Term
| “Can you just email (XYZ Value/info) to me?” |
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Definition
You see, I specialize in helping agents take their business to the next level and I would like to share with you the ideas and strategies that I am sharing with my agents that is helping them make more money, and in order to do that, all I need to do is better understand your current business structure.
Worst case you will leave our meeting with some great ideas you can apply in your business IMMEDIATELY ... And if you ever decide to make a move... hopefully you would consider us an option or maybe recommend me to others. |
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Term
| "I can't answer a couple questions I'm too busy right now” |
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Definition
| I would be surprised if you weren’t busy right now quite honestly and my hope is at least I can get to know you a bit should there be an issue with this transaction at any point, we all know how buyers and sellers can be! |
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Term
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Definition
No problem, I wouldn’t want you to do something you’re not ready for. What additional concerns do you
have?
If you were ready, what would have to happen to make you feel comfortable at making the move now?
If I can resolve those concerns will you be ready to make the move right away? (Excellent) (If no) No
problem, may I ask, what other concerns do you have? (Interesting) |
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Term
| “I have to close my deals” |
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Definition
I understand, You don’t want to incur any monetary loss in making a move. Let me ask you, when are your transactions closing?
Are they listings or buyer pendings?
How many do you currently have?
Have you reviewed your independent contractor agreement with regards to, leaving the company when an agent has open transactions?
What does it say? (Really)
We are not interested in making money off your existing business. We are in this for the long run. Are you interested in building a successful future together? I don’t want cost or loss of business to stand in the way of a good business decision. You know you need to be here. Let’s figure out a way to make this happen now. |
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Term
| “It’s bad timing, I have too much business” |
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Definition
An agent of your caliber is always busy, there is never going to be a good time to make a move; generally agents in transition begin to wind down their business before they make a move. This could end up costing you thousands in lost production. Not something you want to see happen to you, right?
I will have your transition set up so you will hit the ground running. Wouldn’t that be great? In fact _________ (Your agent) who just recently joined us increased his/her production immediately after coming aboard.
We marketed heavily to all of his/her target market area and past clients. _________ (Your agent) picked up 3 extra transactions the very first month.
Can you see how that could also work for you? |
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Term
| “Your splits aren’t that great” |
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Definition
I don’t want money to be the only reason you don’t come over.
I’m curious ... what’s more important to you ... a higher commission split, or actually putting more money in your pocket? Let’s break down the extra income you acknowledge you will earn here along with your business expense savings and convert those dollars into how much actual extra money you would earn.
As you can see with our company you will actually be earning more personal income. Isn’t that what you want? |
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Term
| “My broker promised to fix the problems and increased my split” |
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Definition
Great, let me ask you how have they handled your concerns in the past?
Why do you think it has taken this event of you moving, for them to pay attention to your concerns?
How much time will you give him to take care of these problems?
Based on your past experience with them do you really think they are going to change long term or is this just a quick fix out of desperation?
Can you really afford to wait? |
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Term
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Definition
What I really hear you asking is, how could you increase my net, is that right?
I mean all that matters is what you put in your pocket, correct?
I’d be glad to share those with you during our meeting/next appointment as we put together your 2026 business plan to help you net more money than you have ever netted before, fair enough? |
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Term
| I PAY X AMOUNT PER TRANSACTION OR I HAVE A BETTER SPLIT ETC |
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Definition
Okay. So you'd never moved to Keller Williams. I understand you get three, you get, you only pay $350 per transaction and sitting in your shoes, I can completely see what you're saying, saying that, are you more interested in how much you pay or increasing your income?
— increase my income
Yeah, so again, sitting in your shoes, I honor that. Saying that, if you could increase your income and you wouldn't have to work much harder and we taught you to do that, doesn't it make sense for us just to spend a half an hour together?
I don't mind. The worst thing that can happen is you look at it as a networking appointment and in case you ever desire to make a move, you know who we are. |
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Term
| I don’t want to switch - Networking Close |
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Definition
| Just look at this as a networking meeting. The worst thing that can happen is that you take away a few tips and things that you want to do to improve your business. And if something ever changes, you and I know each other. |
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Term
| I’m happy where I’m at response: |
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Definition
You're happy where you're at. And I honor that. And I honor the loyalty. And if you weren't happy where you're at, you probably wouldn't be there, would you?
No
So let me ask you, do you want to get together so I can show you what we do to help agents grow their income?
Even though you’re happy where you’re at, I just want to connect and get to know you. The worst thing that can happen is you pick up a few things and we, we, we know each other in case something changes. |
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Term
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Definition
If I could show you proven systems and models that would significantly increase your
business and your income in addition to giving you more time and freedom, would you be interested in
hearing about it, even if it meant you didn’t have to switch companies? |
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Term
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Definition
I am calling a select few top reputable agents such as yourself, who are interested
in adding more balance for their family and friends and just overall having a better quality of life. Last
year we had X amount of agents make more money AND got more time back. Would you be interested
in learning who did that and more importantly HOW they did that? When can we get together for 20-30
minutes? Would today at _______ or tomorrow at _______ be better? |
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Term
| Value Prop Close one on one coaching// Kenny Roy: |
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Definition
| Are you familiar with our one on one coaching program with Jason Hammock? You know, Kenny Roy in our office made an additional $70,000 this year from joining our coaching program! When can we get together for 20-30 minutes? Would today at _______ or tomorrow at _______ be better? |
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Term
| Value Prop Close one on one coaching// dual agent// Rae Pierce: |
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Definition
| Are you familiar with our one on one coaching program with Jason Hammock? You know, Kenny Roy in our office made an additional $63,000 this year from Joining our coaching program! When can we get together for 20-30 minutes? Would today at _______ or tomorrow at _______ be better? |
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