The 4 Stages of Recruiting

Thanks for the nice comments on the last post about really working the business.  I couldn’t help but notice however, that many of you said positive things – but didn’t answer the question about what you’ve done for your business this week.  

I do this blog to be your “surrogate sponsor.”  And sometimes your sponsor has to tell you things you don’t want to hear, but will get you on purpose.  So consider yourself admonished!

To take the lesson a little farther, there are really four stages to recruiting for the business…

Stage one is qualifying them.  The business is perfect for everyone; everyone is not perfect for the business.  Some people are not willing to put down the remote control and give up watching TV five to six hours a day.  If that’s the case, you can’t help them.

So the first stage is about finding this out.  It’s usually accomplished with a qualifying question or a tool, such as my “Escape the Rat Race” audio.

Step two is getting them through a “first look” presentation.  For people that pass the first stage, this will be their first complete look at the whole opportunity, encompassing products, comp plan, support and how the business is done.

This may be a home meeting, an online tour, a conference call, or even a tool such as a DVD.  Some will be ready to join here, others will not be ready to make a decision yet.  They go to the third stage, which is follow-up.

Follow up should be done every day or two until they join or make it clear they are not going to.  We’ll explore this a little deeper in the next post.

Finally you need to “clean the fence.”  By that I mean you have to get people to a decision.  Yes is great.  No is okay too.  Only maybe’s don’t give us anywhere to go,

If they say yes, you can get them through the Get Started training and going in the business.  If they say no, you can move on to other prospects.

The key is dragging candidates along on your list that aren’t really candidates.  This is avoidance behavior because it seems less threatening than actually approaching someone new.  Remember your goal isn’t to have a big candidate list.  The real goal is to get someone on the list as quickly as possible – then get them off the list as quickly as possible.  That’s what recruiting is really about.  So how you doing on that?

-RG

P.S.  If you’re not a subscriber to my Prosperity TV channel on YouTube, you’re missing an opportunity to develop your prosperity consciousness.  It will help you see the world through a bigger window and get you to your goals quicker.  The new episode offers a peek into the First Class private suites on Emirates Airlines and their new $5 billion terminal in Dubai.  Check it out at: http://youtu.be/Tt-HMZVk0Jg

17 thoughts on “The 4 Stages of Recruiting

  1. Oooooohhhhhh, well now that you’ve stated it this way, I’m not doing well at all. But it helps to hear the way you describe how you work with your candidate list: get’em on and get’em off quickly. I’ve just been keeping them on there to have a large list.

    On the follow up, what do you say to them the next day after they’ve 1) watched the first look video, 2) watched the home presentation 3) tried the product? Do you just ask them point blank are you ready to start?

  2. Ok I should have signed up this girl last week and didn’t…….but then signed her up tonight…….before I read this. LOL I have been admonished. Gotta move to YouTube now so my brain can continue to grow. TYVM for YOU ……

  3. Randy that’s so genius am revolutionising Network Marketing in Kenya Africa and you are of Great help,cheers MAN

  4. Hey Randy. Great blog. And a real good kick up the backside. Although I try to do my best in getting a lead, I dont always do my best to get in touch with them as quickly as I should. I tend to drag my hoves most of the time. Perhaps my dreams aren’t big enough, perhaps I don’t think I can acheive them or derserve them. Whatever it is I am going to find a way to get past it and get my car into second gear. Retail, Sponsor, Teach. Retail, Sponsor, Teach. Nothing to it!!!

  5. Randy:
    Can you share a few of your qualifying questions?Do you qualify people when you are traveling like in First Class?
    thanks

  6. How I am doing depends on which part of the equation we are looking at. I break the list down differently than you do Randy. I sort through ‘suspects’ for my ‘prospect list’ then qualify the prospects for the candidate list. Once you are on my candidate list you only get off by joining my program or death. The candidate list is also called my warm market and the prospect list is generally my cold market.

    If it takes 7-12 exposures before someone buys something I suspect it is no different in our business. It may even be more! The first couple times they view the program, maybe the first 11 times they don’t ‘get it.’ They change, I change, times change and maybe at the 15th experience the time is perfect… and if I know them well enough I will be there offering another event to attend with me that just may pop the resistance.

    I sort through many suspects every day. Too many perhaps so the ones that make the most noise or match the profile best I am looking for get my attention. More than half won’t qualify to be on my ‘prospect list.’ Over the next week or three over 90% of the prospects eliminate themselves from consideration for the Candidate list. How may I help you, how may I be of assistance, can I help you find what you are looking for… If I cannot help or they are looking for what I don’t have or like you say have a primary commitment to their TV addiction they disappear.

    When I begin the current trek up the mountain I had a large candidate list. It was cut by 80% in the first year with half not passing the Law of Association. Most have been released back into the suspect ponds of life. Many are on the candidate list with a task to accomplish… like read Think and Grow Rich…

    The prospect list is the most fluid and maybe what you are calling a candidate list. Most are in and out in a week. Some have been there for a year because they are not ready but they have a ‘spark’ of interest, have a modest or better commitment to their health and wealth and usually are sidetracked by something that absorbs their entire attention span for weeks or months.

    The candidate list is growing again. They too have similar tasks to accomplish and know what I am up for. There are a few who send referrals every time we talk. I have recaptured a couple of previous people I sponsored who joined the witness protection program hours after getting into my program. They need more tasks to accomplish, more exposures and more demonstrations of my commitment to having this work whether it takes 5 years or 10 or longer.

    My candidate list has a section for each person who has had one or more exposures where they answer what has to happen for them to use the product or join the program. A month or so later my next invitation is designed around what they require. I have too many sharp edges for everyone yet. My personal growth intention is to expand those edges, not rub them out.

    1. I would not hang on to the belief that it takes 7- 12 exposures before someone buys in our business. I find that most do within one or two. A few take more.

      -RG

  7. Thats great Randy. I realy like the part about getting them off the fence. I hear about so many people dragging people because there afraid to let them go. They dont have a prospect they have a suspect. If they let the person go that meens they need to go do more prospecting. Most people don’t like NOs. I do. It’s the maybes I don’t like. Thanks

  8. Hey Randy Gage.

    Stage one is to use the products, to like it, and than tell their friends about this
    exellent products.
    When someone get to his timing to join to the organization as a distributer,it is
    easy to qualify him, and to train him to duplicate the system/

  9. Love’d what you taught about driving lines. Also love your bluntness, because the truth is that if we are not prospecting presenting or teaching, then we are fooling ourselves.

    This week I’ve gotten 9 no’s from prospects that I have been stringing along, which is relieving. I’ve done 12, 3-way calls supporting my team. I attended our weekly call, am hosting a home meeting tonight with 3 members of my team attending as well as a new personal prospect.

    I have 3 appointments scheduled tomorrow a second look and 2 first looks.

    I am most excited that I have 5 confirmed reps from my weak side organization registered to attend our convention in 2 weeks.

    thanks Randy, I have always felt that you have two kind of mentor’s in life, the ones you know and the ones you’ll never know. You and you’re blog has certainly become one for me. Keep it up!!

    1. I love to see your post. Don’t worry about those that have said no. It looks like you are well on your way. If you keep that kind of schedule you will break through.

      -RG

  10. I have been dragging my feet on a lot of people and have yet to “clean my fence” probably because I was scared to find that fence devoid of any one! I am dedicating this weekend to doing just that AND doing my first home meeting in a long time.
    Thanks for getting me off the fence RG.

  11. I started allegroway 3 years ago. The buseness grow very slow, and i need an expert like you to check it out for me. Can you please comment on it for me. I only started looking at your work for a week and i like what i see. Johan from Durban SA

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