Class Outline for:
“The 15 Critical Habits of Highly Effective Recruiters”

HABIT #1-Premeditate Your Performance

  1. Average recruiters work with their______.
  2. Top producers execute a ______.
  1. I doubled my call output by combining ______with ______.
  1. Key: You must be able to separate ______from ______if you want to excel and feel sane.
  1. Athletes and entertainers are some of the highest paid people in the world and they spend more time in ______and ______than other people.
  1. Use if-then planning: “If it’s ______then I will ______”.
  1. The 4 PM Daily Planning Session:

An example of a daily schedule:
08:30-09:30 AM- Priority calls
09:30-11:00 AM- Marketing calls
11:00-12:00 PM- Interview candidates
12:00-01:00 PM- Lunch
01:00-01:30 PM- Sourcing/ Name Gathering
01:30-04:00 PM- Recruiting
04:00-05:00 PM- Planning & Research
05:00-05:30 PM- Buffer time

  1. Post your daily schedule template where you’ll see it each day.
  2. 3 golden rules:
    A. To avoid peaks and valleys in your production, you must do some ______, ______& ______everyday.
    B. ______first, everything else second.
    C. The only sane way to live is to schedule the ______first.
  3. Ask yourself: “What’s the fastest way ______” (Per Danny Cahill).
  4. Get physical:
  5. Use “Strategic stacking”:
  6. The Litmus test:If you can make ______calls/ hour, generally speaking, that was a well planned hour.

______

HABIT #2- Be “Ruthless” about Search Quality

  1. When you say ‘yes’ to something you’re not just giving up part of you’re time, you’re ______.
  2. The 3 Stages of a big biller’s growth
    A.) A client is…
    B.) A client is…
    C.) A client is someone who…
  1. “I quickly reduce my stress because I no longer try to get people to ______. When I work with people who have a ______, it’s like swimming downstream.
  2. Job order quality: About 60% of the job orders you write are C’s, about ______% are B’s and only around ______% are “A’s”.
  1. An “A” level search has 3 components:
    A. Client cooperation:
    B. Urgency:
    C. Marketability:
  1. A “B” is missing one of the 3 and a “C” is missing 2 or more.
  1. For an “A” you’ll do 2 things: A database search + ______.
  1. For a “B” you’ll do ______.
  1. For a “C” you won’t do anything except keep it in mind.
  1. Key point: Let clients know which one they are (A, B, or C) and how to get moved to the top of your priority list.
  1. Besides a retainer, the best qualifier for a new search is ______.
  1. Build a firewall:
  1. Cover the search:
  2. Pre-close timely feedback:
  1. Regarding candidates, the most important thing to qualify first is…

______

HABIT #3- Develop a Marketing Metronome
“Marketing is a process, not an event”
- Unknown
“80% of success is showing up”.
- Woody Allen

  1. You need to develop a steady metronome (rhythm) in terms of both forging ______of daily marketing, and giving prospects enough ______ to your service.
  1. Marketing is a ______, not a ______.
  2. Hunting Vs Farming
  3. The fatal error: Studies show that most prospects require ______exposures before they purchase a new service but the average salesperson only calls on a prospect ______times before giving up.
  1. The slow drip system
  2. Key: In order to eliminate the peaks and valleys in your monthly production, you need to do some marketing everyday. How much you do depends on how close you are to ______.
  3. The flexible system: If you’re at a dead stop, you may need to spend ______marketing. If you’re at full capacity, the maintenance amount of marketing is ______per day.
  4. The recruiter with the most ______wins.
  5. Key: Decide if they warrant a 2nd phone call. The qualifying number that they must make is______hires per year from outside recruiters.
  6. Key: Be the master of a narrow market segment. Examples: Organic food companies in Colorado, Database administrators in New York, Amusement park executives, Veterinarians etc.
  7. Key: You need around ______contacts in your niche. Not companies, but contacts. This allows you to make ______calls per day for 2 months and then repeat.
  8. Lower the resistance to repeated follow up calls by having an evergreen follow up script: “Are there any ______that you’d like me to keep an eye open for ______?”
  9. Get permission to follow up: “What’s a good amount of time for me to call you back, where on the one hand, ______, but on the other hand I don’t miss an opportunity to ______?”
  10. Seven points of contact- Examples:
  • Intro letter mailed with call to action (“I’ll be calling on Tuesday morning…”)
  • Phone call to follow up on letter
  • Thank you card after first conversation
  • Follow up call in 4-6 weeks
  • Send an article in 4-6 weeks
  • Call to tell them about ______services
  • Send them a relevant news item
  • Offer to ______on ______techniques
  • Call to do a survey
  • Market a rock star candidate
  1. Write a draft of your 7 points of contact below:

HABIT #4- Aim For 1 Sendout Per Day

“Efficiency is doing things right; effectiveness is doing the right things.”
– Peter Drucker
“Most of us spend too much time on what is urgent and not enough time on what is important.”
-Stephen R. Covey

  1. Note: “One sendout per day” is a bad ______but a good ______. It’s designed to help you develop laser like focus on what leads to revenue. Even if you only hit it 2/3 of the time, you’ll be a big producer.
  2. The simplest time management strategy: Aim for 1 sendout per day and ______.
  3. The Minimum effective dose: You’ll be a monster producer if accomplish 2 things; Get 1 sendout per day and have a sendout to placement ratio of between ______and ______.
  4. The 70% rule:
  5. Whenever you get off track or confused ask, “What’s the fastest way to ______”
  1. Soften language to secure more sendouts: “Exploratory ______”, “A cup of coffee”, “I think the 2 of you ______”.
  1. The fastest way to a sendout is to ______.
  1. The crucial question: “So that I don’t waste your time, can you give me a ______of the types of people that you have ______in locating?
  2. Track the responses to the crucial question in a ______way to create more focused ______with less work.

______

HABIT #5- Act from Inspiration
“If you follow your bliss, you put yourself on a track that has been there all the while, waiting for you. When you can see that, you begin to meet people who are in your field of bliss, and they open doors to you. Follow your bliss and the universe will open doors for you where there were only walls.”
- Joseph Campbell

“If one advances confidently in the direction of his dreams, and endeavors to live the life which he has imagined, he will meet with a success unexpected in common hours.”
- Henry David Thoreau

  1. A shitty axiom: “You’re only as good as ______”.
  2. A better axiom: “If you love what you do, you’ll ______
    ______”.
  3. High performerslovewhat they do.
  4. Inspired ______trumps ______. Forcing yourself to do something you’re not inspired by is like ______. Doing what you want to do is like ______.
  5. My story: I was falling asleep in client meetings…
  6. How to follow your inspiration:

A.Follow your inspiration when selecting ______.

B.Follow your inspiration when deciding what ______.

C.Follow your inspiration when it comes to the parts of the recruiting process you’ll execute ______.

D.Follow your inspiration when it comes tothe new ______
______.

E.Follow your inspiration when deciding what ______.

F.Follow your inspiration when ______.

  1. Your ______are meant to serve you, you are not meant to serve your ______. If you’re going to ______, accept that there will be some “breakage”.
  2. Create a burning desire by getting ______.
    Answer these questions:
    A. If we were speaking 1 year from today, what would have to have happened in your work life in order for you to be totally satisfied with your progress? (Examples: Money, contribution, reputation, passion, time off, 4 day work week, more fun, close relationships w/people, flaunting your quirks, more confident)
    B. How would your life be better if you accomplished everything you just described?

HABIT #6- Work with Focused Intensity:

  1. Not panic- or non stop urgency but focused intensity.
  1. Peter Drucker’s postcard: “Mr Drucker regrets that…
  1. The 3 most important daily tasks:
  2. Create “strategic urgency”: Batch tasks into ______segments.
  3. Use a countdown:
  4. Habitually ______without ______.
  5. Be more specific when leaving a voicemail: “If you…
  1. Become a ______of priorities.
  2. Be the ______and hire some ______.

HABIT #7- Be a “Quant”

“What gets measured, gets managed”
- Peter Drucker.

  1. Pull out the 3 forms listed below in orange now as we’ll be reviewing them in a minute.
  2. Research into game theory tells us that measurement = ______.
  3. Four Things You Need:

A. Specific activity ______.

B. A simple ______.

C. Weekly analysis

D. Make adjustments

  1. Review the “Recruiter Metrics” handout
  2. Review the “Monthly Activity Form- Example” handout
  3. Review the “Placement Activity Calculator” handout

HABIT #8- Be on the Phone 70% of the Time

“Pick up the instrument and talk into it”
- Bob Marshall

  1. Computers are…
  2. I’ve never met a ______who did not think that“time on the phone” was imperative, but I have met many ______who felt that it wasn’t important.
  3. The 6 golden hours:
  1. Email is good for static communication when you don’t need to listen for, and react to, nuances in the other person’s voice.
  1. Develop a swift rhythm:
  2. Three Ways to Overcome Call Reluctance:
    A. Practice the 30 minute rule:
    B. Move the ______:
    B. Start in ______.

HABIT #9 Single-task

  1. 'Decision fatigue' and 'Ego depletion': Studies show that the more tiny decisions someone has to make (“which toothpaste should I buy”, “which credit card should I use”…), the less ______they are for big issues. Therefore, embrace the luxury of no ______.
  1. 3 phases of an activity: “Start up”, “doing” & “winding down”. Start up & winding down take the same amount of time regardless of how long you spend “doing”. So a 1 hour segment and a 15 minute segment take the same amount of time to start and stop. However the “doing” time is very different.
    According to Peter Drucker, one hour of uninterrupted time is worth ______the amount of four, 15 minute segments.
  2. The activities to single-task in batches are…
  3. All calls (except money calls) go to voicemail if you’re in the middle of a productive activity batch.
  4. But, have a “Bat phone”:
  1. Create and enforce candidate ______(per Peter Leffkowitz).

Sample Voicemail message for your work phone:

Hi this is Bill Smith. I'm not able totake your call at the moment but yourcall is very important to me. To bypass this greeting please press pound now.

If you're a new candidate,please email your resume toand I will get back with you shortly.

If you're a ______that I'm currently working with, please note thatthe best time to reach me is between ______unless your call is time sensitive.

If this call IS time sensitive and you are ______please call my cell phone at (408) 847-1121.

All other callers please leave a message and I’ll get back with you shortly. Thank you.

HABIT #10 Failure-Proof Your Behavior

“He who conquers others is strong; He who conquers himself is mighty”.
-Lao Tzu

“We are what we repeatedly do. Excellence, then, is not an act, but a habit”.
- Aristotle
“Sow a habit, reap a character; sow a character, reap a destiny.”
-Stephen R. Covey

“The problem with recruiting is that it’s so damn DAILY”
- Unknown sage

  1. Top producers make a ______of the things that average producers do ______.
  1. ______may be more important than ______for achieving your goals.
  1. Four rules for failure-proofing (Per Tim Ferriss):
    Rule #1: Make it conscious
    The fastest way to correct a behavior is to become aware of it in ______, not ______.

Rule #2: Make it a game
Research in game design shows that measurement = ______. Seeing progress in ______makes repetitive tasks fascinating and creates a ______.

Rule #3: Make it competitive
True or false: Research shows that people will work harder to avoid losing $100 than they will to earn $100. Answer: ______. Embrace “the ______” when trying to get leverage on your behavior.

Rule #4: Make it small and temporary

HABIT #11- Systematize

“The palest ink is better than the best memory”.
- Chinese Proverb

“Never memorize something that you can look up.”
― Albert Einstein

“The system is the solution”
- AT&T

  1. Pull out the 2 forms listed below in orange now as we’ll be reviewing them in a minute.
  2. The checklist manifesto:
  1. Definitions:
  2. System: A documented way of performing a task that solves a problem and ensures that the task is performed properly and consistently.
  3. Frustration: A frustration in your business is an undesirable pattern of events that can be eliminated by ______.
  1. View your desk as an integrated system:The system ______and you ______.
  1. Examples of important forms, checklists and systems:

-Job order intake form

-Candidate interview form

-Search process checklist

-Reference check form

-Reference release form

-Split partner agreement

-Retainer agreement

-Activity tracking forms

-Monthly activity reports

-Financial reports

-Interview prep form

-Scripts: Candidate marketing/ recruiting/ sourcing/ voicemail/ referrals

-Canned responses for repetitive emails

-Training binder

-Operations manual

-Planning system

-Your Applicant tracking system

-Review the, “15 critical candidate questions” handout

-Review the “17 critical client questions” handout

  1. Key Idea #1: A system has no value unless you…
    Key Idea #2: Any repeated ______is a candidate for a system solution.
  1. When something is frustrating you ask yourself, “What system am I missing that would solve this problem?”

HABIT #12- Be Resilient

“The measure of a recruiter’s resilience is how quickly he gets on the phone after a falloff.”

- Danny Cahill

  1. “If you argue for your ______, you get to ______.”
  2. Trying to be perfect = ______.
  3. An empowering guideline; “Nothing is ______”.
  4. If you’re feeling off, run a quick diagnostic:
    - Am I tired or sleep deprived?
    - Have I eaten?
  1. If you’re bored at work, get ______.
  2. Whine with a deadline:

HABIT #13- Lead the Search Process

“A leader is best when people barely know he exists, when his work is done, his aim fulfilled, they will say: we did it ourselves.”
- Lao Tzu

  1. Take a ______approach to search. To lead the process you must actually have a documented process.
  2. Review the “Search process checklist” handout.
  1. Lead by ______: Discussing something long before ______to ensure that it goes your way when it becomes ______.
  2. Key: If you ______early and ______often, deals will usually close themselves.
  3. Treat clients like peers, not with awe:
  4. Consult rather than sell:
  5. Lead from behind:
  6. Lead with ______.
  7. If a search is going to blow up, have it blow up early.

HABIT #14- Manage Your Mood

“Happiness, like unhappiness, is a proactive choice.” -Stephen R. Covey“There is no way to happiness. Happiness is the way.”- Thich Nhat Hanh

  1. Recruiters who ______produce better results. ______is the key to producing good results. But ______fluctuates for everyone, so I have to consciously manage my mood.
  1. Protect your mood by reducing your exposure to ______.
  1. Don’t say yes when you want to say no.
  1. Pre-pave a good mood by creating an empowering pre-work ritual.

My Pre-Work Ritual:

A. The night before:

  • Lay out clothes (No brain drain. No excuses not to work out)
  • 2 minute breathing exercise- Sleep better.

B. Physical workout:

  • Up at 5:30 AM
  • 20 minute run or strength training
  • 2 minute breathing exercise
  • Finish early- nothing can interfere
  • The workout must be fun!
  • Log workout

C. Mental workout:

  • I perform my mental workout during my run
  • Appreciation: people, health, affluence
  • Mental rehearsal: visualization of goals
  • Listen to audios

D. Relationship/ fun:

  • One hour of coffee everyday
  • Conversation with my wife/ light reading
  • Reward for workout
  • After this I’ve already had personal time

E. Arrive at office: Around 7:45 AM

Morning Ritual Idea Bank:

Cardio or strength training

Review goals on flash cards

2 minute mental rehearsal

Drink healthy shake

Spend 20 minutes w/ loved ones

One hour for coffee/ light reading

Walk three miles each morning

Make your bed before you leave

Spiritual practice for 20 minutes

Write in your journal

Take your vitamins

Action Step- Create your pre-work ritual below:

  1. The night before:
  1. Up at:
  1. Physical workout:
  1. Mental workout:
  1. Relationships/ fun:
  1. Arrive at office:
  1. Three ways to boost your confidence in any moment (Per Tony Robbins):

A. Re-direct your focus:

B. Radically change your physiology:

C. Ask empowering questions:

  1. Metabolize and memorize “The 3”: Focus, physiology, questions.

HABIT #15- Be Authentic

“What you do speaks so loudly that I cannot hear what you say.” - Ralph Waldo Emerson

“Seek first to understand, then to be understood.”
-Stephen R. Covey
“He who does not trust enough, will not be trusted.”
- Lao Tzu

  1. Put ______first, ______Second.
  2. The customers have bullhorns:
  3. The wonderful paradox (per Spenser Johnson): I have more fun and enjoy more financial success when I ______and start helping other people ______.
  1. Behind every placement there are ______.
  2. The referrals formula: ______= referrals.
  1. Get to know clients more deeply with the “Mackay 66” handout.
  1. Effective marketing is about quickly ______.
  1. Stop trying to fit in, start trying to ______.
  1. Dare to be vulnerable.

Ready for the next step?

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Copyright 2012 Gary Stauble. Please do not share this without prior written consent.

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