Recruiter Training By Barb Bruno, CPC

The weather and natural disasters have been extremely unpredictable. Just in the past two weeks: Nashville was under water, Oklahoma was pounded by multiple tornadoes, Rochester had snow, CT had 50 mph winds and the oil slick is causing millions of dollars worth of damage to the Gulf Coast and spreading.

We’ve all viewed the funnel clouds shown on TV and I want you to imagine one of those tornadoes caught up in a bottle. That is how I envision what is happening in the job market right now. Economic indicators are all positive and there has been an influx in hiring from coast to coast as well as around the world.

It’s as if the SURGE of hiring is bottled up and ready to burst open. It’s time to answer some important questions:

     1.     Have you dramatically increased your marketing presentations?
     2.     Do you recruit for top talent on a daily basis?
     3.     Have you branded yourself to highlight what differentiates you?
     4.     Are you helping employers upgrade past “bad” hires?
     5.     Are you placing retired baby boomers as contractors for their past employers?
     6.     Do you expect a recording breaking year in 2010?
     7.     Do you work at a level “10” every day?
     8.     Have you changed the way you do business to fit the needs of the clients and candidates
             you represent?
     9.     Are you implementing new ideas and techniques to improve sales?
     10.   Do you participate in training on a consistent basis?

If you answered “no” to any of the above questions…it’s time to expect the best and focus on results-oriented action each day. Review this list of ten and pick three areas where you need the greatest level of improvement.

You’ll probably just blink your eye and this market will flip back to a candidate-driven market. Now is the time to attract the best clients and build your database of top talent. Now is the time for you to go from “good” to “great.” Now is the time for you to differentiate yourself from your competition.

Your best client for 2010 could be someone who is just waiting to hear from you.

I watched storm chasers on TV last night and wondered WHY they would get so close to the storms and impending danger. The greatest danger we face daily is someone rejecting our services or saying no to us. If storm chasers can get within feet of a dangerous storm, you certainly can call new clients and try to entice them to utilize your services.

The latest figures also indicate that 58% of our Profession went “out of business” during the past eighteen months – so you have less competition!

Stop looking back and realize the future is “sunny and bright.” It’s time for you to unleash that tornado in a bottle and get ready for the ride ahead. Remember, the three years following any downturn are always the brightest and best!

It’s up to you to realize you are now on one of those upturns!

REMINDER: Candidate Next Step is a resource you can offer to Job Seekers that will put 60-90 minutes back in the day of your Sales Team. (Time spent on the 95% of candidate you currently don’t place) This Customized Career Portal will differentiate your firm, help you land new clients. And for the first time in history you can help 100% of the job seekers who need help with their search.

Currently there is only a one time flat set up charge (Limited Time Offer)!
So, what are you waiting for? Go and sign up here.
For more information, visit Candidate Next Step

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

It’s Time to Go Out on a Limb!

In the Sales Profession, business that is the easiest to attract is often referred to as the “low hanging fruit.” Where can you make the quickest or easiest next fill or placement?

Recently, I talked to the Owner of a very successful Marketing Firm. His felt anybody and everybody can reach the “low hanging fruit.” But if you really want to attract the best business you need to go out on a limb. You need to find the largest, strongest limbs because those are filled with the “bounty” that no one else has the courage to go after!

What clients do you want to attract?

Where do your Top Talented Candidates want to work?

What level of Searches, Temp Assignments or Contracts do you want to work?

What fees or margins do you want to generate?

Some times you have to initially slow down so you can go faster! You need to take a step back and review your current client base as well as the clients you want to attract. Recruiting is a time intensive profession and often we take little or no time to strategize our marketing efforts.

Review where you have made placements in the past twelve months; which represents your best business. Now determine what clients would enhance your current best business. Conduct your research to identify the appropriate individuals to contact within your client targets. Review their websites, recent articles published, their employment pages, associations and organizations they support and other relevant information.

The Internet has given you the luxury of making informed warm calls vs. cold calls. Let the client know that you have targeted them and give reasons why they should utilize you vs. other resources to identify Top Talent. Always stress the benefits to THEM vs. making WWD (what we do) calls.

The market is changing – is it time for you to change the level of client you represent? Is it time for you to go out on a limb and attract better clients and candidates? Remember, when you represent a higher level of candidate and client, salaries increase and so do your fees and margins – which has a direct impact on your production and income.

The time to leave the “low hanging fruit” to your Competitors is NOW!

ANNOUNCEMENT: If you missed Barb’s Webinar on 4.20.10, click the following link to view the recorded CNS Webinar!

Invest in Candidate Next Step by April 30, 2010 and pay a one time charge of $397.00 with No Monthly Fees! You can earn passive income on all Job Seekers who contact you! Click Here Now!

To your continued success,

Barb Bruno

There are not many other professions that have the impact of the Staffing and Recruiting Profession. On a daily basis, we change the lives of the people we represent for the better. We also help our clients identify the top talent who will help them and their companies achieve their goals.

When you are completing marketing or recruiting presentations, often you are rejected and even referred to as “you people.” It’s obvious the individual on the other end of the call doesn’t understand the tremendous services you provide.

Does any of this sound familiar:

* They never return my call
* I’m never informed of progress
* They provide no feedback
* I don’t know if my candidate is even being considered
* I have no idea where my candidate ranks
* Often, I’m not told when my candidate is screened out
* I don’t think they did a very good job of selling in my candidate
* I feel like they use a “dart board” approach to which candidates are interviewed
* They never give me the opportunity to provide more information on my candidate or answer any possible objections
* The interview process went so long, my candidate lost interest or accepted another job

You are probably all thinking of clients who have done some of these exact same things to you! None of these complaints came from recruiters complaining about their clients.

All of these complaints came from recruiters complaining about other RECRUITERS in our Profession. I know many of you conduct split business with recruiters in your office, other recruiting firms, through membership in a split network, or through franchised offices in your company. I’m writing this newsletter after receiving numerous emails from recruiters complaining about how they are treated by other recruiters.

It’s important if you are working a Split with another recruiter that you set expectations before working together.

Determine the following up front:

* Who will have contact with the hiring authority?
* Will they provide you with a thorough requisition or contract order?
* How do they want candidates submitted?
* Are interviewing times set? What is interviewing process?
* Do they have a target date to hire?
* Any strong contenders to date?
* What desirable skill is currently missing in their department?
* Any Internal candidates?
* How often will you communicate? Time frame?
* By what means i.e. email, phone, IM, text, etc.
* Will you have an opportunity to “sell in” your candidate, if they want to screen them out?
* Will you be able to “back fill” candidates, if your candidate is screened out during the interview process?
* When will a copy of the signed agreement be sent to you?
* How and when will you be paid for a successful “fill” or “placement?”

When expectations are not clarified up front, you often will lose out on some split placement business which can help enhance your production and income. Follow these guidelines and your split business partners can become some of your greatest assets!

ANNOUNCEMENT: If you missed Barb’s Tuesday Webinar, click here to view the recorded CNS Webinar…

To your continued success,

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

Recruiting Tools: Candidate Next Step and Top Producer Tutor

P.S. Invest in Candidate Next Step during the month of April 2010, and pay a one time charge of $397.00 with No Monthly Fees! You will earn passive income on all Job Seekers who contact you! Click Here to get it now!

What Taxes Reveal About You

Before I begin this week’s No BS Newsletter, I would like to invite you to my free Webinar on Tuesday, April 20th @ 11:30 AM CST. I will give you a peak at Candidate Next Step! Learn how to earn passive income on every Job Seeker you meet. Click here to Register for the Webinar now!

What Does Your Tax Return Reveal About You?

It’s interesting to observe how differently people handle their taxes.

(Owners, please be sure to read the second half of this NO BS Newsletter directed at you…“Is Your Company Safe?”)

THE ORGANIZER – This person has every receipt, record and important paper filed away in a very neat structure which makes filing taxes an easy task

THE PROCRASTINATOR – This is the person who drives to the Post Office at 11:59 PM on April 15th to mail their return – or files as many extensions as allowed.

THE CONFIDENT FILER – These individuals understand tax laws and procedures. They also have the confidence to file their own return on line or manually by themselves.

THE NON-TRUSTING – This person has several people review their return for fear of missing a deduction. They would NEVER file their own return and find the entire process ridiculous.

See any correlation to Recruiting?

There are Recruiters who ORGANIZE their time, their day, their planner and their surroundings. They never find themselves hunting down lost paperwork! They utilize systems provided to them by their owners.

The PROCRASTINATOR is going to plan and respect prime time…“next” month. They are going to earn what they deserve “next” year. They are going to have a great quarter NEXT quarter. They will figure out their numbers and stats tomorrow.

CONFIDENT recruiters know their numbers and individual stats. They focus on results oriented activity during prime time and commit to daily results. They achieve or surpass their goals on a consistent basis. They are confident because they are successful and often pay in taxes, what other recruiters earn!

NON-TRUSTING recruiters too often lose out on opportunities, because they are hesitant to take risks or make decisions. They also have a tendency to BLAME OTHERS for problems rather than changing what they can control. It’s extremely important especially this year, to make changes if you want different results.

Lastly, your tax return lists your total income for the past year. If you want to earn more this year, you must embrace change. Don’t procrastinate, embrace change starting TODAY! ATTENTION OWNERS – “Is your Company Safe?”

The Internal Revenue Service has recently hired as many as 3,000 new agents. Their purpose is to create more revenue for the government. A primary intention is to audit small business and capture more unpaid tax.
WARNING! Your business entities may be in jeopardy.

They believe that many small business, dbas, partnerships, LLCs, and even corporations are not following accepted business practices. And if they aren’t, then they are not entitled to business deductions. And the negative impact could be that you could owe more taxes.

Accepted business practices means keeping good accounting records, such as receipts, checks, invoices, company resolutions for major purchases, etc. They are also looking for company minutes for annual meetings, special meetings and decisions to make special purchases or to take business trips.

Yes, if you are in business, you must keep not only accounting records, but also legal records, especially meeting minutes. They must be in writing and be organized. This applies to you if you are in business, whether as a DBA, LLC, a corporation or a partnership. Yes, it even applies to Family Limited Partnerships.

It’s not too late to correct things. If you don’t keep annual minutes, if you don’t have a minute book, if your business entity isn’t linked to your revocable living trust, these areas need your immediate attention. This is not something you can delay.

I utilize a great service “Just a Minute” who handles all of this for me. They are reasonably priced, extremely smart and provide incredible service. Protect yourself and your business! Just click on this link to review their services: Just a Minute

If not them…find your own resource…from business owner to business owner, you need to be sure your records in order!

Remember to register for my FREE Candidate Next Step Webinar on Tuesday Here!

To your continued success,

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

Recruiting Tools: Candidate Next Step and Top Producer Tutor

P.S. Invest in Candidate Next Step during the month of April 2010, and pay a one time charge of $397.00 with No Monthly Fees! You will earn passive income on all Job Seekers who contact you…even if they are not in your specialty! Click here to get CNS at this one time offer!

Click here to Register for the CNS Webinar for more details!