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Cracks In The ArmorHow to Find What Drives Any Recruit to Say Yes
This is not a book about real estate. It is a book about people.
Coming soon. Join the launch list to get the first chapter the day it's ready.
About the book
The playbook he wished he'd had on day one
Were you talked into a sales role you never expected to be in? Are you at the end of your luck, desperately trying to get your numbers moving before you get fired? Have you ever had a manager who just told you to make more phone calls, as if that was the whole answer? Have you ever felt like there's no point in making the calls at all, because no one ever seems to say yes? Whether you're a recruiter or you're trying to break into any kind of sales role, this book is for you.
This book will teach you how to believe in yourself, and give you the confidence, through the right tools and systems, to prove that you are the best.
Why I wrote it
I wrote this book the way I wish someone had handed it to me during my first five months in this business … My goal in writing this down is simple: to hand you everything it took me years to figure out, so you can shorten that road for yourself considerably.
Who it's for
- Recruiters who were talked into a sales role they never expected to be in
- Anyone trying to get their numbers moving when no one seems to say yes
- New recruiters in their first months on the phones
- Recruiting leaders who are building and coaching a team
- Anyone breaking into any kind of sales role
What you'll learn
Key lessons inside
The four personality styles
Spot the Driver, the Analytical, the Expressive, and the Amiable, and have a completely different conversation with each one.
The four strategies of rapport
Mirroring and matching, tonality, rate of speech, and repeat, affirm, and ask: the mechanics that make people want to listen.
Speaking their language
Hear whether someone thinks in feelings, pictures, or sounds, and shift your words so they actually land.
Scripts for every stage
Cold calls, prequalifying, follow up, and the full presentation.
Winning the inner game
Handle rejection without letting it wreck your day, and find a reason for this work that's bigger than the paycheck.
Building your business plan
Take the heartbeat, set your replace and grow numbers, and know exactly how many ideal recruits you need this year.
Working for, not against
Protect your time for sales, and make the financial case for it to your own boss.
Read a sample
Lines from the manuscript
A first look at Grant's voice. Chapter One is free to read now.
“Selling is not telling, it's asking.”
“We do not recruit to replace. We recruit to grow.”
“Every recruit you'll ever meet has a crack in the armor. So do you.”
Inside
Contents
Working table of contents. Subject to change before publication.
- —Introduction
- Part One: Foundation
- 01Why Listen to Me?
- 02The Personality Styles
- Part Two: Each Style in Action
- 03The Jerk
- 04The Perfectionist
- 05The Me Monster
- 06The Best Friend
- Part Three: Building Rapport
- 07The Four Strategies of Rapport
- 08Speaking Their Language
- Part Four: Practical Playbook
- 09Working For, Not Against
- 10Going Far Together
- 11Winning the Inner Game
- 12The Craft of the Script
- 13Building Your Business Plan
- 14Tricks of the Trade
- 15Turning Objections Into Appointments
- 16Welcome Home
Reviews
What readers are saying
Wow. Your book was incredible. Every single page had so much great information. I think one of your greatest traits is that you worked so hard to become successful and now you want to share it with other people. It is a really admirable quality!
You really feel your passion for recruiting and helping people throughout your writing. I hope you are so proud of yourself! I can't believe I received your coaching for free! You should definitely have all your new recruits read this.
About the author
Grant Myatt
Grant Myatt is Director of Recruiting at Century 21 Masters, where he recruits real estate agents and loan officers and coaches a team of recruiters. Grant went five months without a single recruit before finding his stride. Since then he has become known for reaching top producers: when leadership asked him to open San Diego, he met with agents representing $50 million in production within weeks. Grant is the author of the forthcoming book Cracks In The Armor. He holds a B.B.A. in Marketing from Biola University and lives in Southern California.
To my Mom and Dad, who inspired me to be a better man and chase after God — and to Lindsey, my coach, who believed in me.
Full biographyBe first to read Cracks In The Armor
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