Quarter #1

Meeting 1

NLE TV Episode: “Market Mastery”Presenter: Jeff Kaye, CEO of Kaye Bassman International CorporationEpisode Run Time: 45 minutes (Part 1)Summary: This presentation, “Market Mastery”, is Jeff's most requested topic, and is the one of thefounding pillars of Kaye/Bassman's success. For over two decades, Jeff has been writing andspeaking about the virtues of market mastery and this presentation memorializes the approach, why itmatters, why it benefits you and your market, and includes a blueprint for implementation.Possible Homework: As Jeff discusses in the first half of this episode, the first step to achievingmarket mastery is having a level of consistency with your search assignments. Break down themathematics and figure out where you stand today, so you know where to improve tomorrow! Printoff the Facilitation Guide and have each recruiter do the math as it relates to their practice. Have allthat complete this assignment meet with their team lead to discuss their results and areas that needimprovement.

Meeting 2

NLE TV Episode: “Market Mastery” (continued)Presenter: Jeff Kaye, CEO of Kaye Bassman International CorporationEpisode Run Time: 27 minutes (Part 2)/ start at 45:00Summary: AbovePossible Homework: Now that you have determined your numbers, you must get specific! Ask eachrecruiter to answer the following questions:

1. How many companies are there in your market that can buy your service?2. How many buyers (hiring managers) are there at each company (on average)?3. At what frequency will you be contacting them?4. How many will you contact each week and how will you contact them?

Once the four questions above are answered, have each recruiter create their own script (from theexamples provided in the Facilitation Guide) to implement over the next week and share with thegroup at the following team meeting. Remember, practice makes perfect!

Meeting 3NLE TV Episode: “Big Biller Secrets”Presenter: Travis Thomas, Owner and President of Specialty ExecutivesEpisode Run Time: 32 minutesSummary: Travis has compiled a list of “Must Haves” from his elite peer group of fellow Big Billersand mentors who have helped accelerate his career in search. Travis' team focuses in therecruitment of key, high-performance talent for the Defense, Aerospace and Homeland Securityindustry including C4ISR, Combat Gear, Special Vehicles and Weapons and Ammunition.Possible Homework: Travis makes at least seven conscious changes to his desk each year; thesenew ideas and concepts come from hours of watching training videos, phone calls with tenuredrecruiters, or participating in a webcast conducted by someone in the industry. Changes can rangefrom revising a piece of his agreements, rescripting how he presents retained or contingent options,revising marketing material, creating new forms for closing candidates and clients, or revising a pieceof the Specialty Executives search process. Select a conscious change to make this week, andimplement!

Meeting 4

NLE TV Episode: “Managing Resistance”Presenter: Helene Buchanan-Dunne, Senior Director of Training at Next Level Recruiting TrainingEpisode Run Time: 60 minutesSummary: Helene has a track record in the development and rollout of field and on-line recruitmenttraining programs to over 1,200 offices in over 40 countries. In this session Helene will discuss thefour types of marketing resistance, what the hiring manager really thinks and how to set standards ofthe hiring authority and recruiter relationship.Possible Homework: Become a student of the game. Fill out the handout, under supplementalmaterial, while watching the episode. Use your notes as a frame of reference moving forward whenmarketing in your space. Roll play utilizing the LACES model and make it a habit of utilizing themodel on every marketing call.

Meeting 5

NLE TV Episode: “Rookie Big Billers”Presenter: Christian Claudio, Kaye Bassman InternationalEpisode Run Time: 16 minutesSummary: In this “Rookie” presentation, Christian Claudio will cover how he built his practice andbecame a market master, techniques that separated him from his competitors and the biggestlessons he learned in his career as a recruiter.Possible Homework: Are you making a list and checking it twice? Planning is the #1 key tosuccess in recruiting! Christian mentions his four key measurables; what are yours? Create your fourmeasurables and hold yourself accountable to create the habit of executing them every day, for thenext week. Track your results and share them with your team next week.

Meeting 6

NLE TV Episode: “Rookie Big Billers”Presenter: Taylor Daniel, Kaye Bassman InternationalEpisode Run Time: 24 minutesSummary: Taylor Daniel’s area of expertise is in the identification, recruitment, placement andretention of Oil and Gas professionals and executives. In this episode he discusses the importanceof a solid training program to learn the fundamentals, the power of planning and proper research inhis specialty.Possible Homework: Taylor discusses the importance of research and preparation. Over the nextweek, each day, subscribe to one industry site or read one article (specific to your market) and study!Make this a regular practice in your week to truly become a market master!

Meeting 7

NLE TV Episode: “Critical Control Points”Presenters: Greg Doersching, Founder of The Griffin GroupEpisode Run Time: 36 minutes (Part 1)Summary: In this session, Greg presents his Critical Control Points, which is a set of best practicesfor the recruiting process. Greg has tracked “problem” calls received over a span of 3 years and for100 jobs. In this presentation, Greg shares his 9 key areas of the Recruiting Cycle that become theCritical Control Points.

Possible Homework: For some offices, planning is a ‘must’ and plans are checked every day. Forothers, planning might look like a few names scribbled on a piece of paper. Using Greg’s thirdControl Point, challenge yourself and your team to come in planned with at least 100 calls everysingle day. You could host a special happy hour or lunch for all those who succeeded – and makesure to measure the results from the week prior (perhaps unplanned) versus this next week (plannedand executed)!

Meeting 8

NLE TV Episode: “Critical Control Points” (continued)Episode Run Time: 36 minutes (Part 2)/ start at 36:00Summary: AbovePossible Homework: In Greg’s fifth Critical Control Point, he talks about the process of submittingcandidates in a way that guarantees an interview. Revamp your current method of candidatepresentation over the next week. If you think that the document Greg referenced is valuable, createsomething similar; if it wouldn’t be practical for your industry, devise a system that accomplishes thesame mission in ensuring an interview.

Meeting 9

NLE TV Episode: “Telephone Mastery”Presenter: Scott Love, Owner of Scott Love and AssociatesEpisode Run Time: 27 minutes (Part 1)Summary: In Scott’s presentation, entitled Tips for Telephone Mastery, you’ll learn how specificverbiage and overall psychology can impact your calls. He shares tips, tactics and techniques toimprove the outcomes of your calls, and how to address the emotional state of calling, specifically callreluctance.Possible Homework: We often struggle with recording ourselves and hearing how we sound,however it is one of the most effective tools in improving a recruiting presentation! Have eachassociate record their calls and review those calls the following week based on Scott’s first six tipsand suggestions.

Meeting 10

NLE TV Episode: “Telephone Mastery” (continued)Episode Run Time: 33 minutes (Part 2)/ start at 27:00Summary: AbovePossible Homework: Scott talks a lot about creating your intention. Recruiters have to staymotivated with small goals that can be hit throughout the day- especially when it comes to being andstaying on the phone. Use the Telephone Discipline Tool available atwww.greatrecruitingtraining.com (under “Freebies”) and implement small phone goals throughoutyour week. Review your goals and results with your team lead after five days of consistent tracking.

Meeting 11NLE TV Episode: “Big Biller Secrets”Presenter: John McSpadden, Managing Director with DHR InternationalEpisode Run Time: 36 minutesSummary: In John's presentation, he discusses the keys to his success including planning andexecuting, key performance metrics, the process of annually increasing his fees, his chameleonapproach of adding new recruiting and contract staffing services to his business.

Possible Homework: We all know the importance of planning; most big billers talk about thesignificance that effective planning played in their ability to experience a high level of success.However, John shares his exact strategy that is still utilized within his office. If part of a greatrecruiter’s DNA is a lower level of patience, it is counterintuitive to assume that same recruiter canplan for hours on end. Use John’s recipe for effective planning and execute throughout the weekaccording to this plan.

Meeting 12

NLE TV Episode: “Your Desk as a Manufacturing Plant”Presenter: Bob Marshall, Founder of The Marshall PlanEpisode Run Time: 33 minutesSummary: In this presentation, entitled “Your Desk as a Manufacturing Plant”, Bob reveals thesimilarities of recruiting and a manufacturing plant including the key personnel and their functions, thethree types of job orders, the three types of candidates, sendouts and decisions, and the 4PM staffmeeting.Possible Homework: Utilize the grid on Page 2, in the Facilitation Guide, to follow along with Bob’sdiagram. Once done watching the session, have each associate share an area that they wish toimprove in their manufacturing plant using some of the points Bob discusses, including definingcontacts, implementation of core functions, and planning regularly. Start improving upon that onearea and track those results over the next month.