On Friday, we discussed how dwelling on negative emotions can hinder your recruiting performance.

But what if you were able to take those negative emotions, get them out of your head, and turn them into a resource to capture more recruiting and retention opportunities?

Sounds like recruiting alchemy!

According to author Morton Hansen, it’s not only possible, but there’s a predictable pattern of communication that you can leverage to easily make it happen.

To inspire people and gain their support, line up high-arousal emotions on your side.

More specifically, you must make a person mad or fearful about the present, and then joyful and excited about your proposed future goal.

Notice the order.

Unless a person first feels some negative emotions (e.g., fear, anger, frustration, anxiety), you’ll have a difficult time later evoking the positive emotions (e.g., excitement, joy, curiosity, delight) necessary to adopt your plan.

Here is a simple process to follow:

1.Ask some emotionally charged questions. Are you worried about the low number of buyers entering the market because interest rates won’t budge?

2. Validate their feelings with your own experience. We’re worried about it too. Some of our best agents are concerned they’ll really suffer this year unless something changes.

3. Show positive emotion about your solution. This is why we’re so excited about the first-time buyer program we created late last year that has increased our sales by 30% so far this year.

Many believe that a stagnant market makes recruiting more difficult.

The opposite is true.

It provides a shortcut to negative emotions an individual must feel before making a change.

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P.S. Hard to believe, but January is already behind us!  How are you doing at developing and executing your recruiting plan for 2025?  

If you’re already falling behind and struggling to reach your recruiting goals, here are some ways Recruiting Insight can help:

Sourcing:  We help you attract the best talent for your needs.

Systems:  We help you leverage cutting-edge data and marketing to optimize your process.

Appointment Setting:  We schedule qualified candidates, saving you time and effort.

Coaching & Accountability:  We provide expert guidance and support to keep you on track.

Reach out, and we’ll show you how to elevate your recruiting game and capture more opportunities in your marketplace.