Recruiter Training By Barb Bruno, CPC

I’m very excited to extend these offers to you, that you almost can’t afford to refuse!

FIRST OUTSTANDING OFFER FOR EVERYONE:
Everyone registering for the NAPS conference can become CERTIFIED for FREE (Value $400-$500) by participating in the Immersion Program on Wednesday and sitting for the exam. This is the FIRST TIME IN NAPS 50 YEAR HISTORY that certification has EVER been included in the conference registration.

SECOND OUTSTANDING OFFER FOR “NON-MEMBERS” OF NAPS:
Any non-member I refer to the NAPS 50th Anniversary Annual Conference in Vegas will receive a $300 discount off non-member pricing, by following the link listed below.

Use the link below and follow my instructions.

http://www.recruitinglife.com/annualconference/2011/registration.cfm

Enter your information, click on Member then enter the username and password listed below

Username: bbruno@goodasgoldtraining.com
Passcode: vegas2011

Hope to see you there. Please come up and introduce yourself!

Barb

Barbara J. Bruno, CPC, CTS

There is a proven process to set and attain goals. If you did not attain goals set in the first two quarters of 2011, add up your production and deduct the amount from the goals you set. Now divide that number by 6 and add that amount to the remaining months of 2011. Don’t allow yourself to give up your income goal for this year!

TIP ONE – BE DECISIVE
The difference between what one recruiter and another achieves depends more on goal choices than on ability. The direction of your life and level of success change the instant you decide what goals you want to pursue. Each decision affects what you become.

TIP TWO – FOCUS
The Staffing and Recruiting Profession is filled with constant distractions that compete for your time and focus. Every action you take throughout your day either moves you closer or drives you further from your goal. What do you current actions and choices say about your ability to focus?

TIP THREE – WRITE & POST YOUR GOALS
Your written goals must be SMART GOALS, posted where you see them as you work your desk each day. You must be clear on what goals you are trying to achieve, why you want to achieve them and by when.

TIP FOUR – PLAN
You plan is your ticket to Top Production. It’s important that you track your stats so you know your personal ratios. This way you can plan for the results you need daily to ensure goals are achieved or surpassed.

TIP FIVE – EXPECT SETBACKS
Setbacks test your personal commitment to goals set. They are a test of your character, level of commitment and courage. You will become a more successful recruiter when you view setbacks as the opportunity to learn and grow.

TIP SIX – TAKE ACTION
Without purposeful action, the only guarantee is failure and mediocrity. Whether you attain your goals or fail is dependent upon the actions you take each day. Know what actions you need to take daily to achieve the results necessary to stay on track to achieve your goals.

TIP SEVEN – REWARD YOURSELF
Reward yourself daily for actions and decisions you’ve made to guarantee attainment of your goals. Conduct a weekly review and celebrate your wins and make adjustments to avoid any setbacks experienced. Personal rewards are reminders of your potential to achieve any goal set.

NO MORE EXCUSES… Set your smart goals for the last two quarters of 2011 and enjoy the level of success and income you deserve.

Barbara J. Bruno, CPC, CTS

This past week I’ve received several questions about reduced fees and lower margins. When I asked the recruiters why clients should pay full fees and higher margins there was dead silence. If you don’t know why you’re worth what you charge – do you expect your clients to figure it out for themselves?

The greatest challenge that will be faced by employers is retention and the ability to attract top talent. This is just as critical as the legal advice they receive from attorneys and the accounting advice they receive from their accountants. Do you think they hire the cheapest lawyer and accountant available? The answer is NO. They hire the individuals with the expertise they need to protect their company.

That same rule should apply to the Staffing and Recruiting Firms they utilize. Attracting and hiring the top talent they need can make the difference between their success or failure.

Reality #1
You have developed a network that attracts the top talent companies cannot find on their own.

Reality #2
You are recruiting for top talent daily and surface that hidden marketplace of candidates who are not reading job boards, website postings or conducting an active search.

Reality #3
You are a workforce/workplace expert who knows the job market better than in-house recruiters. You deal with multiple hiring authorities on a regular basis, have inside information on hundreds of companies and can use this knowledge to benefit your clients.

Reality #4
You can shorten the time it takes to fill a position because you don’t have to start from scratch. Your marketing efforts are focused on your “best business” so you often write very similar job orders, temp assignments or contracts and can multi-use the candidates you surface.

Reality #5
The cost of training is drastically reduced because you will find candidates who have the exact experience, skills and stability needed to hit the ground running.

Reality #6
It is often you who gets everyone in the hiring process on the same page by sending a copy of the job order or assignment to obtain their sign off. It’s amazing how many times the entire order is rewritten.

Reality #7
Utilizing your services is cost effective when you consider ALL the expenses involved with a new hire. Too often our fees or bill rates are compared to the cost of a job posting. Think of all the costs incurred for a new hire:

Job Postings, Sourcing, Website Updates, Reference & Background Testing, Assessment Tools (if utilized) Support costs to contact the hundreds of candidates who respond to postings, interviewing, database mining, marketing materials, salaries and this does not even include overhead costs. You have to ask yourself…what is it costing this company to have this position open?

Reality #8
You can proactively search for hard to find talent. Once you form a strong rapport with clients you can help them identify the hard to find talent by proactively working on their behalf.

Reality #9
You can improve retention, through your strong follow up process.

The next time someone tries to negotiate your fee or bill rate – remember what you’re worth and don’t sell yourself short!

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

If you asked me to describe myself in three words, one of those words would be patriotic. I’m a lifetime member of the American Legion and loved to hear the stories told by the men in our family who had served in the military. This includes my grandfathers, father, uncles and my husband.

My dad was at Pearl Harbor when it was bombed and his recollection of the events are etched in my memory forever. I have always had a flag pole in front of my home so each day I am reminded of the freedoms we enjoy.

This next week we will celebrate Memorial Day in the US. This Holiday commemorates U.S. soldiers who died, while serving in the Military. Whether you reside in the U.S. or not, take time on May 30th to remember military heroes.

Consider spending this one day without laptops, cell phones, text messages or video games and reflect on the sacrifices made daily by these brave men and women. It is a wonderful weekend to share historical stories with any young children in your family as you gather for parades, picnics and some family time.

This past weekend I spoke at the CSP Conference in San Diego which is home to the Naval Base San Diego, one of the largest naval bases. It was a humbling experience to walk past an Aircraft Carrier or one of the many memorials, honoring the military.

The freedom we enjoy is the result of the past, current and future individuals who serve and often give their lives for our country. You are free to speak, earn a living, vote, practice your religion and attain whatever lifestyle you envision. Many of our ancestors came to the United States to realize their dreams.

They laid the foundation so that you could realize your dreams.

This is a perfect day to show your gratitude and recommit to becoming the best you can be! I wish you all a wonderful Memorial Day Weekend!

Barbara J. Bruno, CPC, CTS

A few weeks ago, I was driving to Indianapolis to speak at a conference. I was less than one mile from Lafayette, IN when my vehicle picked up speed and no matter what I did it kept going faster. I turned off my engine and finally ended up on the side of the road on I-65.

In less than three hours, I was to present an owner program and my car is dead. Plan B was to call for help to get my battery charged. I immediately called the Hoosier Helpers, the police and a two auto repair shops. The police came first and they gave me the number for a mechanic they recommended. As I waited for the mechanic, I decided to call car rental companies so that I had a Plan C. Thirty minutes later the tow truck arrived and charged my battery. I thought Plan B had worked until I realized my car wouldn’t start. As the mechanic tried to figure out a solution, I implemented Plan C.

Enterprise was waiting for my return call and ended up meeting me on the exit ramp as my car was being towed. In less than 30 minutes I was in a jeep driving to Indianapolis. I arrived 15 minutes before my program and was grateful that Plan C had worked!

Do you have a Plan B or Plan C as you work your desk? Do you have one candidate in the final interviewing process or do you have three? Do you keep covering your orders or assignments as candidates are eliminated from the process?

Do you have a list of the new clients you will target to enhance your current client base? You may have an established client base, but what if one of your “A” accounts quits hiring? What specific companies have you targeted to land before the end of the year? Do you realize that your best client for 2011 could be someone you have not even called yet?

If your Plan A is not helping you consistently attain your goals, what is your Plan B & Plan C? You can’t continue to do things the same way and expect different results. If Plan A doesn’t work, you can’t panic or give into frustration you need to think SO WHAT – NOW WHAT?

If you are trying to improve client relationships, are you willing to entertain a client after working hours to get to know your clients and determine what is most important to them? Are you a vendor or are you positioning yourself as a Trusted Advisor?

The day you think you KNOW all that you need to know in this profession, your competition will run right over you because they will continue to learn, improve and change. Your Plan A, Plan B or Plan C must involve your continuous learning.

Learn to back up all your efforts with alternatives and other solutions and you will close more deals and not be devastated by setbacks! You will merely view them as obstacles you know you can overcome!

To your continued success,

Barb