Save ThisBuilding a Team
The Two-Way Interview
The moment you get a great agent in the room, every instinct says sell. Do the opposite. The best recruiters run it as a two-way interview: you're both figuring out if this is right, and you're screening for the things you can't teach.
Ask, don't pitch
- Lead with questions. 'What's the one area of your business with the most room to grow? What's gotten in the way?' Let them talk their way to the need.
- Then tell a story of someone you led through that exact thing. Demonstrate your leadership, don't announce it.
Screen for the un-teachables
- Ownership: 'Tell me about a time it went sideways. Was there anything you could have done differently?' The ones who own it will thrive. The ones who blame won't.
- Grit: 'What's the hardest thing you've pushed through that you're proud of?'
- Set the real expectation: 'Every team has hard days. We're looking for people who are in it for the long haul. Is that you?'
When you sell hard, you attract people who need to be sold, and you'll be selling them to stay for as long as they're there. When you interview honestly, you attract people who chose it. Those are the ones who last.
Do This Week
Write down the three questions you'll ask before you say a single word about your team, one for growth, one for ownership, one for grit. Use them in your next meeting.
Stop trying to win them over. Start deciding, together, if it's right. The right ones feel the difference.
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