How many times have you heard someone else or found yourself saying this… ”She could be so good in this business – if she only applied herself” That’s one of the most dangerous things you can ever say or do in your business – go looking for women who could do so well. Here’s the problem – if you set your recruiting radar to find women who have the skills to do well in this business, you won’t filter anyone out! The only actual talent someone needs in order to be successful in Mary Kay is the ability to communicate. The desire and willingness to do what it takes to succeed are really what separate people and determines how far someone will go.
So anyone who can communicate will be attracted if you use that as your magnet. And then most women get frustrated when their recruits don’t live up to their potential. Sound familiar at all??? The problem is usually because you’re attracting the wrong prospects in the first place, both consciously and unconsciously. Instead of looking for and attracting women who could do well in Mary Kay, if they only wanted it bad enough, start attracting the people who want it bad enough already, and teach them how to do Mary Kay.
In other words, instead of recruiting women with the right skill sets, hoping they buy into the business, and trying to draw out the desire after they’re in… Recruit Desire First – You Can Always Teach the Skills Later.
The way you do this is very simple. Ask yourself who you’re looking for to partner with you in this business. What are the characteristics of someone who would do well? I would suggest you don’t get detailed at all. Don’t restrict yourself to women who look professional, married with children, or women who’ve been in business jobs, for example. Certainly, some women from those backgrounds have been very successful in Mary Kay, but there are also tons of women who would be incredible leaders and business builders that wouldn’t fit in any of those categories. Again, it’s not the circumstances that matter, it’s the DESIRE!
So instead of focusing on detailed circumstances, focus on descriptions of who these people would be internally. For instance, your list might look something like this:
~ Serious about improving her circumstances
~ Ready to have fun
~ Ability to think well on her feet
~ Independent and knows what she wants out of life
~ Willing to do whatever it takes for as long as it takes to get her dreams
Notice you can take any woman, from any walk of life, married or single, young or experienced, short or tall, blond or brunette, mother or not, highly educated or simply street smart, and she can fit into this profile if she has DESIRE.
Now, your list might be shorter or longer, depending on what your personal goals are, who you need to attract to help you get them, and what you’re comfortable with. Feel free to start with this one, or create a completely different one for yourself. But the bottom line is that you have to get clear on who it is you’re looking for, so your conscious and unconscious minds can help you find them.
Here’s where it gets very, very difficult. To find out if someone fits this profile, you must do something incredible hard, and potentially physically dangerous… YOU ASK THEM.
What a concept, right? Instead of mind-reading people, hoping they’re who you’re looking for, putting your eggs in their basket and risking emotional heartache if they don’t turn out to be who you pretended they were, you just ask them and see what they say! So if you have the list of 5 character traits above, somewhere in the recruiting interview, say something like:
“Listen, in my experience, women who do well in this business are serious about improving their circumstances, ready to have fun, have the flexibility to think well on their feet, independent, they know what they want out of life, and they’re willing to do whatever it takes for as long as it takes to get their dreams. Does that sound like you?”
Trust me, you’ll be asking women questions nobody has ever asked them before, and in the process exposing some serious desire in the right people. You’ll also be setting the stage for what it takes to be successful in this business, and creating a level of expectation that they can choose to participate in or not. The key component is that THEY get to categorise themselves and act accordingly.
And trust me, just by the way they answer these questions, you’ll see what level of desire they have toward achieving their dreams. But then, there’s a very important rule to remember… Don’t trust anything anybody ever tells you when it comes to what they’re going to do in this business. People who pretend they’re successful talk about doing. Successful people just do.
You shouldn’t put any emotional stock in what they say, or else you’re allowing their actions and decisions to dictate your emotions, activities and ultimately your results. That’s how thousands and thousands of Consultants and Directors have chosen to make this business emotionally difficult, where it doesn’t have to be. Instead, have a high intention of finding the women you’re looking for, and have a low attachment to who they’ll be, where you’ll find them, and how long it will take.
Now that doesn’t mean that anybody who doesn’t fit that “suped-up” profile gets the boot. I believe every single women who’s interested has a place in your business. So at every step of the way, you can match your language according to how the prospect categorises herself. And anyone who doesn’t see herself fitting in that top tier, you can ask her if she knows anyone who does. It doesn’t have to be any more complicated than that. Just understand…
~ A few will be superstars,
~ A few more will build a decent business,
~ A bunch more will technically be in, but never make the decision to succeed,
~ A lot more will be personal use consultants,
~ Many more will just be your customers,
~ And the biggest category will be women who are not interested on any level in what you’re doing
That’s called business. Those are the rules of the game. Please don’t try to change the rules of the game. It can’t be done.
Just to reiterate, whenever you want to know something about someone, just ask them. That’s being authentic, transparent and REAL. No conversation or line of questioning is off limits if they’ll help you create your dreams.
Enjoy the journey!!! 
Source: Words of Wisdom from Susan Clutter of North Carolina.
