3 Skills To Master Prospecting & Recruiting

I want to share three basic skills necessary to become a master at prospecting and recruiting.

So we’re clear, I’m not going to get into “scripts” or that kind of thing.  Not that those aren’t good, but if you don’t focus on making these fundamentals understood, practiced, and part of your natural mode of action, the scripts don’t matter.

The words that you say matter less than how you say them.

It’s the spirit from which “what you say” is coming that is what these three fundamentals address.

Before I get into that, I’m going to share a little background that I think you might relate to:

When I first got into network marketing, I would spend a lot of time around my mentors and coaches.  I would see how they would handle conversations with prospects, and I would see them engage with people. If you are anything like me, I would watch these conversations and I would be absolutely amazed.  They were so confident… so fluid… They handled objections or potentially awkward moments with ease.

I mean, everything they said, and the timing in which they said it, seemed to be just perfect.

I would see them diffuse situations.

I would see them have hostile prospects and calm them down.

Yeah, they might not have recruited the prospect, but that wasn’t the point. The outcome wasn’t the issue what mattered all the time… it was that they held their poise, and their resolve.

Nobody could “eat their lunch.” 

In the end, they either had an interested prospect, or they still left the conversation, even with a hostile prospect, with their dignity and confidence intact, making sure there were no feelings that any side had ‘lost’ in the scenario.

I don’t know about you but I think that’s pretty cool, and I was fascinated.

speechlessDo you ever find yourself saying ‘uhhhhhhhhh’?

So, when I was learning, I would go to my upline and relate some of my prospecting conversations that didn’t go so well, so I could get their input on what I could have done better.  You know, the ones that go like this:

I said ‘this’…

…then they said ‘this’…

…then I said ‘this’…

…then they said ‘this’…

….and then I said ‘uuuhhhhhh…’ because I didn’t know what to say.

My upline would say something like, “Well, this is what I might have said or done in that situation,” and of course, their answer was perfect.  It was always just left me saying, “Why didn’t I think of that?”

So if that’s you…

Let me tell you how the best prospectors and recruiters got to be that way…

These three fundamentals are why your upline coaches, who are great at prospecting and recruiting, find their success.

And…

It’s not because of “what they say” or the scripts themselves. Although prospecting scripts play a role (having good things to say is good), there’s a mindset behind every one of those lines.

There’s a thought process that goes behind the scripts, and when you understand the thought process…

  • You can make your own scripts.
  • You become flexible.
  • Prospecting & recruiting conversations become natural and effortless.

This all means you become the kind of person that can be nimble in conversation, and not get robotic, or get to the point where you are just stuck.  All of which leads to your prospect feeling awkward, because YOU feel awkward.

Here are the 3 skills of Prospecting & Recruiting Mastery:

never-let-them-eat-your-lunch1. Confidence and Belief.

Confidence and Belief.  This is the ‘Be All, End All’ when it comes to prospecting and recruiting. You can be a little bit fumbly with your words, but if you are:

  • Confident in what you are doing and where you are going
  • 100% believe it’s working for you and will work for others
  • Unshakable

Somebody can’t take your lunch from you.  Meaning, they can’t discourage you, or change your mind, or make you doubt yourself.  Doubt is the #1 prospect repellant.  Okay, maybe halitosis is a bigger repellant, but if prospects “smell” doubt on you (and they can), they’re gone.  Plain and simple.

Never let them eat your lunch!

That confidence is the kind of thing that can push you through and get you results, even if you lack the other skills at the moment.  But, if you want to make your life a lot easier, you don’t want to be a bull in a china shop forever… Learn the next two skills:

2. People Skills

When I first got into the business I had very little in the way of skills. You may not believe this, but I was a young punk kid. I was a little antisocial. I was kind of an angry, bitter person at a young age. I’m not super proud to say that, but that’s just the reality.  Needless to say, my people skills weren’t awesome.  However, my confidence and my guts were pretty strong.  So, while I didn’t have a lot of finesse, I could recruit people through sheer confidence.

Now, I didn’t really get a team going until I learned better people skills, how to lead people, and how to move them on in the way that they wanted to be led.  I learned quickly that being able to recruit doesn’t matter if you can’t help move them on.  Because of my lack of leadership and people skills, people would quit my team just as fast as they joined.  A “revolving door” business isn’t any fun, and it’s definitely a TON of work.

People skills is really an ability to relate and identify with others, and communicate in such a way that they:

  • feel welcome
  • feel appreciated
  • feel important

You see a pattern?

  • Make people feel good, and they’re going to like you.
  • If they like you, they’ll listen to you.
  • If they’ll listen to you, you can lead a conversation.

That is really what sales is all about. Identifying with people, making a friend, and then leading them to a conclusion that connects what they already want  to what you have.

I know… that all sounds simple, and I know it doesn’t feel that way when you’re just learning the skills.

So, lets break it down to some simple steps:

If you are just starting to study people skills, there’s a couple books I might recommend. While there are countless books on people skills obviously, a couple of my favorites are:

How to Win Friends & Influence People by Dale Carnegie.

This is basically the people skills bible.  Nuff said.  Read this one repeatedly.

I also recommend a book on  personality types. This is an important area that helps you know and understand who you are communicating with. While there are many books on personalities, you are looking for something that explains the 4 basic personality types.  Most people are a combination of 2 or perhaps 3 of those, with one of the types being their dominant personality type.  If you can identify what their number one personality type is, it can help you identify how to best communicate and relate to that person.

My favorite:   Positive Personality Profiles by Robert Rohm.

That book, I think, best focuses on the positive aspects and strengths in a personality type, and while identifying the weaknesses, it focuses on how to grow those strengths and overcome the weaknesses rather than just saying something like ‘Oh well you have got these issues. Good luck.’

3. Practice. Practice. Just simply practice.

Everybody knows this, and few people are actually willing to do it.

When you are in your conversations with your prospects, and talking to more people:

  • Learn and practice how to steer a conversation
  • Learn how to identify with people.

The books are out there. (Start with the recommendations above.)  The training is out there. You have probably already seen some of it. If you have more questions, or specific questions about how to lead or guide specific conversations, feel free to reach out to me.

But practice is the key. It’s a skill.

And like any other skill, it’s going to require some time… try-fail-adjust… and what gets you through it is not being emotionally attached to the outcome of every conversation. You have probably heard that a thousand times, but you have to disconnect yourself emotionally from the outcome of that conversation.

It’s similar to skill #1:  Confidence is not emotionally attached to what someone else thinks of you, or of your skillset at the time.

You know you are growing. You are doing better and you are working it, and that is what matters.

So get out there!

Study the people skills. Study the personalities. Develop a strong belief and confidence in what you are doing. Sell out to yourself, then go practice, and then you will start seeing results.


This post is partially transcribed from the video below.  If you’d like more videos like this, subscribe to us on YouTube!

3 Skills To Master Prospecting & Recruiting

About the Author Jason

Jason is a 3rd generation network marketer and founder of Network Marketing Accelerator. He and his family are collaboratively responsible for generating a multiple 7-figure income in their network marketing businesses. A coach and mentor to hundreds of successful business owners across multiple verticals, Jason is also a co-founder of OuterBox Solutions, a premier eCommerce Web Design firm.