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How Do I Compete With Established Recruiters?

Written on October 7th, 2013 by in Blog

Hiring authorities don’t know if you’ve been in this profession for ten years or ten days.  With the current lack of top talent, most are open to utilize anyone who can provide them with access to “rock stars” in their profession.

When an employer states, “I have resources I already use and don’t need to work with another recruiter

The easiest response is, “That is exactly what my best clients said the first time I called them, and I earned my way to be their #1 provider of talent.  I’d love to have the opportunity to do the same for you.  What is your greatest hiring challenge?”

How Do I Get Past The Gatekeeper?

Written on September 28th, 2013 by in Blog

Throughout your career you will be confronted by gatekeepers who have been trained to screen out sales calls, including yours.

Common traits of hiring authorities:

  • Difficult to reach
  • Short on time on the phone for unknown callers
  • Sharp minded and hard to convince
  • Appreciates a good sales call if real benefit is perceived
  • Seldom keeps call appointments
  • Has a least one person known as the Gatekeeper
  • Can allocate budget
  • Has ultimate decision making authority

The role of the Gatekeeper is to keep the decision maker free of unnecessary tasks and time wasters.  Their role is to screen the important from the unimportant.  They are also trained to spot a sales person.  If the Gatekeeper is also this person’s assistant, they will guard incoming calls, email inbox and daily agenda.  This person can control all access to your prospect except one – business or personal cell phone.  Once you obtain a cell phone number (which is your ultimate goal), you no longer have to be concerned about getting past Gatekeepers.

Who, What, When and Why of Planning When Starting a Staffing/Recruiting Firm…

Written on September 16th, 2013 by in Blog


With no plan, urgent things will overshadow the important.  In Staffing and Recruiting, we have people on both sides of our sale which make interruptions an almost certainty. However, when you have planned out your day, you can switch back to top priorities faster and more effective.  Planning is the #1 common denominator of top producers in our profession.


Planning will help you increase your production and effectiveness. If you have not planned out your day, think about how much time you waste trying to figure out where to focus.

If you are not a consistent planner, start out by listing six things closest to the money daily. There is something you can implement starting today. Before you leave work, write down the six things you need to get done the following day that are closest to the money. These actions are not optional, they are mandatory. You need to make a commitment to complete them prior to leaving work. This is a great first step and requires that you begin to force yourself to develop the habit of planning.

What is an ATS for the Staffing and Recruiting Business?

Written on September 16th, 2013 by in Blog

What is an ATS?

An ATS or Applicant Tracking System is a software application that enables the electronic handling of recruitment needs.  An ATS can be implemented on an enterprise or small business level, depending on the needs of the specific Staffing and Recruiting Firm.  An ATS is very similar to CRM (Customer Relationship Management) systems, but are designed specifically recruitment tracking purposes.

Most major corporations use some form of Applicant Tracking System to handle job applications and to manage their resume database.  A dedicated ATS is not uncommon for recruitment specific needs.  On the enterprise level, if may be offered as a module or functional addition to a HRIS – Human Resource Information System.

How Much Can I Earn In The Staffing & Recruiting Business?

Written on September 3rd, 2013 by in Blog

Most individuals who enter the Staffing and Recruiting Profession ask about the earning potential.  There is no limit to what you can earn.  However, if you don’t set up your business correctly or if you select a niche that is not lucrative, you can earn less than minimum wage.

When you go into business for yourself, you are in sales.  It’s important to realize that the Staffing and Recruiting Profession is a sales profession.  You will sell top talent to your clients and opportunities to your candidates.  The top 5% of individuals in our profession produce over $1 million annually themselves.  The average recruiter will produce $240,000 in direct placement or gross margin or profit in contract placements.

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