“Hi XX, this is XX from Kaizen360. How are you? First of all thanks for hoping on that call and going through the recruiting process with us, it’s been crazy how many applicants we’ve had, as you saw this morning. How have you found the interview process so far? (Pull out feedback)

It was a pleasure hanging out. From spending time with you I have no doubt you’ll be successful in whatever you do, I love XYZ (say the feedback) but at the end of the day it all comes down to recommendations. The problem is I’m not the owner of this business. I can deny but not guarantee, and as you saw this morning there’s lots of other people who we’ve sat down with. So we need to separate you from all those others. I would like to give you a good recommendation so we can get you a final interview so you can fight your own battle. To give you a shot to get in front of the decision makers to put your case across. So I need to come up with a recommendation. If we had to reverse the roles here, and you had to walk into the office and give yourself a recommendation what would you say?”

The sharper the person, the more aggressive I am with that and the more I push. You want it to feel a little uncomfortable - “NAME everyone says that, what else can I say?”

“As we’ve said availability is a big factor for our clients, so just to make sure we’re on the same page what would be your soonest availability to get started here?”

If the same: "Great stuff. So we hold induction training on XX (say soonest day) so that would work for you?”

If changed: “When we spoke about this before you said as soon as possible, you’re now saying a couple of days. In my experience that usually means there’s a concern, so what’s yours?”

If delayed: At least find out if they can come in for paperwork before hand on a day off, or on a morning

“Do you have any questions/concerns at this stage before I pass on my recommendation. Because if I don’t answer the basic ones you should’ve asked me it’s a poor reflection on me.” (Let them answer)

Feel Felt Found their concerns

• Performance based pay, commission

  “I’m concerned about it too. You’re moving here, you’re going to have concerns of making money, this will be on the mind. We have a proven track record and system that works. The only reasons someone wouldn’t make money is if you’re not working, your attitude’s not in the right place, or if you’re not applying something. So yes I would be concerned if you have an issue with one of those things. If it’s money, it’s only because they’re not doing those 3 things, so what is it? “

• Face to face sales

• Hours

  “Training and work shops 10-12, and then we’re out doing the sales 1-8. The people who are on the fast track chose to come back in the evenings to get that feedback to improve, they chose to come in on Sat. NAME do you feel you’re at a stage where you’re ready to make that commitment.”

• Travel

• Experience

  “I’m concerned about it too. With the experience you have XX if you can’t progress here, and this takes a long time for you it will make it look really hard. So there’s a higher expectation for you. On average this would take 6 months, but in reality for you we’d look for you to do this faster. Is this expectation something you can handle?”

Build them - “I’m going to say XYZ when I pass on my recommendation, but it’s not me you need to impress, it’s them you have to impress to get the position.”

“We’re holding these this afternoon with our Directors. I’m sure you can appreciate their schedules are jam packed, so we’ve got really limited availability. I’ve spoken to them and I’ve managed to get you a slot at XX” (say the earliest time slot).

Pre-empt the interview