It may seem odd, but your success as a recruiter or hiring manager depends a lot on your likability.

I see this play out frequently with the managers I coach—all else being equal, the popular managers recruit more and better agents.

Is recruiting success really governed by the same rules as a junior high social group?

To some extent, yes.

The brain commonly uses fixed action patterns (rules of thumb) to make decisions, and likability is one of those patterns.

Recruiting prospects can’t help but being attracted to and more easily persuaded by those hiring managers they find likable.

If you were one of the unpopular kids on the playground, don’t despair.

I have some good news for you.

While conducting the research leading to this discovery, researchers also uncovered some simple things you can do to make yourself more likable. Here is a quick list:

Give compliments. The easiest way to increase your likability is to give others sincere compliments. It’s not that hard to find something nice to say.

Find common ground. People like those who are similar to themselves. If you’re not naturally similar to someone else, take the time to find and connect on some less obvious commonalities.

Cooperate towards a mutual goal. If your prospect’s goals become your goals, something magical happens. You suddenly become a valued partner who’s helping them succeed.

If you’re mindful of how you’re being perceived by others, you’ll increase both your likability and your recruiting success.