Recruiting - Day 2

Now that you've taken the time to ask some crucial questions it's time to make a recommendation to your client...the agent.

I'm sure you have several tools in your arsenal to choose from, which is the biggest reason for asking questions to be able to narrow down what is the best fit for the agent. When you figure out which one is the best fit you have to present it in such a way that he understands it. You don't want to give them information in a way that is going to allow them to interpret for themselves whether it is good or bad. The reason why...because it is different from what they are already doing so it is automatically going to be bad if they have to decide for themselves, no one likes change.

This is where I want you to use a concpet today that I call "IS...DOES...MEANS" So when you tell an agent about your program you present it to them by describing what it is, what it does, and what it will mean to them and their business.

For Example: "I think the appointment setting program (IS) that we offer would be the best fit for you. It has generated a 3% response rate (DOES) for all of the agents using it. Which will simplify your life (MEANS) by having the appointment set for you. All you have to do is check your calendar in the morning. This allows you to spend more time selling versus prospecting (REALLY MEANS)!

Try this in every recommendation you make whether recruiting or product. Before you make the recommendation think "IS...DOES...MEANS"

Happy Recruiting.

The Marketer