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Top Five Entrepreneur Challenges

Written on October 23rd, 2015 by in Blog


We hire type A, assertive sales people who are motivated by money. Challenges and issues do occur and you must determine your actions prior to issues surfacing. It would be natural to side with the employee who produces more or has tenure vs. a new or unproductive employee. However, this type of action would destroy morale and backfire.

Challenge One: Understanding Your Role – Best Use Of Your Time
One of the greatest challenges for an owner of a staffing and recruiting firm is delegate vs. be their business. Many owners and managers feel they have their business on their back.

Your Employees Could Produce More, But Will They?

Written on October 2nd, 2015 by in Blog


The following ten steps will show you how to get the most out of the people who work for you.

  1. Identify what is most important to each member of your sales team 
    1. People do things for their own reasons – not yours
  2. Have goals written, posted and dated 
    1. Back up goals with a dream board
  3. Mandate daily planning 
    1. Ensures best use of time
    2. Start out by writing six priorities closest to the money daily
    3. Add ten outgoing calls every month until 100% of outgoing calls are planned
  4. Monitor and manage by numbers, know daily results needed
    1. Require stats
    2. Know individual ratios
  5. Create contests and incentives where you need results 

Effective Follow Up Strategies

Written on September 25th, 2015 by in Blog


Your follow-up process must be consistently implemented. I have listed eight strategy tips to effectively follow up:

Tip One: Follow Up Letters

When writing follow up letters or emails, implement the following:

  • Include something personal you remember from your conversation or meeting
  • Add a compliment that your target will appreciate
  • Focus on the WIIFM (What’s In It For Me) of your target, restate their hot buttons and the benefits your services will provide
  • Use a personal close

Tip Two: Follow Up Call

The best follow up calls are ones that are education based. Your goals are to:

  • Set yourself up as an expert, a consultant, a trusted advisor
  • (more…)

How To Prevent “Slumps” in The Recruiting Profession!

Written on September 18th, 2015 by in Blog


It has always fascinated me that so many recruiting and staffing companies accept slumps as a price of doing business. Although slumps can occur, even to top producers, they can be alleviated.

Let’s discuss reasons for slumps and solutions to prevent them from affecting the production of your business.

Celebrating A Record Month
Most slumps follow a record month, or several record months. Think for a moment of all the results-oriented activity that takes place in a record month.

Your recruiters are focused on:

  • Presenting on existing job orders
  • Booking send-outs
  • Pre-closing the candidate
  • Pre-closing the client
  • Prepping the candidate
  • Prepping the client
  • Debriefing the candidate
  • Debriefing the client
  • Checking references
  • Booking second, third and|or final interviews
  • (more…)

Earn Respect!

Written on September 13th, 2015 by in Blog


As an owner of a Staffing and Recruiting Firm, you feel you deserve the respect of your team.

Realities about respect include the following:

  • Respect often begins with kindness
  • Respect is something you earn and can’t demand
  • Why actions always speak louder than words
  • How you can get more out of employees who respect you

Respect Begins With Kindness 

It is easy to talk first and think later, but hurtful words that take a few seconds can cause damage that can last forever.  Ask yourself if it is more important for you to be right or for your team to be happy.  There are times in management when you can’t have both.

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