Have you ever worked out how much a new recruit is worth to you, on average, in real dollars? Before you continue reading this article, it’s good to make that calculation. Be conservative, but include the number of people that person, in turn, may recruit for you. And if it’s not about money, have you considered the value of a new recruit to you and your organization?
Whether it’s a business recruiting more outside salespeople, a Real Estate Broker recruiting more Realtors, a mortgage company, a network marketing company, or a financial services company, we know that recruiting is the lifeblood of our business. Why is it so hard to recruit good people?
And before you say, “I have already approached everyone I know – I don’t KNOW anyone else to recruit,” there is a skill that is available that can get you to as many prospects as you need, so don’t let that objection stop you.
Contrary to popular belief, all the good people, as single women like to say, are not “taken.” In fact, great salespeople are known to be continually on the lookout for better opportunities! And there are Centres of Influence – that’s people with large databases of people who know, like, and trust them and tend to follow their advice – who are always looking for ways to monetize their connections.
The problem is definitely not a shortage of good people to recruit or sources of good people to tap into; it’s the recruiting skillset that is missing. As a Centre of Influence (COI) myself, I know how people have approached me and continue to approach me to recruit me or to have me introduce my people to them. To say they “lack skills” is being very kind. And when approaching someone whom you wish to recruit, whether it be to your business, service club, church, chamber of commerce or soccer club, there is a way that works and a way that doesn’t work. Many people are using approaches that once worked, but are now simply out of date, because they’re not based on the one thing that doesn’t change: human nature and basic human drives.
If you find yourself talking with many people and recruiting very few of them, there are some simple, easy-to-master skills that can make a huge difference to your bottom line. The skills that I used to recruit eighteen top sales people for myself, to build network marketing teams, to recruit distributors and franchisees and financial planners, to recruit a total of 142 Rotarians… I could go on all night, but my bicycle is waiting to take me for a ride, so I’ll cut to the point.
Learning a new skill takes time – from Operant Conditioning we know that people need to be sufficiently immersed in a system to understand, accept, and make it their own. With enough proper exposure to the right information, presented in the correct order and manner, our confidence, competence, and expertise increases to the point where we can expect real results.
Also, when recruited correctly, good recruits will stay with you for a good length of time. If recruited incorrectly, they can cost you a lot more than they earned for you. We’ve all experienced that.
SO, I developed a tried, tested, and proven, five hour program that individuals, groups, organizations, companies, and small businesses can learn either in person or via telephone, webinar, Skype, or Google Hangout to learn the necessary skills to recruit the right people in the right way.
If you’re interested, contact me and let’s talk. No obligation.
Robin Elliott LeverageAdvantage.com
Robin Elliott has trained thousands of small business owners and sales teams around the world since 1987. He has won eleven international sales awards (from Success Motivation Institute), run his own sales team of 18 salespeople, trained Million Dollar Round Table insurance salespeople, and has been selling all his life, from furniture, paper and oil to life insurance, self development programs and real estate.
He joined a network marketing business and built his team to over 7,000 people in his first year.
He has run his own business for ten years in South Africa and seventeen years in Canada. Robin has qualifications and training in DiSC personality assessments (Thomas International), Military Intelligence, BA Theology, Psychology (University of South Africa), Sales Management (Dale Carnegie), Hotel Management (SA Hotel School), Transactional Analysis (Holiday Inn University), Neuro Linguistic Programming, and more. He is up to date on the latest information available. He has written 15 books.
Robin was a Finalist in the Ernst and Young “Against All Odds” Entrepreneurial Award. More information about him at LeverageAdvantage.com