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1. THE SECRET OF RECRUITING
Simply stated: “The secret of recruiting is not in FINDING the right person; but in
BEING the right person.”
Many representatives feel all they have to do is find ONE good person and then
they can retire. But somehow, that superstar never seems to come into their group. The
representative waits, searches, waits, searches, and that one good person is never found.
Professional recruiters know that it is easier to ATTRACT good people. Rather
than searching, selling, begging, advertising, cajoling and blackmailing prospects into
becoming new representatives; professionals spend their efforts attracting new, good
representatives to their business by setting the example and being the kind of person
winners want to be with. How do they do it? BY BECOMING THE RIGHT
PERSON; the type of leader people are desperately searching for. The vast majority of
humanity is looking for positive, inspirational and knowledgeable guidance. And since
there are so few leaders around that can provide this, professional recruiters only have
to PROVIDE THIS SERVICE. This is why it is so important to work harder on YOU
than on your work.
Let’s take an example to illustrate the difference. Imagine that a drunken bum
on skid row was looking for a good prospect. Along comes the Mayor of the city on an
afternoon walk. The drunken bum approaches the Mayor and offers to show him how
to reach financial freedom and personal improvement, as well as guidance to reach
his lofty goals. The Mayor is a good representative prospect, but how do you think the
Mayor will respond to the drunken bum’s invitations?
Now imagine that the President of the United States was a representative
looking for a good prospect. Again the Mayor of the city walks by, and this time the
President of the United States approaches him with the proposition of reaching his
financial goals, personal improvement, etc. The Mayor is the same prospect in both
examples; but do you think he’ll respond differently?
The difference is obvious. The Mayor would be attracted to the President because
he was the RIGHT PERSON.

2. Our challenge is to become the right person. Otherwise, no matter how hard we
try to locate the right people, we will fail because we cannot offer what they’re looking
for in a leader. We must have the characteristics, attitudes and skills that people are
looking for. In order to develop these characteristics of leadership it is imperative that
we understand that we, and only we, are RESPONSIBLE FOR WHERE WE ARE
IN LIFE. The person controlling our destiny is US! When we’re faced with challenges
and obstacles, do we find excuses in others, or do we accept the situation and find a
solution? Life’s success somehow gravitates to the leaders who understand:
“WHAT HAPPENS TO US IN LIFE
DOES NOT DETERMINE OUR SUCCES OR FAILURE,
RATHER IT IS HOW WE REACT TO THE CHALLENGES
THAT DETERMINES OUR DESTINY”