Recruiter Training By Barb Bruno, CPC

Owners continually ask me how they can motivate their sales team to attain new levels of production and success. My answer is always the same – you can’t! Motivation is something that comes from within a person – it’s their internal burning desire to achieve something for their own reasons – not yours. You can create a motivational environment, provide contests, bonuses or instant gratification promotions that will motivate for a limited amount of time. If you truly want to motivate others or yourself, find out where their passion lies, what they dream of achieving and then give them the tools to achieve their goals.

Recruiting is a Sales Profession and you have human beings on both sides of your sales. As a result, your day can be filled with rejection, disappointments and each telephone call can be a distraction or another issue that needs to be resolved.

There are several reasons many recruiters don’t start out their day motivated:

1. They do not have a written Plan therefore, the urgent issues overshadow the important all day.

2. They allow the incoming calls to control their day vs. the outgoing.

3. They have not dealt with past habits and issues that prevent them from attaining their highest level of performance.

4. There is no daily routine to motivate themselves

5. They do the same things day in and day out and therefore KNOW they will get the same results and yet don’t commit to specific changes.

6. They have a pattern of not achieving goals set.

7. They feel they are in the wrong specialty area, geographic area, niche of the market, segment of the Profession etc.

8. They do not expect good things to happen.

It’s very important to realize…
“Whether you think you can or whether you think you can’t – you’re right!”
Attitude can make or break individuals in our profession.

Success in the recruiting profession depends 10% of what happens to you and 90% on how you react. You have 100% control over how you choose to react – you can choose NOT to react at all – which often is the best solution.
If you hear yourself saying – “He really got me down”, “She really upset me” – the truth of the matter is you gave him permission to get you down and you allowed her to upset you. No one has control over your emotions, but you!

If you drag all your baggage into your office – you have greatly diminished your ability to stay motivated. It’s hard to “sell” when you are burdened by personal, financial, health or other issues that are dragging you down. Envision a suitcase outside the door of your office and throw all the baggage into it, prior to walking into your office with your can-do attitude.

When you wake up – what is your morning routine to get yourself pumped up? Do you work out, take a walk, meditate, walk your dog, jog, listen to motivational tapes, spend time with your family, listen to music that puts you in a good mood? All of these things are positive ways to get your mind and body ready to perform at the highest level possible.

Recruiting is NOT EASY, there is a tremendous shortage of candidates – but that is good news for us. If it was easy to find top talent – none of us would be needed!

The following techniques will help you get and stay motivated:

TECHNIQUE ONE:
Remember – every Master was once a Disaster! No one starts out a top producer. View each problem you resolve as a learning experience. You have to become a student of our Profession and try new methods continually until you find the ones that help you attain your greatest level of success. Even Tigre Woods has a coach!

TECHNIQUE TWO:
Figure out the 20% of what you’re doing that provides you with 80% of your results. Make a decision today to STOP doing what does not give you results. When you are more successful – you automatically get more motivated!

TECHNIQUE THREE:
Decide exactly what you want out of life. You are currently living in your dream home, drive your dream car, wear the clothes and jewelry that you want, attend the sporting events you want to attend……if you are not agreeing with me, my question is “what are you doing to change things?” If you really want something – you do whatever you have to do to get it! Take a picture of what you’re trying to achieve and place it by your phone. It will motivate you to achieve your daily results goals!

TECHNIQUE FOUR:
When you hit your monthly goals – reward yourself personally. If you just pay bills and take care of everyone else – you are forgetting a very important person – YOU! If you don’t hit your goal – figure out a consequence. It is very motivating NOT to have to deal with the consequence your have set up. Mine was “no Chinese food” for the entire next month….not something I want to do!

TECHNIQUE FIVE:
Clean up your work area, it will help you maintain clarity and focus while working toward your goals. Fill your area with “motivational quotes” you enjoy, in addition to the pictures of what you are going to achieve. Make sure you have pictures of the people you love most in your work area as well. When you don’t feel motivated….ask yourself what price they are paying for you not attaining peak performance.

TECHNIQUE SIX:
Think BIGGER. The Recruiting Profession can provide you with whatever quality of life you desire. How would your life change if your annual income became your monthly income? Don’t invest in Lottery Tickets – you ARE your own lottery! No one is going to ever come up to you and say STOP – you are placing too many people in jobs this day, week or month! The only limits you have are the ones you place on yourself.
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TECHNIQUE SEVEN:
Take time out of each day to be grateful for the things you have in your life. When you truly start to appreciate what you have, you will discover a new level of passion to achieve the desires you have yet to experience.

TECHNIQUE EIGHT:
Get started! By participating in this Teleconference Call today you have taken a massive step toward your success. Simply by listening to and reading these words demonstrates your desire to enhance the quality of your life. You need to make a commitment right now to keep this going!

It’s really “decision time.” You can continue hoping things change or you can actually make them happen starting today. Everyone says they want to change and improve, but few understand how the process works. When you realize the secret to controlling motivation is within you – it will become as easy a switching a light switch on and off. You will be able to motivate yourself at will because you have clarity of what you are attempting to achieve.

Just imagine for a minute what your life would be like if you knew how to get and stay motivated at a moments notice, for as long as you wished? Use any of the techniques outlined above and you are on your way.

Don’t look for other people or things to motivate you, dig deep, identify your true passion and goals and understand the greatest motivator lies within yourself!