When I first started in the business back in 1994, I was fortunate to hear Peter Leffkowitz speak at a recruiting seminar in Los Angeles. One of the sections of his training that particularly stood out to me was his approach to time management and planning. He described the two
In my previous blog post for the Top Echelon Recruiter Training Blog, I presented a “Recruiter Script for Positioning Yourself as a Talent Scout.” In this blog post, I’m going to further discuss how to make recruitment business development calls. Headhunting scripts for (almost) every occasion Scripts can feel overly constrictive
Winning in recruiting can be tough. It’s an activity-oriented phone and Internet-based business where statistics indicate that nine out of 10 new recruits don’t survive their first calendar year. It’s also one of the only businesses where the product can tell you “No.” Add to these inherent challenges the fact that research
When we as recruiters make marketing calls, we’re actually finding the companies who don’t need our services. In so doing, we’re also finding the other companies that desperately need us, and adding their contacts to our recruiting software. Those are the ones that will make us rich. Here’s a piece of advice from
Among discussion about which recruiting software to use, how to streamline your recruiting process, and how to overcome objections, you’ve probably heard quite a bit about counteroffers. In this candidate’s market, counteroffers are quite a problem for recruiters. In fact, candidates are accepting counteroffers even after they’ve started working at
Once upon a time, I led a tele-seminar titled, “How to Produce Big Results in a 4 day Work week.” As part of the format, I conducted an interview with a friend of mine who had billed $1 million as a solo recruiter. During the session, he allowed me to grill
When I first joined the recruiting industry in 1995, there was a fellow named Patrick in the cubicle next to me who kept saying over and over again, “Man, I can’t believe a company will pay me such a big fee to place someone. I just can’t believe it. I just
Recruiting top talent is difficult. In fact, the talent war is over – talent won! You need to form lifetime relationships with all the candidates you represent. Candidates want to know three things: Do you care about me? Can I trust you? Will you do what you promise? Initially you
During a speaking engagement a few years ago, I asked about 350 account executives, “Can we all agree that four hours per day of phone time is critical to our success?” Three hundred and fifty hands shot into the air. I followed with “How many of you actually hit four
How do recruiters find clients on a regular basis? If you’re struggling with this question, you’re not alone. Below are nine tips for more effective recruiter marketing to clients: 1.) Defuse the sales pressure. You must defuse the pressure inherent in the sales process by acting like a consultant rather than
