If you completed the Onboarding section, you should have your site up and running now!
Step 1: Drive Traffic #
The first step is to learn how to drive traffic to your site and understand the predictable and consistent ways to grow your downline through Job Boards and other methods of lead generation. Reference the following resources to learn more about Traffic:
👉 Driving Traffic to Your Site
👉 How People Apply on Job Boards
👉 Sample Job Description
👉 How to Run Ads on Indeed
👉 Setting Up Indeed’s Apply URL
👉 Where to Land Traffic
Below a video on getting started with the framework along with some general tips and pointers on running the play:
Below are some general tips on running the play, based on the video overview from above.
Understanding Lead Tags & Automations #
When someone submits their information on your JoinKW page, they appear in Contacts. Each contact is automatically tagged:
- EX (Experienced / Licensed Agent) – ready now
- IS (In School) – actively completing classes
- NS (Not in School) – has not yet started licensing
These tags determine what automation and follow-up the lead will receive.
Automations help you engage recruits immediately.
- NS (Not in School) → Long-term nurture campaigns with links to pre-licensing schools and your calendar.
- IS (In School) → Similar nurture, focused on scheduling calls and licensing progress.
- EX (Licensed Agent) → Immediate two-step automation: a thank-you message and a direct link to your calendar to book a call.
✅ Best Practice:
For EX leads, wait ~10 minutes to give them a chance to book. If they don’t, call to:
- Have the discovery call on the spot, or
- Schedule a time directly on your recruiting calendar, or
- Hold the discovery call right then and there (if you’re both free)!
Opportunities & Pipelines #
Opportunities allow you to track recruits through your pipeline.
Key Pipeline Stages:
- Recruiting Lead → Discovery Call Scheduled → Discovery Complete (Nurture) → Connect to Market Center → Referred to Market Center → In Downline
You can manually create an opportunity from a contact or automate this process through Automations. See the video above on activating the automation, but note it is NOT retroactive (you’ll have to manually add any recruits that came in before activating the automation).
✅ Best Practice:
- Focus 80% of your time on EX leads.
- Dedicate 15% to IS leads.
- Reserve 5% for NS leads (e.g., sending CE shop discount codes, affiliate links, etc.).
Running Discovery Calls #
- Let recruits talk 70–80% of the time.
- Ask questions about goals, career stage, and motivations.
- Take notes directly in the Notes section of the opportunity card.
- Confirm what geographic area they’re looking to enter real estate (hint: it doesn’t always match their Zip Code).
- After the call, move them into the correct stage (Nurture or Connect to Market Center).
✅ Tip: Keep two types of notes:
- Discovery Call Notes – key takeaways, interests, milestones.
- Follow-Up Log – date-by-date updates on touches, emails, and calls.
Confirming Appointments #
Best Practice: Send a quick text the morning before a Discovery Call
- Send a personal text (not through the system) to confirm time and number.
- Example:
“Hi [Name], this is Andy with Keller Williams. Looking forward to our call today at 11am PT. Does that still work for you? You’ll see my number come through from [XXX-XXX-XXXX].”
This small step significantly increases your show-up rate.
Referring to a Market Center #
When a recruit is ready:
- Look up which offices/locations are close to where they plan to join.
- Touch base with the appropriate leader first.
- Best Practice #1: Talk to the MC leader briefly on the phone to let them know you’ll be passing along a recruit.
- Best Practice #2: Mention that you’re “hoping to sponsor them into the company” to convey that you’re thinking about profit share.
- Personally connect them to the right Market Center leader via group text/email (paper trail).
- Introduce the leader to the recruit and the recruit to the leader.
- Mention one or two things that make the recruit / leader a great person (see below).
- Move their opportunity to Referred to Market Center.
- Follow up with both the recruit and leader weekly until a decision is made.
SAMPLE TEXT MESSAGE: #
Hi John, I’m thrilled to introduce you to Billy Madison, a newly licensed agent in the Los Angeles area. Billy is a former golf superstar, but is transitioning away from the sport after an alligator injury. He’s motivated, quirky, and will be a ROCK STAR in the real estate social media game.
Hey Billy, meet John Smith, the team leader at the Los Angeles office. John is a go-getter and the perfect person to chat with about joining the KW office closest to you.
Thrilled to have made the connection! I’ll be following up with you both shortly…
Tracking Downline #
Once confirmed, move the contact to In Downline and check your KW reports monthly. Maintain communication with both the recruit and Market Center leader to ensure the referral is honored.
Things to Remember:
- Naming a sponsor is a personal decision.
- Ensuring that they don’t have a KW connection already is important during the Discovery Call.
- When they’ve decided to join, send them another quick message congratulating them, and remind them about Sponsorhip.
8. Affiliate Links & Website Pages #
Your recruiting website has three main public pages:
- Home
- Become an Agent (link to licensing schools – update with your affiliate links if and when you get them)
- Calendar (yoururl.com/calendar – if you book an appointment over the phone, use this link to add it to the calendar by entering the recruit’s information in, but note it’ll have to be within your available appointment settings – Otherwise, add it in to your calendar manually, and make sure to include the recruit so they get the invite)
✅ Tip: Always hit Publish after updating affiliate links (e.g., CE Shop, Colibri).
9. Marketing Campaigns #
From the Marketing → Emails tab, you can send one-off campaigns to specific segments.
- Example: Promote a CE Shop sale to only NS-tagged contacts.
10. Daily & Weekly Best Practices #
- Daily: Review calendar, confirm calls, move opportunities forward…especially those ready to be handed off to Market Centers.
- Weekly: Follow up with nurture leads and referred Market Center recruits.
- Monthly: Check on IS/NS progress and review downline reports.
Key Action Items #
- Drive traffic to your JoinKW page.
- Activate automations for at least EX and IS leads.
- Work your pipeline – focus on EX, nurture IS, lightly touch NS.
- Confirm appointments with personal texts.
- Take great notes in opportunities.
- Follow through with Market Center introductions.
- Check reports to ensure recruits land in your downline.
🔎 Need more help?
Search our Resource Center at https://kb.skalelogin.com
Contact us at support@profitsharesites.com if you can’t find what you’re looking for. We’re constantly adding new resources based on questions that come in.
