ANSWERS TO SEVEN OF YOUR QUESTIONS!
Published on 17 Jun 2008 at 11:37 am.
No Comments.
Filed under Uncategorized.
From time to time, I receive questions from you and I’ve decided to dedicate this posting to answer the last seven questions I’ve been asked!
QUESTION:
What keeps you motivated to stay in this industry?
ANSWER:
What we do for a living is CHANGE THE LIVES of the candidates and clients we represent. Our Profession is extremely rewarding and there are no limits to the level of success you can enjoy. Our Profession allows us to create the life of our dreams for ourselves and the people we love. That’s motivating!
QUESTION:
Are you worried about the economic forecast as it relates to recruiting?
ANSWER:
No I’m not because I know most recruiting firms are only filling a very small percentage of the job orders they are writing. The babyboomers are still retiring and there is still a war for Top Talent. Owners just have to make smart decisions. They are in business to make a profit NOT provide jobs for their recruiters. They need to be smart in business, watch trends, provide continued training for their team and implement what they learn.
QUESTION:
What about all these generational differences, can someone of a different generation be a great recruiter for those of other generations and How?
ANSWER:
Most recruiting firms have at least two or three different generations on their sales team. Gen Y will represent 40% of the workforce by the year 2012. They may work different, have different priorities and expect more, but it’s critical for every recruiting firm owner and manager to study the differences in order to affectively manage them.
QUESTION:
What has “experience” done for your recruiting process?
ANSWER:
Experience is a great teacher, but I feel you must always remain a “student.” The economy, attitudes of clients and candidates and job market are all moving targets. It is critical to stay informed of trends. It is critical to attend conferences to learn these new trends as well as interact with individuals in our Profession.
QUESTION:
How much time do you recommend a recruiter spend on training?
ANSWER:
My suggestion is to take ONE HOUR you currently spend on Reading negative Newspapers, Watching Negative News or listening to Negative Radio…to education your self. That would give you fifteen 24-hours days of education each year. Training and the implementation of that training is the one factor that separates the average producer from the BIG BILLER!
QUESTION:
Are recruiting associations still valuable for recruiters?
ANSWER:
Yes! These associations protect your interests legislatively, provide certification programs, provide education and are the voice of our Profession to government leaders.
QUESTION:
Do you think face to face conferences with other recruiters are helpful or a waste of time and money?
ANSWER:
Participation in conferences is critical, but like anything else, your rewards are based on the level of your participation. I you don’t attend sessions or social events, you will not reap the benefits. Often the BEST education received happens during conversations that are held Owner to Owner! You can meet individuals who can become a split fee partner! We are one of the few professions that don’t have 5% in our operating budgets for training and yet we know people leave their jobs when they feel they are no longer learning.
Barb Bruno, CPC, CTS
What Makes you Memorable?
Published on 5 Jun 2008 at 11:29 am.
No Comments.
Filed under Uncategorized.
If you want to be more successful, you have to figure out WHY someone should want you to represent them in their next job search? If you’re working the client side of the placement, WHY should clients utilize your services vs. the five other recruiters who called them this month?
The only thing that separates the competition from you is “YOU.” It’s your level of service, commitment and enthusiasm, as well as the results you provide. People can sense when someone is passionate about what they do for a living. We change people’s lives - that’s what we do for a living. You can’t just “like” our profession, you have to “love” it. If you are not enjoying the level of success you feel you deserve, record your marketing and recruiting calls. When you listen to the recordings ask yourself this question “Would you want to be represented by YOU?” How did you sound when you left a voice mail? Did you come across like an expert in their field?
Often you need to get out of your own way in order to enjoy a new level of production! Make yourself memorable. Under promise and over deliver in every aspect of the level of service you provide. I’m don’t know how it is in other areas of the country, but it’s near impossible to get good customer service ANYWHERE in the Chicagoland area. Think of what’s missing when you are dealing with your vendors and become the person you would like to represent your interests.
Send cards, remember special events, develop a newsletter, provide monthly free teleconferences, provide clients with your cell as well as home telephone number….those are just a few steps to making you someone your candidates and clients won’t want to forget!
Barb Bruno, CPC, CTS
MEMORIAL DAY
Published on 28 May 2008 at 11:43 am.
No Comments.
Filed under Uncategorized.
Our family was extremely patriotic and I became a member of the American Legion Auxiliary the day I was born - thanks to my grandmother. Whether we were selling poppies, entertaining at veterans hospitals or visiting grave sites& memorials - I always felt great pride for my Country.
We all know someone who is currently serving in the military and most of us know someone who has given the greatest sacrifice, so we can enjoy the freedom of being an American. Take time during your holiday to honor the heros of the past and present, as well as the families they left behind.
There are endless veteran organizations that would welcome your participation and volunteerism. Whether you send letters, supplies or money, let the individuals who are currently serving our country, know you care!
Barb Bruno, CPC, CTS
GIVE YOURSELF A RAISE
Published on 14 May 2008 at 3:00 pm.
No Comments.
Filed under Uncategorized.
Review the number of SEND OUTS you booked for the first four months of this year. (SEND OUTS = first interview between your candidate and a decision maker) Now calculate your SEND OUT to PLACEMENT RATIO. How many people do you have to send on an interview before someone is hired. EXAMPLE: 6 to 1 ratio - you send 6 people out before someone is hired.
Whatever that number is….book that exact number of send outs OVER what you did the first four months of this year. As a result, you have given yourself to make one more PLACEMENT per month. Take your average fee and multiply it by 12….now figure out your increased income! Ask yourself this question, “Is it worth working harder to book more SEND OUTS to provide myself with a significant raise?” I would imagine the answer would be YES.
Think for a moment what you would do with that extra income. Come up with specific things you would purchase, places you would travel etc.
When you can envision the precise “What’s In It For Me” you will be amazed how quickly you can bring those things into your life. Remember, in Recruiting you write your own paycheck and there is NO LIMIT on your income!
Barb Bruno, CPC, CTS
TIPS & TRAVEL
Published on 2 May 2008 at 2:40 pm.
No Comments.
Filed under Uncategorized.
This is not my typical post - but after flying so much this past quarter I wanted to pass along a few tips for those of you who may be getting ready to go on vacation.
TIP ONE:
Check your bag. So often you are scheduled on a larger plane and end up on a smaller one where the overhead compartments are too small for the normal carry on. It is a hassle to check your bag, but then you can pack liquid in a container larger than a thimble.
TIP TWO:
Bring along entertainment, because chances are your plane WILL be delayed. I consider anything shorter than a 4 hour delay, a blessing!
TIP THREE:
Make sure you bring food on the plane. Often your flight is delayed AFTER you board and if you hit bad weather, you may not even be served drinks. Snacks like dried fruit, granola bars and chex mix can hold you over for hours.
TIP FOUR:
Learn to print your boarding pass off the internet. It saves alot of time at the airport.
TIP FIVE:
Obtain a Passport whether you need one or not. It takes longer than ever to secure a new Passport and you never know when you’ll have the opportunity to travel abroad. (Even Canada requires a Passport)
TIP SIX:
Book the first flight of the day. You will have to get up very early, but your plane is waiting at the gate. As the day goes on, more and more flights are delayed.
TIP SEVEN:
Always check out several sites on the Internet before booking your flight. There are many deals to be found!
TIP EIGHT:
Pack light. Many airlines are charging for your second bag!
Happy Traveling….Barb Bruno
3 & 3 = 3
Published on 29 Apr 2008 at 2:35 pm.
No Comments.
Filed under Uncategorized.
Your goal as a recruiter is simple:
3 Candidates on every final interview with your clients…
3 Interviews for every one of your candidates…
and you will make THREE PLACEMENTS!
Your clients and candidates want “choices.” With the amount of offer-rejects and counter offers, you need to COVER your orders by having three candidates on final interviews. Your candidates, even the passive ones you recruit, will go on additional interviews on their own - if you only send them to one client. The minute you book an interview, you need to market them to other clients.
Follow the formula above and you will make more money!
Barb Bruno, CPC, CTS
IT’S THE SAME THROUGHOUT THE WORLD
Published on 20 Apr 2008 at 2:27 pm.
No Comments.
Filed under Uncategorized.
I recently addressed an International Audience and it’s amazing, how similar our business is throughout the world. We have the same challenge - a lack of Top Talent and more job orders than we can fill. Other countries are relaxing their visa requirements to attract talent from other countries. When I visited S. Africa, they had more than 10,000 construction positions available trying to build the new arenas for the World Cup which is being held there in 2010.
The Recruiter with the candidate is WINNING! You must become a magnet for Top Talent. You need to identify a new source for candidates at least once a quarter! Remember to always ask for referrals and always have a sample listing of your job opportunities that you can email to everyone you speak to when you are making networking calls. The lateral marketing will dramatically increase your candidate flow.
The next time you’re complaining about the lack of Top Talent….remember - that is GOOD for recruiters! If it was simple for our clients to find top talent they would not need us! Remember - you need to become a MAGNET FOR TALENT!
Barb Bruno, CPC, CTS
IMPORTANCE OF A DREAM BOARD
Published on 10 Apr 2008 at 10:38 am.
No Comments.
Filed under Uncategorized.
A Dream Board is a visual picture of the dreams you have for your life that you want to come true. The concept is that we attract to us what we think. And if we put good things in front of us, those things we’ve always wanted, those things we’ve always thought about having in our lives, then we will attract what we think.
I’ve watched clients want something but not write it down and not visualize or affirm it. One said that his business wasn’t what he envisioned and he wanted that vision to become his reality. In other words if your vision is in your head, that’s not where it needs to be. It needs to be out in the world for all to see.
Some of my clients also use this concept to visualize their businesses, too! It’s their first business plan. One thing though…don’t “get stuck” on your dream boards. We all have plans for our future, however it’s important to watch the universe for signs of it’s plans for us. Otherwise we might miss out on some great opportunities!
Purchase a large piece of paper such as “oak tag” or “poster board” in whatever color you like!
You now have the beginnings of your Dream Board.
In the center of your board put a picture of you that you really enjoy viewing.
Whatever your dreams, goals, etc., start cutting out pictures that symbolize your dreams and paste them on your board.
Or draw the pictures. Can’t draw perfectly? Draw it anyway! (If I can, you can.)
Put captions under the pictures.
What are some of your dreams? Remember to include all areas of your life on your board… Career/Business, Relationships (self-others), Money, Recreation/Play, Health/Well Being.. Get specific…. real specific and descriptive!
Go for it!! Enjoy it!! Have fun with it!!
Tack it on the wall.
As your dreams continue to grow (or change), keep adding to it.
Make it the first thing you view in the morning and last thing you view at the end of your working day.
Supplies You May Need
Poster board/oak tag
4 thumbtacks
Elmers glue/Rubber Cement
Scotch tape
A photo or photos of you and your goals
Magazines
Pens, markers
Sizzors: straight edge or your favorite border design
Few pieces of thick 8 1/2 x 11 paper
If you create a Dream Board you have now dramatically increased your chances of attaining those dreams!
Barb Bruno, CPC, CTS
CAN YOU PERSUADE?
Published on 2 Apr 2008 at 10:39 am.
No Comments.
Filed under Uncategorized.
To become proficient at closing deals, it is important to fine tune your skill of “persuasion.” When used for good purposes, good results typically occur. The opposite however, can also be true. I don’t believe that attempting to achieve “candidate or client control” will provide positive results. On the other hand, developing client and candidate rapport based on trust is extremely effective.
It is when you have built this rapport that you can effectively persuade another individual during their decision making process. There are two types of persuasion: Positive or Negative Positive persuasion is honest, truthful and principle-based. Negative persuasion is where a person will say and do practically anything, including misrepresenting the truth (lie) in order to move someone over to their side of an issue. We have a tremendous responsibility to develop positive persuasion skills because we have a major impact on the lives of the candidates and clients we represent.
A great example of “persuasion” can be observed by the 2008 elections. I know many of you may be “tired” hearing about every move and comment made by the political candidates. Decide today to fine tune your persuasion abilities by observing and listening to election
coverage from a different prospective. They are paying millions of dollars to learn how to persuade voters!
Often the candidates are so focused on obtaining the office they are seeking, for the “sake of the people” they tend to justify what they say as not “really” lying. Listen carefully to the speeches, news conferences and debates you’ll hear over the next few months. You will hear the truth
stretched, even if you’re rooting for that particular candidate.
These political campaigns happen to be an excellent time to learn some great persuasion skills. Watch what they say and how they say it. What are the techniques and tactics they use to make people “feel” a certain way? What do they say to get people to rally behind them? What to they say to move people to take certain actions?
Why do some candidates generate a high level of excitement and enthusiasm, while others do not? Also observe what is said that “sounds good” but doesn’t mean anything.
Now take what you’re learning and apply it to the placement process. Be conscious about what you say, how you say it and if it meshes with other things you’ve said. You need to be careful that your clients and candidates do not feel you are trying to “control or force” their decisions. They don’t mind being positively persuaded if they feel you have their best interests in mind.
It’s important to use the phrase “I take my direction from you” to empower the individuals you represent while you are developing your
ability to persuade and establish rapport. Fine tune your persuasion skills and you will increase your production and income!
Barb Bruno, CPC, CTS
VOICE MAIL THAT WORKS!
Published on 24 Mar 2008 at 10:08 am.
Comments Off.
Filed under Uncategorized.
I get constant emails from recruiters who can’t get either clients or candidates to return their call. I use ONE VOICE mail for both sides of the Placement Process that does result in call backs. The message I leave is as follows:
“Hi _________, My name is Barb Bruno, my number is _____________. Someone suggested we talk. I don’t want you to end up in MY voice mail so when you call me back, please tell whoever answers the phone to interrupt me – no matter what I’m doing, I don’t want to miss you call.
Again, it’s Barb Bruno, my number is _____________. I very much look forward to our conversation. Have a great day…Thanks!
This message get’s them so focused on the ability to interrupt you that they don’t question WHY you called! Start to use this voice mail and I GUARANTEE you will receive more “call backs!”
Barb Bruno, CPC, CTS
