sponsoring dos & donts

8/8/2019 Sponsoring Dos & DOnts

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DO’S AND DON’TS

OF SPONSORING



WHAT IS SPONSORIN G

Sponsoring is an assistance program to management regarding the recruitingprocess of Real Estate Sales People that is remunerated residually via EXITRealty Corp. International. The Broker of a Real Estate office does the actualrecruiting while any EXIT associate throughout the entire EXIT System canassist in this process and derive a perpetual financial benefit given certainconditions.

The following is a list of guidelines regarding sponsoring which has beencreated to eliminate any misunderstanding regarding this process.

1. What Sponsoring IS

a) Sponsoring involves bringing the new recruit to the table

b) Sponsoring involves talking about EXIT to outside Real Estate SalesPeople and Brokers in a manner whereby the company and it’sunique Formula is made irresistible.

c) Sponsoring involves thinking, saying and doing all of these things

whereby the potential recruit wants to speak with management to getmore.

d) Sponsoring involves explaining the Formula, handing out cassettes,videos and printed material, with the objective of getting anappointment booked with management for the purpose ofrecruitment.

e) Sponsoring involves relationship-building whereby there is noquestion in the mind of the new recruit that you are most definitely

the reason why they got so excited.

f) Sponsoring involves taking the time to attend the recruitingpresentation with both management and the new recruit to guaranteethat everything goes smoothly.

TH E DO’S AND DON’TS OF SPONSORIN G AT EXI T



g) Sponsoring involves making the appointment with management(even if it’s out of State or Province) for this presentation wherebythis appointment is backed up with faxed confirmation for verification.

h) Sponsoring involves being a “Mother Hen” with the new recruit in a

tactful and diplomatic way so that an effective nurturing processoccurs which enhances the desired result of achieving the licensetransfer of the new recruit to EXIT.

i) Sponsoring involves earning the right to be paid for the privilege ofreceiving a perpetual payment for as long as these new people staywith the company and generate business.

Sponsoring is not a quick kill process for a freebee. Sponsoring is hard work

and that’s why we pay such a large bonus for your efforts.

2. What Sponsoring is NOT

a) Sponsoring is not simply introducing someone for the first time intothe EXIT System.

b) Sponsoring is not finding a business card in the street, withencouragement to management to call that person.

c) Sponsoring is not just sending someone to a “60 Minutes With EXIT”presentation

3. Always Remember: The new recruit determines who in factsponsored them into EXIT and this mustbe verified on prescribed company documents.

WHAT IS THE MANGER’S JOB REGARDING SPONSORING?

1. The Broker / Manager at EXIT should be totally open tointerviewing new sponsors at EXIT, no matter where theyoriginate.

2. This does not mean that the Broker is obligated to hire justanyone, however, the Broker must use good business

judgment and retains the final word in this regard.



3. A Broker may have to work very hard to finally persuade anindividual to join the office but keep in mind that this is his or her

job. Recruiting is part of what they do for a living. Sponsoring isan initiation process while recruiting is a finalization process.

4. No matter how hard or how long the process of recruitment, aBroker / Manager has no right to claim a portion of the sponsoringbonus as compensation. If in fact the new recruit hasacknowledged in writing that another EXIT Associate wasresponsible regarding the sponsoring process then that settles thematter. Coercion in this regard will not be tolerated.

5. A Broker / Manager has the right to claim the sponsoring bonus ifin fact there is no other sponsor involved.

6. The Broker / Manager must ask the new recruit (as verification)who, in fact, if anybody sponsored them into EXIT. Nothing istaken for granted here. The Sponsor might be sitting right besidethem at the time but this does not take away the necessity ofverification. This acknowledgement must be put in writingwhereby all three parties get a copy. This can be done by fax ifthe Sponsor is out of town. (All originals must be sent to headoffice either by mail or courier)

7. It should be understood that many people from EXIT could haveconversations with potential recruits, buy them dinner, take themto a “60 Minutes”, give them tapes etc., but ultimately the mostpersuasive wins out. The recruit knows who in fact did the best

job and this is totally pertinent to the allocation of the sponsoringbonus. This could become challenging from time to time but thenagain, what is there in Real Estate that is not challenging?

8. Good recruiting is a sophisticated process and it requires finesse,

expertise, persuasiveness and persistence. It’s hunting at itsfinest. Deliberate strategy in the hunt is an asset.

9. Historically, recruits who have witnessed arguments ordisagreements regarding who sponsored them in, typicallyquit. Creating a disturbance in this manner and causing thisresult is immature. If a problem occurs then arbitrationprocedures could be induced by the District or Region if



absolutely necessary. Every effort, however, should be made toretain the dignity of all parties concerned at all times under thecircumstances.

10. It is expected that there is honesty and integrity employed in this

process. Attempting to get something for nothing is not justified.Stretching the truth about what really occurred hurts everyone andit jeopardizes EXIT.

11. Sponsoring and Recruiting is not easy. It is one of the mostdifficult jobs in the business. This is why we pay you such a largebonus to do it. Good Sales People stay in this industry ten,twenty and sometimes thirty years. You can bonus up to$200,000 over twenty years with just one recruit at EXIT.

This should make you hungry to help build EXIT. Ultimately it’sworth the work and effort of learning how to persuade others to join us. Don’t jeopardize EXIT – Reinforce it! You can create afinancial destiny with this idea. You will probably accomplish littlemore than paying your bills by simply selling real estate. But withresiduals you can create a future. If you see the difference andrealize the value then you will respect the Formula and defend thesystem. This is too much of a good thing to allow it to fall prey toviolators. Real Estate Sales People are the building blocks of thiscorporation. They are EXIT’s assets. With Sponsoring you can

help to build what is about to become the largest and mostproductively successful real estate company in the world. Your“piece of the action” is your sponsoring bonus, which is paid outperpetually for as long as those who you sponsored in stay withthe company and generate business. This is our corporatethank you for performing a very valuable service for EXIT. It istruly the most important job and the most well-rewarded job thatyou will ever accomplish.

Make it your business to sponsor. Learn how to do this skillfully,enthusiastically and energetically. Get passionate about this process.Recruiting is a specialty of mine that I want to rub off on you. When itdoes, this industry belongs to EXIT and the future belongs to you.

Steve MorrisFounder & CEOEXIT Realty Corp. International

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