29
How hearing what you How hearing what you DON’T want to hear can DON’T want to hear can make you RICH! make you RICH! make you RICH! make you RICH! h Stacy Ethun Stacy Ethun President/CEO President/CEO Park Avenue Group Park Avenue Group Orlando Fl Orlando Fl Orlando, Fl Orlando, Fl

How hearing what you don’t want to hear can make you RICH

  • View
    2.215

  • Download
    0

Embed Size (px)

DESCRIPTION

Stacy Ethun's presentation for the Fordyce Forum 2008

Citation preview

Page 1: How hearing what you don’t want to hear can make you RICH

How hearing what you How hearing what you DON’T want to hear can DON’T want to hear can

make you RICH!make you RICH!make you RICH! make you RICH! hhStacy EthunStacy Ethun

President/CEOPresident/CEOPark Avenue GroupPark Avenue Group

Orlando Fl Orlando Fl Orlando, Fl Orlando, Fl

Page 2: How hearing what you don’t want to hear can make you RICH

AGENDAAGENDAAGENDA AGENDA Standard questions and answers at each stage of the Standard questions and answers at each stage of the

i i recruitment processrecruitment process

NonNon--Standard questions at each stage of the recruitment Standard questions at each stage of the recruitment processprocess

Hiring Risks and on boardingHiring Risks and on boarding

Fear Fear –– what is it and how does it control us?what is it and how does it control us?

Stages of Fear Stages of Fear –– predictable and manageablepredictable and manageable

Lessons I’ve learned in life and recruiting Lessons I’ve learned in life and recruiting

Page 3: How hearing what you don’t want to hear can make you RICH

Answers weAnswers we reallyreally don’t want to heardon’t want to hearAnswers we Answers we reallyreally don t want to heardon t want to hearWill you marry Will you marry me?me?

What? Oh, let me What? Oh, let me take the weekend take the weekend

I have the perfect I have the perfect

a da dto think about it.to think about it.

I have the perfect I have the perfect job for you?job for you? Great, I just got Great, I just got

fired from mine.fired from mine.

I’d like to offer I’d like to offer you a job.you a job. Why?Why?y jy j

Does my butt Does my butt YesYesDoes my butt Does my butt look big in these look big in these pants?pants?

Page 4: How hearing what you don’t want to hear can make you RICH

The process of communication The process of communication in recruitingin recruiting

Recruit Recruit Closing CallClosing CallRecruit Recruit PresentationPresentationMarket Market

Closing CallClosing Call

OffOffMarket Market PresentationPresentation

OfferOffer

Reference CallReference CallPost Hire CallPost Hire Call

Prep CallPrep CallOn Boarding and On Boarding and backend backend Prep CallPrep Call backend backend placementsplacements

Page 5: How hearing what you don’t want to hear can make you RICH

Recruit PresentationRecruit PresentationRecruit PresentationRecruit PresentationStandard objectionsStandard objections Standard rebuttalsStandard rebuttals

I’m happy.I’m happy.

I’m not lookingI’m not looking

Why?Why?

Why not?Why not?I m not looking.I m not looking.

I’m not interested.I’m not interested.

Why not?Why not?

In what? I haven’t In what? I haven’t ti d thi ti d thi

I don’t know I don’t know anyone.anyone.

mentioned anything mentioned anything yet.yet.You sure?You sure?a yo ea yo e

I just made a I just made a movemove

From where?From where?move.move.

Page 6: How hearing what you don’t want to hear can make you RICH

Recruit Presentation Recruit Presentation --QuestionsQuestions

NonNon--standard questionsstandard questionsWhat opportunity would be clearly superior to what you What opportunity would be clearly superior to what you are currently doing?are currently doing?Why is that important to you?Why is that important to you?HowHow would that take you in the direction you want your would that take you in the direction you want your HowHow would that take you in the direction you want your would that take you in the direction you want your career to go?career to go?Tell me about your strategy for career enhancement Tell me about your strategy for career enhancement and/or advancement for the coming year?and/or advancement for the coming year?/ g y/ g yWho is someone you respect? Someone who would be a Who is someone you respect? Someone who would be a good person for me to network with? good person for me to network with? When do you feel is the best timing for you to make a When do you feel is the best timing for you to make a t t i ?t t i ?strategic career move?strategic career move?

What is more important to you? The overall What is more important to you? The overall compensation package provided or the opportunity to compensation package provided or the opportunity to grow in your career? grow in your career? grow in your career? grow in your career?

Page 7: How hearing what you don’t want to hear can make you RICH

Marketing PresentationMarketing PresentationMarketing PresentationMarketing Presentation

Standard Standard Standard Standard Standard Standard objectionsobjections

Standard Standard rebuttalsrebuttals

I don’t have any I don’t have any openings.openings.

But I saw your ad But I saw your ad on the internet.on the internet.

I can’t pay your I can’t pay your feefee

Oh, you don’t have Oh, you don’t have the authority or is it the authority or is it fee.fee.

Talk to HR.Talk to HR.

the authority or is it the authority or is it a budget concern?a budget concern?Ok, what is their Ok, what is their a toa to

Your guy is just not Your guy is just not

name?name?

Wh t’ ith Wh t’ ith

Page 8: How hearing what you don’t want to hear can make you RICH

Marketing Presentation Marketing Presentation --QuestionsQuestions

Non Standard QuestionsNon Standard QuestionsWhat was your team’s greatest accomplishment this What was your team’s greatest accomplishment this past year and what do you need to do to replicate it?past year and what do you need to do to replicate it?

What keeps you up at night and what is your greatest What keeps you up at night and what is your greatest concern?concern?

What is your strategy for “top grading” in the next year?What is your strategy for “top grading” in the next year?

Wh I dd th t l t ?Wh I dd th t l t ?Where can I add the most value to you?Where can I add the most value to you?

What is the next step in What is the next step in your your career?career?

Page 9: How hearing what you don’t want to hear can make you RICH

Reference CallsReference Calls -- QuestionsQuestionsReference Calls Reference Calls QuestionsQuestionsStandard Standard NonNon--standard standard questionsquestions

How long did he How long did he work for you?work for you?

questionsquestionsWhat was John What was John Smith’s greatest Smith’s greatest work for you?work for you?

What was his/her What was his/her title and position?title and position?

Smith s greatest Smith s greatest contribution?contribution?

What sets John What sets John title and position?title and position?

What was their What was their

What sets John What sets John apart from his/her apart from his/her peers?peers?

performance? performance?

Would you rehire Would you rehire Give me an Give me an example where example where J h h d ll J h h d ll Would you rehire Would you rehire

them?them?

Would you Would you

John had to really John had to really stretch and grow stretch and grow while working with while working with oo

Page 10: How hearing what you don’t want to hear can make you RICH

Prep callPrep callPrep call Prep call Standard Prep Standard Prep Q i /Q i /

Non Standard Prep Non Standard Prep Questions/commentsQuestions/commentspp

Questions/commQuestions/commentsents

Questions/commentsQuestions/commentsAsk about the HA’s Ask about the HA’s reasons he joined the reasons he joined the company.company.Ask the HA what his Ask the HA what his

Bring a copy of your Bring a copy of your resume, arrive early, resume, arrive early, dress professionally, and dress professionally, and take notes.take notes.

Ask the HA what his Ask the HA what his team’s greatest team’s greatest accomplishment has been accomplishment has been and their greatest and their greatest challenge. challenge. Ask the HA what you Ask the HA what you

Research the company Research the company beforehand and have a set beforehand and have a set of 10 or more questions of 10 or more questions prepared in advanceprepared in advance

Ask the HA what you Ask the HA what you would need to do to would need to do to exceed their expectations exceed their expectations in the first 6 to 12 months in the first 6 to 12 months on the job.on the job.prepared in advance.prepared in advance.

Establish rapport, share a Establish rapport, share a laugh.laugh.

jjPrep the candidate to ask Prep the candidate to ask about their “fit” at the end about their “fit” at the end of the interview. of the interview. Share several case Share several case examples of success examples of success examples of success examples of success stories that relate to the stories that relate to the position you are position you are interviewing for. interviewing for.

Page 11: How hearing what you don’t want to hear can make you RICH

Debrief and Closing CallsDebrief and Closing CallsDebrief and Closing CallsDebrief and Closing CallsStandard Closing Standard Closing Non Standard Non Standard ggQuestionsQuestions

So how did everything go?So how did everything go?

Closing QuestionsClosing Questions

What else did you learn about the What else did you learn about the So how did everything go?So how did everything go?

What did they tell you What did they tell you about the job?about the job?

yyopportunity that you and I had opportunity that you and I had not discussed?not discussed?In what areas could you make the In what areas could you make the greatest impact?greatest impact?Ratings Ratings ––

Do you think they liked Do you think they liked you?you?

gg11--5 = Dead5 = Dead6 or 7 = maybe but doubtful6 or 7 = maybe but doubtful8 or above = ask “what would 8 or above = ask “what would make it a 10?”make it a 10?”

What are the reasons you would What are the reasons you would

Do you want this job?Do you want this job?

What did they say is the What did they say is the

What are the reasons you would What are the reasons you would accept an offer?accept an offer?What are the financial implications What are the financial implications of making this move?of making this move?Who else will be involved in Who else will be involved in helping you make a decision if an helping you make a decision if an

y yy ynext step?next step? helping you make a decision if an helping you make a decision if an

offer is made?offer is made?

Page 12: How hearing what you don’t want to hear can make you RICH

Offer and Resignation Offer and Resignation –– Do’s, Do’s, Don’t and QuestionsDon’t and Questions

DoDoE t d th “ ffi i l” ff lfE t d th “ ffi i l” ff lfExtend the “unofficial” offer yourself.Extend the “unofficial” offer yourself.Only extend an offer that you know will be accepted.Only extend an offer that you know will be accepted.Have your HA contact the candidate immediately following Have your HA contact the candidate immediately following their verbal acceptance.their verbal acceptance.

D ’tD ’t•• Don’tDon’tDon’t make an offer on a FridayDon’t make an offer on a FridayDon’t let them take longer than 24 hours to make a decision Don’t let them take longer than 24 hours to make a decision Don’t bad mouth other opportunities that you have not Don’t bad mouth other opportunities that you have not pp ypp ypresented to the candidate. Let presented to the candidate. Let themthem compare.compare.

•• QuestionsQuestionsRemind me, how does this opportunity provide you the goals Remind me, how does this opportunity provide you the goals you are seeking in your career (pull) and/or alleviates the you are seeking in your career (pull) and/or alleviates the

ti i fl t i ( h)?ti i fl t i ( h)?negative influences present in your career (push)?negative influences present in your career (push)?Walk me through your resignation. How do you think your Walk me through your resignation. How do you think your manager will respond and how will that make you feel?manager will respond and how will that make you feel?If given a counter offer, how big a difference would it need to If given a counter offer, how big a difference would it need to be before you went back on your word?be before you went back on your word?be before you went back on your word?be before you went back on your word?

Page 13: How hearing what you don’t want to hear can make you RICH

Hiring RisksHiring RisksHiring RisksHiring Risks

Harvard PressHarvard Press64% of New Hires Will Fail64% of New Hires Will Fail4% leave after a devastating 4% leave after a devastating firstfirst4% leave after a devastating 4% leave after a devastating firstfirstdayday

The new counteroffer… comes The new counteroffer… comes 1414--28 days after start date28 days after start date

Page 14: How hearing what you don’t want to hear can make you RICH

On BoardingOn BoardingOn BoardingOn BoardingWhat Your Clients Should Do What Your Clients Should Do Upon Verbal AcceptanceUpon Verbal Acceptance

What Your Clients Should Do What Your Clients Should Do Upon Start DateUpon Start DateUpon Verbal AcceptanceUpon Verbal Acceptance

1.1. Send welcome packageSend welcome package

2.2. Notify payrollNotify payroll

Upon Start DateUpon Start Date

1.1. Orientation Speech Orientation Speech

2.2. Welcome from CEO (in person or Welcome from CEO (in person or Webinar)Webinar)

3.3. Formal notices to the line Formal notices to the line managermanager

4.4. Office announcements (with Office announcements (with email/phone #)email/phone #)

3.3. Photo Photo –– Security Security –– BadgeBadge

4.4. Assign Mentor Assign Mentor –– Peer AuditorPeer Auditor/p )/p )

5.5. Industry announcementIndustry announcement

6.6. Enroll in health and benefitsEnroll in health and benefits

5.5. The Vision The Vision –– Culture LunchCulture Lunch

6.6. First Month ReviewFirst Month Review

7.7. Second Month ReviewSecond Month Review7.7. Book flight/realtors (if applicable)Book flight/realtors (if applicable)

8.8. Allocate Allocate –– evaluate work areaevaluate work area

99 Create email account/voicemailCreate email account/voicemail

7.7. Second Month ReviewSecond Month Review

8.8. Quarterly reviews in first yearQuarterly reviews in first year

9.9. On going satisfaction surveysOn going satisfaction surveys9.9. Create email account/voicemailCreate email account/voicemail

10.10.Load Load –– configure configure –– Laptop/PDALaptop/PDA

11.11.Order business cardsOrder business cards

Page 15: How hearing what you don’t want to hear can make you RICH

Fear Fear –– It’s what drives us (and It’s what drives us (and them!)them!)

Fear Fear –– what is it? How does it keep us what is it? How does it keep us from getting what we want? How from getting what we want? How g gg gcan we prepare our candidates and can we prepare our candidates and clients knowing what they (and we) clients knowing what they (and we)

i th h? i th h?are going through?are going through?

W b t ’ d fi iti f f A i f l W b t ’ d fi iti f f A i f l Webster’s definition of fear: A painful Webster’s definition of fear: A painful emotion or passion excited by the emotion or passion excited by the expectation of evil or the expectation of evil or the expectation of evil, or the expectation of evil, or the apprehension of impending danger; apprehension of impending danger; anxiety; alarm. anxiety; alarm.

Page 16: How hearing what you don’t want to hear can make you RICH

Major FearsMajor FearsMajor FearsMajor Fears

#1 Fear of the Unknown/Fear of #1 Fear of the Unknown/Fear of ChangeChangeChangeChange

We are most at ease when we are We are most at ease when we are completely familiar with our completely familiar with our surroundings and sure of what the surroundings and sure of what the future holds for us. As a result, fear future holds for us. As a result, fear of the unknown can paralyze us.of the unknown can paralyze us.

Page 17: How hearing what you don’t want to hear can make you RICH

Fear of the Unknown in our Fear of the Unknown in our Candidates and ClientsCandidates and ClientsCandidatesCandidates,,

There is a huge motivation for the status quo. There is a huge motivation for the status quo. Knowledge is powerful. Educate, inspire and Knowledge is powerful. Educate, inspire and motivate.motivate.Y l t d i t t bli h l ti hi Y l t d i t t bli h l ti hi Your goal today is to establish a relationship. Your goal today is to establish a relationship. Maintain the relationship over time. Maintain the relationship over time.

ClientsClients“How will this hire reflect on me?”. “How will this hire reflect on me?”. Help them evaluate and compare your candidate’s Help them evaluate and compare your candidate’s Help them evaluate and compare your candidate’s Help them evaluate and compare your candidate’s skills, experience and verifiable performance to those skills, experience and verifiable performance to those of their lowest performers. of their lowest performers. Share the candidate’s motivations for making a Share the candidate’s motivations for making a ggchange. change.

Page 18: How hearing what you don’t want to hear can make you RICH

Fear of the Unknown Fear of the Unknown –– In In yourselfyourself

YourselfYourselfYourselfYourselfThe fear of change rears it’s ugly head The fear of change rears it’s ugly head when you look at your activity levels when you look at your activity levels

ti R ti t i ti R ti t i over time. Routines set in, excuses over time. Routines set in, excuses become the norm and hitting your goals become the norm and hitting your goals once in blue moon makes you feel like once in blue moon makes you feel like yyyou’ve just run a marathon. You’re you’ve just run a marathon. You’re exhausted? Why? exhausted? Why? One of the culprits is fear of change One of the culprits is fear of change One of the culprits is fear of change One of the culprits is fear of change which leads to fear of failure, fear of which leads to fear of failure, fear of success and a host of many more but it success and a host of many more but it

f ff fstarts with fear of change. starts with fear of change. How do we get past it? Take one small How do we get past it? Take one small step One challenge and don’t quit until step One challenge and don’t quit until

Page 19: How hearing what you don’t want to hear can make you RICH

Major FearsMajor FearsMajor FearsMajor Fears#2 Fear of Failure#2 Fear of Failure

Typical questions you might ask yourself are: "What if, after I try Typical questions you might ask yourself are: "What if, after I try Typical questions you might ask yourself are: What if, after I try Typical questions you might ask yourself are: What if, after I try it, it doesn't work out and I look foolish? Won't I be a it, it doesn't work out and I look foolish? Won't I be a laughingstock?" laughingstock?"

You’ll see this in You’ll see this in candidates candidates when they were just given an offer when they were just given an offer You ll see this in You ll see this in candidates candidates when they were just given an offer when they were just given an offer that is 40% above where they are now. “No one is worth this that is 40% above where they are now. “No one is worth this much money. Certainly not me!” much money. Certainly not me!”

You’ll hear this in a You’ll hear this in a clientclient when you have found a candidate that when you have found a candidate that You ll hear this in a You ll hear this in a clientclient when you have found a candidate that when you have found a candidate that meets all their expectations and yet they can’t pull the trigger meets all their expectations and yet they can’t pull the trigger and want to see more candidates.and want to see more candidates.

You’ll see this in You’ll see this in yourself yourself when your manager (and other when your manager (and other You ll see this in You ll see this in yourself yourself when your manager (and other when your manager (and other significant others) tell you for the 10,000significant others) tell you for the 10,000thth time “you’re so time “you’re so close”. Record performance is just one more SO a week!close”. Record performance is just one more SO a week!

Page 20: How hearing what you don’t want to hear can make you RICH

Major FearsMajor FearsMajor FearsMajor Fears#3 Fear of Commitment #3 Fear of Commitment

This fear is why people don't set firm goals or accomplish what they This fear is why people don't set firm goals or accomplish what they set out to do. They are afraid to focus on what they want out of set out to do. They are afraid to focus on what they want out of lif Th th i th t th ill b t d lif Th th i th t th ill b t d life. The excuse they use is that they will be trapped. life. The excuse they use is that they will be trapped.

Candidates Candidates with a fear of commitment will interview with anyone. with a fear of commitment will interview with anyone. They are always comparing and nothing is just “perfect ” “Let’s They are always comparing and nothing is just “perfect ” “Let’s They are always comparing and nothing is just perfect. Let s They are always comparing and nothing is just perfect. Let s keep looking.”keep looking.”

ClientsClients are very similar Watch for unrealistic expectations or poo are very similar Watch for unrealistic expectations or poo ClientsClients are very similar. Watch for unrealistic expectations or poo are very similar. Watch for unrealistic expectations or poo pooing even the strongest candidates.pooing even the strongest candidates.

YouYou are experiencing this fear when distractions are a welcome are experiencing this fear when distractions are a welcome YouYou are experiencing this fear when distractions are a welcome are experiencing this fear when distractions are a welcome diversion. If I really committed I’d have to perform. See “fear of diversion. If I really committed I’d have to perform. See “fear of failure.”failure.”

Page 21: How hearing what you don’t want to hear can make you RICH

Major FearsMajor FearsMajor FearsMajor Fears#4 Fear of Disapproval/Rejection#4 Fear of Disapproval/Rejection

Some might call this the fear of rejection. Typical question: "What if I Some might call this the fear of rejection. Typical question: "What if I commit myself to my goals and people disapprove?“ commit myself to my goals and people disapprove?“

CandidatesCandidates will mask this making the first prewill mask this making the first pre--emptive strike to turn emptive strike to turn down a job prematurely.down a job prematurely.

ClientsClients spend all their time on an interview talking. You’ll need to spend all their time on an interview talking. You’ll need to coach them on interviewing tips and what your candidate needs to coach them on interviewing tips and what your candidate needs to hear and learnhear and learnhear and learn.hear and learn.

YouYou only make the safe calls. Telling a candidate you can’t help only make the safe calls. Telling a candidate you can’t help them is avoided. With clients who heavily negotiate their fees, them is avoided. With clients who heavily negotiate their fees, them is avoided. With clients who heavily negotiate their fees, them is avoided. With clients who heavily negotiate their fees, you capitulate. You cause distraction of others you work with so you capitulate. You cause distraction of others you work with so you can appear to be their friend.you can appear to be their friend.

Page 22: How hearing what you don’t want to hear can make you RICH

Major FearsMajor FearsMajor FearsMajor Fears#5 Fear of Success#5 Fear of Success

Typical questions:. When people get through the changes and they Typical questions:. When people get through the changes and they are feeling good, they sometimes feel guilty for feeling good. are feeling good, they sometimes feel guilty for feeling good. P l ft t thi ilt b k t b i t ht th t th P l ft t thi ilt b k t b i t ht th t th People often trace this guilt back to being taught that they are People often trace this guilt back to being taught that they are selfish and egotistical for taking care of themselves.selfish and egotistical for taking care of themselves.

You’ll see this in You’ll see this in candidatescandidates who always performs just below or right who always performs just below or right You ll see this in You ll see this in candidatescandidates who always performs just below or right who always performs just below or right at the bar.at the bar.

ClientsClients even show this fear but rarely to you They tend to stifle even show this fear but rarely to you They tend to stifle ClientsClients even show this fear but rarely to you. They tend to stifle even show this fear but rarely to you. They tend to stifle their employees success though so as not to make them look bad. their employees success though so as not to make them look bad. Talk to someone on their team when taking a JO.Talk to someone on their team when taking a JO.

And And youryour fear of success. If you’re not experiencing it, this may be fear of success. If you’re not experiencing it, this may be the cause. Ask yourself what if I were ….. did….. had……? How the cause. Ask yourself what if I were ….. did….. had……? How does it make you feel. If anything other than elated, this is yours.does it make you feel. If anything other than elated, this is yours.

Page 23: How hearing what you don’t want to hear can make you RICH

Stages of Fear in the Stages of Fear in the Recruitment ProcessRecruitment Process

Stage One Stage One -- The Stage of Crisis The Stage of Crisis

This stage is very similar to what is going on when a This stage is very similar to what is going on when a This stage is very similar to what is going on when a This stage is very similar to what is going on when a recruiter calls and challenges a candidate on why recruiter calls and challenges a candidate on why they are so darn happy; or with a client on whether they are so darn happy; or with a client on whether EVERYONE on their team is performing to EVERYONE on their team is performing to p gp gexpectations.expectations.

You feel you've got to change or else You're backed into a You feel you've got to change or else You're backed into a You feel you ve got to change or else. You re backed into a You feel you ve got to change or else. You re backed into a corner. It may be a business crisis...or a personal crisis. corner. It may be a business crisis...or a personal crisis. This sense of crisis This sense of crisis -- usually very emotional usually very emotional -- is a wakeis a wake--up up call telling you that you are confronting a need for change.call telling you that you are confronting a need for change.g y y g gg y y g g

Page 24: How hearing what you don’t want to hear can make you RICH

Stages of FearStages of FearStages of FearStages of Fear

Stage Two Stage Two -- The Stage of Hard Work The Stage of Hard Work

This stage is similar to what is going on throughout This stage is similar to what is going on throughout This stage is similar to what is going on throughout This stage is similar to what is going on throughout the interviewing process.the interviewing process. “Hurray, a way “Hurray, a way out.out. Greener pastures, etc.”Greener pastures, etc.”

This is the stage that most people enjoy. Often this involves This is the stage that most people enjoy. Often this involves hard mental work. You may take classes, read books, hard mental work. You may take classes, read books, network with business contacts even interview for a new network with business contacts even interview for a new network with business contacts, even interview for a new network with business contacts, even interview for a new job. There is a sense of control in this stage job. There is a sense of control in this stage -- you're you're working hard trying to figure out the solution to the crisis.working hard trying to figure out the solution to the crisis.

Page 25: How hearing what you don’t want to hear can make you RICH

Stages of FearStages of FearStages of Fear Stages of Fear

Stage Three Stage Three -- The Stage of Tough The Stage of Tough Stage Three Stage Three The Stage of Tough The Stage of Tough Decision Decision –– THE OFFERTHE OFFER

You finally reach the stage where you must You finally reach the stage where you must make a difficult decision. This stage isn't make a difficult decision. This stage isn't ggeasy, but it's a relief. You feel glad that easy, but it's a relief. You feel glad that you're making a commitment. Because you're making a commitment. Because

' h d h' h d hyou're choosing a direction, there is a you're choosing a direction, there is a sense that just making the commitment sense that just making the commitment will free you There is usually a feeling of will free you There is usually a feeling of will free you. There is usually a feeling of will free you. There is usually a feeling of optimism at this point.optimism at this point.

Page 26: How hearing what you don’t want to hear can make you RICH

Stages of FearStages of FearStages of FearStages of FearStage Four Stage Four -- The Stage of Unexpected Pain The Stage of Unexpected Pain –– “Where’s the “Where’s the bathroom” or “Do I have to tell them how to do bathroom” or “Do I have to tell them how to do everything?”everything?”

At thi t d i th i ht thi b t tti th At thi t d i th i ht thi b t tti th At this stage you are doing the right things but getting the wrong At this stage you are doing the right things but getting the wrong results. You are tempted to give up on your goal results. You are tempted to give up on your goal -- and and unfortunately a lot of people do unfortunately a lot of people do -- because you're feeling awful because you're feeling awful about your failings.about your failings.y gy g

But it's a shame that after all the hard work in the first three stages, But it's a shame that after all the hard work in the first three stages, the unexpected setback cause us to quit. the unexpected setback cause us to quit.

We give up and don't finish. The resentment sets in. But when we We give up and don't finish. The resentment sets in. But when we don't change, we are left with depression, rejection and, most don't change, we are left with depression, rejection and, most

bl ll f l f d fbl ll f l f d fnoticeably, anger. Usually if you just crawl forward a few more noticeably, anger. Usually if you just crawl forward a few more steps from where you've been knocked down, you will be able to steps from where you've been knocked down, you will be able to reach the next stage.reach the next stage.

Page 27: How hearing what you don’t want to hear can make you RICH

Stages of FearStages of FearStages of FearStages of Fear

Stage Five Stage Five -- The Stage of Joy and The Stage of Joy and Stage Five Stage Five The Stage of Joy and The Stage of Joy and Integration Integration

We’re now past the guarantee We’re now past the guarantee i di d E h ttl d i E h ttl d i period.period. Everyone has settled in Everyone has settled in

and I just bought a nice big and I just bought a nice big thi i ith thi i ith something expensive with my something expensive with my

commission check.commission check.

In this stage, the changes are truly a In this stage, the changes are truly a

Page 28: How hearing what you don’t want to hear can make you RICH

Rules to Recruit ByRules to Recruit ByRules to Recruit ByRules to Recruit By

Rule of threeRule of threeRule of threeRule of three“Who’s in charge?”“Who’s in charge?”“It’ t d d til I it’ d d ”“It’ t d d til I it’ d d ”“It’s not dead until I say it’s dead.”“It’s not dead until I say it’s dead.”All behavior is explainable.All behavior is explainable.All behavior is positively motivated.All behavior is positively motivated.It’s all about themIt’s all about themIt s all about them.It s all about them.Challenge with respect.Challenge with respect.If ’ t l i ’ d If ’ t l i ’ d If you’re not learning, you’re as good If you’re not learning, you’re as good as you’ll ever be yesterday.as you’ll ever be yesterday.

Page 29: How hearing what you don’t want to hear can make you RICH

Answers we really want to hearAnswers we really want to hearAnswers we really want to hearAnswers we really want to hear

Will you marry me?Will you marry me? Yes, of course!Yes, of course!Will you marry me?Will you marry me?

I have the perfect I have the perfect

,,

Wonderful! Tell me all Wonderful! Tell me all about itabout itI have the perfect I have the perfect

job for you?job for you?about it.about it.

I accept. It’s a perfect I accept. It’s a perfect

I’d like to offer you I’d like to offer you a job.a job.

fit for my family and I.fit for my family and I.

No way my dear You No way my dear You a job.a job.Does my butt look Does my butt look big in these pants?big in these pants?

No way my dear. You No way my dear. You make those clothes make those clothes look good!look good!g pg p