Here’s some advice for those of you with larger operations—translated, that means for those of you who don’t work by yourself. Mike Crosswell was a colleague of mine and a friend. I met Mike during the mid-1990s when I was frequently traveling to the UK to train and coach recruiters
Your current bank account balance, home, education, possessions, health, and lifestyle are the result of the decisions you have made throughout your life. Decisions are at the heart of your level of success. Making wise decisions at critical moments will determine your future and can be difficult, confusing, and even
There is a familiar adage: “Make hay while the sun shines.” And that day is upon us, my friends. Recruiters everywhere have an opportunity to take advantage of an economy that is growing, because it’s also one that’s experiencing a significant skill and talent shortage. In the next few paragraphs,
When I first joined the recruiting business 15 years ago, there was a veteran recruiter in the office who shared with me his “secret” for recruiting success. “Scott, when it comes to candidates and clients,” he said, “remember this: T. A. L.” I asked him what “T. A. L.” stood
Do you suffer from cold calling fear or decision-making paralysis at times in your work as a recruiter? Even the most confident recruiters can sometimes encounter an area where they get stuck and can’t figure out the best decision to make to move forward or let their fears rule. I’m
I just returned from speaking at several conferences. With the spring conference season at an end, I started to reflect on what separated the true winners in our profession from average producers. It all comes down to a winning attitude and the tenacity to stay in the game. One of
It’s a candidate’s market today, full of bountiful opportunities and lots of choices. The best candidates know exactly how valuable they are, and that isn’t good news for our industry. Candidates are often so intoxicated with their own worth that they do not see the need for outside advice or help.
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
