The desired result of the application process is a live conversation with a viable recruiting prospect.

You can randomly call the prospect and hope to catch them, but it’s more productive to pre-schedule the call via a quick text-message exchange soon after they apply (e.g., Do you have time for a quick call later this afternoon?).

The screening phone conversation should be short and focused on getting the prospect either scheduled for a face-to-face interview (in-person or video) or disqualified from moving forward in the process.

Here is a script used by many of our high-performing recruiting coordinators:

Hi, this is [your first name] with [your company].  Is now still a good time to talk? (if, “yes”) So tell me about your interest in becoming a real estate agent?

Can you tell me about your work history, and what’s going on in your career right now? (This answer will tell you a lot about where they are at, and how to proceed.)

Based on your work in the past, what skills and talents do you possess that you believe would apply to the real estate agent position? (Measures self-awareness.)

If real estate doesn’t pan out for you, what other career options are you considering? (Measures commitment.)

Obviously, a career in real estate is not right for everyone. The time it takes to get your license, to go through our training, and to close your first transaction is usually 3-6 months. How are you prepared to bridge that gap financially? (Measures financial capacity.)

I’d like to set an appointment for you to meet with our hiring manager for an interview. Are you available to meet this afternoon or tomorrow afternoon?  (The goal is to get a qualified prospect into an interview within 72 hours of applying.)

Using this script will help you make a quick, in-or-out decision on who moves forward in the recruiting process.