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The Shortest Recruiting

Appointments Ever

Bruce Kink

Bruce Kink

2

Houston, Texas

Team Leader

Operating Principal

The Shortest Recruiting Appointments Ever

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3 The Shortest Recruiting Appointments Ever

Recruiting Appointment Outcomes

The Shortest Recruiting Appointments Ever4

Short and No

Short and Yes

Long and Yes

Long and No

What Leads to “Short” and “Yes”?


Advanced

Preparation

Efficient

Appointments

Closing and

Tactical

Follow Up

Advanced Preparation


Advanced Preparation

1. Research the recruit

2. Set up your environment

3. Train your staff

4. Know your Value Proposition


1. Research the Recruit

• Track production trends

• Learn background about current company, if any

• Prepare questions specifically for this recruit

• Practice handling most likely objections


2. Set Up Your Environment

• Create your recruiting success kit

• Prepare your bunker

• Protect your ONE Thing

• Prepare recruiting presentation


3. Train Your Staff

• Role play talking with recruits

• Teach their roles

• Connect them to why recruiting matters


4. Know Your Value Proposition

• Practice your elevator pitch

• Know what sets your Market Center apart

• Practice connecting your value to specific

objections


The Bottom Line:Proper advanced

preparation will create more successful appointments.


Efficient Appointments


Efficient Appointments

1. Listen

2. Make it about them

3. Create clear connections

4. Close early when available


1. Listen

• Be open to silence

• Practice active listening – not just waiting to talk

• Be a detective


2. Make It About Them

• Make them feel important

• Be natural and open, not scripted

• Ask good questions – and adapt to answers


3. Create Clear Connections

• Connect your Value Proposition to their requests

• Go three deep

• Let value guide the discussion


4. Close Early When Available

• Identify signs the recruit is ready to join

• Practice different types of closes

• If the recruit is ready to join, don’t make them wait!


The Bottom Line:Efficient, recruit-

focused appointments will be the most

successful.


Closing and Tactical Follow Up


Tactical Follow Up

1. Close

2. Set up the next appointment

3. Set up a follow up plan

4. Practice


1. Close

The quickest way to finish a recruiting appointment?

Close!


2. Set Up the Next Appointment

• Is it no or not now?

• Based on your conversation, what might they want

to see next time?

• Set up next meeting


3. Set Up a Follow Up Plan

• Evaluate how close the recruit is

• Promise specific follow up

• If possible, provide homework/a project

• Determine potential events you could invite them to


4. Practice

• Get a script partner

• Follow “Do the 2” and hold more appointments

• Track your numbers


The Bottom Line:Proper follow-up is the

secret to successful recruiting.


Thank You!Questions?


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