9/7 - Agent Recruitment Script

DO NOT CONTACT THE FOLLOWING BROKERAGES

1. ERA Wilkinson
2. ERA Grizzard
3. Coldwell Banker Howard, Perry, Walston

DOUBLE-CHECK THAT THE AGENT YOU’RE CALLING DOES NOT BELONG TO ONE OF THE
ABOVE BROKERAGES BEFORE REACHING OUT TO THEM.

IF YOU’RE UNSURE, PLEASE REACH OUT TO YOUR SUPERVISOR.

ACTION PLANS

VOICEMAIL
Hi [AGENT NAME] my name is [YOUR NAME] from OJO and I have a buyer who is looking close to the
[CITY/ZIP] area and I saw you covered that area..If you can, please shoot me a call back or send me a
text whenever you have a moment. My number is [PHONE NUMBER] and again my name is [YOUR
NAME]. Thank you.
GATEKEEPER INTRO
Hi is [AGENT NAME] available?

“WHO IS THIS?”
Sure, just tell them it’s [YOUR NAME], thank you.

WHAT IS THIS ABOUT? / WHERE ARE YOU CALLING FROM

So I work for OJO, calling on a recorded line. We’re a licensed brokerage that specializes in
referrals and we have buyers looking in [CITY/ZIP CODE] and we don’t have an agent that
covers that area. I found [AGENT NAME]’s name online and it looked like that was a zip code
 they worked in so I was hoping they or someone at the brokerage could help show these
consumers the properties. Is that possible?

Can I get their cell phone?

CALL SCRIPT INTRO

Hi [AGENT NAME] this is [YOUR NAME] calling from OJO on a recorded line. I’m the one who texted
you about the buyer in [AREA]...I found your name online and it looked like you covered that area. Is that
right?

IF NO / THEY COVER OTHER AREAS

Oh ok, where do you typically work?

Ok great. So we have a way to match you to buyers and sellers based off the zip codes you tell
us you cover and there are some areas we need more agents in than others. Now just so you
know, these consumers come from the OJO Select Network...

IF YES
Ok perfect, so I just need to get you a referral agreement. And just so you know, this consumer
comes from the OJO Select Network... 

The way OJO works is we get requests from both buyers and sellers and then live-transfer them to top-
producing agents like yourself when they’re ready to go look at homes. We don't charge any upfront or
monthly fees. We only charge a referral fee upon transaction. The fees vary between 20%-35%
depending on the price of the home...Every lead is exclusive to you, we vet/screen everyone beforehand,
and you get to choose which zip codes you want to receive these buyers and sellers from. Does that
make sense?

Ok great, so I just need to confirm some basic information. It only takes about 60 seconds and this would
allow you to receive not just this one lead but multiple buyers and sellers from us. We do limit the amount
of agents we allow per zip code so to save you time, I can just pull it up right now and we can fill it out
together...

Open your unique OSN Agent Application and fill out over phone

APPLICATION

NAME - COPY & PASTE

NUMBER - Is this number that I called you on the best number to receive calls and texts on?
EMAIL - What about the best email?
TYPE OF AGENT - Ok now how would you classify yourself...are you an individual agent, a Team Lead,
an ISA on a team, or an Agent on a Team? 

IF ISA / AGENT ON A TEAM - GO TO ISA / AGENT ON A TEAM SCRIPTING

TEAM - ASK TEAM QUESTIONS

LICENSE ID - Do you happen to know your License ID# by chance?

LICENSE STATE - COPY & PASTE

# OF TRANSACTIONS - PASTE # - Ok and do you know how many transactions you’ve roughly had in
the past 12 months?

BROKERAGE NAME - Just to confirm, the brokerage name is ________?

BROKERAGE ADDRESS - Do you happen to know the brokerage address off the top of your head?
MANAGING BROKER - Ok great, we use DocuSign as our technology to send you the referral
agreement. Once you look it over, decide its good to go and sign it, it then gets sent to your broker. That
being said, I just need their name and email in order to move forward to the next screen. What is their
name and email? 

YEARS OF EXPERIENCE - Ok and how long have you been a full-time agent?
PROPERTY TYPES YOU SERVICE - Ok and as far as property types you service, do you only do single-
family homes and condos or do you also sell land, mobile homes, commercial, or other?
PRIMARY MARKET - What’s your primary market? 
LANGUAGES - Do you speak any additional languages?
ZIP CODES - Ok one last question - we match consumers based off the zip codes that you service. The
more zip codes you provide, the more leads you’ll receive. Which zip codes do you cover? 

TRY TO GET AT LEAST 10 ZIP CODES

Ok great, now any additional zips you do cover that we missed here, you can add them later
during onboarding ok?

IF WAITLISTED - Ok great, so that’s all we need for now. Like I mentioned earlier, we do
sometimes reach back out to individuals on the waitlist in certain circumstances so please be on
the lookout for that. And if you get a few more transactions under your belt in the meantime,
please don’t hesitate to reach back out to us ok?

Ok great well, thank you for your time and we look forward to working with you someday!

NEXT STEPS

Perfect, so that’s all I need. The next step in the process is to look out for a referral agreement from us.
This will come via DocuSign. The DocuSign will be sent to your email and once you sign, it will get sent to
your broker’s email. I would highly recommend contacting your broker, letting them know this referral
agreement is coming. The sooner you get your broker to sign, the sooner you’ll be able to start receiving
leads from us. Once the DocuSign has been signed by both of you, you’ll get a text message from OJO
letting you know that you’ve been accepted into the program and you’ll also receive a link to complete a
quick “intro to OJO” training. One important thing to note here is that you will NOT be able to receive
leads from us until you’ve completed the training. So when you get that text message, it’s really important
that you do not ignore it. Otherwise, you won’t be able to receive leads from us. Ok? 

Ok great, do you have any last-minute questions for me?

IF LONG ISLAND - Ok by the way, when you received the DocuSign, you will see wording that says we
charge “up to a 35% referral fee.” And the reason you’ll see that is because that’s what we charge in
many other areas but I want you to be assured that does not apply to you. If you close or sell an OJO lead
in Long Island, that is strictly a 25% referral fee. Ok?

Ok great, please let me know once you’ve been onboarded and I can connect you with the lead. Ok?

perfect, we look forward to working with you. Have a great rest of your day!

If you filled out the application over the phone, find the agent’s profile in Salesforce and
check the “OSN Fast-Track” box

ISA/AGENT ON TEAM 
 
Ok so one quick thing here, in order to join the OJO Select Network, your team leader has to actually
apply themselves, and then they’ll need to add your name to their account. So what I can do for you
is I can text you a link right now that you can just forward over to your team leader that will allow
them to apply. And then on top of that, I can follow up with them to answer any questions they may
have. OK?
 
Ok great, let me send that to you now while I have you here…
 
SEND “Agent - OSN Link for Team Agent to Give Team Lead” Text Message 
 
Ok great, and what is your team lead’s name and number?
 
Perfect, and how many agents are on your team?

Ok great, so next step in the process is to get your team leader to fill out the application. Once they fill it
out, they’ll get a referral agreement from us. This will come via DocuSign and will be sent to your team
leader and then yourself once they sign it. I would highly recommend contacting your team leader letting
them know that I’ll be reaching out because the sooner they sign, the sooner you’ll be able to start
receiving leads from us.  Once the DocuSign has been signed by both of you, you’ll get a text message
from OJO letting you know that you’ve been accepted into the program and you’ll also receive a link to
complete a quick 10-minute “intro to OJO” training. One important thing to note here is that you will NOT
be able to receive leads from us until you’ve completed the training. So when you get that text message,
it’s really important that you do not ignore it. Otherwise, you won’t be able to receive leads from us. Ok?
Ok great, do you have any last-minute questions for me?

IF LONG ISLAND - Ok by the way, when you received the DocuSign, you will see wording that
says we charge “up to a 35% referral fee.” And the reason you’ll see that is because that’s what
we charge in many other areas but I want you to be assured that does not apply to you. If you
close or sell an OJO lead in Long Island, that is strictly a 25% referral fee. Ok?

Ok great, please let me know once you’ve been onboarded and I can connect you with the lead. Ok?

perfect, we look forward to working with you. Have a great rest of your day!

ADD TEAM LEADER TO FUB, ADD THEM TO “Team Lead - Team Lead Recruitment - 9/8” Action
Plan

Agent Recruitment Rebuttals 11-15-21

DOES NOT LIKE THE 35%

This is not a typical one-time agent to agent referral. This is part of a network where we provide
consistent, qualified buyer and seller introductions. So, the 35% includes the team who qualify and
live transfer your referrals. It includes a concierge service that will keep in touch with and follow up
on your leads to make sure they close. And it also includes AI to help nurture leads. Does that make
sense?

HOW DO THE FEES VARY

If the home you help buy or sell is below $80,000, it's 20%.If it's between 80k and 125k, it's 25%.And
if it's over $125k, it's 35%.

DO YOU HAVE A SPECIFIC LEAD FOR ME? / WHERE IS IT? / WHAT ARE THE DETAILS?

Yes, I do. In fact, we have multiple leads in multiple zip codes that need an agent. And we receive
multiple every week.  GET BACK TO SCRIPT

IF THEY REQUEST MORE INFO - If you can give me a specific zip code you cover, I can tell you how
many buyers and sellers need an agent. [PULL UP ZIP CODES IN SMART LIST, FIND HIGH
BUDGETS, GET BACK TO SCRIPT]

IF THEY NEED MORE INFO / ASK IF LEADS ARE PREQUALIFIED

 
The way it works is we're a licensed brokerage. Chris Heller, former CEO of Keller Williams is our
Chief Real Estate Officer and we come in contact with tens of thousands of consumers each month
off our website Movoto.com. Now when a consumer who is on our site and has an interest in buying,
selling, seeing a property or they just simply have a question, they fill out a form or call us.
 
Our team will speak with each consumer to see how we can help them and to determine if
connecting them to an agent is what they want. We check to see their time frame, that they aren't
committed to another agent, and that they’re serious about buying or selling. Some of them we'll
connect to a credit repair company if they state they have poor credit, others we'll connect to a
lender if they need financing, and some you may need to introduce to yours. That said, If they’re
ready and want to connect to an agent, we will then send out a text notification to the agents who
cover the zip codes the consumer is interested in - letting them know we have a consumer live on
the phone. The first agent to respond to that text message wins the introduction and then we’ll call
and do a live three-way introduction over the phone. Does that make sense? GET BACK TO SCRIPT

IF AGENT IS TEAM BUT WANTS TO SIGN UP AS INDIVIDUAL FIRST

Ok if you have a team that may touch these leads at some point, I will set you up as an individual
now and then when you want to add members, we'll send you the form to do that. SET UP AS
INDIVIDUAL

IF LESS THAN 10 ENGLISH, 5 SPANISH

Ok so one thing I do want to mention is we actually require our agents to have a minimum of at least
ten transactions in the last 12 months in order to be immediately accepted into the OJO Select
Network...or a minimum of 5 transactions if you speak Spanish. So because you don’t currently meet
the requirement we would have to waitlist your name for the moment. Now that being said, there are
certain circumstances where we will reach back out to agents on the waitlist to join - so we should
still get the rest of your information into the app. And in the meantime, if you do end up getting a few
more transactions and you meet our requirements, you can just let us know and a member from our
team will reach back out to verify and accept you into the program. Ok?

IF AGENT DOES NOT WANT TO PROVIDE BROKER NAME

IF NO - Ok I can leave it blank for now but just so you know, DocuSign doesn't allow us to send you
the agreement until a broker name and email is added. So if you feel more comfortable leaving that
information out for now, just let me know and I'll have our onboarding team send you a PDF version.
But remember, your broker won't see that information anyways, until you've signed it. So it's the
same thing. Which would you prefer?

--
IF THEY NEED MORE INFO / ASK IF LEADS ARE PREQUALIFIED

The way it works is we're a licensed brokerage. Chris Heller, former CEO of Keller Williams is our
Chief Real Estate Officer and we come in contact with tens of thousands of consumers each
month off our website Movoto.com. Now when a consumer who is on our site and has an interest
in buying, selling, seeing a property or they just simply have a question, they fill out a form or call
us.

Our team will speak with each consumer to see how we can help them and to determine if
connecting them to an agent is what they want. We check to see their time frame, that they aren't
committed to another agent, and that they’re serious about buying or selling. Some of them we'll
connect to a credit repair company if they state they have poor credit, others we'll connect to a
lender if they need financing, and some you may need to introduce to yours. That said, If they’re
ready and want to connect to an agent, we will then send out a text notification to the agents who
cover the zip codes the consumer is interested in - letting them know we have a consumer live on
the phone. The first agent to respond to that text message wins the introduction and then we’ll
call and do a live three-way introduction over the phone. Does that make sense?

GET BACK TO SCRIPT

--

 Randa Austin (she/her/hers)

Concierge Specialist
—
m. 7372045863 e. [email protected]
www.ojo.com  

2
 Randa Austin (she/her/hers)
Concierge Specialist
—
m. 7372045863 e. [email protected]
www.ojo.com