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
CLIMB THE LADDER
Published on 12 Mar 2008 at 10:23 am.
Comments Off.
Filed under Uncategorized.
This is a process used by most Big Billers….
STEP ONE:
Become proficient at the level of candidate you are current placing. You want to establish strong production and a reputation of expertise.
STEP TWO:
Once you have attained success for two years, it’s time to climb the ladder. You should now also place the supervisor, of the level of candidates you currently represent.
The easiest part of climbing the ladder is you have talked to these candidate each time you checked a reference. You also have hundreds of candidate names in your files…they are listed as the supervisors of your current candidates. When you climb the ladder, fees escalate because salaries are higher which of course translates into increased income for you! You now develop an expertise at this new level for two years and then “climb the ladder” again.
Barb Bruno, CPC, CTS
HARD WORK DOES NOT GUARANTEE SUCCESS
Published on 22 Feb 2008 at 10:12 am.
No Comments.
Filed under Uncategorized.
This is an issue recruiters consistently face…why am I not successful when I’m working really hard.
There is a harsh reality in our profession – hard work DOES NOTguarantee success. This is a career not a 9:00 – 5:00 pm job. However, it’s not the recruiter who works the hardest that wins…it’s the recruiter who works the smartest!
Have you ever wondered why Big Billers often don’t make half the calls you do – but they produce and earn much more?
They have learned the secret of “SMELLING MONEY.” Each day they arrive at work and focus on the
activities closest to the money “FIRST.” It’s not about the number of calls you make each day. It IS about the RESULTS you achieve, on a daily basis. Here are some tips to help you work SMART!
TIP #1
Write down the six things closest to the money every evening before you leave
the office. Those become your top six priorities the following day.
TIP #2
Make your #1 focus – BOOKING SEND OUTS! My definition of a send out is an interview between a
candidate and a decision maker. (phone or face to face) When you arrive at work as yourself on a
daily basis. “WHERE IS MY SEND OUT TODAY?” Another piece of advice “WHEN IN DOUBT,
SEND THEM OUT!” Too often we screen out candidates our clients would hire!
TIP #3
Starting immediately – STOP putting asap, immediately or yesterday on your job orders.
Get a specific TARGET DATE to fill and now you KNOW which orders are your “hottest!”
TIP #4
Never work off a resume. A resume is a picture of who someone is and has been.
It doesn’t tell you who they want to be. You don’t have answers that will help you
close your candidate, on an offer.
TIP #5
Get your paperwork filled out in advance. You don’t want to waste a candidate’s
time or your time with a thorough interview, if you will not be able to place this
candidate. In direct placement, clients require skills, stability and experience. If
those do not exist, you should conduct a courtesy interview.
Some of the benefits of paperwork in advance:
• Application is more detailed
• Candidate is not “rushed”
• Entire time is spent interviewing vs.
Filling our paperwork
• You can determine if you will conduct
a courtesy or full interview
• This tests the level of interest of the
Candidate.
TIP #6
Learn something personal about your clients as often as possible. Your goal should
Be to become their trusted advisor.
TIP #7
Update your clients every Friday on the status of their Job Orders. This will help
Build rapport with your clients and will fine tune the specs on their job orders
Throughout the process. Even if you do not fill their job order, they know you have
Been working on their behalf.
TIP #8
Mirror past placements. If you write similar job orders to those that have been
filled in your office over the past year, chances are…there are candidates already
in your database. These are the candidates who surfaced after the placement was made.
TIP #9
Talk to 20 new people each day. It is important to upgrade your clients and
Attract new talent on a very consistent basis.
TIP #10
Have some fun as your working. People like to work with people they enjoy. If
You sound frustrated or irritated, it will prevent you from success. Let your personality
Shine through on your conversations.
TIP #11
Make sure every third contact with either a client or candidate is a phone
call vs. an email. It’s important to be high tech AND high touch! Recruiting
is a RELATIONSHIP BASED profession.
TIP #12
This is probably the most important! You need to KNOW YOUR PERSONAL
NUMBERS and STATS to know exactly what RESULTS you need to achieve
on a daily basis to consistently hit your goals. Recruiting is a SALES profession,
which is a numbers game. Numbers don’t lie! When you know your numbers, you
can predict your income!
Implement any of these twelve tips and you will be on your way to working
SMARTER!
Barb Bruno, CPC, CTS
MASTERMIND GROUPS “ROCK”
Published on 15 Feb 2008 at 5:26 pm.
No Comments.
Filed under Uncategorized.
I just returned from Sedona, AZ attending a meeting with my Mastermind Group the “Rock Stars.” It’s interesting, I’ve participated in several groups, but this one WORKS! After the group was disbanded…we decided to keep it going. I can’t begin to tell you what I learned these past few days. It is so amazing to interact with business owners from other professions, who can look at your business with FRESH EYES.
If you have never participated in a Mastermind group..consider joining one. It will be good for your business and good for your pocketbook!
Barb Bruno, CPC, CTS
SIX TOP PRIORITIES
Published on 7 Feb 2008 at 5:31 pm.
Comments Off.
Filed under Uncategorized.
Do you ever hear yourself saying:
“I can’t believe what time it is?” “I’m further behind now, that I was when I got to work!” “Where did the day go?”
If you don’t have enough hours in the day - you need to fine tune your time management skills.
Let me give you one tip, that can put you on the path to more effectively management your time and increase your production.
Every evening BEFORE YOU LEAVE YOUR OFFICE, write down the top six priorities (closest to the money) that you need to address
the following day. If you commit to this one activity every single day….I GUARANTEE you will manage your time better and will
make more money!
Barb Bruno, CPC, CTS
SOCIAL NETWORKING SITES
Published on 1 Feb 2008 at 5:37 pm.
Comments Off.
Filed under Uncategorized.
IT is important for you to coach your candidates on their use of Social Networking sites. This information is permanent. If your candidates don’t want an employer to read what they have written on their site, they should refrain.
Employers are beginning to visit these sites to get more insight into their future hires. Reality: Many employers are NOT hiring candidates based on what they read. I recently addressed a group of CEO’s and was surprised that over 50% of their companies check social networking sites as a normal part of their hiring process.
Coach your candidates, friends and children……Social Networking Sites can prevent you from attaining your DREAM JOB! Be careful what you post!
Barb Bruno, CPC, CTS
