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When Do You Follow Up?

Written on April 11th, 2016 by in Blog

It is important to have a strong follow up strategy, but when is it most critical to follow up with your candidates and clients?

Following is a list of examples of when you could follow-up:

After you have:
• Received a resume
• Received their completed application or profile form
• Sent them out on an interview
• Conducted reference checks
• Placed them in a job (for 12 months)
• Sent bi-monthly articles with lists of opportunities to generate referrals

Fine Tune Your Persuasion skills

Written on April 4th, 2016 by in Blog

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.

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.

Think Like a Strategist – Implement Like a Tactician

Written on April 1st, 2016 by in Blog


There is a distinct difference between strategies and tactics.

TACTIC A method or process used to achieve your short-term goals.

STRATEGY A carefully defined and detailed plan to achieve a long-term goal that is the position and impact you want to achieve in your market.

Successful entrepreneurs learn to strategically design and combine tactics with their long-term strategy in mind. They are continually asking themselves how many strategic objectives can be accomplished with each tactic that is implemented. The most effective owners in our profession have that rare combination of tactical and strategic abilities. Does your team think strategically or tactically?

Focus On Results

Written on March 21st, 2016 by in Blog


The following is a list of distractions that can prevent you from focusing during prime time:
• Switching Gears
-During recruiting presentations
-During marketing presentations
-Stopping after successful calls
-Not following your planner
-Working on the urgent activities versus the results-oriented activities
• Personal Calls
• Emails
• Conducting research during prime time

Here is my definition of FOCUS:
Certified to produce

In the recruiting profession, we have people on both sides of our sale. They talk back, they change their minds, they no-show interviews, their salary demands often escalate faster than the speed of light, they want our undivided attention whenever they call and they disappear after interviews without calling us, just to mention a few of the incidents you deal with on a daily basis.

Should You Reduce Your Fees Or Margins?

Written on November 16th, 2015 by in Blog


Often your competitors may quote lower fees and bill rates. Many recruiters want to lower fees and margins in order to overcome the price objections. Some clients may offer to give you multiple job orders or contracts if you lower your fee or bill rates.

This advice does not refer to VMS (Vendor Management System) clients. A VMS client does not provide room for negotiating and provides you with guidelines you must follow. They almost always limit the number of candidates you can submit and do not allow you to back fill candidates who are screened out. In most instances you do not have contact with the actual hiring authorities.

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