In recruiting, the second impression is usually more important than the first impression—especially with new agent prospects.The first impression happens when a candidate interacts with your brand and participates in your application process.The second impression typically happens when the recruiter or hiring manager first connects with the candidate via phone or text message.The best second impressions should be characterized by surprise and awe.Here are some surprise/awe statements an impressed recruiting prospects might make:Surprise:Wow, I’m surprised you got back to me so quickly.I have the characteristics of the most successful real estate agents? Tell me more…I had no idea that many of today’s high-producing agents got into real estate during the last downturn? Why is that?Awe:I had no idea the top real estate agents made so much money—that’s remarkable!You’ll personally coach me on how to make the transition to owning a real estate business?Agents on your team close 5 times what the average agent closes in our market? How do you do this?If your prospects are responding with these types of statements and questions, you’re building some much-needed momentum for the rest of the recruiting process.If they’re not responding in this way, your value proposition may need some retooling.