According to Jordan Belfort, certainty is the emotional and logical engine that drives most sales.
And if this is true for sales, it’s doubly true for recruiting.
No one wants to shuffle past a “thin ice” sign on their way to changing brokerages.
A recruiting prospect will only make a commitment when they become 100% certain that this is the best decision for their career and personal well-being.
To gain this kind of certainty, a recruiting prospect must feel confident in these three areas:
Value Proposition. The prospect must see, comprehend, and believe in your plan to help them reach their unique goals.
If you have no plan, the prospect will have zero confidence. If you have a weak, generic, or untested plan, their confidence will remain low.
Hiring Manager. The prospect must believe that you are competent, trustworthy, and an authority at making agents like them successful.
If they have doubts about you as a leader, you’ll feel the resistance, but may not be able to detect the source, especially if your ego is getting in the way.
Brokerage/Team. Finally, the prospect must be convinced that your organization is stable, ethical, and reliable.
If they are unsure about your firm, never heard of the company, or don’t like your brand, you’re at a disadvantage compared to more prominent firms.
With this framework in mind, take a few minutes to benchmark the prospects on your Warm List.
On a scale of 0% to 100%, rate the certainty of the prospect in each of the three areas:
How certain is this prospect with your value proposition?
How certain is this prospect with your leadership?
How certain is the prospect with your firm?
According to Jordan, until a prospect reaches 100% certainty in all three of these areas, they’re not buying.
