You’ll know you’ve conducted a good interview if you’ve uncovered some of your prospect’s pain.

Agents change companies to solve a problem.

Crafting unique solutions to very specific points of pain helps build a strong connection to your prospect and elevates you to a trusted advisor role.

But don’t stop there.

Since it often takes time and additional follow-up conversations/meetings to complete the hiring process, successful hiring managers maintain their trusted advisor role by frequently reminding the prospect of the unique pain they’re experiencing.

It’s easy to fall back into the feature/benefit mode during the follow-up process.

Here’s all the great things we do.

Here’s why you’re going to love it here.

Here’s why we’re better than our competitors.

It’s the script we’re most comfortable using, but it’s not the one that resonates with the prospect.

Try something like this instead:

Since we talked, is your lead quality issue getting better or worse?

Do you still feel like you can’t get everything by the end of the day?

If you called your broker right now and needed help, how long would it take her to respond?

Restating the pain during the follow-up part of the hiring process reminds the prospect why they’re engaged and demonstrates you care.

Without this reminder, the motivation to change dissolves away.