To build a sustainable real estate business, you (agent) should always
lead with the opportunity to get involved in real estate. Recruiting agents
will give you the ultimate leverage in your real estate business.
There is a 5-part duplicatable process to recruiting
someone. When done correctly, the recruiting process is simple and duplicatable.
You should never have to sell the idea of starting a real estate business to
anyone. Let the tools do the work. You
run the system and let the system run your business.
RECRUITING PROCESS OVERVIEW (5-Part
Process)
- Agent should build connection (timeframe varies) then follow
the script
- See if the prospect keeps their options open to make additional
income/ever wanted to get involved in real estate
- Show the sizzle video: http://kwopportunity.blogspot.com/
- Get them on a 3-way call with Agent’s Sponsor/Business Partner
- Sponsor/Business Partner invites to career seminar
THE SCRIPT
AGENT: “Do you keep your
options open for opportunities to make money?” (WFA)
- ·
If no,
then ask “Do you
know of anyone that keeps their options open to making additional income”.
(Note: You should also follow up with asking if they know anyone looking to
buy, sell, or invest in real estate)
- ·
If Yes,
then complete the rest of the script.
AGENT: “There is something
I want to show you, it will only take about 10 minutes, and you may or may not
be interested. Ok?” (WFA)
AGENT: “Do you have a
business card with your contact information/What’s your phone number and email
address?” (Lead with asking for a
business card. That makes people feel you think they are important.
Additionally, if they have one then that ensures you get good contact
information. Once you give you their information you ask them…)
AGENT: “Do you have 10
minutes to talk right now?”
- ·
If no,
then ask “When
will you have 10 minutes later today so I can call you between (give a
timeframe)?” (Complete the rest of the script when you call back)
- ·
If Yes,
then complete the rest of the script.
AGENT: “Great. I’m going to
text you a quick video that I want you to watch. It’s only 5 minutes but it is
powerful. I want you to let me know if you are interested.” (text them the link to the sizzle video)
After they watch the video ask them…
AGENT: “What did you LIKE
BEST about what you saw?” (DO NOT
ask what do they think or how was that. Force them to think about what they
liked BEST)
Based on their response use the Feel, Felt, Found response.
AGENT: “I know exactly how
you FEEL, I actually FELT the same way (or I have a business partner that felt
the same way), What I FOUND out was… (or what he/she found out was…)”
AGENT: “You know what, I
was talking to one of my partners and (he/she) told me that if I met a sharp
individual in (state their city) then he wanted to talk to them. His/Her name
is (state First & Last Name). Have you heard of him/her?” (WFA) Note:
Usually this will be No, but it gives them a chance to stay engaged in the conversation.
Ensure you use the last name because that will give them a position of
authority and increases the edification.
AGENT: “I will tell you
that Mr./Mrs. (Sponsor Last Name) is responsible for helping various people to launch
successful real estate businesses. I work with him/her personally. Mr./Mrs. (Sponsor Last Name) is very busy
working with a lot of people but if I can get him/her on the phone right now
for a few minutes to talk to you then you will see what I am talking about.
Hold on let me call.” (him/her)
(Note: DO NOT ask if it is ok to do the 3-day call. Assume it’s ok and tell
them you are going to do it. They have already committed 10 minutes with you
and you have only taken about 7 minutes)
3-WAY CALL
When you call your Sponsor/Business Partner, give a quick
intro that tells them what the person liked best so they know what to play off
of. (Note: It’s always best to give them
a heads up prior to you starting your recruiting for the day so they can keep
their phone by them and they are ready to take a call from you. You should also
pre-communicate to them what event you are trying to get people to come to. Remember,
always use your Sponsor’s last name when talking to a recruit.)
For example (if they are with you) “Hello Mr./Mrs. Latimore, this is (Agent’s
First & Last Name). I was calling because you told me to give you a call if
I came across someone that I felt was sharp and interested in the real estate
industry. I’m here with (Prospect’s First Name) and he/she just saw the video
and he/she liked the (state what he/she liked best). Do you have a couple
minutes to speak with him/her?”
SPONSOR/BUSINESS PARTNER INVITATION
Their responsibility is to use the Feel, Felt, Found again, invite
them to the Career Seminar, then edify you before the call is over.
SPONSOR: “Hello (Prospect’s
Name), I am glad I have a chance to speak with you today. I only have a couple
minutes to talk but tell me, why did you like (State what they liked best) in
what you saw?” (WFA)
SPONSOR: “I know exactly how
you FEEL, I actually FELT the same way (or I have a business partner that felt
the same way), What I FOUND out was… (or what he/she found out was…)”
(PAUSE for potential small dialogue)
SPONSOR: “If I was able to
show you how you can start a real estate business and make money, help a lot of
people, and have a lot of fun while doing so, would you be interested on
getting more information?” (WFA)
- ·
If no,
then ask “Do you
know of anyone that keeps their options open to making additional income”.
(Note: The Sponsor should also follow up with asking if they know anyone
looking to buy, sell, or invest in real estate. This could be an additional
lead for the agent, not the sponsor)
- ·
If Yes,
then complete the rest of the script.
SPONSOR: “Great. We are
having a career seminar on (state time/date/location) that I want you to
attend. You will be able to get a lot more information that day about this
incredible opportunity. Mr./Mrs (AGENT’S LAST NAME) will pick you up on the way
to the seminar. Ok?” (WFA)
SPONSOR: “Before I let you
go, I just want to tell you that Mr./Mrs (AGENT’S LAST NAME) is on fire right
now. You could not have been introduced to this incredible opportunity by a
better person. So, I look forward to working with you in the near future.”
TRANSITION BACK TO THE AGENT
Your only job is to confirm the time you are picking up your
prospect or meeting them at the office before the Career Seminar. Remember, your
Sponsor has already done the work. DO NOT answer any questions. Quickly leave
or get off the phone.
