracted you to real estate?
Where are you now?
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How would you describe your business—growing, declining or flat? (If it’s not growing, does that concern you?)
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What is your income goal this year? Are you on track to achieve your income goal?
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You said your income goal this year is _______. What is significant about that number? When you hit that income goal, how will things change for your and for your family?
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What do you need to do from this point forward to accomplish your goal? (for each answer) Have you tried it before? Did it work? Why or why not?
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What are your top lead sources? How many transactions/sales/listings do you get from those sources each year?
What challenges do you have?
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What are the biggest challenges keeping you from reaching your goals? What programs or strategies have you or your principal implemented to help you with your challenges?
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Who is helping you achieve your goals?
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Are you generating enough leads to reach your goal?
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How is your work/life balance?
Where do you want to be?
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Paint a picture of your business 3-5 years from now.
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If you owned your own office what is the one thing you would do differently?
What happens if you don’t get there?
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If nothing changes and you keep doing what you’re currently doing, are you likely to get (their why)?
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What would happen with your business and (their why) if you don’t do something different?
Value Proposition Appointment
You can say:
Match Agent/Property Practitioner Pain Points with Your Value: You mentioned your goal is to get more listings by converting more leads. In our office, we offer a top agent/property practitioner mastermind where you can learn techniques from top listing agents/property practitioners.
Provide Proof of Success: That top agent/property practitioner session is one of the reasons that the agents/property practitioners are outperforming the market in (listings /sales/etc.) by (number) percent over (the time period). That is the equivalent to (number) of listings.
Ask Recruit the Value They See: Can you see how this can help your business? (to get soft yes) Quantify the Impact: Just from looking at the opportunity of attending this monthly mastermind, what do you think the impact would be on your business? How many additional transactions do you see yourself doing? (have an idea of how many more transactions)
Express Enthusiasm at the Thought of the Agent Joining I’m so excited to help you achieve your goals and get you [their why].
-or-
Based on everything we have discussed, I think we will make great partners. Would you agree?
Rate on a Scale of 1 to 10: On a scale of 1 to 10, how interested are you in joining my team, 1 being “Not really interested” to 10 being “Where do I sign?” (allow for silence) (If not a 10) What would it take to get you to a 10?
Glass Ceiling
Finding your recruiting sweet spot can maximise your time immediately. To calculate yours, take your previous year’s Gross Commission Income (GCI) and divide it by the total number of agents/property practitioners in your office. Begin by prioritising your relationship-building and follow-up with sweet spot agents/property practitioners because—
· They come with a proven level of production.
· They are most likely not getting enough attention from their current office.
· You can demonstrate proof of success!
Through your coaching and training, the agents/property practitioners in your office are producing at higher levels.
Glass Ceiling
Agents/property practitioners who have been at the same production level for a few years.
You can say:
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?
Agents at a “Self-Service” Model Company
Agents/property practitioner with independent or transaction/flat fee companies.
You can say:
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!
I Can Double Your Production
Agents/property practitioner below your average GCI level.
You can say:
The average agent/property practitioner in our office is doing R_________ in Gross Commission Income which is twice the amount of your GCI. With our training 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 do that me with me?
(if they say no) You don’t want to double your income? (of course, I do)
Isn’t 15 minutes’ worth it? Isn’t knowledge power?
Don’t you want to have the power to know what I have to offer?
Engage Agents with Coaching & Support
Experience is the best teacher.
Engage Agents with Coaching & Support
Invite productive agents/property practitioners to “test drive” your office productivity systems so they experience the coaching and the value your office provides.
You can say:
Masterminds: “At [office name], top agents/property practitioners learn from each other and support each other by masterminding solutions to the challenging issues that derail agents/property practitioners like yourself from achieving our goals. Can I send you the link to join us for our next [biweekly/monthly] mastermind?”
REAL 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 new agent/property practitioners to support your efforts with buyers and sellers.”
Group Coaching: “At [office name], 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?”
Stealth Recruiting
On average, it takes 12-16 “personalised connections” to recruit a productive agent/property practitioner. Plan the milestone activities that provide support aligned with the agent’s/property practitioner’s #1 business goal.
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]. One strategy to help you reach your goal is [ strategy i.e. generate more seller listings through farming ]. Our [ productivity system i.e. farming training ] can help you do that. The agents/property practitioners with our office who have participated in the program have increased their business by 30%. There is a program scheduled next week. Should I send you the training link (or office address) 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 training ] you “test drove” yesterday. You said your #1 goal is [more listings, increase sales price, more time or more support]. How will [ productivity system i.e. the farming training] 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/property practitioners 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 training ] can help you achieve your goal by [ description of how it can help ]. It’s on our calendar next [ week, month, quarter ]. I’ll call you a few days before with more information and the training link (or office address).
Agent Referral on Joined Transaction
Your current agents/property practitioner 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/property practitioners.
Agent Referral on Joined Transaction
Ask for a referral.
Make it a practice to ask for referrals from agents/property practitioners at the first sales meeting of each month. Get the names of those agents/property practitioners who have impressed your agents/property practitioners in their dealings with them in joined 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 joined transactions that has impressed you?
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If you had to list your own home/property for sale and couldn’t do it yourself or with the company and had to list with a competing agent/property practitioner, whom would you list with?
Agent Referral within your Office
Leverage the relationships you have built and the value you have shown to make it natural for you to ask agents/property practitioners to join your company.
Agent Referral
You can target agents/property practitioners 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 [name] at [Century 21 ______________]; I’m the [position] here.
The reason for my call is one of the agents/property practitioners in my office, [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 myself.
[Name] believes that you could 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.)
My schedule is set where I work with agents/property practitioners in the morning conducting productivity and action workshops and I have personal coaching sessions in the early afternoon. I can meet you anytime Monday - Friday between 3:00- 5:00 pm.
Agent Referrals + Researching Top Agents
The two primary sources top recruiters use to get experienced agents leads are agent referrals and research Prospecting Tools.
Agent Referrals + Researching Top Agents
Agent/Property Practitioner referrals can be a significant source for leads. But taking the time to research an agent/property practitioner 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 join.
You can say:
Hello, this is [name] at [Century 21 ____________]; I’m the [position] here. I hope you’re well. Did I get you at a good time?
Great. Well this will only be a minute. [Referring Agent] 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 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/property practitioners raise their [same metric] by [XX]%. In coaching agents/property practitioners, I’m constantly learning from top producers what the best agents/ property practitioners are doing in their business to stay ahead of the curve.
I’d love to just give you the 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!
Sales Meeting Referral Recognition
Maintain the positive momentum of your referral system through public recognition. This will motivate those who are bought in and create interest and awareness in those agents/property practitioners who are not making referrals.
Sales Meeting Referral Recognition
You can say:
I’d like to give a big shout out to our agent/property practitioner referral leaders… they have referred agents/property practitioners who joined our office!
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[AGENT NAME] gave [NUMBER] referrals and [NUMBER] resulted in the agent/property practitioner joining our office
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[AGENT NAME] gave [NUMBER] referrals and [NUMBER] resulted in the agent/property practitioner joining our office
Thank you for helping us build a world class company. We appreciate your support!
Ask for Referrals in Exchange for Agent āGotta Minuteā
Make it a practice to ask for referrals every time you talk to agents/property practitioners.
Ask for Referrals in Exchange for Agent “Gotta Minute”
You can say:
Agent: Hey, do you have a minute? (respond to their question)
Manager: Do you have a minute? I need the name of one agent/property practitioner whose life I can help change by bringing them into our office.
Ask for Referrals in Sales Meeting
You can say:
Show of hands, how many of you have or would like to have a referral-based business?
Of course, you do, they are qualified, warm leads. I’m building a referral-based business too. I’m looking to improve our market share because I want to make it easier for all of you to list and sell.
Who have you worked with that would be a fit for our office?
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Who have you worked with in a joined transactions that has impressed you? I don’t know every agent/property practitioner and don’t want to recruit an agent that wouldn’t work well with all of us.
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If you had to list your own home/property for sale and couldn’t do it yourself or with the company and had to list with a competing agent/ property practitioner, whom would you list with?
Joined Transaction calls for Building Rapport
Top recruiters begin nurturing a relationship by calling each agent/property practitioner they add to their target list. With each agent/property practitioner, they follow a consistent process:
• Build rapport
• Offer item of value
• Demonstrate proof of success
Joined Transaction calls for Building Rapport
This is not a call to directly recruit. It’s a way to build rapport and let the agent/property practitioner know how well you support agents/property practitioner that joined 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.
Create a database of agents/property practitioner you have called. You should do this for every joined transaction in your office.
You can say:
Hello, this is [name] at [Century 21_______________]; I’m the [position] here.
I understand that you just sold one of [name]’s listings over on [location]. That’s terrific!
I know you'll have a successful experience with [name]. He/she is a terrific agent/property practitioner and said you were very professional as well.
Professional agents/property practitioners like you are the kind of agents/property practitioners that will succeed in this business over the long run and they are the agents/property practitioners my office wants to associate with.
Once again, great work and have a good day.
Productive Agent Script for Joined Transactions
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 our agents are new or experienced as long as they take action, produce business and fit within your culture? So, going forward, let’s focus on the selection of productive agents.
Productive Agent Script for joined transactions.
This is not a call to directly recruit. It’s a way to build rapport and let the agent/property practitioner know how well you support agents/property practitioner that joined 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.
Create a database of agents/property practitioners whom you have called. You should do this on every joined transaction in your office. It’s OK to leave a voicemail the first time you make the call to the same agent but be sure to connect directly with them subsequently.
You can say:
Hello, this is [name] at [Century 21 _______________]; I’m the [position] here.
I understand that [name] in our office just sold one of your listings over on [location]. Great work!
I know you'll have a successful experience with [name]. He/She is a terrific agent/property practitioner and said you were very professional.
Professional agents/property practitioners like you are the agents/property practitioners that will succeed in this business over the long run and they are the agents/property practitioners my office wants to associated with.
Have a great day.
Deal Registration Form Referral Questions
Including questions about the joint transaction agent/property practitioner on the deal registration form, ensures you are getting recruiting leads.
Deal Registration Form Referral Questions
Suggested joint transaction agent/property practitioner evaluation questions:
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Was this a smooth transaction?
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Did you enjoy working with this agent/property practitioner?
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Do you think they would be a great fit for the office? If so, why?
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Have you talked to them about our office? If so, what did you say?
Listings Focus - less than 24 months Experience
Part of a company’s value proposition is coaching and developing agents/property practitioners to increase their productivity. When they do, agents/property practitioners will stay.
Listings Focus less than 24 months experience
This script is designed to target agents/property practitioners with less than 24 months of experience in the business who are just getting their first listings on the market. You are going to be able to offer them a training opportunity to help get more listings. Use this training as an opportunity to hook them.
You can say:
What I’m hearing you say is that you are really looking to focus on taking more listings in your business, is that right?
In our office, we teach a monthly listings program that can help you list more listings. The agents/property practitioners in our company who have participated in the program have increased their business by [XX] percent.
There is a program scheduled for next week and I have a few spots available. Should I save a spot for you so you can see how the program could do the same for you?
Several agents/property practitioners who joined 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 can offer to help agents/property practitioners to develop their businesses?
I’m free [give availability]. What time works best for you?
The Law of Reciprocity
Top recruiters begin nurturing a relationship by calling each agent/property practitioner they add to their target list. With each agent/property practitioner, they follow a consistent process:
• Build rapport
• Offer item of value
• Demonstrate proof of success
The Law of Reciprocity
The Law of Reciprocity is a social rule that describes the phenomenon that when someone does something nice for you, you feel psychologically compelled to do something nice in return. When you offer something of value to the agent/property practitioner, the chance of the agent/property practitioner saying yes to you is more likely.
You can say:
I’d like to give you [a book/market report/invite you to a training] for your work as a joined agent/property practitioner on that transaction. Let’s meet for coffee so we can talk more about it. I’d like to hear more about your business and the challenges you are facing.
Spark Engagement with Social Media
Use an engagement-first strategy to showcase the value, culture, and support your office offers agents/property practitioners, the community and buyers and sellers.
Spark Engagement with Social Media
Your social media goal is to spark engagement. Use an engagement-first strategy, not a selling-first strategy. Think “service” when creating social media post to showcase the value, culture, support and leadership your office provides. Suggested Content Ideas Include:
1. Your learning/training calendar
2. Pictures & video that show your company culture
3. Community happenings and events
4. Office and agent/property practitioner accomplishments
5. Agent/property practitioner testimonials (written and video)
6. Real Estate industry news
7. Ask questions or create polls
8. Buyer and seller testimonials
9. Homeowner quick tips
You can say:
Virtual Listing Presentation How-To’s: Join us on [day/time] to hear how top agents/property practitioners are taking listings. Check out our calendar for more opportunities to build your skills. [link to calendar]
Office Accomplishment: Breaking news! Our office is now #1 in our market for listings sold! On average, our listings sold is 3.4% more than our competitors. Great statistic to use in your listing appointments to demonstrate success with sellers.
Agent/Property Practitioner Testimonial: (post agent/property practitioner testimonial on why they love your office) Thanks [agent name]… we love helping you grow!
Proof of Success
Tying your proof of success to a specific service, tool, or service enables you to create a compelling message about the benefits you can provide that agent/property practitioner when they join your office.
Proof of Success
Demonstrate your Proof of Success. As part of your Value Proposition package, you identified the metrics the matter most to an agent/property practitioner and created impact statements using these metrics as proof of success.
When you demonstrate proof of success with your impact statements, the odds of the agent/property practitioner saying yes to you are even higher.
You can say:
I was looking at your performance and noticed you were up 10% month over month.
Congratulations!
The agents/property practitioners with my company are doing well too. On average, they are up 20 percent.
I was wondering when we could get together and talk about what you’re doing, and I’ll share how I’m coaching agents/property practitioners to help them succeed. Maybe we can learn from each other?
I’m free [give availability]. What time works best for you?
Invite Recruits to Attend Your Office Meetings
In your meetings, provide motivation and timely information to ensure agents/property practitioners and staff are on the same page on how to move forward with day-to-day and business
Invite Recruits to Attend Your Office Meetings
Agents/Property Practitioners 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 offers written, offers pending, and deal concluded. Share impactful scripts to overcome challenges.
Training Calendar: Encourage agents/property practitioners to attend courses on the skills and resources they need to grow their businesses.
Today’s Tool: Inform agent/property practitioner of the brands latest market offering and brand training sessions.
Gratitude & Success Stories: End your meeting off on a high note. Have agents/property practitioners 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 3.4% more than our competitors. Great statistic 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 agent names]. Welcome and cheers to extraordinary growth!”
Promote Office Events: Tap into our office virtual events… Mindset Monday, Fun Friday, and Weekly Challenges. or Don’t forget to join us for our listing class next Tuesday at 1:00 to get a hands-on, in-depth training for succeeding with sellers by putting listings first.
Share Success Story: An agent/property practitioner did a listing presentation with a seller that was extremely hesitant to list. Our agent/property practitioner respected that and shared our written protocol on how we work with buyers and sellers and virtual viewings. The seller said that is awesome I feel at ease, let’s move forward.”
Drive Learning Participation
Invite recruits to participate in your learning opportunities on the skills and resources that will help them grow their businesses.
Drive Learning Participation
Encourage recruits to attend your learning sessions so they experience first-hand the professional development you offer to help agents/property practitioners grow their businesses. Also, capitalise on the virtual advantage. Anonymity of attending virtual learning sessions will increase the likelihood of attendance of recruits who otherwise would hesitate to be seen in your offices.
You can say:
[When talking about learning/support] My office has learning systems set up to provide you with the skills and support you need right now in this market. In fact, on [day/time] we have a virtual session on _________. Please join us. I’ll send you the link.
Objection Handling: Not a good time
Objections are opportunities to share the value you offer.
Objection Handling: Not a good time.
When you ask to set an appointment with an experienced agent/property practitioner, expect them to throw out objections. Just as you coach agents/property practitioners to be prepared to handle the most common objections from their buyers and sellers, 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/property practitioners 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.
Objection Handling: Iām not interested
Objection Handling: I’m not interested. I don’t want to be recruited.
When you ask to set an appointment with an experienced agent/property practitioner, expect them to throw out objections. Just as you coach agents/property practitioners to be prepared to handle the most common objections from their buyers and sellers, 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 producers like [top agents name with your office they know], are using to increase their [GCI/ units sold/listings/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!
Objection Handling: I'm happy where I'm at
Objections are opportunities to share the value you offer.
Objection Handling: I'm happy where I'm at.
When you ask to set an appointment with an experienced agent/property practitioner, expect them to throw out objections. Just as you coach agents/property practitioners to be prepared to handle the most common objections from their buyers and sellers, 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 joined 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 producers, like [top agents name with your office they know], are using to increase their [GCI/ units sold/listings/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 follow up with you to see how you are doing at the end of next quarter? Thanks!
Objection Handling: I'm too busy right now
Objections are opportunities to share the value you offer.
Objection Handling: I'm too busy right now.
When you ask to set an appointment with an experienced agent/property practitioner, expect them to throw out objections. Just as you coach agents/property practitioners to be prepared to handle the most common objections from their buyers and sellers, 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 producer your schedule is always full. The agents’ /property practitioner’s business is on fire right now because of the strategies they are implementing from our coaching.
I know it’s asking a lot but, I’m willing to share some strategies top producers, like [top agents name with your office they know], are using to increase their [GCI/ units sold/listings/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 follow up with you to see how you are doing at the end of next quarter? Thanks!
Objection Handling: I'm happy with my life & business
Objections are opportunities to share the value you offer.
Objection Handling: I'm happy with my life & business.
When you ask to set an appointment with an experienced agent/property practitioner, expect them to throw out objections. Just as you coach agents/property practitioners to be prepared to handle the most common objections from their buyers and sellers, 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!
Objection Handling: I have deals that need to pay-out
Objections are opportunities to share the value you offer.
Objection Handling: I have deals that need to pay-out.
When you ask to set an appointment with an experienced agent/property practitioner, expect them to throw out objections. Just as you coach agents /property practitioners to be prepared to handle the most common objections from their buyers and sellers, 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. Let me ask you, when are your transactions registering? (Great)
Are there any in the pipeline? How many do you currently have under offer? (Good for you)
Have you reviewed your independent contractor agreement with regard to resigning from the company when you has any deal on the table? What does it say? (Really)
We are not interested in making money off of your existing business. We are in this for the long run. Are you interested in building a successful future? 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?
Objection Handling: I have too much business
Objections are opportunities to share the value you offer.
Objection Handling: I have too much business.
When you ask to set an appointment with an experienced agent/property practitioner, expect them to throw out objections. Just as you coach agents/property practitioners to be prepared to handle the most common objections from their buyers and sellers, you should also be prepared with great scripts to handle the most common recruiting objections.
You can say:
A top producer of your standard is always busy.
There is never going to be a good time to make a move; generally, agents/property practitioners in transition begin to wind down their business before they make a move.
This could end up costing thousands in lost production. Not something you want to see happen 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 agent], who just recently joined us, increased their production immediately after joining, which is surprising and exciting, right?
We sent out two mailings to all of their target market area and past clients. [Name of the agent] picked up 3 extra listings/sales the very first month. Can you see how that could also work for you? Excellent!
The time to move is when you are on top. Let’s do it now!
[Prospect’s Name], let's go through the paperwork.
Objection Handling: Commissions Objections
Objections are opportunities to share the value you offer.
Objection Handling: Commissions objections.
When you ask to set an appointment with an experienced agent/property practitioner, expect them to throw out objections. Just as you coach agents/property practitioners to be prepared to handle the most common objections from their buyers and sellers, you should also 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 actually 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 amount into how much actual extra money you would earn.
As you can see, with our company you will actually be earning more personal income. Isn’t that what you want? Great, all we need to do now is simply sign the contract so I can help you get what you want in the time you want. Won’t that be great?
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?
Compliance
- Comply with the National Do Not Call Registry rules and your Office Do Not Contact List and Policies.
- Follow the Consumer Protection Act (CPA) Regulations and Guidelines.
- Follow the Protection of Personal Information Act (POPI) Regulations and Guidelines.
