Stephanie Moss

Right now, you've got a commute that is 30 minutes and it gives you the freedom to drop the kids off at daycare in the morning and your partner picks them up in the afternoon and it works out great. If you take this new job, you're going to have to rearrange because the commute's in an opposite direction, dot, dot, dot, dot. We don't offer to solve that challenge for them.

Instead, you say, OK, tell me more about this commute. How would you see if this really was the right fit for you right now? How would you handle that? And you get them to talk through some things. If it's about challenges of an organization. I was talking with somebody earlier today and they really like the hiring manager.

Instead, you say, OK, tell me more about this commute. How would you see if this really was the right fit for you right now? How would you handle that? And you get them to talk through some things. If it's about challenges of an organization. I was talking with somebody earlier today and they really like the hiring manager.

However, they know the organization is really challenged and they're talking through like, gosh, I would love to go work for this person. I think they're awesome. But the organization as a whole is really challenged for numerous reasons. So again, they haven't asked for help. My help.

However, they know the organization is really challenged and they're talking through like, gosh, I would love to go work for this person. I think they're awesome. But the organization as a whole is really challenged for numerous reasons. So again, they haven't asked for help. My help.

I'm just guiding a conversation and they haven't told me they don't want the job, but these are reasons they may not take it. So how would you handle that? Tell me when you think about that. You love to hire your manager, but you're concerned about the organization. How do you process that? And just listen, listen, listen. Then we can start talking about seeking agreement.

I'm just guiding a conversation and they haven't told me they don't want the job, but these are reasons they may not take it. So how would you handle that? Tell me when you think about that. You love to hire your manager, but you're concerned about the organization. How do you process that? And just listen, listen, listen. Then we can start talking about seeking agreement.

And this is where if we've done our part, we are often invited, which is best case scenario, invited to share our thoughts.

And this is where if we've done our part, we are often invited, which is best case scenario, invited to share our thoughts.

and suggestions and an invitation often sounds like i don't know stephanie i mean you know my wife could take me in the morning i could leave early and just go in the other direction and fight the traffic going back i don't know i mean do you think the client would let me come in 15 minutes late every day so i could do that do you think they let me work from home and that i don't know stephanie what do you think or hey what have folks done in the past but anytime they turn it around and start asking you for your input that's the invitation if we don't get an invitation

and suggestions and an invitation often sounds like i don't know stephanie i mean you know my wife could take me in the morning i could leave early and just go in the other direction and fight the traffic going back i don't know i mean do you think the client would let me come in 15 minutes late every day so i could do that do you think they let me work from home and that i don't know stephanie what do you think or hey what have folks done in the past but anytime they turn it around and start asking you for your input that's the invitation if we don't get an invitation

we can ask for it. Hey, John, I can see you're really struggling with this. May I offer up a couple of suggestions that I've seen folks similar in your situation do? May I offer up a couple of thoughts? If you're in a biz dev call, hey, it really sounds like you've had great success in the past on your own. However,

we can ask for it. Hey, John, I can see you're really struggling with this. May I offer up a couple of suggestions that I've seen folks similar in your situation do? May I offer up a couple of thoughts? If you're in a biz dev call, hey, it really sounds like you've had great success in the past on your own. However,

If you needed to do a search and you didn't find the talent within 60 to 90 days, that would put you in a little bit of a compromise scenario. May I offer a suggestion for how we could handle that? And by the way, a simple suggestion would be, let me call you in 45 days. Let me just see where you're at. How would that sound?

If you needed to do a search and you didn't find the talent within 60 to 90 days, that would put you in a little bit of a compromise scenario. May I offer a suggestion for how we could handle that? And by the way, a simple suggestion would be, let me call you in 45 days. Let me just see where you're at. How would that sound?

Would you be willing to take my call in 45 days for me to see how you're doing? God willing, you're doing great. You just don't need me right now. No problem. No foul. We'll talk again in the future. But most of the time they go, yeah, that would be great. And now you have an agreement on where we go, what we do next. Go back to the recruiting scenario.

Would you be willing to take my call in 45 days for me to see how you're doing? God willing, you're doing great. You just don't need me right now. No problem. No foul. We'll talk again in the future. But most of the time they go, yeah, that would be great. And now you have an agreement on where we go, what we do next. Go back to the recruiting scenario.

Hey, let me give you a couple things to think about. You offer some suggestions, and then you set a follow-up call. Hey, I know I've given you a couple things to think about. Before we move forward, let me have you noodle through that. Let's connect again tomorrow morning or tomorrow afternoon, and let's talk through really what makes sense, if anything, in terms of a next step.

Hey, let me give you a couple things to think about. You offer some suggestions, and then you set a follow-up call. Hey, I know I've given you a couple things to think about. Before we move forward, let me have you noodle through that. Let's connect again tomorrow morning or tomorrow afternoon, and let's talk through really what makes sense, if anything, in terms of a next step.

This is how we work the LACES model. Again, keep in mind it is based on very active, intentional, and patient listening. This is how we start handling conversation resistance. And by the way, if you've been in the search business and made more than five phone calls, you know unless you're getting five voicemails in any given conversation, There is going to be some resistance.