We frequently discuss the importance of asking thoughtful, open-ended questions during your interactions with prospects.
Even if you’re committed to this best practice, you may still find that questions/answers don’t always flow freely during the recruiting process.
Why? One reason is the “social costs” associated with answering questions.
Researchers at the University of Minnesota studied this topic and discovered what holds back individuals during these exchanges.
Here are the top four in descending order of importance:
Indebtedness: It makes me feel that I need to reciprocate to the one providing answers to my questions.
Incompetence: It makes me feel inadequate or incompetent.
Effort: I feel it is not worth the time and effort to engage in this dialog (no payoff).
Control: I feel that it will influence my own opinions in a way I don’t want.
As you reflect upon your interactions during the recruiting process, it’s helpful to recognize these issues are at play under the surface—especially during interactions with experienced agents.
If a person suddenly clams up during a conversation, it’s a good indication they’re feeling one or more of these inhibitions.
At this juncture, ask yourself:
Am I making this person feel ________________ with my questions? (e.g., Am I making this person feel incompetent with my questions?)
A good conversationalist will sense inhibitions and pursue a different angle when they experience resistance.
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P.S. After presenting our live Recruiting Masterclass at the Inman conference a few weeks ago, we promised to do a follow-on virtual session for those who were not able to attend. Register now, if you’d like to attend.
