Conquer Any Goal

Can you conquer any goal using positive self-talk?

In my years of experience, I’ve encountered many recruiters who have talked themselves out of success by negative thinking.

Do you feel like you talk yourself out of success?  As soon as you start to set goals for yourself, does your confidence dip because your inner dialogue tells you that you simply aren’t qualified to carry them through? Do you ever feel like you’re not up to the task?

We all have inner dialogue.  Instead of obeying your negative commands, you can use positive self-talk to counter the negativity and overcome nearly all anxious thoughts.

Setting Goals and Sticking to Them with Positive Self-Talk

If you’re like most human beings, you’re initially filled with excitement when you first set goals for yourself. Then, all of a sudden, those thoughts are followed by self-doubt and self-defeating images in your mind that stop you in your tracks before you even get started.

It’s very hard to make the most of your life when you are constantly talking yourself out of being a success.  It can be frustrating and discouraging to have these thoughts constantly bombarding you. Many of us, in fact, don’t even realize we have them! All we know is that we don’t have the confidence to stick to our plans and reach our goals.03.31.16.thoughts

I propose another way …

Positive self-talk is an effective way to set goals and ensure that you stick to them, even if you’ve never been able to do this before.

It’s your job to decide what goal is important to you, and then you plan just what you’ll do to attain this goal.  When self-doubt starts creeping in, you’ll respond with affirmations that prove your success without surrendering to the negative thoughts. Because you’re reading this, it’s clear that you’re no quitter and you’re certainly not a failure, so start believing in yourself!

Re-Programming Your Mind

Affirmations are essentially positive statements that re-program your mind for the success you seek. The moment you have a self-defeating thought you’d be able to counter the negative with a motivating statement. An example of a positive affirmation is: “I am worthy of great success,” or “I see myself in the winner’s circle.”  What this does is replace negativity with thoughts that will help you move toward your goals instead of further away from them.

Positive self-talk is easier to implement than you might think. You may not be aware of the severity of the negative dialogue currently going on in your mind. But once you begin with positive self-talk, you will suddenly figure out that you are self-sabotaging the goals you set for yourself from the minute that you make them. This process can open your eyes to exactly how much this inner conversation has been interfering with your life. Wouldn’t you like to feel hopeful that you can now set goals and surpass them?

Through positive self-talk you’ll be able to easily set long and short-term goals for yourself. And when you use positive statements, you’ll help to push yourself further than ever before. Learning to quiet negativity with positive thoughts is one of the most important choices you can make in setting and attaining future goals with ease.

When you work from home, that can have a set of challenges that aren’t experienced if you’re employed by someone else. How we think is definitely a choice, so keep your thoughts positive!

Until next time, keep moving forward.

Darryl

EZRECRUITING.COM

Increasing Your Success Rate

All too often when I talk with recruiters I find that they make one call to a prospective client and then move on. Also, when they finally get a response they finish their day and put that possible client on their plan for the next day. It’s imperative that a recruiter follow the suggestions below if they want to increase their success rate.

But before I get to that, take a look at some statistics, based upon industry research:

clock.redInsiders say that ideally you need to get back to someone within five minutes. 

If you wait just 30 minutes you are 10 times less likely to reach that person. 

If you can contact them within five minutes, the odds of qualifying that person are 21 times greater.

So what have they found as the average time it takes a recruiter to respond? 39 hours and 22 minutes. That’s just crazy! Maybe these are the same recruiters who whine about how difficult it is to reach a hiring authority today.

So what’s the best time to reach prospects?

  • Recruiters who make at least six attempts to reach a prospect had a 90% success rate. Obviously persistence counts.
  • Studies have shown that between 4:00 pm and 6:00 pm were the best times of day to reach clients. The worst is between 11:00 am and noon.
  • Tuesdays are the worst day to prospect. Studies show you have a 50% better contact rate on Wednesdays and Thursdays.
  • Recruiters who found and used direct dial phone numbers got three times as many conversations with prospective clients. That means you need a way to find those numbers. Many recruiters subscribe to lists that provide them.
  • Yes, they are a step above a cold prospect, but you still need to do your homework on the company and make a great presentation of value to the prospective client to obtain a Job Order.

Remember, you’re not calling to just make a pitch or assume an order. Go through your questioning process and make your recommendation to your prospect accordingly. Like how working with you the client’s challenges can be eliminated in most cases.

In many situations prospects think they need one thing, when another might actually be the best solution for them.

Until next time, keep moving forward.

Darryl

EZRecruiting

 

Getting Paid

1.28.16moneyMy experience with getting paid from my clients for placements was an eye opener in the beginning. I was somewhat nervous about the money I had put into opening my own firm. Would I get it back, could I make a good income (and all the insecurities that come with starting up)?

Early on with my own staffing firm it was awhile until I got my first payment. From then on I would look out the window daily for the mailman to see if the other checks were coming. When I knew I was really on my way to success was when I realized I had not looked out the window for days. What a relief that was!

So expect some nerves early on and work your way through them.

It doesn’t pay to be a poor Recruiter. You have to like what you do. You have to believe what you do is worthwhile and the money will follow. The biggest investment of your life is your career. It‘s what you spend the majority of your time doing.

You will profoundly impact the lives of the people you work with . . . client companies and candidates alike so your knowledge of the basics is vital. Most senior Recruiters that start slowing down on making consistent placements will admit that it’s because they got away from the basics. In my previous post we talked about the entire placement process. There’s much more information on that in my course and audios.

Until next time, keep moving forward.

Darryl

EZRecruiting

The Placement Process

In the previous installment I explained that, as a recruiter, it’s as simple as following a plan.

The placement process is an integral part of that plan. It applies to you because you want to be successful and make more money, right? Anything worth doing is worth doing well. Yeah, I know that’s an old cliche’ but there’s no getting around it. Even in this digital age, some things just can’t be skipped.

So here are the steps in the placement process:

  1. Contact with Employer                      1. Contact with Job Seeker
  2. Job Order                                            2. Interview with the Job Seeker
  3. Evaluate                                              3. Evaluate
  4. CROSS MATCH (the Job Order with the Job Seeker)
  5. Prepare/Confirm                                5. Prepare/Confirm
  6. JOB INTERVIEW
  7. Follow up/Closing                              7. Follow Up/Closing
  8. PLACEMENT

Let me give you an analogy. Let’s say you have a new baby and she has to be changed multiple times a day. Right now it’s your turn because Mommy is taking a much-deserved nap. You’re not real good at this yet, but you gather the items you need: diaper, baby wipes, baby lotion or powder, towel and whatever else you’re supposed to use. But wait! The baby … because everything starts with her and builds from there.

OK, maybe that’s a little corny but you get the picture. There has to be a sequence for it to be successful.

Until next time, keep moving forward. More information on the Placement Process can be found in my Ebook.

Darryl

EZRecruiting

 

What’s Really Behind It?

Over the years I’ve seen a lot of recruiters come and go. So what contributes most to the ones who stand out? What’s really behind their success?

It’s following the plan. What plan, you say? It’s the plan outlined below and the reason I named my training THE ART & SCIENCE OF RECRUITING.

cropped-newest-12-11-15.jpgThe truth is that you can have the Art down to a science but without performing the Science you will never be more than an average recruiter, if that.

Most of the posts I’ve done here could be applied to other professions, too. They might not have the same names but the essence is the same. This could absolutely apply to real estate agents and many others I can think of.

So whatever discipline you are in, if you implement these items on both sides, you’ll be so successful at recruiting that you’ll have a hard time counting your income. (It will probably exceed anything you’ve imagined)!

 THE ART & SCIENCE OF RECRUITING Characteristics:

THE ART                                                                     THE SCIENCE 

Presentation                                                               Hours in the office

Qualifying                                                                   Phone Calls

Questions                                                                    Send-outs

Preparation                                                                 Attitude

Closing                                                                        Image

Listening                                                                     Goals

Overcoming Objections                                              Team

Recognizing buy signs                                               Training

Until next time, keep moving forward.

Darryl

EZRecruiting

How to Implement R.O.W.

As promised in my last post, today I’m going to share with you what happened to me early in my recruiting career.

I always focused on the client and not so much on the candidate. I felt they should jump through hoops or I wouldn’t work with them. Wrong thinking!

As recruiters, we always need to create as much balance as possible because we walk a fine line between the client and candidate. Our goal is to exceed the expectations of both.

When I began to fall short of my goals more often than I liked, I decided to step back and see what I might be missing in my recruiting process. Finally, when I was able to isolate the cause of not treating the candidate and client equally, I knew that was the problem. The solution is what I call the R.O.W. process.

When I decided to balance each side of the placement process, both the client and candidate, I knew I needed to find out what each of them Required, Offered, and how we would Work together, i.e., R.O.W.

Once I started implementing this daily, I finally reached my goals for the first time. It’s been part of my recruiting strategies ever since.

For more information, please visit my website. You may find something there that can get you closer to your goals.

To your success,

Darryl

EZRecruiting

 

Humphrey Bogart

“The only point in making money is, you can tell some big shot where to go.” Humphrey Bogart

In essence, that’s what I did while on a marketing call when a potential client gave me a buy sign.

The buy sign came in the form of a question, as they usually do. I answered his question first and then said, “Tell me more about the position. Will this person report to you?” He replied, “You know what an AS400 programmer does … just find me one.”

“Bob, I’ll need to know a lot more than just finding an AS400 programmer if you expect me to provide you with an acceptable candidate for your company. If you can’t provide me with more details, I will not work on this opening for you. So what type of applications will this person work on?”

He said “You mean you won’t work on this position for me?” I said, “That’s correct. I am not going to waste my time or yours looking for a needle in a haystack, so if you want a qualified top notch candidate, then let’s get started. What applications will this person be working on?”

I was able to get the details and ultimately make this placement. When I did my two week follow up call to both the candidate and Bob to see how things were working out for them, Bob thanked me for not giving up on him at the beginning of our first conversation. “Darryl, when you finished asking your questions I think you knew more about the position and company than I did. That must be why your candidate turns out to be the best hire I’ve ever made.  He is fantastic!”

“That’s what I like to hear, Bob. *What else can I be working on for you?”

*Never miss a chance to ask for more orders. Make it a habit to ask!!!!

In the next post I’ll let you in on what I found out about treating the candidate no different than the client.

For more information, please visit my website. There’s a goldmine of tips & techniques in my latest e-book.

To your success,

Darryl

EZRecruiting

Idling in a Sailboat

Have you ever felt like you’re idling in a sailboat but what you really want is a jet boat?

What some recruiters find themselves doing is “getting ready to get ready.” This is especially true after the holiday season. (That would be their sailboat).

In order to get on that jet boat, what needs to happen? Well … it varies slightly from recruiter to recruiter, but the one common thread I’ve found is that they got off course somehow, i.e., drowned in the sea of Google searches, marooned on the desert island of job boards, or ran aground on the sands of “I’ll make marketing calls tomorrow.”

My advice? Go from idling in the sailboat to speeding away in the jet boat using one simple strategy: Get back to the basics! Do them consistently (not just a couple days a week).

All top-notch recruiters ask themselves a very important question on a daily, even hourly, basis. “Is what I’m doing right now getting me closer to making a placement?” If the answer is no, they change what they’re doing. And it usually involves a PLAN.

Daily Activity PlannerI always teach using a Daily Activity Planner. A handwritten one. Even with today’s technology (which many get lost in), there’s something powerful about writing down something on a piece of paper. I personally love being able to check off each item as I complete it. Wow! Talk about celebrating small successes. You get to look at the end of each day and see them. You can also see what you didn’t accomplish and transfer it to the next day’s Planner.

BTW, you can download my version of the Daily Activity Planner FREE at my website

I’m going to be offering the whole folder of marketing/recruiting forms in the next day or so at a nominal price, so stay tuned.

Until next time, have a great day!

Darryl

EZRecruiting

Growth is Painful

Marketing Scripts_peLet’s face it … we’ve all been stuck at times in our comfort zones. They’re different for everyone but one thing is consistent with all – life begins at the end of our comfort zone. I don’t know who to give credit to for that saying but it’s certainly true.

I still have days that I have to wake myself up from being in mine. But I know that if I don’t, everything remains static, stuck, and that’s not where my personal and professional growth is. Isn’t it true that forward momentum can be achieved simply by taking even baby steps each day?

Being good at handling objections is one of the ways we can strengthen our ability to move forward. Can it be painful? Yes! Why? Because most people have a fear of rejection. And what is a fear? In my opinion, it stands for False. Evidence. Appearing. Real.

Make the marketing calls. Get good at handling objections. Stop being fearful of rejection. Don’t take it personally. They can’t kill you!

Here’s an example:

“YOUR FEES ARE TOO HIGH”

“My service charge is not the lowest or the highest in our industry, however, the quality of my service and candidates is the highest. I can prove that by presenting you top talent that fits your needs at no cost to you. You can easily compare my service with the quality and service you’re getting now and then make the decision if my service charge is too high. Fair enough?”

I truly hope these tips are helping. For more information, please  visit my website and see if there’s something there that can get you closer to your goals.

Until next time, have a great day!

Darryl

EZRecruiting

 

 

They Asked Me

Over the years many people have asked me how I got started in recruiting and why I did. There are several reasons:

  1. I don’t believe in coincidence; everything happens for a reason. I happened to be in a place in my life where I knew something had to change for the better. I just didn’t know what. Then a friend told me about a guy who was looking to hire someone to help him in his business, which was a staffing agency. I applied for the job and, to my astonishment, he hired me. My first assignment was when he put a resume on my desk for an Applications Engineer. He handed me the phone book and said, “I don’t want to see you or hear from you until you’ve found a home for this guy.” After processing that for a minute, I put my head down and got to work. I knew I didn’t have time to get scared about what I didn’t “know.” Obviously the first few phone calls I made, talking with hiring authorities, they knew how green I was. One guy asked me, “How long have you been doing this?” I said, “About 20 minutes.” He laughed so hard, but also really appreciated my honesty and told me so. At that point, in what was to be a life-long career, I didn’t know what I didn’t know. (BTW – I did place that candidate in a new job – wow!) I was on my way and never looked back.
  2. As for the reasons I do this and have for so long, there are many, but the primary one is that it allows me to affect others’ lives in a significant way. When I place someone into a better situation than they’re currently in, whether it’s direct hire or a contract position, their circumstances inevitably improve. And on the client side, this new hire has made the hiring authority’s job easier. The new person will be an asset to that company’s productivity.
  3. Another reason is that I like building and maintaining good relationships. It’s a known fact that companies and people do business with people they know, like and trust. The trust factor is HUGE! It has to be there in order to have a continuing relationship. And how do you create that trust factor? By being real; by being who you are; by asking the right questions so that your prospective new client knows that you’re listening to their needs. One of the ways I like to do this is by asking, “What’s most important to you when you decide to hire someone? (Listen and write it down). Then ask, “What else is important to you?” (Listen and write that down). Then ask, “What else?” Ask, Ask, Ask! And when you’ve placed someone into a new job, you almost always have their trust and loyalty. It’s a win-win all the way around.

Marketing Scripts_peI truly hope these tips are helping. For more information, you can visit my website and see if there’s something there that can get you closer to your goals.

Until next time, have a great day!

Darryl

EZRecruiting