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Inspiration

The Key To Selling Anything

Career Insight, Inspiration, Recruitment /

The mark of a good product or service is its ability to give you your time back. Time is our greatest asset in this life, yet it’s the most wasted and taken for granted. Retail sales representatives fail miserably when they follow a new customer around the store telling them repeatedly about items that are on sale. Rather than presuming what a customer is willing to spend, why not ask what type of experience they are looking for? If you sell the experience, then it doesn’t matter what a product or service cost. Sell the peace of mind and the benefit to their lives that a product or service can offer, and they’ll pay any amount for it. Focusing on the experience will buy your time back (and save you money in the long-run). I rule a candidate out immediately when their first question to me is, “how much does the position pay?” Your focus should be on the experience. Tell me about the opportunity and how it can benefit my career and my family. Everything else is low hanging fruit.

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4 Sales Tips From My Wife

Career Insight, Inspiration, Recruitment /

My Wife is the greatest salesperson I’ve ever met! …formally, she has never worked a day in sales, but she has all of the traits of an effective salesperson. We met at Church… She approached me after one of our services. Her opening line – “I heard you work in HR……………I could use help with my resume.” I agreed to help, but I sat on it for 3 weeks… I finally made the time to call her. Turns out she was actually happy with her resume and didn’t need help… She wanted to get to know me and the cry for resume help was her way of breaking the ice… …7 years of blissful marriage and 2 kids later…her method to gain my attention worked (deal closed). Lessons for all sales professionals (…and everyone else): 1️⃣ My Wife was fearless. She didn’t let the potential of a “no” hinder her. She knew what she wanted and pursued it 2️⃣ She sold without selling – “I’ll share my resume with you, and we can talk about it” (it contained her email and direct number)… 3️⃣ She did her research beforehand (“I heard you work in HR”) and she used something that was familiar to me (i.e., resume talk), which lowered my guard and made me receptive to more conversations with her…(I was also new to the Church) 4️⃣ She waited patiently for 3 weeks. Sometimes you have to let the deal unfold without being too pushy… The fact that I was oblivious to her true motive is secondary (most men are). It was her approach that taught me a great life and professional lesson Kudos to a good Wife, and the greatest salesperson this world has ever seen.

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We Can Do Better

Employer Insight, Inspiration /

Dear Business Leader, Your business strategy is just fine. You don’t need to hire a consultant and your vision statement doesn’t need rewording. You’ve lost sight of why you went into business… The pursuit of money has hindered your better judgement. You were once approachable, but success has made you prideful and you promote fear over trust. Obedience over partnership. You’ve put profits over the wellbeing of your people and you’ve assembled followers who are working in spite of you, not with you… Congratulations for building a company on a shaky foundation… …the good news is that there is a lineup of recruiters waiting to backfill your open roles.

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A Recruiter is Calling…

Career Insight, Career Preparation, Inspiration /

A Recruiter is calling… Why not take that call? If you’re good for now, I get it. Who wants to waste their time speaking to a Recruiter when there’s no need to. “I only speak to a Recruiter when it’s in my best interest to do so…” …but why not take that call? “I’m doing well in my career…I work with a great team in a great environment. I’m progressing with my company and will be next in line for a lucrative promotion that will break me into a higher income bracket!” …but why not take that call? “I’ve never had an issue with finding meaningful employment. I’m highly sought after within my industry, and I’ll always be a high performer wherever I land…” …but why not take that call? “Recruiters are all the same – they take more than they give and never follow up with you after that initial call. I don’t need a Recruiter to find a job!” …but why not take that call? Better yet, why not meet for that coffee or lunch at the Recruiter’s request…It may seem unproductive to you given your present situation, but there are a lot of people who thought they were secure and insulated from the realities of the marketplace, only to find themselves now in need of a job… Now you’re willing to take that call?? I tried reaching you several times over the past year! …why didn’t you just have that conversation.

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Control vs. Faith

Inspiration, Recruitment /

Everything in business takes time to turnaround. The past 6 months have been a real test of patience… Recruitment and patience are like oil and water… …Control, Control, Control! (you naive recruiter!) True wisdom is realizing that we don’t control anything, especially people… It’s humbling to realize that you can do everything right and still not get the desired results… …keep pressing forward! Candidate & Client control are myths… Outcome control is a greater myth…(and laughable) The only controllable is your attitude (especially during perceived failure)…it’s at this intersection that you truly become patient with yourself, people, and situations (a time-tested recruiter) Don’t pay for a personality assessment to uncover who you are, just become a recruiter.

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Thanks For Another Great Hire, Troy! So, How Do I Retain This Talent?

Employer Insight, Inspiration /

One of the weaknesses of business leaders is their inability to cultivate a culture that grooms talent, and to make sure that their top performers are put on a career path that leads to new challenges, personal development, and ultimately, financial gain. Let’s not trivialize the importance of the financial motivation. Dangling carrots is not only insulting, but it’s the easiest way to kick your best producers out of your company. If you as a leader for your group, division, branch, or office, have not crafted a clear and realistic career path for your top performers that will allow them to see continuous growth in their profession and fresh challenges, then I’m afraid that it’s only a matter of time until your roster thins out. This career path program should be monitored closely and fine-tuned periodically. You should be talking to your people about their career goals, and aligning them with the resources, tools, and training to get them to where they need to be. If you don’t, then your competitor will. And don’t be so egotistical to pretend that it doesn’t matter to see your best walk out your door – the cost to hire is far greater than the cost to take care of your people in the first place.

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All She Wanted Was A Call Back (A Note To Recruiters)

Inspiration, Recruitment /

My Wife had a personal breakthrough today… After taking 5 years off to raise our 2 kids, she decided to jump back into the workforce. It’s been a few weeks since her search started, and it has been an emotional rollercoaster to say the least. But today was different… After many applications, rejections, & attempts to reach recruiters via phone and email, she finally received a call back from one of them today. All she wanted was a call back! The fact that the recruiter couldn’t do anything for her in that moment is secondary… All she wanted was a call back! That call back to acknowledge her resume provided the hope that she needed to keep going… The value that recruiters can bring to people’s lives is immeasurable… The simple act of returning an applicant’s phone call could be the difference between them giving up or pressing on… Let’s strive to be remembered for more than just the money we made.

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Good Habits – A Memoir To Future Recruitment Professionals

Career Insight, Inspiration, Recruitment /

Budding RECRUITERS – Congratulations on choosing recruitment as your career path. You are in for a rollercoaster ride like you’ve never experienced before. It’s a demanding career but has no ceiling to financial gains. It will test you in ways you’ve never been tested before, but you will learn something new everyday. Your backbone & character will benefit from the losses, and you will remain humble during the wins. Your days will be long, but you will sleep well at night knowing that you did things the right way. My advice to anyone who is thinking about a long-term career path in recruitment: 1️⃣ Sit under a veteran in the industry who has tried & tested experience, who will teach you proper habits and help develop your character.2️⃣ Learn from your failures, but don’t cling to them. Celebrate wins and move on quickly.3️⃣ Don’t be in a rush to start your own recruitment agency. The barrier to entry is low in recruitment, but the turnover is endless.4️⃣ Devote as much time as you can to this profession. Take calls after regular hours and on weekends, and keep developing your skills.5️⃣ Return phone calls from candidates you can’t place.6️⃣ Meet with as many people as possible.7️⃣ Find a niche and build your knowledge in that area.8️⃣ Treat people with respect and they will bless you. The financial gains will come if you do everything I’ve listed. All the best to you as you grow in your career!

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The Perfect Match: How To Choose The Right Recruiter For Your Next Career Move? (Questions That Every Candidate Should Ask Their Recruitment Partner & What To Beware Of!)

Career Insight, Career Preparation, Inspiration /

A credible recruiter takes you on a career exploration that hopefully leads to personal freedom and professional development. Before that exploration commences, that recruiter will ask the candidate some qualifying questions to better understand their current situation, educational background, work history, goals, ambitions, family life, etc. The answers to these screening questions will determine whether that candidate will proceed to a next step with the client or be passed into a pipeline for future roles & consideration. This candidate qualifying process is fundamental and sets the tone for future conversations. This qualifying process works both ways, and candidates should be just as prudent in how they select a recruitment partner as recruiters are about which candidates they decide to work with. If you are not asking questions to better understand your recruiter to help you determine whether they are the right partner for your next career move, then this article is timely. You wouldn’t put your health in the hands of just anyone, and neither should you with your career. What you do as a profession consumes the vast majority of your waking hours, and choosing the right recruiter will not only make the career search more fulfilling and enjoyable, but in the end, you’ll know that you landed with the right company. Afterall, this is about your family, your career, your professional development, and your quality of life. Before deciding whether to partner with that recruiter, please consider asking them the following questions (in no particular order of priority): Recruiters/Agencies are a dime a dozen, but a Recruiter who respects his craft is resilient, understands his purpose, and isn’t afraid to hold hiring authorities & candidates accountable. Whether you are an active job seeker or a passive candidate looking to take a leap into the market, make your decision wisely and do what is best for your career by choosing the right Recruiter. Be prepared for that next conversation & I wish you the best in your pursuit of greatness!

The Perfect Match: How To Choose The Right Recruiter For Your Next Career Move? (Questions That Every Candidate Should Ask Their Recruitment Partner & What To Beware Of!) Read More »

“Things”

Inspiration /

No matter what you do as a profession, balance is key. If you’ve reached the pinnacle of success in your career, congratulations are in order. You’ve made your dreams a reality and you’re enjoying the fruits of your labour. Now what? I’m a believer in daily self examinations. No matter how successful you are, an honest analysis of self will reveal areas that can be tweaked or altogether purged. Titles are great and money is a necessary resource to exist in this life. I’m not discrediting the importance of “things”. My concern is the relentless pursuit of “things” at the expense of your peace. I’m not perfect, but at the end of they day once I’ve closed my laptop and put away my JBL headphones, I have a beautiful Wife and 2 lovely Children that are waiting for me. My kids don’t care whether I’ve closed another deal that I’ve been working for on for 6 months. They just want uninterrupted quality time with their Daddy (…I can do better in this area). My workday is unpredictable and doesn’t always yield the results I want, but those moments are worth it when I get to see the people I love the most at the end of it. Cherish the people around you, and remember you are working for more than just a pay cheque. Life is sweeter when there is balance.

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