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“We LOVE Referrals!” How often have you seen or used that message on the back of a business card or marketing piece? Of course we love referrals, and so does everybody else, both in business and in our personal lives. This has become a standard slogan found in almost every marketing initiative for salespeople across all industries, but can we measure the return?

Do you find it uncomfortable to ask directly for a referral, or to ask a new agent to join your team? If you find yourself cringing at the idea, the reason may be because asking feels like you’re manipulating the existing relationship for personal gain.

In a recent interview with Rick Geha, master coach and an expert in recruitment, Geha shared his unique views on effective engagement in both recruitment and in securing referrals.

He explained that the tone of your invitation, whether it be for joining a company or team or asking for referrals, is more powerful when you focus on the conversation from a different angle.

Most recruitment scripts, for example, point out all the benefits and features that are included. Higher commission splits, marketing assistance, transaction support, and even free coffee, all of which is quite attractive when considering joining a new company or team. But is that enough to convince that agent to join your team?

The answer to that frequently depends on the persuasiveness of the interviewer and the specific wants and needs of the interview prospect at that time. But what if there was a way to engage a candidate on a deeper level?

It goes back to a fundamental human need to belong to something bigger than oneself…a community of like-minded individuals who mutually share goals and visions for their own lives, not just for the company’s bottom line.

Geha brilliantly shares what happens when the conversation shifts from a tone of manipulation to one of enrollment.

Imagine a conversation that addresses an authentic focus on personal development, professional skill advancement coupled with individual support, attention, guidance, coaching and counseling to advance the new team member in the achievement of not just their business success, but their own personal success. How differently the conversation rolls out when the recruiter speaks of the opportunities, focusing on how professional support advances the personal agenda of the prospect. Being part of a cohesive team that supports personal goals, not just company goals, creates a higher level of loyalty, trust and motivation.

If recruitment is a goal for you this year—whether it be for your team, your company or your staff—use the enrollment approach to craft a message that is a compelling invitation to join a community where everyone is committed to their best performance to create their life by design.

For a copy of Geha’s Top 10 Recruiting Tips, and other success tools, visit: 

Terri Murphy is an author, TED Talk speaker and master coach with Workman Success Systems. She is the author of five books and the founder of the Women’s Wisdom Network Facebook Group. Contact her at