Successful Recruiting
Thursday July 26, 2007
“Recruiting must become a state of mind.”
Art Williams
No. 1 – Recruiting law
- Hire selective masses
- Identify winners and challenge them
- The only way to hire quality is to hire quantity.
No. 2 – You must develop a recruiting philosophy
- Recruiting - an all-the-time thing
- Recruiting – a state-of-the-mind
Sub Rules:
- Slow down in recruiting – Increase activity
- When you have momentum – Get all you can get
- Best way to recruit – Through your people (referrals)
- Be innovative – Try different methods of prospecting
- Have a plan for talented reps
- Consistency – Recruit 24 hours a day
The BEST RULES to follow:
- Best “recruit” – Crusader first.
- Best “referral” – From a new recruit.
- Best way to “prospect for recruits” – By selling the opportunity.
- Best “prospects” – Greenies
- Best way to keep “a positive attitude” in organization -
Keep ‘em coming and going.
- Best way to maintain “good momentum” – work 2 or more levels below you.
- Best “leaders” – A personal winning example – You always be hardest worker and the No. 1 recruiter.
- Best “attitude” of leaders – You always “do it” first!
- Best “plan” for “good cash flow” – Until your cash flow is $8000 to $10,000 per month, don’t count on overrides – Live off your personal activity.
- Best “game plan” – Recruit and Field Train
- Best “goals” –
Full time manager recruit a minimum a 1 new recruit per week.
Full time manager average 1 sales per day (insurance and securities).
You average a minimum of 5-10 new referrals per same; average 20-25 new referrals per recruit.
Get new recruit in the field within 72 hours.
You get 4-5 recruits for new recruit’s organization from their natural market.
- Best way to “build strong personal relationships” – believe in your people through good times and bad.
- Best “recruiting philosophy” – Only way to hire quality is to hire quantity.
- Best “market” – middle America
- Best teams “avoid”:
New reps who would sell to low income market
New reps who would sell to young market
New reps who live more than 50 miles from offices.
New reps who have insurance licenses
New reps who have poor personal financial
situation.
- Best “attitude” – Be positive all the time
- Best “concept” – Work with those who deserve it, not need it.
- Best “organization” – A lot doing a little bit, but a few doing a lot.
- Best way to keep a “winning spirit – Get all of your new recruits to a big event to see the biggest of the opportunity.
- Best way to “fail” – Recruit only winners, be selective or recruit small numbers.
- Best way to tell your “RVP trainees” – Recruit 75-100 people to become an RVP.
- Best “advice for those who want to make it big – you can’t recruit too many of the right kind of people.
- Best way to “make promotions” – Try not to pick your winners too early, and let production, not talk be your guide.
- Best “asset” needed for new recruit to be great – tremendous desire to be somebody.
- Best way to “kill recruiting” - Let the negative people, non-producers and losers change you and make you negative.
- Best way to “see income go down” – Have too many meetings – You make money and learn this business in the field.
- Best “recruiting organizations” – always make the most money.
- Best “reason” to recruit – Only way to build a secure income and an unlimited income. Sales people are unemployed every day.
- Best ways to keep your people “motivated” – Always sell “The Dream”.
- Best way to maintain “people’s success” – check their recruiting activity each week.
- Best recruiting “time frame” – 90 day commitment.
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