Recruiting: Putting in Width or Depth with the Right Mentality

Okay, recruiting is NOT an interview. It is not a sales job. It is a recruit. Like the Army. In the Army, they say, "Be all you can be." Also, "We do more before 9 a.m. than most people do all day." Okay, let me tell you something. They're not...

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Okay, recruiting is NOT an interview. It is not a sales job. It is a recruit. Like the Army.
In the Army, they say, “Be all you can be.” Also, “We do more before 9 a.m. than most people do all day.”
Okay, let me tell you something. They’re not saying “Come over here, everything will be wonderful, we love you…” What they are saying is, “I’ve got a challenge for you, and the challenge is tough, but the end result is worth it. Are you worthy of the challenge, are you up for the challenge, do you have what it takes?”
It is a challenge they are putting out there. You know why? Because the military does not want to tell people how easy it is going to be because it would be the BIGGEST lie in the world. So, if YOU are out there telling people that we are the greatest team in the world, it has got to be because we work hard, because we are disciplined, because we strive to be the best. We are not looking for anchors, and we are not looking for negative people or for people who are going to help us lose. We are looking for people to make us stretch.
So, now the questions you ask them are (and these are not arrogant questions) “What can you do for us? Why should we hire you? Why should we allow you on the team? What have you done in the past that makes us think you’re worthy?” But it cannot come across as arrogant. It has got to come across as that challenge, like the military. “You will be more than you thought you were. You will make more money than you thought you could earn, but you do have to get up early. You do have to run hard.”
So, therefore, I tell people, we are “expensive” to work with. Kind of like if you go to work at Notre Dame, or if you go to work with the Chicago Bulls. If you wake up in the morning and you go to work and you’re playing on Brett Favre’s team, and he’s a quarterback, he expects you to win. He expects you to work and focus. If you don’t, you pull down the team. We can not have you complaining about practices Day One. That is going to be no fun at all! Now, are we going to get a big championship ring and are people going to come up to us and ask us for autographs? ABSOLUTELY that is going to happen! Who would NOT want to join that team?

See, that’s the recruiting talk. Of course, there is the guy that is out there pulling people into the team, hiring everybody, telling them it’s wonderful and we have the greatest this and the greatest that and we love on you and rub on you and rub on you. Put you in a warm spot. Yeah, you recruit them. But what’s Day Two look like? Looks like some kind of churning wheel where they are making butter or something. As in, they just go around and around making butter. What do you have? Butter. Well, you don’t have anything. You don’t have anything of substance. You don’t have any players. You don’t have a backbone, you don’t have a team. It’s recruiting with the right mentality so that Day Two it shows up as something real.

Hope that helps you on putting in width whether it be in depth working under somebody or whether it be in your width. The key is putting in strong players.

Make 2010 your year.





  1. Adam Katz
    Adam Katz
    December 30, 2009 at 12:59 pm

    Thanks for the awesome tips…important to have the mindset and knowledge of who we are looking for and setting the proper expectations.

    Partnering with right-minded people in 2010.

  2. chris selejan
    chris selejan
    December 30, 2009 at 4:18 pm

    Great comments on the “army” concept in reference to recruiting. Helps with focus on the “right” type of person “we” are looking for.
    Thank you!

  3. Deborah Sweger
    Deborah Sweger
    December 31, 2009 at 9:55 am

    Definetly learning the importance of not hiring everyone. Got to qualify and select! We are a great team with a great opportunity so we must find WINNERS to work with.

  4. Chris Hill
    Chris Hill
    December 31, 2009 at 10:01 am

    That is so true Andy, since I have been training with you and John on recruiting I have been learning that we are not looking for just anybody but the right people, the winners. It does require work and it is not always easy but the goal is well worth it in the end. We have a great opportunity and 2010 is going to be an explosion for the ABTF because of this type of training from Andy, John, and Pam. Thanks guys!

  5. Pam Parrish
    Pam Parrish
    December 31, 2009 at 10:13 am

    I love it! And I am learning that You don’t MAKE WINNERS you FIND Winners!
    looking forward to 2010 and Finding an ARMY of winners with the leadership and interaction from Andy Albright and John Kight!

  6. Brandi Moize (ABTF)
    Brandi Moize (ABTF)
    December 31, 2009 at 10:29 am

    I found that calling early hours in the morning is not only the best time to reach people but is also GREAT with having their FULL attention! There day hasnt started yet and nothing is in the way as if you were to call in the afternoon.
    Since I have started setting expectations beyond HIGH and not sugar coating anything — results have increased and finding WINNERS isnt as hard as it use to be- IT IS CRAZY!!
    People actually step out of the box and get out of their comfort zone – I like to ask…. Why would I put you in front of our CEO and President vs. someone else??

    2010 – IS going to be a BLOW OUT!!!

  7. Jason and Tawny Carey
    Jason and Tawny Carey
    December 31, 2009 at 1:07 pm

    Oh, how this simple concept changed our recruiting lives ….. When Jason and I started recruiting,we would take anything and everything. Then when the going got tough….they got going. Then it all changed for us…. Our great Mentor, Andy Albright , showed us that we had to BELIEVE that we were that “elite team” even if at the time we did not FEEL that way. For if we did not believe…things would go on as they were. Then once we had our heads right, we were able to talk the talk and walk the walk and now if you want to be on this team you have to give 100% of your effort, every single day because that is what the best do !!!
    In the end, we changed , our numbers changed and our team was forever changed.

    Thank you Andy Albright

    Jason and Tawny Carey

  8. chris selejan
    chris selejan
    February 9, 2010 at 12:30 pm

    This is crazy good stuff Andy! I Love It…! Thanks Sele

  9. Jonathan Rogers
    Jonathan Rogers
    February 13, 2010 at 7:24 am

    Jason & Tawny Carey took the words right out of my mouth in their reply! What a simple concept that has forever changed my recruiting.

    Thank you Andy Albright, thank you NAA!!

  10. Hugh A Turner
    Hugh A Turner
    October 3, 2011 at 4:11 pm

    Defintely learned a lot as I grow as a recruiter. This is an awesome opportunity and we are doing everything we can to better share this with worthy people.
    Leroy Eims’said – “A leader is one who sees more than others see, who sees farther than others see, and who sees before others do.”
    Andy I want to learn all I can from watching and being around you so I can do the same for our team. Thanks for this awesome opportunity to extend freedom to so many others!!!!

  11. Aaron Dossett
    Aaron Dossett
    February 1, 2012 at 7:44 pm

    Thank you first for making this awesome opportunity possible! I believe the tough questions are part of the missing ingredient to my success in recruiting. I cannot wait to shake your hand on a stage. Not for my recognition but to show others that it is possible to dream and succeed. I know that with your leadership, and the leadership of David O’ Donnell and Mike Shless I will realize and surpass all my dreams. Thank you so much,

    Aaron Dossett

  12. Johnny Rivera
    Johnny Rivera
    June 4, 2012 at 3:45 pm

    Andy,Thank you so much. All your tips and thing that you do for us on your team. We are so blessed to have a leader like you to lead us into tomorrow. Keep molding our minds.

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