Page 217 - merged.pdf

CHAPTER 7 BUILDING A CHAMPIONSHIP TEAM

a clue to their beliefs, values and decision-making strategy.
For example, when I am hiring a marketing person I would
ask questions like:
• If an advertisement pulls in low responses, what are five

possible reasons?
• Tell me how you would generate leads for my company?
• How would you increase the conversion rate for my business?
• Tell me what makes a good or lousy marketing campaign.

If I were hiring teachers or trainers I would ask questions like:
• When the students are rowdy in class, how would you deal

with them?
• What are the strategies you use to get your students

engaged?
• How would you deal with a student who hates learning?

The answers they give will give me a clue as to whether they
have a sharp MIND for the job. However, it is their tonality,
facial expression, posture and gestures that would tell me if
they have the HEART. People with HEART talk with a lot of
enthusiasm and with ‘fire’ in their eyes.

2) Get Them to Demonstrate
Once they pass level 1, I get them to demonstrate their ability
to do the job. For example, when I am hiring teachers and
trainers, I get them to do a 20-minute lesson and I get my
staff to pretend to be rowdy students and I watch how they
handle them.

When I am hiring a marketing person, I actually get them to
write and draw a ‘mock up’ advertisement for me to see.

The moment they hesitate or are unwilling to do this extra
work, I kick them out of my selection process.

208 SECRETS OF BUILDING MULTI-MILLION DOLLAR BUSINESSES