Take Action in Recruiting:
Mobile Scripts Library

Bring your recruiting efforts to the next level.

Non-Mandatory Learning - As an independent contractor sales associates affiliated with a Coldwell Banker® franchised office or a Coldwell Banker franchisee, you have a variety of resources, tools, technologies, and educational opportunities available to you. The educational materials, programs, or meetings are not mandatory. This document may contain suggestions and best practices regarding specific issues you may encounter for you to use at your discretion.

Affiliation/Recruiting - Nothing in this document is intended to create an employment relationship with you and Coldwell Banker Real Estate. Any affiliation by you with a Coldwell Banker franchisee is intended to be that of an independent contractor sales associate.

Copyright - Coldwell Banker® and the Coldwell Banker Logo are service marks owned by Coldwell Banker Real Estate LLC. ©2021 Realogy Services Group LLC. All rights reserved.

License - Subject to the Terms of Use, Realogy Services Group LLC hereby grants the user of these materials a non-exclusive, non-sublicenseable, non-transferable right to access and use these materials solely for purposes of educational advancement in connection with real estate brokerage and related activities of Coldwell Banker Real Estate LLC. The participant is permitted to access and use the learning materials only for so long as the participant is affiliated with Coldwell Banker Real Estate LLC. The participant shall not reproduce, alter, adapt, modify, display, perform, distribute, or make derivative works of the learning materials, in any medium now known or hereafter developed, without written permission from Realogy Services Group LLC. The participant agrees that Realogy Services Group LLC solely and exclusively owns the learning materials and will continue to own all right, title, and interest in and to the learning materials. The participant will not challenge said ownership, and agrees that no title or ownership in the learning materials or any associated intellectual property rights embodied therein is transferred to the participant under the Terms of Use.

Scripts - Any sample dialogue or script contains suggestions and is not intended to be used verbatim. The sample dialogue is designed to offer you suggestions for what you might say in some of the most common situations you may encounter as a real estate agent. These words are only a guide, however. The most effective dialogue will be the one that is authentically your own. You are encouraged to review these sample dialogues if you believe they may be helpful and to think about how you would present these resources when the opportunity arises in your real estate business. You should always revise any sample scripts to ensure they are factually accurate.

General Guidelines and Reminders - Coldwell Banker fully supports the principles of the Fair Housing Act and the Equal Opportunity Act. Each affiliated sales representative and broker is responsible for complying with any consumer disclosure laws or regulations. Each office is independently owned and operated.

COVID-19 – The COVID-19 crisis has resulted in executive orders and other protective guidance at the state and local levels. Please make sure you are reviewing the requirements in your area with your broker, including those related to non-essential businesses and telemarketing to consumers.
Do Not Call Registry - The FTC’s Telemarketing Sales Rule helps protect US-based consumers from fraudulent telemarketing calls and gives them certain protections under the National Do Not Call Registry. Companies also need to be familiar with rules banning most forms of robocalling. If you or someone working on your behalf is telemarketing, know the dos and don’ts before you plan your strategy, including but not limited to the following:
  1. Before making a sales call, you or a third-party vendor you hire should determine whether the consumer’s phone number has been included on the National Do Not Call Registry and your company-specific Do Not Contact list. We recommend that you speak to your broker about compliance with these rules.
  2. Any sales calls or communications to consumers must follow the requirements of the Telephone Consumer Protection Act (“TCPA”), state and local telemarketing laws, including but not limited to requirements that messages or calls may not be sent using an automatic telephone dialing system or an artificial or prerecorded voice unless you have express written consent from the consumer.
We recommend that you review your local MLS rules and regulations regarding the proper use of listing data for other commercial purposes such as soliciting new clients, contacting expired listings, or recruiting.

Similar laws may apply outside of the United States, including, but not limited to the CAN-SPAM Act, by way of example.
Copyright and Trademark Issues - Be mindful of using materials including but not limited to photos, videos, and music that may be copyrighted or trademarked. You must obtain permission to use any copyrighted or trademarked materials before using them. 
General Guidance - The information herein is intended for informational purposes only and is not intended, nor shall it be deemed, to provide or offer legal or financial advice or guidance. We recommend you consult with your own advisor when dealing with any of the issues visited herein. 
Newly Licensed Agents: 6-12 months
What we can offer to help grow your business.
Listings Co-op Transaction
Help build rapport with great agents.
Buyers Co-op Transaction
Build rapport with great agents.
Listings Focus
Help build your listings business with our expertise.
Agent Referrals from Co-op Transaction
Tell me about your experience with great agents.
Law of Reciprocity
Gift an agent something of value you can offer.
Spark Engagement with Social Media
Showcase office value, culture, support and leadership.
New Agents in Your Market
Find new talent to develop.
Identify Experienced Top Agents
Do your homework to recruit the best.
Agent Referral
Offer your systems for help in increasing productivity.
Handling Objections: Not a good time
Turn an objection into an opportunity to share your value.
Agent Referral for Top Agent
Find their numbers and tell them how you can help improve them.
Finding a "Diamond in the Rough"
Offer coaching to build on potential.
Handling Objections: I'm happy where I'm at
Are you telling me that you don't want try to earn more?
Handling Objections: I'm just too busy
Business is great, but with my help it could be even better.
Handling Objections: My life and business are good
Good to Great: offer your value and ask what great looks like.
Handling Objections: I have deals to close
Let me help you with your transition plan.
Handling Objections: I have too much business
It's time to disaffiliate when you're on top!
Handling Objections: I don't want to lose money
We're looking to grow new business, not get in the way of your open deals.
Handling Objections: Commissions
What do you really value?
Proof of Success
Share your value with successful agents you find.
Achieving Success
Offering financial incentives, and more.
Sweet Spot Agents
Maximize your time immediately.
Sample Referral Rewards Communication
Communicate the rules of your referral rewards program.
Sample Growth Celebration Invite
Encourage referrals with a contest.
Closing Form Referral Questions
Require referral on transaction closing form.
Sales Meeting Referral Recognition
Recognize referrals publicly to maintain momentum.
Ask Affiliated Agents for Referrals
Ask for referrals every time you talk to agents.
Agent Referrals + Researching Agents
Find their numbers and tell them how you can help improve them.
Blast Timely Information
Demonstrate your leadership by keeping agents up to date.
Invite Recruits to Attend Your Office Meetings
Invite recruits to office meetings to experience your leadership.
Drive Learning Participation
Invite recruits to your learning programs.
Engage Agents with Coaching & Support
Invite productive agents to “test drive” your office productivity systems.
Stealth Recruiting
Plan personalized connections aligned with the recruit’s primary business goal.
Get to Yes
Demonstrate value through two appointments.