Flashback Friday: Why Agents (and Hiring Managers) Get Stuck

by | Nov 22, 2019

by Ben Hess, Managing Director, ThirdPool Recruiting

As a coach and mentor, you’re rooting for your agents to succeed.

But in spite of your best efforts to help them reach their goals, some of them get stuck.

In today’s flashback, Dave Mashburn reflects on the lessons learned from one of his consulting engagements.

I’ve noticed when agents get stuck, it often relates to one of two issues.

They’re distracted by too many options. Agents are inundated with so many ideas they often get overwhelmed and freeze. Or, they constantly switch strategies hoping something will work.

They forget that businesses exist to solve problems. Many agents are so focused on marketing and selling themselves, they rarely connect with clients below the surface level.

The solutions to these issues are related.

Encourage your agents to develop a singular focus on the most important thing in their businesses—discovering and solving the specific problems of their clients.

Follow Morten Hanson’s advice: Do less, then obsess.   

What does this have to do with recruiting?

Hiring managers who get stuck often suffer from these same two problems.

What’s good for your agents is also good for you.

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