SLIGHT CHANGES SLIGHT CHANGES THAT WILL PRODUCE THAT WILL PRODUCE DRAMATIC RESULTSDRAMATIC RESULTS

Presented By: Barb Bruno, Presented By: Barb Bruno, CPC, CTSCPC, CTS

We are all creatures of habit We are all creatures of habit and so often our lives control and so often our lives control us vs. us controlling our lives.us vs. us controlling our lives.

Without realizing it, you do Without realizing it, you do things the same way day after things the same way day after day, week after week, month day, week after week, month after month and eventually after month and eventually

year after year.year after year.

You may want different results, You may want different results, but often the discomfort of but often the discomfort of

leaving your “comfort zone” leaving your “comfort zone” prevents you from achieving prevents you from achieving

higher levels of success.higher levels of success.

Remember, if you do things Remember, if you do things the SAME WAY you will the SAME WAY you will

achieve the SAME RESULTS.achieve the SAME RESULTS.

Select one area of change, Select one area of change, commit to that for 21 days commit to that for 21 days and then move on to your and then move on to your

second area.second area.

PLANNINGPLANNING

Planning is the most important Planning is the most important common denominator of common denominator of

Big Billers in the recruiting Big Billers in the recruiting profession.profession.

You either “Plan for Success” or You either “Plan for Success” or you are “Planning for Failure.”you are “Planning for Failure.”

Commit to six action items Commit to six action items every single working day.every single working day.

INTERVIEWINGINTERVIEWING

Rather than conducting an Rather than conducting an interview that consists of interview that consists of questions and answers, questions and answers,

start to add pre-close.start to add pre-close.

CANDIDATE CANDIDATE RAPPORTRAPPORT

After your initial After your initial interview, continue to interview, continue to

re-ask important questions.re-ask important questions.

SOURCING SOURCING TOP TALENTTOP TALENT

You owe it to yourself to You owe it to yourself to identify one new source for identify one new source for candidates in your area of candidates in your area of

specialization every quarter.specialization every quarter.

INCREASE INCREASE REFERRALSREFERRALS

Take time to establish a Take time to establish a referral system in your office.referral system in your office.

Referred candidates and clients Referred candidates and clients develop a level of trust faster develop a level of trust faster

because they have been referred because they have been referred to you by someone they trust.to you by someone they trust.

BUILD YOUR BUILD YOUR DATABASEDATABASE

Make sure you provide a FREE Make sure you provide a FREE giveaway (PDF FILE) for both giveaway (PDF FILE) for both your candidates and clients your candidates and clients

when they visit your website.when they visit your website.

This allows you to track and This allows you to track and capture the traffic that capture the traffic that is visiting your website.is visiting your website.

MATCHINGMATCHING

The art of matching is the The art of matching is the most difficult skill to master.most difficult skill to master.

This skill does improve This skill does improve with experience.with experience.

When you interview candidates When you interview candidates ask them for percentages.ask them for percentages.

TIME MANAGEMENTTIME MANAGEMENT

We all have the same We all have the same 168 hours per week.168 hours per week.

Take time to determine the Take time to determine the one thing you do that is the one thing you do that is the

greatest WASTE of your time.greatest WASTE of your time.

CLIENT RAPPORTCLIENT RAPPORT

Your goal should be to become a Your goal should be to become a Trusted Advisor to your clients.Trusted Advisor to your clients.

Strive to become the best listener Strive to become the best listener in the lives of your clients and in the lives of your clients and

the level of trust the level of trust will dramatically increase.will dramatically increase.

IMPROVED CLIENT IMPROVED CLIENT AND CANDIDATE AND CANDIDATE RELATIONSHIPSRELATIONSHIPS

Communication is extremely Communication is extremely important in solidifying important in solidifying

any relationship.any relationship.

You want to become a LIFETIME You want to become a LIFETIME agent to your candidates.agent to your candidates.

Provide weekly updates to Provide weekly updates to every client that has given every client that has given

you a job order.you a job order.

INCREASED INCREASED SEND-OUTSSEND-OUTS

You need to track your You need to track your send-out totals on a daily basis.send-out totals on a daily basis.

Once you know your send-out Once you know your send-out to placement ratio, you can to placement ratio, you can

predict your sales and predict your sales and income each month.income each month.

SET GOALS FOR SET GOALS FOR NEXT YEAR - NOWNEXT YEAR - NOW

This is the time you need to This is the time you need to review last year and make review last year and make adjustments for this year.adjustments for this year.

It’s extremely important that It’s extremely important that you have specific goals, backed you have specific goals, backed up with the daily stats you need up with the daily stats you need

to accomplish that goal.to accomplish that goal.

It’s also important to tie It’s also important to tie those goals into the WIIFM those goals into the WIIFM

(what’s in it for me).(what’s in it for me).

If you achieve any of these If you achieve any of these small adjustments, you will small adjustments, you will enjoy DRAMATIC RESULTS!enjoy DRAMATIC RESULTS!

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