In numerous training articles and materials, I’ve mentioned a little book with profound advice. This book is titled The Four Agreements by Don Miguel Ruiz. In the beginning of his book, Don Miguel says that we didn’t get to choose our beliefs, but that they were handed down to us from our ancestors, who
When you think of all the work that goes into marketing your services, writing a job order, and working that order—it’s vital that you choose to work only job orders that have the best chance of resulting in a placement. It’s interesting that we all ask the same question: “How soon
The last 10 years years have seen an explosion in technology that makes our job as recruiters so much easier. Today’s recruiter has the potential to get more daily information faster than ever. Job aggregators, job alerts, news alerts . . . they are all readily available. Remember, every piece of
So the candidate told you he is happy where he is in his career, but also just admitted to you that there may be something better out there? What’s next? How do you handle this critical conversation where the candidate seems to be on the fence so early in the
Over the years in my career, even though I am considered a “nuts and bolts” type of a trainer, I have been lucky to associate with some of the great sales trainer motivators of all time. I grew up in recruiting listening to Tommy Hopkins and J. Douglas Edwards; flew
The false notion of candidate control damages the performance of most recruiters in the qualifying call. Candidate control is a myth. Candidate leadership is the reality and the main driving force of this critical conversation that will move your candidate forward in the search process. There are three objectives in
The greatest challenge recruiters are facing today is finding the top talent their clients want to hire. The market is changing to a candidate-driven market, and talent will continue to be more difficult to attract. It’s as simple as this: the recruiter with the candidate wins! You need to recruit
I caught myself staring out the window at the front pasture, so icy and desolate in the late winter afternoon. It had been cold lately . . . unseasonably cold for Atlanta. And, with the vanishing warmth, I started having negative daydreams. What was going on with the economy? Did
Have you ever heard of sweat equity? I have a friend who talked about it constantly while he was building his business. If a co-worker was in the office (or in this case, the car dealership) until 9 p.m. five nights a week, my friend had to be there until
As a management consultant and trainer to the industry, I look at our industry and how it functions from a unique perspective. I consider myself more of a student of the business rather than a trainer. I want to find out why things work so that I can develop a
