MTDP #73: The people at your company that know the scripts better than anyone. You, Assistants, Listing Coordinator, Transaction Coordinator, Photographer, Staff. As agents come and go your staff remain constant & set the standard.
Stop Begging Agents to Call Past Clients. Train Your Staff Instead.
Most team leaders think scripts are for agents.
Wrong.
The people who should know the scripts best are your assistants, listing coordinators, transaction coordinators, photographers, and staff.
Why? Because agents come and go. Your staff remains constant.
They set the standard.
Real estate teams don’t make anything (unless they build).
They don’t hold inventory (unless they flip).
A real estate team is a sales organization outsourced by the marketplace.
The sooner you embrace that truth, the sooner you can optimize your entire organization around one thing: making sales.
That means every person. regardless of role or pay plan, should be trained in:
Sales & scripts
Role-play & presentations
Negotiations & closing
This has nothing to do with how someone gets paid. Read that last sentence again.
Virtually every other business, making sales is part of the job, not an optional “extra” tied to commission.
Let me prove it to you, Case Study – Listing Coordinator Onboarding
When we onboarded our last Listing Coordinator, I handed her a list of 200 of our past sales.
I trained her on one script.
In less than 48 hours, she had called every single one, checked in, asked if they needed anything of value, and offered a market report if they were considering a change.
The result? Multiple pieces of new business.
She moved the needle.
She created the listing package for the listing partner, updated the CRM, and saw the process from start to finish.
That’s how you build an organization that doesn’t just support sales, it is sales.
When was the last time you reached out to your past clients to generate repeat and referral business?
Are you still asking your agents to do it?
That’s just another to-do list they’ll never complete.
Your staff will. Every time.
