Belle Beth Cooper points out there are two more things you can do to help your prospects envision working on your team.
Present and refer back to the big picture. You tend to remember the big picture better than the details because your brain gets quickly overwhelmed with details.
When the brain takes in new information, it hangs onto it better if it already has some information to relate it to.
This is where starting with the gist of an idea can be helpful: it gives you something to hang each detail on as you learn it.
To apply this concept, you may want to create a large diagram of your overall recruiting value proposition, and then explain how each concept fits into the big picture.
You learn best by teaching others. Researchers have long known that teaching on a topic cements new ideas into your brain.
When we expect to have to teach other people what we’re learning, we take in new information better.
We organize it better in our minds, remember it more correctly, and we’re better at remembering the most important parts of what we’ve learned.
Applying this concept is more difficult, but it can be very powerful.
Try asking a prospect to explain how they’d do something differently based on what they just learned from you.
For example, you could ask: Based on the process we use to secure listings, how would your listing presentations change?
In the end, your prospect must see themselves thriving in your organization before they’ll make a move.
Your job is to lower the barriers that keep this from happening.
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PS. There is still time to register for today’s Recruiting Mastermind. Take a minute to register now, and I’ll see you there!
