Below are some best practices when it comes to the discovery call. At the bottom of this article, you’ll find a one-pager that outlines the 5 Steps to a successful Discovery Call
Before the Call #
There are a few things to remember in the lead up to your Discovery Call.
First, you are likely recruiting nationwide. That means your recruit may not be expecting a call number outside of their area code.
Second, they probably scheduled the call over 24 hours prior to it taking place. People get busy and sometimes need reminders — even if they accepted a meeting request and it’s on their calendar.
We recommend sending a text message the day of the call with a recruit. What we’ve learned since launching the Recruiting Sites is that these texts work! And there are a few things you can include in the message to make them even more effective!
Doing this will not only increase your appointments kept rate, they’ll spark two-way, text-based communication prior to the call. Save the message below in the Notes on your phone and modify slightly when doing your day-of outreach prior to a call.
Hi <<Recruit>>, this is <<Your Name>> with Keller Williams. I’m looking forward to our call today. Note that I’ll be reaching out via this number. Talk to you in a few hours! Also, can you confirm that today still works for you?
Point #1: The text as a whole reminds the recruit they have a call soon.
Point #2: Noting that you will be reaching out from the number you are using to text tells the recruit to watch for a call from your number.
Point #3: Asking a question at the end invites a response — and more often than not they will!
Anatomy of a Discovery Call #
The following outline contains tips and examples for you to reference, personalize, memorize, and make your own. This section will help you master the Zoom or Call when a new agent schedules an appointment with you. Take these and personalize them to create and craft you own scripts, or just use the tips ad pointers as-is!
Introductions & Rapport Building #
Keys to success – Be light hearted and genuinely interested in them. If you can make them smile or laugh in the first 15-20 seconds that is great! Remember this is the first and maybe the last time they speak to you over the phone before joining KW and naming a sponsor. First impressions matter!
Example:
“Hey Kim, it’s Nick Avila with Keller Williams. I am reaching out for our scheduled call to talk about joining Keller Williams. How are you doing today?”
Ask them to tell you about themselves #
Keys to success – Try to find a few relatable things from their story you can connect with them on. Ask a few questions about their story to build the relationship deeper. Make sure to catch where they are from (CITY/STATE).
Here are a few different ways to ask the same thing:
“So Kim, tell me about yourself and your journey to this point.”
“So Kim, tell me, you were born and then what happened?”
“I want to hear about your story and get to know you. Tell me how you got to where you are today?”
Ask them where they are in the process of getting licensed #
Keys to success – You want to gain a clear understanding of where they are. Have they started real estate school yet? If not be ready to advise them on a licensing school recommendation. If they have started, find out how much longer they have to go and when they plan to take their final exam (try to get a date).
VERY IMPORTANT You do not want to refer a lead to early to a market center!! If they are not about to take their test (within 1-2 weeks) wait to refer them! This will ensure a higher likelihood that you are named as sponsor.
Example:
“Tell me, where are you now in the process of getting your real estate license?”
“When do you expect to take your final licensing exams?”
Ask them what questions they have about getting their license and Keller Williams #
Keys to success – Do not throw up KW all over these people. Stick to the important points but don’t SELL them on KW. Speak from experience. How has KW changed your life? Share stories about how people who join KW get the main pillars you need to be successful in the business. See the bottom for my favorite KW talking points. It’s also important in this step to find out if they have a family member in Keller Williams. If so, point them back to their family member kindly and end the call (culture matters!)
Example:
“What questions do you have about getting your license or Keller Williams in general?”
“What do you know about Keller Williams?”
“Are there any additional questions that you want to make sure and ask today?”
Tell them how you are going to help them #
“Let’s talk about the next steps and my role in helping you.”
“I am an agent at Keller Williams. I also help grow our company as a Career Consultant for people who are joining KW. My job is to help get you connected with a KW office and their leadership in your area. Remind me exactly where you live in [STATE]?
While they tell you where they live, search for it using https://www.kw.com/offices
“Ok great, looks like the closest office is in [CITY]. Is that an ideal location for you to work?”
“Great! What I will do next is reach out to the leadership and connect you with the right person
from that office. How does that sound?”
Ask for Sponsorship #
“By the way, do you know anything about our sponsorship and referral system at KW? Basically, what we do is everyone who joins the company is referred by another agent. We don’t have a national advertising budget or anything like that so KW grows by agents sponsoring other agents into the company. One of the things they will ask you when you decide to join is how did you find out about that office or who was influential in you deciding to pick KW. If you feel like I was helpful, I would be honored if you’d put my name down as your sponsor into the company.”
