No brand = obscurity

Had the pleasure of meeting Steve Guest for Lunch last week… About 18 months ago I didn’t even know he existed and I’m sure neither did the majority of the industry outside of his immediate network… But since then he’s become an amazon best selling author with his book “Top Biller: The Life of a…

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Hypocritical Parenting

A while back, a Search Business Owner I was working with came to an honest realisation about his parenting… He was being a hypocrite… This is something probably all parents can relate too, including me! And even if you’re not a parent, I’m sure you’ve done this at one time or another! … He had…

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Sell or be sold

When it comes to sales… Recruitment and Search Firm owners often make the mistake of thinking that it either happens, or it doesn’t… They think the sale either takes place and you win the business… Or the sale doesn’t happen… They’re wrong… The sale ALWAYS happens… In every conversation you have, a sale takes place……

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You KNOW the type I’m talking about…

It’s time to cut your ties with bad clients… And if you’re like most Recruitment or Search Business owners you know exactly who I mean… The “price buyers” who are constantly driving your fees down even though you’ve delivered them results time and time again, The “non-payers” who are happy to constantly pester you while…

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Good Recruiters change lives…

If you’ve been paying attention, something you will have no doubt heard me talk lots about before now is increasing the fees in your Recruitment or Search Business… A fact no one can argue with is, if you can find a way to charge more for the work you’re already doing, your business will be…

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Why don’t you charge more?

Why don’t you charge a higher fee? I mean really think about it… Why don’t you charge more for your Recruitment or Search services right now? I’ve found when I ask this question to clients, I get one of two answers in various forms… 1. I don’t think my services are worth it 2. I…

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Better and faster

A mentor of mine shared an article on his Facebook page a few days ago, and it got me thinking about how the majority of Recruitment and Search Business Owners run their businesses… The typical Recruitment and Search Business Owners thinks in terms of “more and bigger” rather than “better and faster.” I blame the…

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They’ve been against you since childhood

The worst thing you can do if you want to make more sales in your Recruitment or Search business is to be seen as, perceived as, or thought of as just another Recruitment or Search Firm. Let’s be honest. Your clients don’t really like most Recruitment or Search Firm Owners, A lot of Recruitment or…

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Hunt then build

The longer I work with Recruitment and Search Firm Owners, the more I am convinced that they are split into 2 types: CHASERS AND BUILDERS. The CHASERS are like the hunters of old. They see an opportunity, and they chase it. Some days they come back with a fresh wildebeest to eat for a few…

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Why Hiring Managers want you to charge higher fees

Not all… But a percentage of the prospects who are in the market for your Recruitment/Search services actually want you to charge a higher fee… Why? It’s not because they want to pay above the odds… It’s because they want reassurance they’re getting the best service for something that’s likely critical to their business performance……

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5 signs your business development efforts are broken

Need more quality clients but can’t get them in fast enough? Or maybe you can win clients but they’re don’t value you respect you, they mess you around and always want you to lower your fees… I recorded a quick video that talks about 5 signs your business development efforts are broken so you can…

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Low fill rates turn your delivery into a gamble

I saw a comment on LinkedIn the other day that said… Some Recruiters fill 10% of the vacancies they work, and some fill 90%.. It depends on what side of the equation you want to align your services with.. That isn’t an exact quote, and I can’t remember who said it so forgive me for…

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They always get hit!

When I was younger I used to box… I was county champion, one of the best in the country for my age group… But despite that, no matter who I got into the ring with, I always ended up getting punched in the face… Sometimes so hard that I would see stars and want to…

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Who’s going to operate?

There are Hiring Managers in your market who have a need for your services right now… Granted, some of them don’t even know you exist. But even the ones that do know you exist… They don’t want to speak to you, and even if they do speak to you, they don’t want to pay your…

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Your fee

You have heard this quote before… But one of my clients shared it a couple of days ago and thought it served as a great reminder for you as a Recruitment or Search Business Owner (especially if you’d like to win higher fees) “A bar of iron costs $5, made into horseshoes its worth is…

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Get off the nail

 I was reminded of this story the other day… It got me thinking about how many of the Recruitment and Search Business Owners I speak to are currently operating… “One day, a man was walking down the street and sees a dog on a porch that was just sitting there, whimpering, whining and moaning… The…

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3 things recruiters who want more clients can learn from Dexter

I caught an old rerun of Dexter on TV last night… Great series if you’re into that kind of thing… I won’t ruin it for you if you haven’t seen it, but it’s a show about a serial killer whose M.O is to hunt and kill other dangerous criminals… He’s kind of like a vigilante…

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They always get hit!

When I was younger I used to box… I was county champion, one of the best in the country for my age group… But despite that, no matter who I got into the ring with, I always ended up getting punched in the face… Sometimes so hard that I would see stars and want to…

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Do you back yourself?

Successful Recruitment and Search Business Owners back themselves… It’s an essential belief system you need to have in order to succeed… You need to be able to back yourself to get the results you want… Back yourself to follow through on the commitments you’ve made to yourself, to your employees, to clients and to candidates……

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Who’s going to operate?

There are Hiring Managers in your market who have a need for your services right now… Granted, some of them don’t even know you exist. But even the ones that do know you exist… They don’t want to speak to you, and even if they do speak to you, they don’t want to pay your…

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