INCREASE PRODUCTION INCREASE PRODUCTION & YOUR INCOME!& YOUR INCOME!

Presented By: Barb Bruno, CPC, CTSPresented By: Barb Bruno, CPC, CTS

The third quarter actually starts The third quarter actually starts July 1 – September 30, but you July 1 – September 30, but you need to start making changes need to start making changes

today to enjoy the impact by the today to enjoy the impact by the third and fourth quarters of 2008.third and fourth quarters of 2008.

Set aside Set aside TWO HOURSTWO HOURS within the next within the next five days to accomplish the following:five days to accomplish the following:

Review Placements made in the last twelve months

Review the Highest Profit Business both in Direct and Temp

CONDUCT A QUARTERLY REVIEWCONDUCT A QUARTERLY REVIEW

ELEVEN MONEY ELEVEN MONEY MAKING TECHNIQUES:MAKING TECHNIQUES:

1. WHEN YOU WRITE A SEARCH ASSIGNMENT, EMAIL OR FAX A COPY OF IT TO EVERYONE INCLUDED IN THE HIRING PROCESS.

• This ensures that you HEARDHEARD what your contact said.

• So often, the second or third person involved in the process does not agree with the written description of the search assignment you were given.

• It forces you to write a COMPLETECOMPLETE in-depth search assignment.

2. ONLY WORK SEARCH ASSIGNMENTS THAT HAVE INTERVIEWING TIMES!

• This tests the URGENCYURGENCY of the need and commitment to hire.

• This ensures send-outs.

• Forces your commitment to surface qualified candidates.

3. IDENTIFY THE REAL REASON YOUR CANDIDATE IS CONTEMPLATING A CHANGE.

• Ask every person you interview for the five things they would change about their current position, if they were their boss.

• Always talk to their best friend as a personal reference.

• Identify the reasons they have made job changes in their past.

• Know what offers they have received and turned down.

• Re-ask pertinent questions throughout the process.

4. CLOSE YOUR CANDIDATE TO THE NO NO ON MONEY!

• If you quote a salary range the candidate only hears the TOP OF THE RANGETOP OF THE RANGE.

• Close throughout the entire process, money demands always go up.

• Prior to an offer, you need to know exactly what offer will be accepted – no hesitations.

5. TEACH YOUR CANDIDATE HOW TO HANDLE SALARY.

• Current salary? Desired? Open? Negotiable? An Increase?

• Explain we don’t know what a job will pay, how well do they interview.

• Make sure you understand all benefits and the costs involved.

6. NEVER WORK OFF JUST A RESUME.

• You don’t have pertinent information to close your candidate.

• The number of referrals you get will be greatly reduced.

• You are not sure of the REAL REASONREAL REASON they will change jobs.

7. MARKET A CANDIDATE EVERYDAY!

• Get the names of 5 5 companies each candidate would want to work for.

• Market the candidate as a “SAMPLING”“SAMPLING” of your inventory.

• Write out an MPC MPC script prior to making a marketing presentation.

8. START TO THINK OUTSIDE/IN!

• If you want to know how to improve your service, ask your clients.

• If you want better relationships with your candidates ask them how to improve.

• View your service from the eyes of the people you serve.

9. TALK TO 20 20 NEW PEOPLE EVERYDAY.

• Track the number of NEWNEW people you speak with each day!

• If you talk to 2020 new people every day you CANNOT FAILCANNOT FAIL!

• This ensures a strong candidate and client flow.

10. SWALLOW THE BIGGEST FROG FIRST.

• Do the most “unpleasant tasks”“unpleasant tasks” you are facing today FIRSTFIRST.

• Clear your mind so you can function at your peak performance.

• Don’t convince yourself that procrastinating or not delivery bad news in the best interest of either your candidate or client.

11. HAVE FUNFUN AND BE PASSIONATE ABOUT YOUR PROFESSION!

• Remember it’s important to have FUNFUN.

• People like to work with people who obviously enjoy what they do and are passionate about their career – you need to be one of those people!

• Never lose the ability to see the HUMORHUMOR in what happens everyday!

• Even if this month is not FUNFUN, pretend – do the basics and things will turn around.

• You will be BETTERBETTER at this profession if you truly enjoy what you do.

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