Your first step toward building confidence, developing your communication skills, and learning how to conduct professional field training appointments.
ETHOR is a field training appointment approach designed to help new agents get comfortable introducing their new business, inviting people to an appointment, and learning through real interactions with experienced trainers.
Use this script when contacting friends, family members, and personal connections.
"I recently started my brokerage."
"I need your help."
"I need to complete 10 training appointments this week."
"I respect your opinion, and I was hoping you'd be willing to help me out."
"You'll help me out, right?"
If they say YES:
"Are you familiar with Zoom?"
"Great! We'll be about 20 minutes. You'll get to see what we do, and if anything makes sense to you, you may be able to help me with referrals down the line. If not, your participation will still help me complete my training."
"When would be best to get together with you and your wife/husband?"
"Perfect! What's the best email to send you the Zoom invitation?"
"I'm looking forward to seeing you guys on (date and time)."
"Listen, (name), I think you'll find it very interesting!"
Use this approach when introducing a trainee to someone they know.
"Hey (Name), this is (Your Name). How are you doing?"
"We don't know each other, but we both know (Trainee)."
"You know (Trainee), right? Hey (Trainee), say hi to (Name) real quick!"
"(Trainee) recently took a position with my firm."
"He is excited. He has to complete 10 training appointments this week."
"He told me he couldn't think of anyone else to help him out but you."
"You'd be willing to help (Trainee), wouldn't you?"
"Great! We'll be about 20 minutes. You'll get to see what he'll be doing in the business. If something interests you, you may be able to help him with referrals down the line. Either way, your participation will help him complete his training."
"When is the best time to jump on Zoom with you and your wife/husband?"
"What's the best email to send you the Zoom invitation?"
"We're looking forward to seeing you on (date and time)!"
"Listen, (Name), I think you'll find it very interesting!"
This is the expanded approach for explaining the purpose of the appointment.
Make small talk. Ask about their family, kids, work, and life.
Pause and let them respond.
Typical response: "Okay, with what?"
"I really value your opinion and thought you might be nice enough to help me out by being a field training appointment for me. Would you be willing to help me out with that?"
"I'd encourage you to ask lots of questions and challenge us so I can learn the most from the experience."
"My hope is that you find value in what I'll be doing and could become a potential source of referrals for me down the road. Does that sound fair enough?"
"Looking at my schedule, the best days for me would be either (Day) or (Day). What works best for you?"
Set a time and location.
"Coming into this industry, a big part of building my business is developing relationships and earning referrals. That's why I want you to understand exactly what I'll be doing, so that if you come across someone who could benefit from these services, you'll feel comfortable referring them to me."
"It will only be about 30–45 minutes with me and one of my trainers. I'd encourage you to ask lots of questions so I can learn as much as possible."
"You'd be willing to help me out with that, right?"
"What time would work best?"
"Where would you prefer to meet?"
Confirm the date, time, location, and any required meeting details.
Every agent should be prepared before making the call.