Three Systems for Success
By Todd Robertson, National Speaker – Regional Director, Prospects
This is it! Now is the time that you are going to meet and exceed your recruiting goals, right? You’re fired up, competition is pulling back because of market conditions and you are ready to capture those talented agents and lost market share that hang in the balance!
Congratulations, you are officially in Phase One of the Four Phases of Recruiting, the “Enthusiasm/Exhaustion” Phase. Don’t get me wrong, enthusiasm is crucial, and a necessary, vital tool in attracting the right kind of people to your organization, it is just difficult to maintain long-term without the right momentum. Enter Phase Two of the process which is the “Work for It Phase” which describes most of the recruiting population who are operating on sheer will and work ethic. Again, viable traits when sustaining long term forward movement, but you need something more. You need a shot of the “work smarter, not harder” tools that will give you the highest level of success.
Let us explore the third “Systems in Place Phase” which allows you to funnel your enthusiasm and work ethic into processes which help you realize the maximum results for your efforts and time.
Common sense prevails. If you keep doing what you’ve always done, you’ll keep getting what you’ve always gotten. While that seems to reduce the problem to the ridiculous, ask yourself what you are doing “differently” to be more effective. Consider that 70% of recruiters do a poor job. Why? More often than not, they lack focus, goals, and have no system for follow up. Another 20% do a good job, getting by– doing no more and no less than bare minimum with the end result being mediocrity. While good might seem fine to some of you, know that while the cost of greatness is high, the toll of mediocrity is much higher. How do you move from mediocrity to greatness? Master the two common denominators that make the top 10% the industry’s most effective recruiters.