Richard Milligan argues recruiting leaders must first ask "What motivates you most?" to find a candidate's core why, then prove they'll help achieve it above all else. When candidates believe this, they choose when to join, not whether.
What is the one thing that we have to convince our recruit of in order to get them to join our team? Now, I make that statement and let me just say this before I go any further. If we're going to make this statement, let this come from a place where you as an authentic leader really truly have a desire to help people accomplish that. Okay, that's really our goal here. We want to equip great leaders to build teams, right? That's what we're all about, because we believe that when we help a great leader build their team, that we have larger influence. We're going beyond the walls of their office, because when great leaders impact people, it goes beyond the walls of their office. It impacts the spouse, it impacts the child, it impacts other family members, friends, community, right? And so that's a Look, I want this to help the authentic leader that in their heart of hearts would say that, I will help you accomplish your largest motivator. I think that's what great leaders do. They say, what can I do to serve you? What can I do to help you get where you wanna get? So inside this framework, we would make this statement that as a recruiting leader, if I can convince you that me above all other leaders in this market Will help you accomplish what motivates you most, what is your larger why, then ultimately if I can convince you of that, I think game's over. It no longer becomes a matter of if you're going to join my team, it simply becomes a matter of when. Now there's some other pieces. You better be good at your follow-up, but in this face-to-face meeting, if I get this from you and you leave that meeting, if I get this, meaning if I get your why from you and you leave this meeting, clear that me as a leader will help you accomplish that, then man, I have a lot of momentum. So the second stage in this face-to-face meeting is going to be getting the why for the individual that I'm trying to recruit, right? And so it's a pretty simple question like, what motivates you most? What is your why? Okay, what, what do you want most? Right? Now, it's a powerful question that can sometimes get a very shallow answer.
