Recruiting is pursuit. Instead of you being the attractive character, the talent is the attractive character. They're the one that you're after. They're the one that you're there to get curious about. Not the other way around.

If someone is going to make a move, they need to believe certain things about you as a leader. They also need to believe certain things about the company. Lastly, and most importantly, they need to believe in themselves.

Slow is smooth, smooth is fast…

So when a person shows up to a call and they share their initial objections of, "Hey man, I'm happy where I'm at. I’m not looking to make a move. Your assistant was just so talented that I had to take the call." It's up to us to acknowledge… that's not entirely true.