Over the years I’ve been blessed to sponsor quite a few customers, reps & affiliates into various projects I’ve been involved with.
Throughout my failures and successes, I started to notice a simple pattern.
Something that when followed, seemed to produce great results, and when ignored, not so much.
I call this the 3 step recruiting process.
Here it is.
- Make a friend
- Find a need
- Suggest a solution
In step 1, the goal is to generate a feeling of warmth and trust, like you feel in those comfortable and familiar moments when you’re talking to one of your best friends.
Surprisingly, when done right, this can be achieved in a relatively short amount of time.
Here are a few things that can help with this.
- Ask sincere questions
Sincere means you really care and want to know the answer to the question you’re asking vs. simply asking because it’s a question your mentor told you to ask in a script or asking because you want to hurry up and get to the part what you can ask them for money.
- Really listen
This means tuning out all distractions, being present and intensely focusing on what the other person is saying vs. thinking about what you’re going to say next or paying attention to some distraction like Facebook or email.
I’ve found that having a notepad out while someone is talking and jotting down what they say can help with this.
This means you do things during the conversation that make the other person silently say inside… “ahhh… this person is like me.”
One way to do this is to occasionally, while you’re listening, say things like…
“Oh you have 3 kids, I have ____ kid’s myself. How old are your kid’s?”
So what you’ve just done is highlight something they just told you and insert something about yourself that relates to what they just told you so they can have the realization that you’re like them.
This tends to build trust.
- We both love home business.
- We both love personal development.
- We both love the idea of financial freedom.
- We both sometimes deal with criticism and doubt from people who are close to us.
Can you see how a bond is formed through each of us knowing these things about each other that we have in common?
Can you also see that I would not know any of those things had I not sincerely listened to what Francisco has told me in our conversations?
So yes, asking sincere questions, listening & relating are essential parts of the friend (trust) making process.
In a live conversation, after you relate briefly with something they’ve told you, It’s important to ask another question to get the conversation off of you and back to them so you can continue to listen.
One other thing I’ve noticed helps a lot with the relate (or rapport building) part of the process is to laugh every once in a while at appropriate times.
It’s been said that “Laughter is the shortest distance between 2 people.”
When 2 people laugh together, it really seems to close the gap.
Have you noticed this yourself?
So that’s part 1, of the process, make a friend.
We can dig into part 2, find a need, on tomorrow’s post.