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

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Short and No

Short and Yes

Long and Yes

Long and No

What Leads to “Short” and “Yes”?

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Advanced

Preparation

Efficient

Appointments

Closing and

Tactical

Follow Up

Advanced Preparation

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Advanced Preparation

1. Research the recruit

2. Set up your environment

3. Train your staff

4. Know your Value Proposition

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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

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2. Set Up Your Environment

• Create your recruiting success kit

• Prepare your bunker

• Protect your ONE Thing

• Prepare recruiting presentation

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3. Train Your Staff

• Role play talking with recruits

• Teach their roles

• Connect them to why recruiting matters

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4. Know Your Value Proposition

• Practice your elevator pitch

• Know what sets your Market Center apart

• Practice connecting your value to specific

objections

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The Bottom Line:Proper advanced

preparation will create more successful appointments.

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Efficient Appointments

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Efficient Appointments

1. Listen

2. Make it about them

3. Create clear connections

4. Close early when available

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1. Listen

• Be open to silence

• Practice active listening – not just waiting to talk

• Be a detective

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2. Make It About Them

• Make them feel important

• Be natural and open, not scripted

• Ask good questions – and adapt to answers

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3. Create Clear Connections

• Connect your Value Proposition to their requests

• Go three deep

• Let value guide the discussion

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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!

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The Bottom Line:Efficient, recruit-

focused appointments will be the most

successful.

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Closing and Tactical Follow Up

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Tactical Follow Up

1. Close

2. Set up the next appointment

3. Set up a follow up plan

4. Practice

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1. Close

The quickest way to finish a recruiting appointment?

Close!

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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

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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

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4. Practice

• Get a script partner

• Follow “Do the 2” and hold more appointments

• Track your numbers

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The Bottom Line:Proper follow-up is the

secret to successful recruiting.

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Thank You!Questions?

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