One of the major benefits to being a part of eXp is the ability to earn passive income through Revenue Sharing, which is the company’s way of rewarding its agents for helping the company grow.
Attracting agents to eXp is a lot easier than you think. Many agents are already curious about eXp - it’s hard not to be since our company is making headlines every single week. They just need to be approached about it the right way.
One of the main goals of our organization is to simplify the recruiting process for you as much as possible. Not only will we assist you with recruiting agents - we’ll do most of the work for you!
Below is our simple 5 step system for Agent Attraction. Be sure to follow this process to maximize your chances of success
Don't be argumentative
Don't take it personally
Don't make assumptions
Feel, Felt, Found: "I totally understand how you feel. I actually felt the same way at first. But what I found was....."
Be empathetic
Selling isn't telling - ASK QUESTIONS
Don't just take "no" for an answer - don't be afraid to push without being pushy
Dig deeper
REMEMBER - it's not about you...it's about the person you're talking to (what's important to them)
Most agents say "no" at first - don't try to force it - the gold is in the FOLLOW-UP
"no" doesn't mean no - it just means "not now"
The first step when it comes to recruiting is to literally make a list of agents to contact. I recommend that you simply start with a clean sheet of paper, and just start adding names to the list:
Agents you're friends with
Agents in your phone
Agents in your database
Agents you've done transactions with
Agents who show your listings
Agents whose listings you've shown to your clients
Agents you've met at networking events
Agents you're connected to on social media
Agents in the Realtor associations you're a member of
you get the idea....
NOTE - your list doesn't have to only include agents. Everyone you know, knows agents you don't! Other people to include on your list:
Friends
Family
Influencers
Coaches
Investors
REIA Owners / Members
Affiliates
lenders
title reps
escrow reps
attorneys
appraisers
etc.
You should put at least 100 names on your list. If you don't come up with 100 names from the lists above, it's time for you to start meeting more agents. Here's some suggestions of where you can go to meet agents:
Realtor networking events
Caravans
Coaching events (Tom Ferry, Tony Robbins, Grant Cardone, etc.)
Seminars
Continuing Ed. classes
REIA meetings
Open Houses - don't stay too long - agents are busy during open houses - just set up a time to talk with them later
YPN meetings
etc.
** IMPORTANT** DON'T MAKE ASSUMPTIONS!!!!
NEVER assume that an agent won't join eXp - put EVERYONE on your list
Plenty of agents at eXp have made the mistake of not reaching out to an agent they knew, and then that agent joined eXp under someone else. Given the 7-tiered system of revenue sharing - this can prove to be VERY costly.
EVERY AGENT YOU KNOW IS A POTENTIAL RECRUIT!!
Once you've made your list, it's critical to put the people on the list into your CRM and/or some type of organizational system so that you can track and follow up with people.
"The best CRM...is the one you actually use!"
Organization System Options:
CRM
I use Copper.com
Spreadsheet
Calendar
Task List
Info to Track in Your System:
Name / nickname
Cell phone
State
Licensing Stage
Preferred method of communication
ALL communications (activity log)
take detailed notes during all conversations
Next Follow Up
date
details (know what to say/do when following up)
Stages of Your Pipeline:
Lead
Reached Out
Initial Call Scheduled
Initial Call Completed
Video Sent / Invited to Webinar
Watched Video / Attended Webinar
Referred for 3 Way Call
3 Way Call Scheduled
3 Way Call Completed
After this stage - we do the follow-up for you
This is the most important step in the agent attraction process - Fish don't just jump into the boat!!
You must take action if you want to benefit from Revenue Sharing - you have to reach out to the agents on your list.
Don't make excuses - don't project your fears/insecurities about reaching out to people onto them as an excuse to not make the calls
If you're interested in doing agent attraction, I strongly recommend that you build time for it into your schedule - and actually put it in your calendar as an appointment
try to call at least 1-2 people EVERY day
at the very least, choose 1 day a week and block out time to make calls
When Brent Gove started, he did it every Friday from 2:00-5:00, and called 3-5 agents
Schedule the Call
I don't recommend cold-calling without a scheduled call. Agents are busy, and you don't want to catch them when they're in the middle of doing something else. You want them to be focused on your call.
Send a text/email to schedule the call:
"Hey _____. Hope all is well. Do you have a few minutes to chat this week? I have something I'd like to share with you."
When scheduling the call, don't mention eXp unless they specifically ask you.
If they ask what you want to talk about - sample response: "I wanted to share some ideas on how to increase your sales and develop passive income streams for you."
If they ask you "is this about eXp?" - don't be shy - say: "Yes. Trust me...you want to hear what I have to say."
If they don't respond, follow-up every 3-4 days.
If they never respond - then you can just call them.
Once the call is scheduled - send the person a calendar invite!
Tips for the Initial Call
the call should be short - no more than 10-15 minutes
Be excited!!! - if you're not excited, they won't be either!
stand up / move around - motion creates emotion
elevate your voice
Don't be argumentative / adversarial - be empathetic
Feel, Felt, Found - "I totally understand how you feel. I actually felt the same way when I first heard about eXp. But what I found when I really looked at the model was that this was the best decision I could make for myself and my family"
Don't try to close them!!!
this call is just the first step in the process
the purpose of the initial call isn't to convince them to join eXp - it's to get them excited to get more information
Purposes of this call:
Introduce them to eXp
Gather information (ask questions)
Get them to watch the video and/or attend our webinar
Components of the Initial Call
There is no "script" for the initial call - every call will be different. However, there are certain essential components of the call:
Introduce eXp
Video/Webinar & 3 Way Call
Schedule Follow-Up
Introduce eXp and Gauge Level of Interest
How you initiate the call will depend on your relationship with the agent (close friend, past transaction, total stranger, etc.)
Don't just start talking about eXp - take some time to catch up, and ask how they are doing
Focus on the Person, not the model
Don't puke eXp all over them - i.e. - don't just start talking about eXp without finding out what's important to them
"The first rule about Fight Club is...do not talk about Fight Club"
ASK QUESTIONS
Selling isn't telling...it's asking questions
listen more - talk less
ask questions to learn about them (what's important to them, what their pain points are, etc.) - Examples:
How's your business going?
Are you going to achieve your goals this year?
What do you need help with?
etc.
Ask them about eXp
Sample Transition Question: I usually say something like: "One of the reasons I'm calling is to let you know that I've joined eXp Realty, and it's been the BEST decision I've ever made in real estate. Has anyone spoken to you about eXp?"
Once you've asked them about eXp:
pay close attention to what they say / how they respond
be mindful of what they actually say...not your positive interpretation of what they say
ask follow-up questions to dig deeper and get more information (e.g. "why is that important to you?")
take notes!!!!
add the notes to your follow up system (activity log)
Video & 3 Way Call
Remember - the point of the initial call is NOT to close the agent (i.e. get them to join eXp). The point of this call is to get them excited to get more information
Don't get sucked into answering a lot of questions about eXp - especially if you're new to the company
Tell the agent that you will send them a video which will explain eXp, and then you'll set them up on a 3 way call with your "senior partner" (don't use words like "sponsor" or "upline") who will answer their questions
Sample Script: "I could rave about eXp all day, but I don't want to take too much of your time right now - it's too much for you to take in at this time. I'm going to send you a video which will explain eXp, and answer most of your questions. Once you've watched the video, I'll get you on a call with my senior partner who's an expert on eXp and one of the company's top agents, and [he/she] will answer all of your questions."
Triple Commitment - really get them to commit to watching the video. Getting a triple commitment will greatly increase the chances of them watching the video:
If I send you the video, will you watch it?
Can you watch it by [Friday]?
So if I follow up with you on [Saturday], you'll have watched it by then?
Be sure to mention the 3 way call so they are expecting it.
PRO TIP - if possible, set up a time to watch the video with them. They will be much more likely to watch the video if you are with them, and your conversion rates will be much higher
if the agent isn't close to you, you can also watch it with them via Zoom or Google Meet.
Schedule Follow-Up Call
Don't get off the call without setting a date/time when you will be following up with them.
Be sure they commit to watching the video before that date/time.
Put the follow-up call in your calendar, and send the agent a calendar invite
This will serve as a reminder for the agent to watch the video
Immediately after your initial call with an agent, send the agent the video about eXp.
The primary video we send out is: TheModelExplained.com
If the agent is a FortuneBuilders Mastery student and/or is familiar with Than Merrill and FortuneBuilders, you can send one of these videos:
To Agents: www.EXPagentModel.com
To Brokers: www.EXPforBrokers.com
I recommend sending the video via email. Here is an example of the email you can send:
"Hey _____. It was great talking with you today. Thanks for taking the time. Like I said, joining eXp has been the BEST decision I have ever made in real estate, and I would love to get you involved in this incredible opportunity.
Here is the video I mentioned during our call: __________________ (insert applicable video).
I'll follow up with you on [date] at [time] to get your thoughts on the video, and then we can schedule a time for you to speak with my senior partner so [he/she] can answer all of your questions.
Have a great [day/night]!"
PRO TIP REMINDER - if possible, set up a time to watch the video with them. They will be much more likely to watch the video if you are with them, and your conversion rates will be much higher
if the agent isn't close to you, you can also watch it with them via Zoom or Google Meet.
Make sure you call when you said you would (calendar appointment)
Be excited!!
Questions to Ask:
Did you watch the video?
What did you like about it? (don't ask "What did you think?")
When would you like to have a Zoom call with my senior partner so you can get your questions answered?
** Don't get sucked into answering questions about eXp - tell them your senior partner will answer all of their questions during the Zoom call
If they haven't watched the video yet:
encourage them to watch it as soon as possible
triple commitment to watch the video
schedule another follow up call - send new calendar invite
** IMPORTANT** - if the agent says they are not interested - don't just take no for an answer. Encourage them to get on a 3 way call with your senior partner anyway. Many people who said no to eXp changed their minds after having the 3 way call. Tell them it won't be a "hard sell" - you just want to be sure that they get all the information they need to make an informed decision. Tell them that if they are still not interested after the 3 way call, you won't pursue it anymore.
Once you've confirmed on the follow-up call that the agent has watched the video AND is interested in speaking with your Senior Partner about eXp, you can then request a 3 way call with your Senior Partner
PLEASE do NOT submit a request for a 3 way call until you confirm that the agent:
has completed the licensing coursework (for unlicensed people)
has watched the video
wants to have a 3 way call
To request a 3 way call, please submit the applicable Google Form for your Senior Partner:
Mitch Ribak
Dennis DeSouza
Pete Middleton
Randy Zimnoch (or Bryan Yarbor)
When filling out the form, please do the following:
Answer every question. If you don't know the answer, just put "???". It's important to answer all of the questions as accurately, and completely as possible.
Double check the recruit's contact info to make sure it's accurate, especially the email address.
In the "Notes" section of the form, please take your time and give us as much detail as possible - include anything and everything we might need to know to be prepared for a call with this agent - for example:
how you know the agent
interest level
concerns
questions
items of importance
experience level
availability for a call
Once you submit the form, the info will populate in our CRM, and the agent will be linked to you as the sponsor.
We will then reach out to schedule a 3-way call with you and the agent.
you will start the call by introducing and edifying your senior partner to the prospect
keep in short - no more than 30 seconds
for tips about the edification process - watch Day 2 of Brent Gove's 2020 Lake Tahoe Mastermind - CLICK HERE
After the introduction / edification, you only have 1 job - BE QUIET!!! Just mute yourself at that point
PLEASE don't interrupt at ANY point during the call. There's several reasons for this:
it will throw off your senior partner's rhythm
it takes the position of authority/expertise away from your senior partner
We know you think you're helping, but trust us - you're not (LOL)
Common Objections and Responses
REQUEST - when communicating with us about potential recruits, please always use EMAIL so we can track all the communications easier.
Be sure to save the link to his page in your favorites, and refer to it every time you have someone you're looking to recruit into eXp.
If you have any questions about our agent attraction process, feel free to reach out to me anytime, and I'll be happy to walk you through it.
Every Tuesday, 1:00 pm - 2:30 pm Pacific Time
See the Calendar below for the schedule
Click on the event to add the training to your calendar