• 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!!

Organizing Your List:

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

• Email

• 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

Chris Guercio

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.

3 Way Call

• 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)