The more experienced and successful the agent is, the longer it will take to uncover their motivations, goals and pain points. Therefore, the more experienced and success the agents 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 affiliating with you.

Trust Appointment

You can say:

As I mentioned [over the phone, when we met last…], I specialize in helping agents 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?

  • How long have you been in real estate?
  • What was it that attracted you to real estate?

    • Where are you now?

  • How would you describe your business—growing, declining or flat? (If it’s not growing, does that concern you?)
  • What is your income goal this year? Are you on track to achieve your income goal?
  • 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?
  • 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?
  • What are your top lead sources? How many transactions to you get from those sources each year?

    • What challenges do you have?

  • What are the biggest challenges keeping you from reaching your goals? What programs or strategies have you or your broker implemented to help you with your challenges?
  • Who is helping you achieve your goals?
  • Are you generating enough leads to reach your goal?
  • How is your work/life balance?

    • Where do you want to be?

  • Paint a picture of your business 3-5 years from now.
  • If you owned your own brokerage, what is the one thing you would do differently?

    • What happens if you don’t get there?

  • If nothing changes and you keep doing what you’re currently doing, are you likely to get (their why)?
  • What would happen with your business and (their why) if you don’t do something different?

    • Value Proposition Appointment

    You can say:

    Match Agent 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 mastermind where you can learn techniques from top listing agents.

    Provide Proof of Success: That top agent session is one of the reasons that the agents are outperforming the board in (listings taken/ listings sold/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 Affiliating: 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?

    • Comply with the National Do Not Call Registry rules and your broker’s Do Not Contact list and policies.
    • Follow Telephone Consumer Protection Act, state, and local laws on telemarketing, auto-dialers, and prerecorded messages.
    • Review your local MLS rules and regulations regarding the proper use of listing data.

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