Recruiter Training By Barb Bruno, CPC

I received an interesting email last week and one of the statements in the email read as follows: “When you worry and hurry through your day, it is like an unopened gift – thrown away.”

It is easy in our profession to worry and hurry through a day. Most days are filled with interruptions, distractions and pressure to produce sales.

Let’s focus today on all the “unopened gifts” sitting right on your desk!

GIFT #1 – A New Client Waiting for Your Call

Your biggest client this year could be someone you have not even contacted. They are sitting there worried about the top talent they need to hire and not sure what resources to utilize – and then you call!

Don’t waste your time worrying that you don’t have enough job orders to work. Don’t work orders that you never should have written. Commit to daily marketing presentations to land the clients you deserve to represent.

GIFT #2 – Focusing on Growing Your Business
(OWNERS THIS ONE IS FOR YOU!)

Many owners wear several hats each day including owner, manager, producer (often top producer), training, problem solver, accountant, mentor, and entrepreneur. Have you become the “Jack of all Trades and Master of None?”

Your main focus as an entrepreneur is to generate profits and grow your business. You need to focus on the best use of your time. If training is NOT the best use of your time, listen to this video. It could help you take training off your desk “once and for all” so you can focus on increasing your sales and profits!

You can also click here for the video.

GIFT #3 – An MPC Gathering Dust

When you identify a “walking-talking-placement”, often referred to as a Most Placeable Candidate, you need to actively market and “work” this person. Ask them to list the companies they would like you to target for them and then add similar companies to the list. Marketing candidates works and it forces you to be proactive vs. reactive! Top talent is hard to identify, which is why you owe it to your clients and your candidates to market your top talent daily!

GIFT #4 – Working Hard vs. SMART

Hard work does not guarantee success, while a lack of hard work does guarantee failure. You need to learn where to focus your valuable time. Identify the six actions you need to take that are “closest to the money” and commit to completing those actions, before you leave work each day.

Working smart can help you open the gifts of focus, increased production and income.

GIFT #5 – Focusing on Problems

You deal with people on both sides of your sale. There will be occasional problems, issues and disappointments.

If you focus on the problem vs. solutions – you will miss opportunities.
If you dwell or focus on problems – you will attract more problems.
If you focus on solutions – you will turn things around.

GIFT #6 – Wasting Valuable Time

If you do not plan out your calls, you are wasting your valuable time. If you do plan out your calls, you will get more done and you will be able to focus on the important things vs. the urgent interruptions.

Stop working orders you never should have written and only focus on the hot orders.
Stop providing f.r.e.e advice to candidates you will never place and focus on the 5% of your candidate flow that you can place.
Read more here – Candidate Next Step.

GIFT #7 – Representing the Same Candidates

There are more people right now dissatisfied with their jobs than at any other time in history. They are just waiting for you to call them and entice them away for one of your clients. Candidates who are currently employed are the individuals your clients want to hire.

Commit to daily recruiting calls so that you are representing the top talent. It is the recruiter with the candidate who WINS!

It’s time to STOP worry and hurrying through the day and BEGIN to open the endless gifts sitting right in front of you!

If you want to Increase Sales and Profits, listen to Barb’s TPT Demonstration. Click here.

The TPT is filled with subtle changes you can make to increase production and profits. I also conduct live weekly training calls and bi-weekly coaching calls.

To your continued success,

Barbara J. Bruno, CPC, CTS
Good as Gold Training
Follow My Blog: Staffing And Recruiting

Recruiting Tools: Candidate Next Step and Top Producer Tutor

P.S. If you’d like to send Barb a Success Story, Question or Comment, follow these guidelines:

1). Keep it short and to the point. Two paragraphs max.
2). Tell Barb what’s working for you before you ask your questions. Give her specifics because this could help other recruiters to see what’s working in different situations.
3). If you have a Success Story, write ‘Success Story’ in the subject line of the email, She reads these first.
4). At the end of your email, give her your initials and tell her where you’re from.
5). Send your message to Barb at: support@staffingandrecruiting.com. DO NOT “reply” to this email.

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It has been fun watching the World Cup and seeing the fans outwardly display pride for their country. You see players and fans draped in flags and doing whatever they can to promote their team.

This coming weekend the US celebrates the Fourth of July which commemorates the adoption of the Declaration of Independence on July 4, 1776. Celebrations may include picnics, parades, fireworks and getting together with family and friends.

Whether you live in the US or in other countries around the world, the Staffing and Recruiting Profession provides us with unlimited personal independence.

What other profession…

• allows you to enjoy an unlimited supply of clients?
• allows you to enjoy an unlimited product to sell?
• has individual products that are totally unique?
• allows you to enjoy financial independence?
• gives you the opportunity to change people’s lives each and every day?

The year is HALF OVER! Take time to reflect on the past six months. What have you done right? What are the 20% of your actions that provide you with 80% of your results? Focus on doing more of those activities in the last two quarters of this year.

• What are you doing that is wasting your time?
• Are you working job orders you should have NEVER written?
• Are you spending time on the 95% of candidates you will NEVER place?
• Do you arrive at work WITH a plan?
• Are you answering email throughout your entire day?
• Is you day controlled by incoming vs. outgoing calls?
• Do you continually talk to the same clients and candidates?
• Are you multi-tasking vs. segmenting your day?

If your year-to-date income is AMAZING, keep doing things the same way for the next six months. If there is room for improvement, you need to make changes! If you don’t, the next six months will mirror your first six months.

Whether you are celebrating this weekend or not, this is the BEST weekend to REFLECT and decide what changes you will make to ensure that you have a great 3rd and 4th quarter. Take the difference between what you set as your goal and what you actually produced from January through June and add that number to your goals for the next six months. It’s TOO EARLY in the year, to give up your income goal for 2010.

If you’re really serious about increasing your production, identify a mentor or coach who can hold you accountable. If you make changes NOW – you will increase your production and income!

OWNERS:
If you want me to mentor your Sales Team – join me for a Webinar on Tuesday, July 13th @ 11:00 AM CST. Click here.

My training program is FILLED with subtle changes you can make to increase production and profits. I also conduct live weekly training calls and bi-weekly coaching calls which include time for Q & A.

To your continued success,

Barbara J. Bruno, CPC, CTS
Good as Gold Training
Follow My Blog: Staffing And Recruiting

Recruiting Tools: Candidate Next Step and Top Producer Tutor

The lifestyle, income and relationships you are enjoying today, reflect the choices you have made in the past. One choice, just one choice can change your life forever. You can change directions this very moment, by making one life-altering choice.

In your personal life, you could choose to…

      *      Go back to school
      *      Buy a home
      *      Change your circle of friends
      *      Adopt a child
      *      Lose weight
      *      Buy a pet,
      *      Begin or end a relationship

I think you will agree that these choices are life-altering.

At work you could choose to…

      *      Only represent “A” candidates
      *      Plan before you leave work each day
      *      Only work hot “job orders” or “assignments”
      *      Obtain clients you deserve to represent
      *      Quote full fees and healthy margins
      *      Earn the income you deserve
      *      Commit to the daily results you need to achieve goals
      *      Quit being a social worker giving out F.R.E.E. advice all day
      *      Effectively overcome all objections
      *      Be the Top Producer in your office in 2010!

Sometimes your life can change by choosing NOT to do something.

      *      Choosing NOT to quit
      *      Choosing NOT to give up
      *      Choosing NOT to take rejection personally

On the topic of rejection, I want to share a true story with you.
Seventy-Seven (77) Publishers rejected Jack Canfield and Mark Victor Hansen’s idea for their book “Chicken Soup for the Soul.” They chose NOT to quit and when the Seventy-Eighth (78) Publisher said yes, and they went on to sell over 100 million books!

No one is immune from rejection or failures. In fact, successful people fail more than unsuccessful people, because they try to do more things. They view failures as learning experiences, overcome them and move on!

You are only one choice away from changing your life. Take time to determine what precisely that choice would be for you. What one choice would be life-altering? What one choice would have the greatest impact on your life?

Now for the most difficult question you have to answer…
“Do you have to courage to make it?”

To your continued success,

Barbara J. Bruno, CPC, CTS
Good as Gold Training
Recruiting Tools: Candidate Next Step and Top Producer Tutor

Important Note: On May 25th, Barb hosted a Webinar where she gave you a peek of her well known Training Program the Top Producer Tutor. If you want to Increase Sales and Profits, click here to listen.

You can NEVER afford to think you “know” everything there is to know about our Profession. There is one certainty – your competition WILL continue to learn and change!

It’s time to forget about the reasons and excuses that have prevented you from attaining top production.

It’s time to forget about staying in your “comfort zone” which may not be effective in the current job market.

It’s time to forget about being hesitant to change because if you don’t, your competition will run over you.

It’s time to forget about thinking you have all the answers because new methods and ideas will make you more money.

Client change, candidates change, technology changes, social media Changes, economic conditions change and so do YOU!

The definition of insanity is “doing things the SAME way and expecting different results!” Take a minute to look at your income for 2009 and your year to date income right now. You only need to answer one question…is there room for improvement?

If the answer is YES, that proves you need to take yourself “off” automatic pilot and implement subtle changes that will increase your production and income.

Now you need to answer the most difficult question – what changes should you implement? It can be next to impossible to identify areas you should change when you are in the midst of working your desk.

Most successful people have made a lifetime commitment to learning and identify coaches and mentors who can help them achieve more.

Who is your greatest cheerleader?
Who is the person who challenges you do accomplish more?
Who is the person you respect as a coach or mentor?

In order to take advantage of the upswing that will exist for the next few years, you need to set aside time for learning.

When is the last time you attended a Conference?
When is the last time you participated on a Webinar?
When is the last time you took an on-line course?

A study just came out of the United States Department of Education that stated “on line learners achieved a higher level of achievement that those that received face to face instruction.”

I’m a trainer, but also attend educational events and trust the advice of Business Coaches. If I’m going to teach others, I need to make sure my advice and training is current and effective.

Whether you utilize the programs we offer, or those of another expert in our profession, find a mentor. If you are an owner or manager and starting to hire, ask yourself “Is training best use of my time?” If the answer is no, I’d like to invite you to attend a F.R.E.E WEBINAR on May 25th at 12:00 PM CST (1:00 PM EST).

Registration here.

During this Webinar I will show you our Top Producer Tutor which overnight provides you with a consistent on-line training program. This Tutor has successfully jump-started new hires and elevated experienced recruiters to higher levels of success. Why has this program been rated #1 in several countries…because it is a lifetime tool which is continually updated and includes live ACCESS to me every week during Training Webinars and through the bi-weekly coaching calls.

If you want to get to a new level of income – attend my Webinar
If training is NOT best use of your time – attend my Webinar
If you’re hiring new recruiters – attend my Webinar
If you want your current team to attain new levels of production – attend my Webinar

Register for the Webinar here.

You can NEVER afford to think you “know” everything there is to know about our Profession. There is one certainty – your competition WILL continue to learn and change!

To your continued success,

Barbara J. Bruno, CPC, CTS
Good as Gold Training

Recruiting Tools: Candidate Next Step and Top Producer Tutor

We all have the same 168 hours in each week, but there are some people who seem to accomplish so much more than the average person. Often, we refer to their ability to manage their time effectively. Are they really managing time? They will have the same 24 hour days as everyone else. What they are managing are their actions NOT time!

For years I boasted about my ability to effectively multi-task. When I studied my work habits I realized I rarely did even two things at one time. I often switched gears throughout the day, but was very focused on each task I completed. Not necessarily the definition of multi-tasking.

There are certain steps you can take starting immediately to manage your actions throughout the day. First, you need to do a “time study” of your current habits.

• How much time is spent on different tasks throughout your day?
• How much time is wasted talking about all you have to get done?
• How much time is focused on results-oriented activity?
• How much time is spent on urgent vs. important tasks?
• How much time is spent on passive incoming vs. proactive outgoing calls?
• How much time is spent at the end of each day planning for the next day?
• How much time is spent prioritizing your tasks for the next day?
• How much time is wasted worrying about getting things done?

The following are steps you can take to manage your actions:

STEP ONE:
Force yourself to fill out a planner for your next day, before you leave work.
If you are currently NOT a planner, learn to write down your six non-negotiable actions (closest to the money) for the following day. There are your top priorities which must be completed before you leave work.

STEP TWO:
Stop “talking about” or “worrying about” what you have to get done. Both of those activities are a great “time waster.” If you must worry about something, limit yourself to five minutes – then focus on solutions or actions.

STEP THREE:
Segment your day and focus on as many results-oriented actions before noon as possible. Attempt to complete 75% of your top six non-negotiable actions before noon. When you segment your day, you will form habits that ensure a greater return on your investment of time. It might be effective to hold incoming calls during morning hours so you can complete your most important actions.

STEP FOUR:
Stop answering emails as they arrive. Set aside time first thing in the morning, mid day and at the end of day to answer email. Email is one of the greatest distractions to results-oriented activities.

STEP FIVE:
“Swallow the biggest frog first!” Do the activity you dread most – first. If you don’t get a dreaded task off your plate, it prevents you from peak performance throughout your entire day.

STEP SIX:
Imagine a suitcase outside the door or your office and dump all your personal issues or challenges into the suitcase before you enter your office. If you drag your personal “baggage” to work, it can prevent you from focusing on work and limit your success. Inform your family and friends to only contact you at lunch or after working hours.

STEP SEVEN:
Don’t view any inappropriate websites during working hours or send inappropriate emails. If you want to participate on Social Networks, that activity is completed during evening hours, on your own personal computer – unless you are a Researcher or Sourcer.

STEP EIGHT:
Close your open door policy and set up certain times throughout the day that you will be accessible. It’s often easier for your co-workers to distract you than get their own work done. If you’re obviously busy, they will have to distract someone else!

STEP NINE:
Ask yourself constantly “Is This Best Use of My Time?” If your answer is NO than you need to delegate those tasks to someone else. You get 80% of your results from 20% of your actions. Once you identify your top talents which represent the 20%, the key is to focus your time on completing those exact actions.

You may not be able to manage time but you can control your actions and activities. Follow any of the above nine steps and you will achieve more throughout your day.

REMINDER: Candidate Next Step – Pay a one time charge of $497.00 with No Monthly Fees (Limited Time Offer)! You can earn passive income on all Job Seekers who contact you! Click here!

If you missed Barb’s Webinar on 4.20.10 that gave you an inside peak at Candidate Next Step, you can view the recorded Webinar by clicking here now.

To your continued success,

Barbara J. Bruno, CPC, CTS
Good as Gold Training

Recruiting Tools: Candidate Next Step and Top Producer Tutor