Recruit Desire,
Teach the Talent Later
How many times have you heard
someone else or found yourself saying this…
”She
could be so good in this business – if
she only applied herself”
That’s one of the most dangerous
things you can ever say or do in your business –
go looking for women who could do
so well.
Here's the problem - if you set
your recruiting radar to find women who have the
skills to do
well in this business, you won't filter anyone
out! The only actual talent
someone needs in order to be successful in
Mary Kay is the ability to communicate.
The desire and willingness to do what it takes
to succeed are really what separate people and
determines how far someone will go.
So
anyone who can communicate will be attracted if
you use that as your magnet.
And then most women get
frustrated when their recruits don't live up to
their potential. Sound familiar at all???
J
The problem is usually because you're attracting
the wrong prospects in the first place, both consciously
and unconsciously. Instead of looking for
and attracting women who could do well in Mary
Kay, if they only wanted it bad enough, start
attracting the people who want it bad enough
already, and teach them how to do Mary Kay.
In
other words, instead of recruiting women with
the right skill sets, hoping they buy into the
business, and trying to draw out the desire
after they're in...
Recruit Desire First - You Can Always Teach the
Skills Later
The way
you do this is very simple. Ask yourself
who you're looking for to partner with you in
this business. What are the
characteristics of someone who would do well?
I would
suggest you don't get
detailed at all. Don't restrict yourself
to women who look professional, married with
children, or women who've been in Corporate
America, for example. Certainly, some
women from those backgrounds have been very
successful in Mary Kay, but there are also tons
of women who would be incredible leaders and
business builders that wouldn't fit in any of
those categories. Again, it's not the
circumstances that matter, it's the DESIRE!
So
instead of focusing on detailed circumstances,
focus on descriptions of who these people would
be internally. For instance, your
list might look something like this:
~
Serious about improving her circumstances
~ Ready
to have fun
~
Ability to think well on her feet
~
Independent and knows what she wants out of life
~
Willing to do whatever it takes for as long as
it takes to get her dreams
Notice you can take any woman, from any walk of
life, married or single, young or experienced,
short or tall, blond or brunette, mother or not,
highly educated or simply street smart, and she
can fit into this profile if she has DESIRE.
Now,
your list might be shorter or longer, depending
on what your personal goals are, who you need to
attract to help you get them, and what you're
comfortable with. Feel free to start with
this one, or create a completely different one
for yourself. But the bottom line is that
you have to get clear on who it is you're
looking for, so your conscious and unconscious
minds can help you find them.
Here's
where it gets very, very difficult. To
find out if someone fits this profile, you must
do something incredible hard, and potentially
physically dangerous...
YOU ASK
THEM.
What a
concept, right? Instead of mind-reading
people, hoping they're who you're looking for,
putting your eggs in their basket and risking
emotional heartache if they don't turn out to be
who you pretended they were, you just ask them
and see what they say!
So if
you have the list of 5 character traits above,
somewhere in the recruiting interview, say
something like:
"Listen, in my experience, women who do well in
this business are serious about improving their
circumstances, ready to have fun, have the
flexibility to think well on their feet,
independent, they know what they want out of
life, and they're willing to do whatever it
takes for as long as it takes to get their
dreams. Does that sound like you?"
Trust
me, you'll be asking women questions nobody has
ever asked them before, and in the process
exposing some serious desire in the right
people. You'll also be setting the stage
for what it takes to be successful in this
business, and creating a level of expectation
that they can choose to participate in or not.
The key component is that THEY get to categorize
themselves and act accordingly.
And
trust me, just by the way they answer these
questions, you'll see what level of desire they
have toward achieving their dreams. But
then, there's a very important rule to
remember...
Don't trust anything anybody ever tells you when
it comes to what they're going to do in this
business. People who pretend they're
successful talk about doing. Successful
people just do.
You
shouldn't put any emotional stock in what they
say, or else you're allowing their actions and
decisions to dictate your emotions, activities
and ultimately your results. That's how
thousands and thousands of Consultants and
Directors have chosen to make this business
emotionally difficult, where it doesn't have to
be.
Instead, have a high intention of
finding the women you're looking for, and have a
low attachment to who they'll be,
where you'll find them, and how long it will
take.
Now
that doesn't mean that anybody who doesn't fit
that "suped-up" profile gets the boot. I
believe every single women who's interested has
a place in your business.
So at
every step of the way, you can match your
language according to how the prospect
categorizes herself. And anyone who
doesn't see herself fitting in that top tier,
you can ask her if she knows anyone who does.
It doesn't have to be any more complicated than
that. Just understand...
~ A few
will be superstars,
~ A few
more will build a decent business,
~ A
bunch more will technically be in, but
never make the decision to succeed,
~ A lot
more will be personal use consultants,
~ Many
more will just be your customers,
~ And
the biggest category will be women who are not
interested on any level in what you're doing
That's
called business. Those are the rules of
the game. Please don't try to change the
rules of the game. It can't be done.
Just to
reiterate, whenever you want to know something
about someone, just ask them. That's being
authentic, transparent and REAL. No
conversation or line of questioning is off
limits if they'll help you create your dreams.
Enjoy
the journey!!! ;-)
SS
Want to use this article in your e-zine, newsletter, or
team website? You can, as long as you include this
complete blurb with it:
Sean Smith, "The Pink Caddie Coach," empowers
Independent Beauty Consultants to identify and
erase all their inner obstacles and create
personalized action plans guaranteed for
success, so they can make more money, have more
free time, and live the lifestyle of their
dreams. To start receiving Sean's weekly e-newsletter, "Pink
Possibilities", filled with numerous resources
designed to help you get everything you want in
life, subscribe now for FREE at
www.PinkPossibilities.com.
Sean hosts the
