A friend of mine started his career in executive search several years ago.  I mentored and coached him, and in his first twelve months, he billed over $300,000. What made his early success even more remarkable was that he had never been in a sales career before.  He had poor

A couple of blog posts ago, I touched upon the indirect vs. direct approach of recruiting candidates. In today’s post, I’m going to discuss the direct approach used by big billers, specifically the “three call” technique. I’ve outlined the parameters of each of those calls below, naming them “The Initial

I don’t know many recruiters who would list patience as one of their primary personality traits!  If we had it our way, clients would hire our candidates before they interviewed them!  We want things now, and we enjoy instant gratification! In real estate, it’s all about LOCATION, LOCATION, LOCATION! In

Welcome to our series of posts in the Top Echelon Recruiter Training Blog: “Jeff Allen’s Collection Tip of the Week.” Each week, we’ll highlight one collection tip from Allen, JD/CPC, the world’s leading placement lawyer. Since 1975, Allen has collected more placement fees, litigated more trade secret cases, and assisted more

Keeping “What’s In It For Me?” in mind, most big billers find that candidates will move for one (or more) of five major motivators. These can be remembered by using the acronym CLAMS. Interestingly enough, they seem to be important in the following ranking order, with challenge being the most important, then