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Smarter Recruiting:
So many recruiters these days rely on the internet or on purchased
leads to meet their recruiting needs, but for the most part those
methods don't produce good results. And for good reason - actually a
number of reasons. For example, it's important to understand what
kind of people post their resumes on sites like Monster®,
CareerBuilder™, and HotJobs®. Those are employment sites
and generally, the kind of people who post their resumes on those
sites are looking for JOBS. We're looking for potential business
owners, not potential employees. That fact alone explains why you
have to go through so many of those candidates to find someone -
anyone - who is a good fit for your opportunity.
● My recruiting strategies discover better candidates with less effort and less money.
Choosing Better:
Selecting the best candidates from a pool of candidates is an art. And people
surprise us all the time. Sometimes it's a pleasant surprise, sometimes not so
pleasant. Choosing wrong can be an expensive proposition, both in time and
money. But we can improve the likelihood of selecting a winner. One of the
biggest challenges in making a good selection is that most recruiters
"interview" potential agents. The first problem with this approach is that these
"interviews" are really modified job interviews, and as we know, we are looking
for business owners. The second problem with this approach is that candidates
will have prepared answers for interview-type questions. You can't properly
assess a candidate using an interview approach.
● My selection strategies uncover better candidates with more certainty.
Driving Production:
How do you motivate agents? You don't! People can't be motivated. You need to
start with self-motivated people and keep them focused. Too many executives and
managers try to "manage" their agents. You can manage "things", but you can't
manage people. People have to be led - especially independent sales agents. It's
no wonder that "The beatings will continue until morale improves!" doesn't work.
Exceptional leadership inspires the best effort in others. More effective
leadership coupled with a coach-like approach produces great results.
● My leadership & development strategies result in more production.
