Recruiting – Why You Shouldn’t Tell Your Story


Finding new recruits can be like attending a birthday party for 7-year-olds. Some children run and jump. Some scream and laugh. And some sit and watch. When you meet a new person who is interested in your business, it’s natural to assume that the same things that motivate you will motivate them. But you don’t know for sure, do you?

Jumping into your story

Your heart’s in the right place. You tell them, “I want all these amazing things for you. I want you to be successful and live your dreams.” And then you tell them about your reasons for doing the business, your goals, and your accomplishments. Instead of feeling encouraged, they feel like you’re trying to get them to do something to support you in your goals. And they back away.

It doesn’t have to be like this. The good news is that there’s another way to share your business opportunity and be 100% authentic.

Two types of people in the world

There are two types of people in the world:

  1. Those who are motivated by money and titles, and…
  2. Those who are motivated by making a difference in the world.

Almost everyone has both types of motivational styles, but usually one is dominant.

When “money and titles” motivates your friend, hearing about promotions, bonuses, trips, and other incentives excites them.

But if your friend is motivated to “change the world,” they love stories about how your products improved customer’s lives, the financial freedom experienced by your team members, and how customers and team members have achieved their desires and goals. They love the friendships that are developed and seeing people becoming all they can be.

If you talk “money and titles” with the person who wants to “change the world,” they might feel uncomfortable. Most likely, they’ll feel that your business isn’t a good fit for them. On the other hand, if a person is motivated by “money and titles,” they probably won’t be impressed by your stories about people who seized your products as an opportunity to make the world a better place one person at a time. Their motto is: “Show me the money!”

Ask questions to gain knowledge and understanding

Learn to ask questions that will reveal what inspires them and how your business can best serve them:

  1. What has been your favorite job and why?

If they answer that they love the work they did because they made a difference in people’s lives, they are “change the world” people. If they talk about the fantastic money they made, they are “money and titles” people.

  1. What would you do with an extra $500 a month?

If they are very clear about what they’d do with $500, they’re likely to be a “money and titles” person. If they’re vague about what they’d do with the money and seem uncomfortable with the question, they are likely to have a “change the world” motivational style.

  1. What is your favorite part about your current job?

This is similar to question #1, but is important to ask. When you share your business, you can explain how your business can offer them the thing they most enjoy in their current job.

  1. If you could change one thing about your current employment, what would it be?

Again, this is similar to questions #1 and #3, but it’s like the cherry on top. You now know what their motivation style is and what aspects of your business you should share with them first. You can also explain how you have the best of their current job, plus you can share how the thing they’d most like to change isn’t a part of your business.

Now that you know, share

Now it’s time to tell them about your opportunity. If they have the same motivational style that you have, you can share your own story. If they don’t have your motivational style, file some stories in your memory to share about other successful people in your company who are inspired by the same things your recruit is.

Answer with conviction, “Yes!”

The last thing to remember that they desperately want to know: “Can I succeed at this business?” Of course they’re happy for your success. But their decision will be based on whether or not they feel they’ll benefit and accomplish their goals based on their strengths.

Double your team building efforts

Ask questions to find out the interests, motivational style, and employment situation of your potential new team member. Spend more time talking about them than about yourself. Understand what inspires them, and you’ll double your team building efforts.

Michelle Withers

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