Years ago, Kevin Kelly from Wired magazine wrote the classic 1000 True Fans essay.

His point: Most entrepreneurs find success by building something a few people are really excited about buying.

According to Kevin, these super fans are the engine for expansion.

While the support of a thousand true fans is a good base, for every single true fan you might have two or three additional regular fans.

Think of concentric circles with true fans at the center and a wider circle of regular fans around them.

Hiring managers should adopt this paradigm for recruiting.

Focus your time and effort building a business system that a small number of agents (10 – 20) are super excited about using.

As this core group demonstrates success, concentric circles of new fans will develop who are a lot like those in the core group.

By nature, those who migrate into this core group will be similar to those already there.

It’s the organic way to build a culture of like-minded individuals.

Once up and running, your primary job is to fuel the central fire being enjoyed by your super fans.