So you got the appointment. You are now sitting down and having lunch. You have promised them not to recruit. Where do you go from here? For one thing, promising you are not recruiting does not mean you can’t give them a recruitment – or in this case – informational package. It takes 15 seconds to say something like:
I brought you a present. This package contains some information on our company. You might enjoy looking at the marketing materials. You can just look at it and if you want, feel free to pass it on to someone else who might want to know about us.
Like our meetings with mortgage prospects, we need to make sure that our meetings with loan officer candidates uncover their real needs. This is why cold calling prospects and hard sells do not work. If the recruitment happens that superficially, you are bound to be recruiting the wrong person because you have not really found a deep-seated match. Deep-seated connections take time and you must be willing to go through the sales process the right way for more long-term success.