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How to Recruit Top Talent for Your Team

Recruit

How do you recruit good people?

It’s one of the biggest challenges that our clients struggle with and why they come to us at Southwestern Consulting.

Recruiting is an important topic and it’s one of my favorite.

My start at Southwestern in college was catapulted because I loved and figured out recruiting early on and happen to break a 150-year-old record in recruiting.

Today, we see lots of different companies and industries that struggle to find top talent and team members.

So, how do you recruit good people? Essentially there are 2 key parts to recruiting that you have to do.

  1. Build the Magnet – This is that you have to do the work of creating an amazing opportunity for people. This involves strategic work with how the company is set up. And also involves the heavy lifting about how you present and position your opportunity.
  1. Build the Fishing Boat – This is that you have to do the work of creating a number of amazing systems and methods (ie. Poles in the water) for actually finding good people and then going after them to get them on board.

They both take a tremendous amount of skill, knowledge, discipline and work.

Typically, we spend most of our time training people and organizations how to build the Fishing Boat. In other words, we teach them about all of the different sources of where to find good people and then also the skills of actually how to recruit them.

How you recruit someone is about exactly what to say, what the process looks like, and what behaviors you need to take to convince someone to join your team.

[BTW bringing people to your company who currently don’t have jobs is hiring; that is not recruiting. Recruiting typically means you are recruiting someone away from some other opportunity that they are already (typically successful) in over to join your better opportunity.]

The “Building the Magnet” part is also critical though. This is doing the heavy strategic work of creating an attractive place to work. It really helps when you are out “fishing” for good people to have a highly compelling and appealing opportunity to be recruiting them for!

Here are 5 of the most important parts of “Building the Magnet” and making your opportunity a compelling and attractive one for people to join:

  1. MISSION – Your organization needs to have a crystal clear (less than 1 sentence), inspiring, statement about serving a human purpose that is higher than profit. And it needs to be repeated so often that everyone in the organization needs to be able to recite exactly what it is. Today people don’t just want to work somewhere to earn pay; they want to work somewhere to do good in the world. If you want to attract great people, you need to have a great why.
  2. CULTURE – Your organization needs to be a fun and enjoyable place to work. People have to look forward to coming there! That means you want a place that is positive, vibrant, innovative, inviting, and energetic. It also means you want a place where people feel recognized, valued, and important. Also, it helps to have a brand that is “cool” and fresh that people want to be a part of. Remember, part of people’s personal reputation and perception in the world is who they work for, so create something they are proud to be associated with and they will flock to you.
  3. LIFESTYLE – You want to spend a lot of time planning, strategizing, and being intentional about crafting what “a normal day in the life” looks like for one of your team members. You can’t just provide people a job anymore; you have to provide them a meaningful and uplifting way to use their life. Remember, people typically spend about ½ of their waking hours at work! Lifestyle is typically composed of: hours, pay, location, work environment, stress level, type of work, and of course the culture which is made up of the other people they work with.
  4. RECRUITING PAY – One of the simplest reasons why organizations don’t grow and recruit is because there isn’t any financial incentive to do it! Most people are simple creatures, we do what we’re incentivized to do. So if you’re not seeing the recruiting numbers you want, you might need to look at the incentives that are in place to do so. Also, recruiting (like selling and service) shouldn’t just be a department; it’s something everyone has to do!
  5. LONG TERM VISION – People want to work for a place that is inspiring and part of what inspires people is working towards a bright future. Your organization needs to talk a lot about what the future of the business is going to look like. What are the pursuits your team is looking to accomplish? What are your goals for who you’re going to help? What career paths are available to your team members? And what does their long term pay plan look like? What is the future of your company literally going to look like?

These are just a few of the elements that help you “Build the Magnet” and make your organization attractive. It’s only part of the battle because even if you have a great magnet, you still have to do the hard work of going out to “fish.” But those skills are longer than this post allows for.

If at any point, you would like to talk to us more about how we can help you with recruiting just reach out to me.

Here’s what is great about recruiting though…

You can recruit your way into a great organization!

If you’re just starting out, you can (quickly) build something great by recruiting great people.

If you’re an experienced but stagnant company, you can grow (dramatically) by simply starting to focus more on recruiting.

And if you’re in any kind of struggling business, organization, or enterprise you can recruit your way out of it! Recruit, recruit, recruit and it will help you turn around!

Good people changes everything.

Which is why a great leader is always a great recruiter.

Servant Selling

Don’t just be in sales; be on a mission.

Be so convicted in what you do that you have no choice to tell everyone you know about it.

Don’t just be closing deals; be changing lives.

Don’t just be pushing products; be transforming customers.

Don’t just be selling; be serving.

Facing Entrepreneurial Fears with Christy Wright – Episode 188 of The Action Catalyst Podcast

entrepreneurial

Christy Wright, both entertaining and inspiring, presents messages that educate and give hope to audiences nationwide. As the creator of Business Boutique and through her podcast and sellout live events, Wright has equipped thousands of women to successfully run and grow a business so they can make money doing what they love. Wright is a Certified Business Coach and Ramsey Personality. Since joining Ramsey Solutions in 2009, she has spoken to audiences across the country at women’s conferences, national business conferences and Fortune 500 companies. Her new book, Business Boutique, releases April 2017.

Show Highlights: 

  • When people know what selling really is, they can sell with confidence. @ChristyBWright
  • When you’re meeting people’s needs and solving their problems, the sale is natural. @ChristyBWright
  • Many people don’t have sales simply because they aren’t asking. @ChristyBWright
  • It’s easy for us to look in the rearview mirror of our life instead of through the windshield. @ChristyBWright
  • The best way to shift guilt is to focus on wherever you are at the moment. @ChristyBWright
  • My mom didn’t teach me persistence, she lived it. @ChristyBWright
  • More is taught than caught. @DaveRamsey
  • You’re not harming your kids by working hard, you’re helping them. @ChristyBWright
  • The number one thing that will hold you back is fear. @ChristyBWright
  • Fear isn’t a sign you’re doing something bad, it’s a sign you’re doing something bold. @ChristyBWright
  • The antidote to fear is action. @ChristyBWright
  • You always take the next affordable step. @TheSharkDaymond

Let Christy know you were listing by tweeting her at: @ChristyBWright.

Connect with her online at christywright.com or facebook.com/OfficialChristyWright.

The Action Catalyst is a weekly podcast hosted by Rory Vaden of Southwestern Consulting every Wednesday. The show is regularly in the Top 25 of Business News Podcasts, has listeners from all around the world and shares “insights and inspiration to help you take action.” Each week Rory shares ideas on how to increase your self-discipline and make better use of your time to help you achieve your goals in life. He also interviews special expert guests and thought leaders. Subscribe on iTunes and please leave a rating and review!

Don’t just work hard. Do the hard work.

work

Working hard is not the key to success; it’s merely the price of admission. 

Hard work alone isn’t enough to bring you everything you want. 

Because if you’re working hard at the wrong things then they won’t take you to where you want to go. 

You have to work hard at the right things if you want to achieve your desired destination. 

Which introduces a second element to the equation. 

Because not only do you have to work hard, you also have to work hard at the right things. 

So what are the right things?

 Actually it’s usually pretty simple to identify them. 

Typically the right things, the best things, the most significant things you can do to achieve your goal are often the things you know need to be done but you most don’t want to do. 

They are the things that nobody likes to do. 

If you’re trying to build muscle, it means doing pull ups or leg day. 

If you’re trying to lose weight, it means cutting your alcohol, carbs, or sugar intake. 

If you’re in sales, it is prospecting. 

If you’re trying to get out of debt, it’s making and following a budget.  

In other words, it’s not enough to just work hard.  

You have to do the hard work. 

You have to do the things you don’t want to do. 

You have to do the things that other people aren’t willing to do. 

You have to do the things that you know are good for you, but they are hard. 

You don’t do them because the goal is to make life as hard as possible. 

Quite the contrary, you do them because they ultimately make life easier.

But that path is predicated on the unpopular truth that the shortest most guaranteed path to a more productive life is to do the hardest parts of things as soon as possible!

You don’t just work hard. You do the hard work. 

And if you that… 

If you work hard…

And you also do the hard work…

Then you will start to find that eventually things get easier and easier. 

The Essence of a Leader

leader

Everyone wants to be a leader…until that moment where they have to truly step up and lead. 

Because we often associate leadership with impressive titles, more pay, and additional job perks. 

Yet leadership isn’t made in corner offices or fancy boardrooms. Real leadership happens on the front lines. 

And what most leaders don’t understand about leading is that it isn’t telling people what to do; it’s showing them what to do. 

Which means that essentially a big part of leadership is simply this: “I’ll go first.”

Whatever I’m asking you to do I will do. 

Whatever needs to be done won’t be done by you; it will be done by us. 

And whatever sacrifices need to be made will be made by me first. 

I’ll be the first to risk. 

I’ll be the first to invest. 

I’ll be the first to do the work. 

I’ll be the first to create the model. 

I’ll be the first to invent the path where there is none. 

I’ll be the first to take the heat. 

I’ll be the first to make the difficult decisions. 

I’ll be the first to take the blame. 

I’ll be the first to learn. 

I’ll be the first to change. 

I’ll be the first to cut. 

I’ll be the first to meet that standard. 

I’ll be the first to break that belief barrier. 

“I’ll go first.”

That kind of leadership isn’t assigned; it’s assumed. 

That kind of leadership isn’t demanding; it’s inspiring. 

That kind of leadership isn’t bestowed; it’s activated. 

That is the part of leadership that can’t be taught in classrooms; it can only be revealed in battle. 

But if you’re willing to be that kind of person…

If you’re willing to step up…

If you’re willing to go where no one has gone before…

Then you don’t need a title. 

You don’t need an office. 

And you don’t need perks. 

You are already on your way to developing the essence of a great leader. 

5 Steps to Create Transformational Team Unity

Unity

A team is a group of people held together by a unifying set of beliefs.  

But what those beliefs are, unfortunately all too often are unspoken.

Typically, people gather with people who they are like or who believe what they believe.

Yet there is some nearly mystical power that comes about as the inspiring byproduct of when a team takes the time the codify their beliefs.

At Southwestern Consulting, we’ve walked many of our clients through this and we call this “The Creed Conversation”.

We first discovered the power of this activity by realizing the need to apply an age-old part of Southwestern’s culture around positive self-talk to our Southwestern Consulting team as a whole. We realized we had not yet taken the time to write out our shared philosophies at Southwestern Consulting. It ended up being one of the most transformational pivot points in the history of our own company.

It’s so simple to do, that virtually any team at anytime can have a “Creed Conversation.” Many companies have a formal “mission statement” or “values” but this process takes it a step further by empowering collaboration and most importantly assimilating it into the regular course of our workflow.

All you need is an audio recorder, someone who can type, a group of some of your key leaders and a facilitator. Then follow a few steps:

1.Set the Stage – Explain to everyone that despite being a team for x amount of time, it dawned on you that you have never created, as a team, a list of the principles that you all believe in. While you may have a company mission statement or something, it’s not nearly as powerful as something created by the team of people who do the work every day. Tell them the goal is simply to document a list of shared philosophies of the team. It can also be a good idea to play for the Simon Sinek’s famous Ted talk “Start With Why.” 

2.Ask the Questions – Start the audio recording (so you have it for future reference) and then simply ask the group (best if done in person with less than 20 people) a series of open-ended questions just to get them thinking in the right direction. Write down EVERYthing everyone says in the random order that it comes out. If possible it’s best to do it on a word document on an overhead projector so everyone can see it start to take shape and come alive. Here’s some sample questions you can ask: 

  • What do we know to be true about the way we do business?
  • Why do we work so hard at this business?
  • What philosophies do we have that are un-compromisable?
  • How do we want to treat our clients and each other?
  • How do we want to be remembered as a team?
  • What do we want to be known for?
  • What do we want people to think when they think of us?
  • What are we most proud of in the way we do business?

You can ask any question in this vein and you can’t really go wrong. The only way you can mess this up is by taking too much control of the conversation and providing all the answers yourself. This is for the team to come up with, and you are a team member so you can contribute, but let them speak and create it.

3.Organize and Edit – Once all has been captured now it’s time to assimilate and edit. It helps to have someone with some decent writing skills here to guide this step. What the writer will want to do is first copy and paste similar statements or philosophies together into paragraphs without altering any of the statements as they were initially said. You’ll notice that many themes probably kept getting repeated during the exercise and that’s a good thing but here’s where we’re going to manage that.

After that, the writer is going to have the challenging role of reducing many of the paragraphs down to one sentence each based on the recurring themes so there is 1 sentence per theme. The key here though is to try and preserve the actual semantics used by the people in the group as much as possible. Try to grab key phrases, repeatable mantras, or colorful language from the group but without being too repetitious.

 Then the last and hardest part will be to edit and massage all of these ideas into simple, concise, powerful, active sentences. Don’t say “we strive to do the best we can for our customers whenever possible.” Instead say, “we always do the right thing.”

Once you have all of the statements complete, next you will want to write an opening paragraph that pulls in some of the corporate vision, values, and mission statement. And then write a short closing paragraph that is a unifying and rallying call to action to live out and execute all of the philosophies that were just listed. Oh…and all of this at most has to fit onto one page.

4.Represent for Approval – Now that it’s all been synthesized by the writer/editor, the next step is to send it back out to the team for final suggestions and feedback. At this stage it’s a good idea to even send it out to the team at large (who wasn’t included in the initial meeting).

Invite the team to discuss this in their smaller teams and within their departments to get reactions from people all throughout the organization. Give everyone an opportunity to suggest additions or changes.

It’s a chance to get everyone’s feedback and input. Work on the edits until everyone agrees and you can formally vote on it and ratify it as a part of your continuing corporate culture. (It should be a living document that can be edited later as necessary with unanimous vote.)

5. Put it in Use – The key to making a creed work is making sure it doesn’t just end up in a drawer somewhere with other corporate jargon that never gets looked at. It needs to come alive and be referred to early and often. Here are some of the best ways to get it in use:

  • Read it out loud at the start of every meeting (there are many fun ways you can vary this up.)
  • Refer to it whenever you have a difficult decision to make.
  • Make it be the first thing you show to recruits and new hires and explain that it is the predominant criteria for being hired or getting promoted.
  • Cite elements of it whenever you roll out a new change for the company.
  • Ask people to cite it whenever they see something that is a real-life illustration of a principle that is documented in the creed.
  • Ask people to cite it whenever they see something in the company that needs to be improved or challenged.
  • Include elements of the Creed on walls, trophies, certificates, and anywhere else it makes sense.
  • Consider creating awards in your company for people who exemplify specific lines of the Creed.i)“Initiate” new people by inviting them to read it out loud (or part of it) their first day on the job.
  • Make it a part of your personal affirmations that you read every morning.

A Creed can be a synthesizing and rallying time for your entire team.

There is something tremendously powerful about having a documented, agreed upon, and declared set of values that govern the behaviors of members.

It can turn losers into winners.

It can turn doubters into believers.

It can turn pacifists into activists

If you create a Creed, you will create a culture.