Greetings!
 | Elizabeth I
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Allow me to begin with a strange question: Are YOU a Recruiting "Prince"?
Let's start with you ladies. For you, I point to Queen Elizabeth I. Before her ascension to the throne, she was a Princess. After, when she was the Queen of England and the Lord of the Empire, she always used the term "Prince." You Recruiting Queens are Princes too! But, CAN a mere recruiter actually be a Prince?
Here, please allow me to turn to swordsmanship. In swordsmanship we are taught that anyone can take a sword, a club or bladed weapon into battle and fight. This does NOT make a swordsman. To be a swordsman your brain and body must be completely integrated so that each motion of your body is guided by your mind. Practically, this means that you must be able to name the things you do. A brawler just flails away. A swordsman knows what his guards and attacks are, and he knows why he does them. The Difference is Principles
No, swordsmen cannot be consciously thinking all these things in the heat of combat. His movements and actions must be trained into his body. But this is a type of battle that is absolutely informed by mind and method. Can you feel the difference?
So, too, for you as a Recruiting Prince. Anyone who survives in recruiting has the right to the life of a Prince. But, to be a true Prince, you must know what you're doing, and why. You cannot think consciously of everything you do in the heat of encounter over the phone and by other means with your market. But, exactly as a swordsman's training must prepare him for the real time speed of combat, so too must you be trained for the intense give and take of your art.
 | | Page from a 13th Century Sword & Buckler Manual |
The difference between a swordsman and a brawler and between a reactive recruiter and a Recruiting Prince, is that you both must know the principles that drive your performance and that empower your mastery of your art.
That difference is precisely what this series of articles will be all about. The foundation that I've uncovered, beneath the performance of the great recruiters I've served entails seven deceptively simple principles. They are each reducible to a single term. I am able to give you simple, clear definitions of each and more, I will teach you how to measure your performance against these principles. This ability, to measure your performance against the principles of recruiting power, is almost like Aladdin's Magic Carpet in its power to fly you to the destination of your greatness.
The Principles of Placement Mastery
Here now are the seven principles I've discovered: 1. Effort 2. Supply 3. Demand 4. Attraction 5. Romance 6. Chemistry 7. Value
When training these seven principles - even before we've worked out the definitions of each - I often hear initial responses like, "that is EXACTLY what a placement looks like!"
"What do you mean," I happily ask?
"Well, just looking at those seven, in order, I can see the very flow of everything I do to make a placement. I'd never have imagined any words could create a picture like that!"
 There's our magic carpet showing up, with wizard-like magic power: Abracadabra-alakazam!
Go ahead, try for yourself. Follow out each word in the list above in your mind. What associations arise? What meanings? As you let your imagination run back over the placements you've made, can you feel your own effort in making them happen? What was the supply you brought to market and how did you win demand? What strange power of attraction pulled the various players together and whose romance was able to proceed forward? What role did chemistry play? And how was value built? But what exactly are Principles?
Note, we have NOT defined any of our terms yet. But, if you work through the terms here, you'll begin to feel the power of these words, in their sequence, as they reflect back to you what you've been doing in driving the forces behind every deal you've ever closed. It's kind of interesting that seven, undefined terms can do that, isn't it? Principles are inherently comprehensible, they make sense.
But, what exactly is a principle?
The best place to start is science as we've come to know it since the pioneering work of Isaac Newton. Let's reduce all of Newton's work down to a principle in a single term: Gravity
Try to argue against gravity! Go ahead, give it a try. What you'll find is that you simply can't. There is no way you can argue with it. You can't reject it. You can't dismiss it. This is one of the best definitions of a principle you'll ever find. When you feel the presence of a principle, you know that argument is futile.
In closing, I'll give you a hint of what's to come by arguing for my first principle Effort.  | | Sir Isaac Newton |
One of the most powerful aspects of Principles is that they reveal themselves by their absolute necessity. When you attempt to remove a principle from a situation, you'll find the situation collapses.
Try to imagine the Effort-free placement. While you may be able to fantasize about it (and why not?), what you won't be able to do is come up with a feasible, real-world example. The moment you come out of you reverie and arrive back here in the real world, you'll rapidly and unarguably discover that every placement is always the result of effort. This simple formula is absolute: No effort, no placement.
In our next lesson we'll pick up there, and see where the power of this principle takes us. We'll then work through each of the principles in the same way, driving forward to the tactics and strategies you require in order to perpetually grow your practice. Then, in our concluding lesson, we'll bring it all back together so that you can claim your power as a true Recruiting Prince. To do so, you'll have to be able to answer the question, "Recruiting Prince, what are your Principles?".
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