BIG HITTERS 2022May16 Pre-Call Recruiting Tips with Neal Gurfein

Neal Gerfine, a successful recruiter, shares some tips on recruiting. He emphasizes the importance of making a good first impression and finding out what people like and dislike about their current situation. Follow-up is key, especially when addressing their dislikes. He believes that for every "no" he hears, he earns $150. He encourages persistence in following up and highlights the value of the opportunity he is offering. He also stresses the importance of understanding the fundamentals of the opportunity and making a win-win situation for both parties. Overall, he believes that finding out what people like and dislike and providing value are crucial in successful recruiting. Welcome to our Pre-Call Recruiting Tips segment with SNSD, Neal Gerfine. Neal is a million-dollar earner, and at number 38, month-to-date cash flow with over $56,000, and number 52, year-to-date cash flow with over $480,000. Out of Glendora, California, under Mark Rolls. Neal, what recruiting do you have for us today? Recruiting tips do you have for us today? Oh, multiples. Lifestyle, on a first impression, follow king and queen, and most importantly, finding out what people like and don't like about their life and their situation on a 24-hour basis. And, you know, I'll tell you something. It's just an amazing honor to get a chance to talk about the recruiting tips because I've got to share genuinely, you know, there's so many great ways to talk about how to recruit. There's so many great ways to talk about, on a first impression, that we have the greatest opportunity in the world, but it's got to become a lifestyle. I think that when people look at the opportunity and they kind of join and they're excited and they're told they're awesome and they're stud and they're stud-ed, eventually that kind of fuzz wears off and then it's like, oh, my God, what decision did I make? Oh, my God, did I make the right decision? And you start praying to God. And it's amazing that, you know, thoughts become words that become action, and it's about being that follow-up king and queen. And I realize right there, if I can prospect, if I can go up to a complete stranger, just on a first impression, find out what three to five things that they like and don't like about their current situation, it gave me value on follow-up. I think that the better you get at follow-up on I hate my boss, I hate my commute, I don't fill in my page board, and I'm sick and tired of being sick and tired, you know, I would find those concepts like, you know, my commute, you know, I don't see my kids' events, you know, I get up, you know, at four in the morning, and I drive an hour to work, and then I drive, you know, 150 miles on a route as a truck driver, you know, delivering packages all day, and then I drive that hour back home. And by the time I get home, I'm exhausted. I get, you know, four or five hours of sleep, and that will just completely be the human being up. It was easy to follow up with people, you know, by, excuse me, can you help me? I got a business in the area. I'm looking for quality people. Do you think you'd be interested? They're going to say no. Oh, okay, well, what do you do? Just go right into it. What do you do? Oh, well, what is it? Well, how do you get paid? What's the name of the company? You just avoid all those needless conversations that are not going to be productive. Do you think you would be interested? They're going to say no. You want them to say no. This is a no business. For every no that you hear, you'll make $150 for every no that you hear. Get excited about it. I told Victoria early on, look, I want to hear more no's than the stars in the sky. That means I'm going to get better at the word no. They don't even know what they're saying no to. You mean you don't want to make $100,000 a year? You mean you don't want to make $100,000 a month? You mean you don't want to pay off your debt and be able to see your children's event and control the day-in-the-day and not control you? If every human being knew what we did, they would do it. And I realize right there I'm in a good spot. I'm in a great opportunity. You know, what I would do is talk to them and, excuse me, I have a business in the area. Or I work for a company. Or I know somebody that has a business. And those three approaches put you in a comfortable spot to really make people understand that you represent a concept, a crusade. And so what I realize right there is that if I can prospect a human being and get them in my business on a first impression, because I met them at Foot Locker, I went to the mall, I go getting gas, I got their number at the gas station. As I go, if I prospect as I go and I get three to five great with thems, with thems, what's in it for me? And what that means is when I find out that they hate their boss, they hate their commute, they don't feel their pay's warning, they don't see their kids' event, they're done. Because when I follow up with them within 24 to 48 hours and I call and go, Hey, Joe, how you doing? We met, you know, we met at Chili's at the restaurant. And, you know, I have that business opportunity. And, you know, I'm excited about talking to you. They'll be like, Oh, I already talked to my wife. And, yeah, dude, we're good. We're straight. We're good. And you're like, Okay. And click. And so what happens is when you follow up with them, hey, we met at Chili's, Ron, I'm so excited about talking to you and really getting a chance to show you who we are, what we do, what's in it for you. And they're like, Oh, you know, hey, Neil, you know, I talked to my wife, dude, and we're straight. We're straight, dude. We're good, man. No, thank you, bro. I appreciate it. I'd be like, Ron, what are you talking about? 24 hours ago you told me you hated your boss, your commute, you didn't see your kids' events, your boss put their finger in your face in front of your fellow coworkers, and what's changed? Your back hurts me and leveled me. If there was an opportunity where you can gain control of the areas that you like and don't like, spend more time with your kids, get paid what you're worth, represent a bigger company, a crusade, an opportunity, and if there's a prestigious offer on the table where you can tell your boss to take a flying leap, I mean, it would almost be silly for you not to look at it. Wouldn't you agree? Well, if you put it that way, I mean, dude, you're telling me I can do it. You'll make more money part-time with me than you do full-time at your job. You'll make more money part-time with me than you're doing full-time at your job. It became fun for the follow-up. It became fun for the follow-up. I'm going to follow-up with you like a dripping faucet. I'm going to follow-up with you until you change your phone number or you move out of the state. Why? Because I have the greatest opportunity in the world. Why? Because I have a crusade you need to know about. Look, worst case, when I come over, I'm going to bring my spouse. Your spouse, you guys are best friends, right, Ron? Yeah. Well, you mentioned your wife's name is Betty, right? Yeah. You and Betty are best friends, right? Yeah. Well, so are my wife and I. So when we come by, I assure you that Betty's going to feel very comfortable in Victoria. We just want to make sure on a 10, 15-minute first impression, five, 10 minutes, to show you who we are, what we do, what's in it for you to do. And remember, you told me you hated your boss, your commute, you don't feel your pay's going into your kids' events, your boss doesn't believe that you're back to her. You had to get a doctor note. They said you forged it. Are you kidding me? Like, if there was an opportunity where you could spend more time with your family, get paid what you're worth, you see what I'm getting at? That gets you in the door. Stay with the description for the diagnosis. You are king and queen of follow-up. That's it. Recruiting prospects. I mean, you can say all the right things to the wrong person. And you and I also found out in my 27-year journey, you can say all the wrong things to the right person. People don't care how much you know and how much you care. And then understand the fundamentals. Understand the simple green eggs and ham of Dr. Seuss of our opportunity. The presentation's simple. The presentation's duplicatable. And when you have that concept and you get in their home in a five, ten-minute first impression and they're sitting there cold as ice with their arms crossed, it's like, look, again, Ron, listen to me. Look, for me to take time away from my children and spend time with your children and your family, I want to make it a win-win. You told me you hated your boss, your commute, you didn't fill your page once you didn't see your kids' events. That's why we're here at your kitchen table. Look, for you to give me seven digits at Chili's the other night, that tells me loud and clear that you want to do something different. You're supposed to be scared and skeptical. But we don't want to make sure we make the biggest mistake of our life, right? Because if there really was an opportunity, you could spend more time with your family, get paid what you're worth. You know what I'm getting at here? The game doesn't change. You must find three to five things that they like. You know, I like the opportunity, my boss, or my job, the benefits, the pay. Well, what wouldn't you like? Oh, you know, my back hurts, you know, the politics, you know, the commute. You know, you stay with that. And when you understand that, then you have value. More importantly, you know, you are the opportunity. That's another thing people need to understand. I was always an RVP wearing the ring in my mind when I was brand new. I was always the RVP wearing the ring because Victorians are always leading from the front. It was very, very, very simple to follow up with people. It was very easy to get numbers because it was a mindset. Every single day, you know, it was always about who can I meet today to make a big impact in their life? Who can I meet today to make a big impact in their life? And what I realized is that as are all these amazing, smart, awesome people in our base shop and in the company, I realized no one's going to go up to a total stranger and find out three to five things that they like and five, three to five things they don't like. And I realized that was my edge. That was our edge. And by the time we were meeting somebody on a Monday or Tuesday and following up for a week or two weeks, it was just a matter of time. Because what's on every Friday? The paycheck. You know what I'm saying? They hate their boss. The income's not going to change. Leopards don't lose their spots. They only get bigger. Everything's changing for us and nothing's changing for them. What does that mean? Our choices. Our optimistic silver lining. The opportunity. The concept. I'm better at the presentation now. You know, I was in your home the other day. You know, I remember we followed up three months ago and, you know, I didn't close with you and, you know, this, you know, and you know what? I'm better now. And if you're brand new and you're a prospect, you know, I'm better now. Better at what? The presentation. Understanding why I got your number. Understanding why I'm back in your home again. And what I would find even doing those choice awards is that they had the same situation, same debt, same commute, same zip code, same area code, same cologne and perfume, same wardrobe. Here I am changing like Jack the Beanstalk, going crazy, and here they are just getting by and being cynical. And it was because of choices. And it's crazy when you look at it that way. And then the next level was becoming a great field trainer. That's all prospecting. The highest percentage of recruiting somebody is a kitchen table. People tell you, well, I make $10,000 a month. Well, I make $15,000 a month. Dude, you live in a one-bedroom apartment with ripped carpet and a futon. Like, you don't even have a bed, bro. Like, you believe everything people say. Stop believing everything people say and know that you represent the truth and third-party information. You represent an opportunity that has more six-figure income and more millionaires than any business in United States history. Okay, you represent an opportunity. Great leadership, great leadership is duplicatable. Great leadership will play a role of traffic control that you plug into so you can land your 747. When we were that great field trainer and we were training 8 to 15 people direct and deep, it all started by prospecting somebody a footlocker. It all started by prospecting somebody at the market in aisle 12, you know, in the bread department or produce department. It all started by doing the things that make you uncomfortable. Those things help you grow. Those things help you grow a little and mature a lot, and that's a big concept, right? That's the edge. As I brought in that Ron and Betty into the Bay shop and I introduced them on a Saturday training, I realized right there that, you know, all they know is me getting Ron's number at Footlocker, me following up with him for a week or two, me getting in that door, calling him within 24 to 48 hours. That's another key. Don't wait too long to call people back. No later than 24 to 48 hours once you get their number, once you get that, you know, the, you know, you get the lead. And it's so important you have that urgency because when I do introduce him on Saturday and make him a client because he's the best client himself, we practice what we preach. If they don't have the life product, they don't believe in what we do. See, people need to understand, too, we're great at securities. We're great at AUM. You know, there's many years we've helped more people with the Rock IRA than all the banks and all the different zip codes in my area from our Bay shop. And you know what? I was proud of that, but we're also great with our crusade, right? Because if we don't help you, no one's going to help you. All prospecting. See, you find out who your recruit is by the product that we own. If they don't want to have the product, why are you working with them? Stop being Helen Keller of your new recruit and start understanding right now that if they don't become a client, we can't go in their market and help other people. Well, I want to see how it works with them. We don't practice brain surgery for free. You have to become a client or we can't get your rocket ship to break gravity. Do you remember you told me, hey, your boss, your community, hey, Gordy, you're sick and tired of being sick and tired? Well, your job, you wear a uniform there, right? Well, our uniform is bi-terminative. That's the difference. See, all these things, how you do anything is how you do everything. And all these things make sense. You've got to wear a sock before the shoe. You know, that's common sense. You need a little common sense here. I'd always share from Moons, right, that, you know, you've got to be a little naïve. You know, we've got to find a forest company or business, be maybe a senior national sales director that's dominating the company. The harder you work, the luckier you get of what? Follow-up. It's an attraction business. It's not on the outside. It's on the inside. A personal story. I used to be a supervisor at UPS for three and a half years. I got hired as the only county sheriff in July of 92. Between myself and 249 cadets, we're all employed. First to find a moment in the life or in the system or another human being, dictating my evaluation. I ended up getting a job at W.W. Granger Industrial Wholesale Warehouse. I worked there for two and a half years, making $13.08 an hour, $3.91 every Friday, employee number 4777, and just about convinced I could never do better until I got impacted with Prime America, until an individual that was a hero next to my father that came in and shared me the fact that he had four cash value policies getting ripped off, and that guy was amazing. And if he was getting ripped off, that means everybody's getting ripped off. And I got into that opportunity, and I found out my parents had cash value. I found out that they had too much money. I saw how they would work and file bankruptcy twice, and that motivated me that this is real. This wasn't costume jewelry. This wasn't a rah-rah. We don't rip people off. See, when you start talking like that to your new recruit, they already start quitting their job in their minds. And when I would prospect people on a daily basis, I was looking for people who want to be full-time. I was looking for people who want to conquer the world with me. I found when you plant your flag, you take about seven to ten key people with you. And that's how my heart beats up to this day. I still have the condition. I still have the fire. I've duplicated that at the highest levels, and I've turned that baton over to a 440 relay, and don't pull a hamstring. And that's the opportunity. And I promise you right now that I'm still hungry, and I'm still after it. And I'm telling you, you've got to get excited about that. You've got to be excited that we do a try 100% of the time. That is recruiting. Hey, Neil, man, I appreciate it. We have to cut you off. You're on a roll. I've got plenty. I've got a lot more, I'll tell you, but that's easy. Fantastic, man. That was awesome. That was awesome. To download Neil's recruiting tips and more, visit our website at ydalewinning.com. Just click on the big hitter link at the top of the website and enter username P-R-I-U-S-E-R and the password gogogo, both all lower case.