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Share the Cause, share the Difference
Recruiting effectively includes reaching out to THE COURAGE TO
prospects in the cold market and beginning
to build relationships with them. As such, the BE VULNERABLE
process involves what is needed for relationships
to start, thrive and be fulfilling: connection.
When you are approaching prospects and
In order to create connection, we need to be able are facing the risk of rejection, you may feel
to be vulnerable, listen for needs (our own and vulnerable. And that is okay. It means you are
others’), and communicate compassionately, human and you are alive. When you are aware
which includes managing objections of it, vulnerability is a strength.
productively and in ways that preserve or even
strengthen the relationship. Vulnerability means “facing uncertainty,
exposure, and emotional risks, and knowing
1
Applied to recruiting this helps to: that we are enough.” Vulnerability is not
weakness. In fact, it is courage: the courage to
• Approach recruiting as a human to human be imperfect, the courage to do some things
relationship. where there are no guaranteed results, and still
be kind to ourselves. In answer to the question
• Accept rejections as a natural part of the “Vulnerability is _____”, many people said
process. “starting my own business.” 2
• Have recruiting conversations that are honest Vulnerability is not an option. It is part of life.
and effective. Being aware of it and owning it is a skill. Here
are some suggestions on how to engage with
• Build trust so that your prospect feels your vulnerability.
comfortable joining your team.
These skills can be applied in many situations
of your professional and personal life. The
results can be very rewarding!
1 From B. Brown (2017), Daring Greatly. Vulnerability has been researched, defined and explained by Brene Brown, PhD, LMSW, research professor
at the University of Houston and author of best sellers such as The gifts of imperfection.
2 Ibidem.
28 RW204.01.0919 EXERCISE 19
