The first two steps were about finding the right MC contact. The next handful are about the handoff itself.
Step 3. Touch Base with MC Contact #
Once you know who the right contact is, give them a call. By touching base with this contact via the phone, you are much more likely to develop rapport with them and get them to honor sponsorship. Additionally, weaving language into the conversation about Sponsorship is recommended.
Let the contact know that you have a recruit interested in real estate and their status. If possible, get the contact’s cell number so you can text the introduction and manage the handoff that way.
Here’s a sample introduction conversation to have with the MC contact:
“Hi <<MC CONTACT>>, my name is <<YOUR FULL NAME>> from the <<KW MC NAME>> in <<MC LOCATION>>. I have a licensed agent who’s possibly interested in joining KW that I’d love to Sponsor into the company and they live near your MC. I wanted to touch base real fast before connecting the two of you.”
When you speak with them, let them know you’ll be sending an introduction in a group text and/or email as the handoff, and that you will follow up with you both in a week or so.”
Step 4. Connect the Recruit with the MC Contact. #
We recommend you manage the hand-off WITH both people involved, aka the text message and/or email. This provides a track record of you introducing them and completing the handoff.
Remember: if you hand off the recruit by verbally relaying that person’s contact over the phone, there’s no written confirmation that you referred them to the Market Cetner!
In a 3-Way Text Message:
“Hi <<MC CONTACT>>, it’s <<YOUR FULL NAME>>. I’d like to introduce you to <<RECRUIT FULL NAME>>, who is <<STATUS**>> and interested in possibly joining your Market Center. Wanted to make sure you two could connect and have a conversation surrounding what that might look like!”
**Status could be enrolled in school, a licensed agent, interested in KSCORE, etc…
Step 5. Immediately follow up with Recruit #
Immediately after connecting the recruit to a Market Center contact, send the recruit a direct text message:
“<<RECRUIT FIRST NAME>>, I’m excited for your journey into real estate, and look forward to hearing how things go with <<MC CONTACT>>. If you don’t mind, I’d love to follow up with you in a week or two to see how it went. Keep me posted! I’m here to help with whatever you need!!”
If you have not yet asked the recruit for sponsorship, this would be a good spot to do it.
Step 6. Immediately follow up with the MC Contact #
Once you’ve completed the handoff, we recommend sending the MC Contact a follow up email or text with your Sponsorship information.
“<<MC CONTACT>> — Happy to have introduced you to <<RECRUIT NAME>> today! I wanted to follow up with my Sponsorship information so you have it on file should they join KW. I look forward to keeping in touch about <<RECRUIT FIRST NAME>> and look forward to Sponsoring them into KW!”
Step 7. Set a Reminder to Follow Up #
Set yourself a reminder to shoot the recruit a quick text or email in a week or two. Or better yet, follow up with a phone call!
“Hi <<RECRUIT>>, <<YOUR FIRST NAME>> here with KW. Were you able to meet with <<MC CONTACT>>? How did it go?”
