John WetmoreSales and Scaling Coach for Small Business and Corporations. Keynote Speaker. Podcast Host. Life Insurance Leader.

The Difference Between Selling & Recruiting

Name: The Difference Between Selling & Recruiting
Uploaded: 2025-07-01T19:45:01+00:00
Duration: 58 s
Channel: John Wetmore
Description: In this informal, motivational monologue, the speaker urges sales professionals transitioning to recruiting to recognize that the core skill…

1 Jul 2025 · 1 min

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In this informal, motivational monologue, the speaker urges sales professionals transitioning to recruiting to recognize that the core skill set—communication, clarity, and genuine care for the client—remains the same. He illustrates the diversity of candidates by contrasting a 72‑year‑old on Social Security earning $600 a month with a 35‑year‑old earning $150k, emphasizing the need to adapt but not abandon the sales mindset. He shares a personal anecdote about closing a $360,000 sale and calculating the associated override, using it to highlight that the same analytical and caring approach should be applied when making recruiting calls. The speaker cautions against “turning off” the desire to help people once the sales call ends, urging recruiters to treat each call as an opportunity to serve, not just to fill a quota. The overall message is a call to action: leverage existing sales expertise, maintain empathy, and view recruiting as an extension of the sales process.

Chapters

Sometimes you're sitting with someone that's sitting in a trailer home on Social Security making $600 a month and they're 72 years old. And sometimes you're sitting with someone that's 35 and they're making $150 grand a year and they want to take care of all their family. Do you struggle adapting there? It's just two, two different people, right? So you already have the skill set. So then my question to you is, when it comes to agents, why do you take that skill set and turn it off? When you're dealing with the client, you care for the client, so you're trying to solve their problem. So don't turn off that desire that you have to help people is why you sold $360 grand, dude. So So when you hang up the phone, you're telesales. So when you hang up the phone and you're done selling and you pick up the recruiting call, help people, dude. Serve people. Does that make sense? You already own the skill set. A lot of us, when we get into the building side, we pretend like we don't have the skill set of communication and clarity and care. Like, it's just— it's identical, dude. You just think it's different is the reason. And dude, I started that way. I started building purely for the money, dude. I was calculating the override, dude. The second I hung up on a recruiting call, I knew the math. Trust me. So it's okay that you're there, but you wouldn't sell what you sell if you didn't care for people. Just take the skill set you already have, dude, and apply it.