Create Shift. Be There for Shift.
People move when shift happens. When shift happens, people move.
So we have two ways to approach that. One, we create the shift. That's world class. That's where we want to be. How do we create shift? We create shift by exposing the fact that they actually do have a substantial problem space. What's the problem space? The problem space is they have this dream outcome of the life they'd really like to be living, the business they'd like to own, and this is where they're currently at. "If I'm honest, here's the dreams that I've let die. Here's what I'd really love life to be and business to be. Here's where I'm at.” This whole space in between is the problem space. As soon as we've created a problem for someone, we've created pain if we know how. And the pain is the thing that gets someone to move. That's #1.
#2 objective then is to be present for shift when shift happens. Be present for the shift. Even if they don't shift at that moment in time, the more I've solidified my position with them to set them up within the relationship portfolio. Not the acquaintance portfolio, not the we talked once portfolio... the relationship portfolio… now I've advanced them into that so that I have reason to be in communication to build trust, demonstrate care, and continue to deliver value, so that when shift does happen in their life... we’re there. When we go back to that, and we think every single conversation:
Create shift. Be there for shift. Create shift. Be there for shift.
A lot of pieces start to come together in how we approach it.
And the way less it means when someone says "I'm happy where I'm at."
- Joe
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1. If you need help designing a wildly profitable recruiting process- from defining your value proposition to crafting a seamless candidate journey that retains- click here.
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