What is BFC?

Our Breakfast Club is a daily practice and coaching that our agents are doing every single morning to
enhance the agent’s way of overcoming objections to book daily appointments. As a result of that, our
agents have high closings every week. Using our Coaching Program Marius Williams has converted his
business from 95% Buyers to 90% Sellers in his first 6 months. And is now on track taking a new listing
every single week.

I cannot join on that day.

The great news is we actually do this every single morning. If you can't make it tomorrow, let's go ahead
and schedule you for.

This is not going to help me

If BFC could help you get one listing per week.... using our Live call transfers...then this is
something worth attending to, don't you think?

I don’t have time for that.

So, the breakfast club is only 30mins and you walk away with things that you can apply to your business
immediately to either set more appointments or take more listings. This is also where top agents
practice every single morning.

It’s too early.

YES, it is early. Most of our agents think the exact same thing. But now, we have more than 100 people
attending the meeting every morning. Do you know why they attend every morning? Just to give you an
example, Ron Conard started with us with an 8% conversion rate. After 45 days of attending these
sessions, he went from 8% conversion rate to 85% conversion rate within 45 days. His conversion rate is
at 97% currently. Now (agent), how would 30 days of strong training change your skills or business?

Our company offers training.

It sounds to me that you see the value in training like this, but I just want to ask if the coaching and
training that you have, is it to work more with buyers or sellers! We can both agree that the hot market
right now is on sellers, right? And (agent) if f we could show you a way to get 1-2 more listings a month,
using our live call transfer program.. do you see the huge benefit in that? …
Why are you inviting me?
That's a great question! C21 agent or not, we are inviting you so we can share our culture and give
insights on what we do differently here in C21. We are looking for agents to be our partners who would
be interested to receive two motivated sellers per week.

"I have been in the business for such a long time I don't need
this"
Reply: "Wow! Absolutely, congratulations! And that’s exactly the reason why I am calling you because I
know that you good in this program since you have been doing this for such a long time.

If we get you 50LT how many are you going to close?"

(It its large, reply: Awesome you are a great closer, if its lesser, reply: Ow, would you like us to improve
the closing ratio that u have right now? I mean here at century 21. our closing ratio is between 30 and
80 percent depending on the engagement and skillset of the agent compared to a 1-3% closing ratio?
what would a 30 to 80 % closing ratio do for your business compared to a 1-3% closing ratio?)

"I am doing good with what I have"

Reply: "That's great Bob what are u planning in doing differently this year that you did last year?

-"You probably know this already .... with those platform ...the national average closing ratio is 1-3
percent ...but then again you know that already, right?"

- 'Before we continue...our closing ratio here is between 30 and 80 percent depending on the
engagement and skillset of the agent.

what would a 30 to 80 % closing ratio do for your business compared to a 1-3% closing ratio

What is your conversion rate?

Here in the company, we observed that the agents who participate on a higher frequency have the
highest conversation and those who don't have the lowest

The ones who participate have 80% conversion rate

I already generate leads

-Well what type of leads are you generating? Buyers or sellers? (reply)
-That's awesome! We can both agree that right now it's seller’s market and here in C21 we have ISAs
that will get you live call transfer that's better than leads, these are sellers on the line ready to sell their
properties and we do this 30-40 times in a day. Would you be interested to speak directly to these same
motivated sellers weekly?

-We do the heavy lifting for you and all you have to do is set appointment, do listing presentation and
have listing agreement signed.

Why offer me just the Live transfer?

Just yesterday, we had 5 failed live transfers also because we are looking for more coverage in your area
since there's a lot of opportunities coming from our inside sales agent in our company and limited
number agents. We are looking for agents to be our partners who would be interested to receive two
motivated sellers per week.

I don’t want to be recruited.

"I totally understand, we aren't recruiting you just yet...we are just sharing how our agents are closing
1 to 4 listings per month, because you have mentioned that you wanted to work more with sellers
right?

I’m not active.

We are calling you right now so you can practice right now, and be ready to make this year amazing. THE
BEST TIME TO PREPARE FOR TOMORROW IS NOW. We are looking for agents to be our partners who
would be interested to receive two motivated sellers per week.

What’s the catch?

Well, you could always walk away with tips that will help your business; and this is for free. We are
looking for agents to be our partners who would be interested to receive two motivated sellers per
week.

How much is the split?

That’s a good question, that's the first thing our ed will discuss with you when he calls you tomorrow, so
are you avail tom at 3 or 4? We are looking for agents to be our partners who would be interested to
receive two motivated sellers per week.
I have been on business for such a long time.
Wow! Absolutely, congratulations! And that’s exactly the reason why I am calling you because I know
that you good in this program since you have been doing this for such a long time.

I’m a builder.
Well, that's the first thing my manager will discuss to you when she calls you tomorrow to ask for your
feedback. We are looking for agents to be our partners who would be interested to receive two
motivated sellers per week.

Not interested, just want the Live transfer.

Well, that's the first thing my manager will discuss to you when she calls you tomorrow to ask for your
feedback. We are looking for agents to be our partners who would be interested in receiving two
motivated sellers per week.

You’re calling me too much.

Hey, you're a great agent, that's why we're calling you so much. With our tools and resources, we know
that we can help you that much. We are looking for agents to be our partners who would be interested
in receiving two motivated sellers per week.

Not interested, not switching.

If you could speak directly with two motivated sellers every week, would that interest you? (Not
interested to switch) Well, the last time we spoke, you weren't interested in changing companies. What
if you could speak to those same motivated sellers and remain at your current company, how would that
impact your business?

I'm not interested in C21., Why don't you just give

your leads to C21?
We have separated the companies – C21 Northwest and Pipeline Platform -- so it would be clearer for
the agent to know what services are available for Pipeline Partners. (BACK TO SCRIPT)
What's in it for me?
We have services we can offer to Partners in Pipeline platform and a lot
more for C21 agents such as back-office support, C21 portal, access to 21online.
That's the reason why we are splitting to Pipeline so it would be clearer for the
agent to know what services are available for them if they will be a partner or if
they will join as a C21 agent.

"What are the costs or fees?"

"Those are great questions... as far as the cost... I want you to focus on the Return on Investment..."

and the great news is.... I know just 6 months ago...our cost just decreased.... which increases the value
of what we do for you!

Here’s the collated objections they encountered last week.

1. I don't need coaching - just give me the leads

2. I don't need ISA, I can close the leads
3. I'm a master of handling objections
4. I prefer not to be scripted when talking to clients
5. I have enough business
6. I'm the top agent in my area, I don't need training
7. Your fee is too high
8. Call me back after few months
9. I only take referrals not from strangers
10. Seems like you have coaching’s that I’m obliged to attend, I’m not into roleplays because I don’t
need that.
11. I have a lot on my plate right now, I am not ready to take more listings.
12. I only do commercial real estate.
13. I don’t want to pay monthly fees.
14. I’m already retiring.
15. I will join your program if you will not ask for any upfront cost.
16. I’m swamped and have no time for more business.
17. I don’t pay for leads.
18. I am doing real estate part-time.
19. My Broker is providing leads.
20. Already in a referral program
 21. Bad experience with the leads from previous referral platform and would prefer to self-generate
leads.
22. I am broke.
23. Does not want to be in a program with an upfront or monthly fee.
24. I don't want to chase people for listing
25. Would like to work with buyer leads.
26. I don’t pay for leads
27. I would only want to work on 1 referral, I don’t want to join your referral program
28. I don’t want to pay monthly fees
29. The fee is too high
30. The split is too high
31. BFC is for beginners, it’s not the way how I do business.
32. I don’t want to join online meetings, just send me the referrals
33. Please remove me from your list
34. I already signed up for several lead generation platforms
35. What’s the catch?
36. I don’t have the bandwidth to this program
37. I don’t have the budget for that
38. I’m not ready to commit at this time
39. This program doesn’t fit me
40. I have other referral sources
41. If you can lower your referral fee to 25%, I will join
42. These referrals just come out of nowhere and are not even pre-qualified, I’m not interested
43. No need, I am good at this time
44. I am the owner of my own brokerage; I don’t need that…

Booster - No, I'm just interested in the sellers

I'm glad you're interested with the Live call transfer program.

the BFC goes hand in hand with our Live call transfer and is One of the biggest secrets … to
our success.

This is the first step for you to receive referral leads from us.

Here, we share our culture... and give insights on what we do differently... here in pipeline
platform...

it is a fast pitched...hard core... bootcamp, roleplay we do... every... single... morning to

overcome common objections... on the phone... and in the living room,

which will help you convert your presentation into a listing.

Do you believe that top producer invested in multiple platforms – that’s exactly the reason
why

45. Why did you get into Real Estate?

46. Why have you stayed in Real Estate for so long?
47. What are you currently doing to generate leads?
48. To achieve your goals...What are you going to improve to get there?
49. Why do you want to make 500K a year?
50. Why do you like <current brokerage>?
51. Why do you want to work more with sellers?
52. What 3 things do you do well in Real Estate?
53. Where do you feel the biggest pain in your business?
54. Have you ever played a role with an Agent that does $500k per year?
55. Have you ever role played with an Agent that does 75 deals a year?
56. If you did daily role play with an Agent that makes $500k per year, how would that
help your business\
57. How many listings did you have this year?
58. How was your experience with the breakfast Club?
59. What was your one great takeaway?
60. Can you see how the Breakfast Club has helped agents become stronger on the phone
or face to face?
61. How long have you been in Real Estate?
62. How many transactions did you close in 2021?
63. Out of that <number> how many were Sellers?
64. Do you enjoy working with buyers mostly?
65. What is your goal next year in 2022?
66. What would an additional 250000 do for your business?
67. This is a 250000$ phone call, are you with me?
68. Do you work mostly with sellers?
69. How many listings did you close last year?
70. If we get you 50LT how many are you going to close?
71. How many listings did you have this year?
72. Out of those, how many listings did your current brokerage give you this year?
73. Would you agree that 1 listing is worth about 10k minimum?
74. If you close min 1 new listing a month.... that's a 120,000.00 a year increase, right?
75. If we could show you a way to get 1-4 more listings a month.... do you see the huge benefit in
that?
 76. BOOSTER : If we can show you a way not only how cost of doing business is lesser than where
you're at, and to help you increase your business by 250k, 350k or even 450k would that
interest you in participating in 15 mins with GG?
77. How would your business look taking 11 additional deals in one month

Testimonials:

Jenny Jones got 11 closings last month, that's all from attending Breakfast club Meetings, coaching
calls, and the Live Call Transfers in our company.

Andre jones the partner that I brought on, has already listed a 450k dollars house,

Carrie Leinum, thought exactly the same thing, and after joining this BFC consistently she is now
taking one listing a week, and according to her she would've not isn't that amazing?

Caroline Hutton one of our new partners here already got 4 active listings, 1 closing and 2 pending
offers with her current listing. She got all of this with her 3 months stay in the company and with the
referral program.

11:20

Ara Hakobayan a new partner that I brought in this program has already gotten 3 active listings and
one closing! And he's just 2 months in our program! When would you want to you get yours?

Cruz Lujan one of our new external partners just met 2 sellers last week and one is promising! He
believes that he's getting better at handling objections by attending Breakfast Club meeting every
single day.

Jenny Jones closed 11 deals last month she made it possible by attending Breakfast club Meeting,
coaching calls and through Live Call Transfers in our company. When would you like to get yours?