Save ThisBuilding a Team
Sell the Coffee, Not the Team
The fastest way to lose a great agent is to try to close them on the first call. You're not selling the team yet. You're selling one thing, a cup of coffee and 30 minutes about their business.
Take the pressure off
- Make it about them, not you. 'I don't want to pitch you. I just want to hear about your business and see if I can add any value.'
- Promise what you won't do: 'I'm not going to talk about my company or ask you to leave yours.' Then keep the promise in the meeting.
- Lower the stakes: 'It always makes sense to sit down with someone doing well and trade what's working. Worst case, you leave with one good idea.'
The only close on the first call
- Coffee, 30 minutes, a specific time. 'Does Tuesday at 8 work, or is Thursday better?'
- That's it. The team sells itself once they're in the room and they've felt how you lead.
Nobody wants to be recruited. Everybody's happy to talk about their own business. Sell the conversation, not the seat, and most of the objections disappear before they ever start.
Do This Week
Rewrite your recruiting opener so the only thing it asks for is 30 minutes of coffee about their business. No mention of joining. Say it out loud until it sounds like you.
Close for the coffee. Let the coffee close the rest.
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