Recruiting vs Presenting. Where are you focused?

It’s interesting how people perceive the recruiting process.

We had the opportunity to visit with a group last week that was comprised of corporate team members as well as some top field leaders from the company. The goal for the session was to work together to determine the absolute best and most needed tools that could help the organization grow. In working together, the hope is that the group would have a very strong “buy-in” from all involved.

Great idea!

The ideas from the field leaders quickly gravitated to items such as flip charts, opportunity brochures, product brochures, workbooks and other items that would aid them in presenting the business opportunity.

However, when I asked how many people in their organization could effectively utilize the presentation tools described, the list was very short — probably limited to the group in the room and a few more.

Uh oh!

And, when they were asked who were they going to present “to” (prospects) and how were they going to continue to grow that group, the answers were not very definitive.

They had missed the very first step in the process —- Attracting the attention and piquing the interest of prospects — And, making it so that anyone in the organization can do it effectively.

They were focused on a few people making great presentations but, the pipeline of new prospects was being ignored so their presentation opportunities were in jeopardy of drying up quickly.

Oops!

They had completely forgotten that the people who get into the business today are, for the most part, ineffective. And, the tools discussed in the meeting were only for people that had some experience in the business.

Although the tools they wanted were only going to work for the established and well trained leaders, they were not being selfish.

The group simply forgot that the most excited people and the ones that are going to propel the business in the future are the ones that are getting in the business TODAY!

Step back — -evaluate your prospecting systems and tools and see if they are built for the group that is already in your business or the ones that are ABOUT to be in your business.
Imagine someone getting into your business today. Build the system / tools for THAT person to utilize. More people sharing with more people — that’s when real growth happens.