SystemBuilding a Team
Recruiting Is Your Lead Gen
Every leader hits the same wall: trying to grow the team by pushing your current agents to produce more. It rarely works. Growth comes from adding people, and adding people is a daily habit, the same as prospecting was when you were selling.
Treat it like the prospecting it is
- Block the time and protect it. A daily recruiting hour in the morning, before the day eats it.
- Five real conversations a day is over a thousand a year. When's the last time you had a thousand recruiting conversations?
- Track it like you tracked your deals: conversations, appointments, follow-ups. If it isn't tracked, it isn't happening.
Walk your own talk
- You expect your agents to prospect every day whether they feel like it or not. The day you skip recruiting is the day you stopped leading by example in the one area that grows the company.
You can only coach a flat roster so far. People retire, move, have a rough year. The one lever you fully control is bringing on new people, so protect the block that does it like it's your oxygen.
Do This Week
Put a recruiting block on your calendar tomorrow morning and make five real conversations happen. Then do it again the next day. Track the number.
The team doesn't grow on the days you feel like recruiting. It grows on the days you do it anyway.
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