Welcome back to Recruiting Conversations! I’m Richard Milligan, and today we’re diving into three crucial questions every recruiting leader must ask to truly motivate recruits. These questions will help you connect with recruits on a deeper level and tap into their real motivations for making a change.

Episode Breakdown

00:00 - 01:00 - Richard introduces the topic, sharing a common struggle among recruiting leaders: motivating recruits to take the next step. He highlights the importance of understanding what really drives people to make a career change.

01:01 - 02:30 - Richard explains the mistake many leaders make: trying to recruit based solely on a company’s value proposition, which falls short because most people are satisfied where they are.

02:31 - 04:00 - The discussion shifts to the real barriers to change, like switching insurance, learning new systems, and adjusting to a new environment. Richard stresses that offering a slightly better opportunity isn’t enough to motivate most people.

04:01 - 05:00 - Richard introduces the concept of understanding a recruit’s "why"—their deeper motivation beyond compensation. This is where real recruiting happens.

05:01 - 06:30 - The first essential question: What do you want? Richard explains how asking this opens a conversation about both professional and personal goals.

06:31 - 08:00 - The second key question: Why is that important to you? Understanding why someone’s goals matter helps you connect on a more meaningful level and gain insight into their true motivations.

08:01 - 09:00 - The third critical question: Are you saying...? Richard emphasizes the importance of clarifying what recruits are saying to ensure you're truly understanding their goals and desires.

09:01 - 10:30 - Richard compares recruiting to mediation, where both parties have different needs and the goal is to find common ground. As a leader, your job is to demonstrate that you can help recruits achieve their personal and professional goals.

10:31 - 12:30 - Richard shares a story of a leader who kept a recruit’s dream front and center by creating a dream board and offering tangible reminders of their goal, reinforcing their commitment to that person’s success.

12:31 - 13:30 - Recruiting isn’t just about getting people onto your team. Leaders must follow through on their commitment to helping recruits achieve their goals, even after they’ve joined.

13:31 - 14:30 - Richard concludes with a call to lead from a place of authenticity and focus on what the recruit wants, rather than what the leader wants.

Key Takeaways

1. Ask What They Want: Focus on a recruit’s professional and personal goals, not just their job role.
2. Understand Why It Matters: Dig deeper by asking why those goals are important, and connect with their true motivation.
3. Clarify with 'Are You Saying?': Reconfirm what the recruit is telling you to ensure full understanding and alignment.

Recruiting becomes easier when you truly understand what drives people. By asking these three questions, you position yourself as a leader who cares about your recruits’ success, making it easier to attract and retain top talent.

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