PJ & Daniel's
Recruiting Playbook

PJ and Daniel — to take Element to $1B, you must first build an unshakeable mindset. This is the foundation upon which every strategy, every call, and every recruit is built. We have synthesized the core mindset principles from eight of the most powerful voices in sales, leadership, and performance to create your mental operating system.

"Never reduce a target. Instead, increase your actions."

— Grant Cardone

"In sales you are owed nothing! You've got to get your ass up and go out there and make things happen yourself."

— Jeb Blount

"The only thing separating us from greatness is a vision and a plan for achieving greatness."

— Patrick Bet-David

• 01Attunement: See the world from the recruit's perspective. Understand their goals, challenges, and motivations.
• 02Buoyancy: Stay afloat in a sea of rejection. Be resilient, optimistic, and have a positive explanatory style.
• 03Clarity: Help recruits see their situation in a new light and understand how joining Element is the solution.

"The instant you accept responsibility for everything in your life is the moment you acquire the power to change it."

— Ed Mylett

Mylett teaches that your identity is not fixed. You can redefine who you are by adopting new beliefs and habits. PJ and Daniel — you are not just recruiters. You are the architects of a billion-dollar enterprise. Start acting like it today.

"Discipline Equals Freedom."

— Jocko Willink

• 01Extreme Ownership: Take 100% responsibility for every recruiting outcome. No excuses, no blaming the market.
• 02No Bad Teams, Only Bad Leaders: If your pipeline is weak, that's a leadership problem — not a talent problem.
• 03Clarity and Belief: You must fully understand and believe in Element's mission before you can convince others.
• 04Manage Your Ego: Prioritize the $1B mission over personal ego. Be willing to learn and adapt.

"Poor people focus on the obstacle. Rich people focus on the opportunity."

— Myron Golden

• 01The Cost of Inaction: Always calculate the cost of NOT taking action — it's often greater than the risk of acting.
• 02There's Plenty of Room at the Top: Strive for excellence. There is less competition at the highest levels.
• 03Money Density: Focus on high-leverage activities that produce significant results in a short amount of time.

"What's the ONE Thing I can do such that by doing it everything else will be easier or unnecessary?"

— Gary Keller

With the right mindset in place, the next step is mastering the art and science of engaging with potential recruits. This section synthesizes tactical advice from all eight experts into a powerful framework for prospecting, outreach, and initial conversations that will fill Element's pipeline.

• 01The Golden Hours: Block the times when you're most likely to reach loan officers. Protect these hours fiercely.
• 02Balanced Prospecting: Use telephone, email, LinkedIn, text messaging, and referrals. Don't rely on a single channel.
• 03The 30-Day Rule: The prospecting you do today pays off for the next 90 days. This fuels your urgency.

"In prospecting you must begin to think in massive amounts. You want to be omnipresent and have people looking for you."

— Grant Cardone

• 01Get their attention: "Hi, [Recruit's Name]."
• 02Identify yourself: "My name is [Your Name] with Element."
• 03State your purpose: "The reason I'm calling is to set up a brief meeting with you."
• 04Bridge with a "because": Give them a compelling reason focused on what's in it for them.
• 05Ask for what you want and shut up: "How about we connect for 15 minutes on Wednesday at 3 PM?"

• 01Attunement: Take the other person's perspective. Ask questions and listen more than you talk.
• 02Clarity: Help them see their current situation in a new light. You are a problem-finder, not just a problem-solver.

• 01One More Call: At the end of every prospecting block, make one more call. That call could be the one that changes everything.
• 02One More Follow-Up: Most recruits won't respond to the first touch. The one-more mentality ensures you never leave opportunity on the table.
• 03Redefine Your Identity: See yourself as someone who always does one more. This identity shift drives behavior change.

• 01Plan and Rehearse: Treat every important call like a mission brief. Know your objective, your talking points, and your contingencies.
• 02Decentralized Command: Empower your team members to recruit. Give them the tools and the authority to act.
• 03Prioritize and Execute: When overwhelmed with prospects, identify the highest-value targets and focus there first.

• 01Build a Recruiting Database: Treat recruiting like lead generation. Build a comprehensive database and implement a systematic communication plan.
• 02Time Block Your ONE Thing: Dedicate a specific, uninterrupted block of time each day to your most important recruiting activity.
• 03Protect Your Time: Guard your recruiting time against all but the most critical emergencies.

• 01Define Your Ideal Recruit: Write down the exact characteristics of the loan officer you want. Be specific about experience, production, and mindset.
• 02Have a Scripted Skeleton: Personalize conversations, but have a core structure for your recruiting process.
• 03Master the Follow-Up: Most recruits won't join after the first conversation. The fortune is in the follow-up.

Getting a recruit to the offer stage is only half the battle. The final, critical phase is securing their commitment to join Element. This section details how to handle objections and close the deal, drawing on the battle-tested wisdom of all eight experts.

"You must be 100% sold on your product. If you don't absolutely believe that what you are selling is the best thing since sliced bread, you won't be able to sell it."

— Grant Cardone

• 01Assume the Close: From the very first interaction, operate with the assumption that the recruit is going to join Element.
• 02Always Agree: Never argue with a recruit. Agree with them, then pivot back to the close.
• 03Be Unreasonable: Be willing to do what others won't to get the results others can't.

• 01Reflex Responses: "I'm not interested." → "I understand. I'm not asking you to be interested right now, I'm just asking for 15 minutes of your time."
• 02Brush-offs: "Send me some information." → "I can definitely do that. To make sure I send you the most relevant information, what are you specifically looking for?"
• 03Objections: Real concerns like compensation or support. Acknowledge, provide a solution, then pivot back to the close.

• 01Feel, Felt, Found: "I understand how you feel. I felt the same way. But what I found was..."
• 02Tie-Downs: End sentences with questions to gain small agreements: "This is a great opportunity, isn't it?"
• 03Alternative of Choice: "Would Monday at 10am or Wednesday at 2pm work better for you?"

"Good leaders don't make excuses. Instead, they figure out a way to get things done."

— Jocko Willink

"Follow the principles that rich people follow and stop following the principles that poor people follow, and you will become rich. It's that simple."

— Myron Golden

• 01Proactive Education: Address potential concerns before they're raised. Show the recruit you've thought about their situation.
• 02Value-Based Framing: Reframe objections to focus on how Element is the ONE Thing for their career success.
• 03Focus on the Goal: Use the Focusing Question to guide the conversation back to the recruit's primary objective.

• 01Provide a Clear Path: Provide a step-by-step onboarding and development plan showing exactly how they'll succeed at Element.
• 02Make it Personal: Connect the opportunity to the recruit's personal goals. How will joining Element help them achieve the life they want?

PJ and Daniel — this action plan provides a day-by-day guide to implementing every principle in this playbook. It is designed for maximum impact and momentum on the road to $1B.

These scripts are designed for PJ and Daniel to adapt to your own personality and style. They provide a framework for applying the principles in this guide to real-world recruiting conversations for Element.