Suggested Scripts for...

Suggested Scripts for

Recruiting

Updated 1/1/15

Suggested Scripts for Recruiting

As a franchised broker affiliated with Century 21 Real Estate LLC, you and your office managers have a variety of resources, tools, technologies and opportunities available to you. As an independently owned and operated business, you have sole discretion on all recruiting practices/decisions and you should use your own business judgment to determine whether any particular suggestion or best practice in these materials fit your business culture and needs. It is strongly recommended that you consult with your attorney before implementing any office policies or procedures for recruiting or retaining sales associates who are independent contractors. Nothing in this document is intended to imply or create an employment relationship.

Calling Experienced Agents Soft Approach Calling Experienced Agents Direct Approach Overcoming Stall Statements Concerns – Fees & Commissions Calling New Agents Sending Notes

Table of 2 – 3 4-6 7 8-9 10 11

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TABLE OF CONTENTS

©2017 Century 21 Real Estate LLC. All Rights Reserved. CENTURY 21® and the CENTURY 21 Logo are registered servicemarks owned by Century 21 Real Estate LLC. Each Office is Independently Owned and Operated.

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Calling Experienced Agents - SOFT

Their Reputation Hi ______this is ___________ from ___________ (your company). I wanted to call, introduce myself and let you know that I’m impressed with your work and the way you conduct your business. Here at (your company) we take a great pride in how we go about our business, and certainly recognize the agents in the market that do as well. I would love the opportunity to meet with you and share some of the things that we’re doing to help our agents get to the next level in their business. Can we meet over coffee this ________ or would _________be better? Referral from your agent Hi ________this is ____________ from _______. _______ (referring agent) mentioned to me how successful your recent transaction together was and how great you were to work with. Recognizing true professionals is part of my job along with providing world-class tools and training. I would love the opportunity to meet with you and discuss how we conduct our business and how some of our committed agents are exceeding their individual goals. If your schedule permits, how about we get together for coffee this week on ______or is ______better. If they say no or not now I understand. I really like the way you conduct your business and I would like to send you some of the material on how many of our agents are utilizing our systems and turning that into personal success in their own business. I’ll send that over and I’ll touch base with you in the future.


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Calling Experienced Agents - SOFT

Follow up calls Hi ____, I just wanted to give you a call and touch base. How’s business? We’ve been in touch for a while now and I’ve been impressed with your commitment and professionalism. Let’s meet for lunch or a cup of coffee this week so we can discuss potential opportunities that may be mutually beneficial. Would ___ work or is ___ better? Hi _____, it was great meeting you at (name event). I consider it part of my job to recognize commitment and talent in our industry. I’d really like to get to together with you over coffee to discuss some of the successful strategies that many of our agents at _____________(company name) are utilizing to take them to the next level in their business. How does ________(date/time) work for you. If they say no or not now I understand but would like to stay in touch with you? On a regular basis I send out industry tips on running an effective business. I believe there’s value in sharing and networking with other professionals in our industry. I’ll add you to the list and please don’t hesitate to contact me if any questions come up on your end.


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Calling Experienced Agents - DIRECT

Their Reputation Hi ______this is ___________ from ___________ (your company). Thanks for taking my call, I don’t want to take too much of your time so I’ll get right to the point. I have an aggressive growth plan and goal to take this company to the next level within the next three years.” With the way you go about your business professionally and your past success rate, you are the type of agent we want on our team.” If I can show you how I can help you grow your business substantially over the next 3 years would you be able to meet with me Thursday (or any other day that same week)? If they say no or not now Maybe it’s not the best time right now for you, but the reality is with you being as busy as you are is a good thing and possibly the best time to meet. Before you completely pass on this opportunity I want to emphasize to you that this is not just another recruiting call. Because of your past success, professionalism and obvious desire to grow your business, you are on a very short list of agents that I have identified that may be a perfect fit for our team. Shall I book that meeting on Thursday (or any other day that same week)? If they decline again Thank you for your time and I wish you well in your business, but keep in mind what we have spoken about and I will be reaching out to you again.


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Calling Experienced Agents - DIRECT

Referral from your agent Great work on your latest sale of 123 Center St. and thanks again for taking my call. (your agent) was explaining how well the transaction went and how professional you were to work with. Professional agents, such as yourself, are the agents that will succeed in this business over the long run and the agents I want on our team. Let’s get together later this week to discuss how we can take your business to the next level. I’m available on Thursday at 11:00 (or any other day/time of that week). If they decline I don’t want to jump to conclusions, but I truly believe you may be missing out on a great opportunity in your business. We are willing to invest in you and your business and I’ll show you how you can grow your personal business substantially over the next 3 years. The bottom line and overall value to you is more exposure, more sales, more business which ultimately will be much more income. Shall I book that meeting Thursday at 11:00 (or any other day/time of that week)? If they decline again Thank you for your time today, I really believe in you and your business so you will still remain on my short list, good bye.


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Overcoming Stall Statements

“I’m not ready to make a move” I understand, and I wouldn’t want you to do something you're not comfortable with… what are your main concerns about making a move? If you were ready, what would have to happen to make you feel better about making a move? If we could solve those concerns would you be ready to make the move today? (If no) No problem. I’ll stay in touch with you to see how your business is progressing? “I have closings coming up-it’s not a good time right now” Maybe it’s not the best time right now for you, but the reality is with you being as busy as you are is a good thing and possibly the best time to meet. Before you completely decline to meet I want to emphasize to you that this is not just another recruiting call. Because of your past success, professionalism and obvious desire to grow your business, you are on a very short list of agents that I have identified that may be a perfect fit for our team. We have an aggressive plan for growth that can and will take your business to the next level. How about meeting on Friday (or any other upcoming day). “Your office is not in a good location” (or too far) How often do you go into your office right now? What mobile tools and resources are you currently using in your business? Let’s take a look at your historical listing inventory to see where you’ve done most of your business before you consider if the location makes sense or not.


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Overcoming Stall Statements

“I’m not ready to make a move” I understand, and I wouldn’t want you to do something you're not comfortable with… what other concerns do you have about making a move? If you were ready, what would have to happen to make you feel better about making a move? If we could solve those concerns would you be ready to make the move today? (If no) No problem. I’ll stay in touch with you, I would like to see how your business is progressing? “I have closings coming up-it’s not a good time right now” I understand as it’s never a good time. How are pending transactions handled at your current firm in the event you did choose to leave? We won’t interfere with your existing business and we won’t let the cost or loss of business stand in the way of making a good decision… Let’s figure out a way to make this happen so you can start doing even more business. “Your office is not in a good location” (or too far) How often do you go into your office right now? What mobile tools and resources are you currently using in your business? Let’s take a look at your historical listing inventory to see where you’ve done most of your business before you consider if the location makes sense or not.


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Concerns - Fees and Commission

“Your fees are too high” What specifically do you mean by that? Can you show me your expenses and fees so we can review the bottom line? Some agents focus on the fees vs. bottom line and this distracts them from what they’re really trying to achieve. We find most agents really want to make more money and be associated with a company that can help them achieve their financial goals. Would you be willing to explore the details to see if a move here would benefit you? “I work with a 100% commission company…” Besides the outward attraction to that, what else is appealing about that specific company? Have you ever compared the expenses and fees you incur on your own with those of a company like ours that splits commissions with agents? Some agents focus on the franchise fee and commission split vs. bottom line. It distracts them from what they’re really trying to achieve. I find most agents really want to make more money and many times a company that splits commissions or has a franchise fee can help them achieve their financial goals. Would you be willing to explore the details to see if a move here would really benefit you?


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Calling New Agents

Applied for exam Hi, this is __________ from __________ (your company). I see you recently applied to take your Real Estate exam. What are your plans once you receive your license? (if real estate sales) 1. So you’ll be making a career change?

2. Are you planning on working full time or part time? 3. What companies are you planning on meeting with? (if they chose a company already) May I ask how you chose them? Well, before you make your final decision, I’d like an opportunity to meet with you so you can compare what we make available to affiliated agents to support them as they get up and running in their new career. Would ______work or is ________better?


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New (licensed agent working elsewhere) Hi,_____this is _______from ______________ (your company). I’m calling because I noticed that you’re relatively new to the Real Estate business. Are you familiar with our company? We’re very well known for our education programs The agents that have participated in our training are having incredible success. “Although there’s no guarantee, in the past xxx months, newly affiliated agents have out-paced the (MLS, RDS/Terradatum, Competitor…fill in statistical information here to generate favorable company statistics) 1. How did you choose the company you’re currently with? 2. Are you currently working full time or part time in the business? 3. I’d love the opportunity to show you how we can help you take your business to the next level through our proven systems. Would _______ be a good time to get together or would ___ be better?

Calling New Agents


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Sending Notes

To your agent Dear_________, I just want you to know that our partnership is very important to (your company name)You bring tremendous value and I Thank you for being such a great professional . Much continued success to you! To a co-op agent Dear_________, I just want you to know, you’re a respected professional and very important to our industry. Thank you for all you do .I’m looking forward to the next time we do a transaction together because you’re great to work with…[I know how much agents love working with you.]


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