By Dana Phillips.

Have you ever worked with a future leader (or leader) who needed more recruits to promote? How often have you said, “You only need one more recruit. Go find her this week and call me.”  What normally happens? Not much!

I know because that’s what I did in my early days of leadership. “Just go do it” was my attitude. I never took the time to uncover why they weren’t recruiting. Recruiting is more than find 1 or 2 more people and signing them up. In direct selling, the opportunity and benefits are phenomenal for those who are a fit. When a future leader isn’t recruiting, a strong focus on discovering “why not?” by asking questions is often the key to creating change.

Successful recruiters have the attitude that recruiting is a gift, and with it, they can change lives. As a leader, you can’t just tell someone to believe this. Here are some questions to find out your future leader’s recruiting attitude.

  • When you hear the word recruiting, how do you feel?
  • When was the last time you felt good about recruiting?
  • Do you feel like you’re doing something to them or for them when you share the opportunity?

Listen carefully and take notes. You are beginning to uncover why they aren’t recruiting, which could be their attitude. If they aren’t seeing recruiting as a gift, ask:

  • What are the benefits you’re offering?
  • How could your opportunity change their life?
  • How would you want to be recruited?

Next, it’s essential to find out their actions to recruit. Again you can’t just tell someone to “just do it.” By asking questions, you’ll learn what they are doing and what they’re not. Here are some questions you could use:

  • How do you listen for leads?
  • How many leads do you have on your contact list? Tell me about each one.
  • How would you like to be invited to hear about the opportunity?
  • How many recruiting conversations do you have this week? When are they?
  • How do you open the recruiting conversation?
  • What questions do you ask to find out about them?
  • What do you say to invite them to join?

When you find something they aren’t doing, ask for permission instead of telling them what to do. “May I have permission to give you an idea?” Then share it with them.

As you prepare for the New Year, visualize what you want your business to look like in 2023. Your business will grow when you recruit and promote leaders. The greatest gift you can give is the opportunity to join your team and become a leader!

I am wishing you a very Merry Christmas and a Happy New Year!

Want More Ideas on Unfreezing Recruits?

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