The Recruiter Campus

Recruiting Seminar & Recruiting Training-- One of the Biggest on the Planet!

The World's LARGEST Recruiting Seminar & Recruiting Training Event!

NO Travel, Brought to YOU LIVE in Your Office FREE March 19-22, 2013

The Recruiting Firm Owner Summit is in its 4th year and I'm honored to host 8 Industry Experts in this all Virtual Conference that will address New and Emerging Trends in the Recruiting Industry!

In a hurry? Go Here to See Specific Speaker Topics! 

Here are just some of the things you'll learn attending this virtual summit:

• Why Your Clients will Never buy you what to do about it (Terry Edwards)
• Inbound Marketing - Imagine getting clients WITHOUT cold calling!! (Steve Isenberg)
• Managing the Modern Recruiter (Danny Cahill)
• 7 Assumptions Recruiters Make That SIGNIFICANTLY Inhibit Their Success - And How  to Avoid Them (Mike Gionta)
• Establishing Elegant Rapport Through Elegant Communication (Bob Marshall)
• Recruiting: It is Now A Contact Sport-The New Rules to Win (Doug Beabout
• The Perm Fee Negotiations Approach You Never Use (Neil Lebovits)
• How to Find & Identify GREAT Recruiters... & Get Them Producing NOW!  (Mike Gionta)
• Getting Clients to Move QUICKLY in the Hiring Process, return Your Calls & Make Decisions!  (Greg Doersching)

  "Mike Gionta's  Recruiting Firm Owner Summit was a burst of new life into my recruiting process with maybe one or two unexpected surprises,

Recruiters: A Very Common Mistake Recruiters Make!

I just wrapped up a 2-day Mastermind meeting with my Platinum Coaching Members in Ft. Myers, FL. 

  

Luckily I escaped the blizzard that ensnared the Northeast by just a few hours or I wouldn't have been able to  participate in the sunset cruise (see picture above) I planned for my clients to help them celebrate their outstanding results in 2012! 

  

The next day we went RIGHT to work!  A mistake I seem many recruiters make is that they assume if they just work hard, make a bunch of calls that eventually they will have great clients that give them high fees and multiple assignments per year.

  

This assumption is often pure fantasy!  Great clients are MANUFACTURED by great Recruiters! 

Are you frustrated with the way most of your recruiting clients treat you? Frustrated with their hiring process?Recruitment Fees? Terms? Do you ever wonder why we are treated the same poor way over and over?

We often mistakenly think if we speak to enough prospects and fill enough job orders an ideal client that "get's it" will emerge.

Recruiters: Creating the WOW Factor With Your Recruiting Clients

Watch the Below Video where I give you 3 specific ideas on how to create the WOW factor with your recruiting clients.  This is an area NOT taught in most recruiting training or recruiting seminars...

It's only 3.5 minutes... What are you doing to create a fantastic client experience?? 

 

Recruiters: Poor Client Development? Try Doing the Opposite in Marketing Your Recruiting Services!!!

When I opened my recruiting firm in 1990... well... I kinda, no I did... SUCK!  In my first year in this business I only cashed in $23,000 personally.  Even if you adjust for inflation, maybe if you're kind, we come up with $50,000 in today's dollars.  I did everything the wrong way... client development, time management,prepping, closing, training, leading, etc.

 

I remember struggling and watching one of my favorite shows in the 90's, Seinfeld.  In one episode, George was so frustrated with the way his life had unfolded that he figured most of the decisions he made along the way were wrong.  He surmised that if most of his decisions were wrong, then the "opposite" of those decisions was probably correct.  The show was hysterical in that it laid out a few scenarios where he did the opposite of what he usually did... and got much better results.

 

OK, sure, the above is a sitcom, scripted to make us laugh and get great ratings.  However, that show inspired me into some introspection.  I was frustrated with where I was professionally as a recruiter at the time.  

Getting Higher Billings Out of Your Recruiters Does NOT Require Higher Compensation!

I like to challenge my recruiting firm owner clients to move out of their comfort zone, to push the envelope on everyday "recruiter" and "owner" thinking. My Platinum Clients and I recently met for a 2 day recruiting business development retreat in San Antonio, TX that immediately followed an outstanding NAPS Recruiting Conference.

In this vein, we all had an assignment, read the book Drive, by Daniel Pink and be prepared to discuss the key concepts and how they apply to running a recruiting business

Pink discusses how after we achieve a certain base level of compensation (different for each one of us), the single greatest motivator at work is one seeing progress in one's work. Based on this, we brainstormed a few ideas to implement... keep in mind the below are significantly edited, as we discussed these concepts for hours...

To enhance progress in recruiters and MAKE it recognizable to them:

How To Stay Consistent in Recruiter Billings & Managing Virtual Recruiters

How do you bill one hundred thousand dollars a month... yes A MONTH... AND travel to several cities per year, snow board, bike in the national parks, write articles for your industry trade publications and invest a bunch of time at conferences?

Well, Jordan Rayboy, a great friend and client of mine does just that!  I interviewed him for my Inner Circle Coaching Club members last year and he held nothing back with his responses... I am sharing a few of his words of wisdom below.

1) KNOW The Value of Your Time... PRECISELY!

A key concept not only of Jordan's, but of many big billers is that they know the value of their time and they find ways to delegate things like research, name gathering, administrative tasks, billing, etc. to other people.   Jordan estimates his time is worth $500 per hour based on his billings and time on the phone. 

Hire a researcher or outsource your research off shore.  There are several credible solutions available for less than $10 per hour!

OK, maybe you aren't currently billing out at $500 per hour, but if you plan on doing as little as $150k per year, your time is worth almost $100 per hour per 8 hour day.

What $10-$20 activities are you doing can you off load?

2) Set SPECIFIC Expectations and Check - in With your people

Whether you are managing a virtual team or your recruiters are located in your office they need to know

Recruiters: Get your Head Out of the Sand! There is NO Summer Recruiting Slow-Down!

One of the biggest myths and self fulfilling prophecies in the recruiting industry is that summer is "slow".  That solitary statement, and, thus, attitude, excuses many unnecessary sins, misdeeds, and pure blatant summer laziness. 

We all tend to kick back a bit in the summer and take off some much deserved time.  When I speak about the "slow summer" prophecy, I am not talking about recruiters earned vacations... 

I am talking about the semi-mental "checkout" that occurs right around Fourth of July weekend and lasts until Labor Day.  In many firms this nine week period is some of their weakest productivity wise.  It doesn't have to be.

To be credible, I acknowledge that summer can slow down some hiring processes a bit as it becomes more difficult to schedule interviews when our clients are away on vacation.  Historically, however, the 3rd quarter historically exceeded my first and second quarter revenues because I don't buy the "line" that summer is slow anymore.  I did when I first opened and for about the next 5 years.  

Then I noticed my summer attitude was "why bother working so hard if it is slow" and this led to

Getting MORE Recruiting Clients...The EASY Way!

Last fall I had a fantastic interview with recruiter, author, executive coach and big biller Carolyn Thompson and wanted to share a few quick take aways she shared in the interview that you can use RIGHT NOW to increase your productivity!

On Motivation:

When Carolyn's recruiters or coaching clients lack motivation the first place she looks at is their goals.  Do they have any?  Are they real?  Are they forgotten?

Generally, when we're not motivated we are NOT working toward something specific that gets us excited!  We are simply drifting through the day, drifting hour to hour and recruiting call to call.

Solution: Define specific things you working toward and know when you will get them.  Don't get caught in the trap of assuming these have to be material things.  What would your ideal lifestyle, community involvement, time with your kids look like if you had no limits?

Inner Circle Members last fall heard Carolyn's goal setting philosophy in significantly more detail.

One Business Development Technique That Brought in MORE Clients:

Recruiters: 3 Questions You Need Answers to Move Forward in Your Recruiting Business!

....Those That Answer the Below Questions WILL BE Highly Successful!

 

 OVERWHELM!! I have just invested 5 days working ON my business, NOT IN my business. 

First I attended an event recently, "Love Your Life, Love Your Clients, Love Your Business" held by my coach, Kevin Nations (pictured at left) and I thought I would share a few points to help you get clear on where you want to take your recruiting business.

1) What EXACTLY do you want to make for the balance of this year?  Get real specific here.  No pie in the sky "airy fairy" numbers and hopes.  A real number! 

What then has to happen, exactly, precisely, and specifically every day to INSURE this number occurs by year end?  If you have been reading me for any time, you KNOW placements are random events, daily activity is not!  (Key is you need to measure your Recruiting Metrics!)

2) What do you want to do?  What role do you want to play:

Recruiter Training: December is a GREAT Month for Business in Recruiting!

I hear the same thing every year around this time. "Mike, it's the holidays, NO ONE is hiring/leaving/giving new job orders this time of year"

HORSE HOCKEY!

Let me let you in on a little secret... It's not your client base that is slowing down, it is probably YOU and/or your recruiters that are slowing down! Don't let this falacy spread around your office, you are only enabling your recruiters to much weaker performance than is necessary. Sure, some decsion making may be a bit interupted, but people don't suspend their growth plans in December.

Need proof? I have tracked my key recruiting metrics for over 15 years. Our marketing presentation to job order ratio and our recruit presentation to 1st time interview ratio remained the same or even IMPROVED in December.

Let's look at some of the reasons why: