A Curriculum in Recruiting Top FA Talent Session 1: What Exactly Are Top Financial Advisors & Why Are They So Hard to Recruit?

What’s Our Goal? Career Fitness

The Conventional Approach The Conventional Approach Avis RecruitingAvis Recruiting Violates the Golden Rule of Recruiting Violates the Golden Rule of Recruiting What you do to recruit top talent will also recruit mediocre talent, but the converse is not trueWhat you do to recruit top talent will also recruit mediocre talent, but the converse is not true The goal: add the skill of “everyday headhunting” The goal: add the skill of “everyday headhunting” Adding a New Skill

Sourcing the Candidate Evaluating the Candidate Selling the Candidate 3 integrated processes covering 16 touch points that influence 1 hire 1.E-Brand statement 2.Advertising venue selection 3.Social media sourcing 4.Brand and Job advertising 5.Application method/feedback 6.Career site design/mgmt 7.Pre-qualifying screen(s) 8.Assessment test(s) 9.Interview logistics 10.Interviews 11.Feedback/status information 12.Background checks 13.Relationship building 14.Offer communication 15.Post offer communication 16.Reinforcement INTEREST EDUCATION ENGAGEMENT  great Inadvertent Missteps

Active Job Seekers Non-Job Seekers 16% 68% Passive Job Seekers Target Demographic Career Activists Who Is the Target?

Millennials 75 million Gen Xers 51 million Boomers 76 million Career Activists Shared Views & Values

A distinction that’s more than semantics A distinction that’s more than semantics Never ever look for a jobNever ever look for a job Know who they areKnow who they are Expect you to know tooExpect you to know too Almost always employedAlmost always employed Listened to their motherListened to their mother Smart consumersSmart consumers Career Activists

Impulse Shoppers E-branding E-branding Recruitment advertising Recruitment advertising Referrals Referrals Pipelining Pipelining Optimizing the candidate Experience Optimizing the candidate Experience Scientific Shoppers E-branding E-branding Cybersleuthing Cybersleuthing Networking Networking Recruitment blogging Recruitment blogging Online social communities Online social communities Optimizing the candidate experience Optimizing the candidate experience The Spectrum

Sourcing the Candidate Evaluating the Candidate Selling the Candidate 3 integrated processes covering 16 touch points that influence 1 hire 1.E-Brand statement 2.Advertising venue selection 3.Social media sourcing 4.Brand and Job advertising 5.Application method/feedback 6.Career site design/mgmt 7.Pre-qualifying screen(s) 8.Assessment test(s) 9.Interview logistics 10.Interviews 11.Feedback/status information 12.Background checks 13.Relationship building 14.Offer communication 15.Post offer communication 16.Reinforcement INTEREST EDUCATION ENGAGEMENT  great Walk the Talk

They do go to some job boards They do go to some job boards But not to General Purpose or Gen 1 sitesBut not to General Purpose or Gen 1 sites They do look at some job postings They do look at some job postings But not those that are a modern medical miracleBut not those that are a modern medical miracle They do visit some corporate sites They do visit some corporate sites But not those that treat them like “generic candidates”But not those that treat them like “generic candidates” Top FA Behaviors

They do visit social media sites They do visit social media sites But not to network as if it were a “contact sport”But not to network as if it were a “contact sport” They are influenced by e-brands They are influenced by e-brands But not those that sound like a jingle for a jewelry storeBut not those that sound like a jingle for a jewelry store They do engage with others online They do engage with others online But not to commiserate with active job seekersBut not to commiserate with active job seekers More FA Behaviors

Recruitment advertising Recruitment advertising Networking Networking Online social communities Online social communities Referrals Referrals E-branding E-branding Pipelining Pipelining Optimizing the candidate experience Optimizing the candidate experience Cybersleuthing Cybersleuthing Recruitment blogging Recruitment blogging Channeling Channeling Best & Next Practices A Tailored Campaign The Bottom Line

Thanks for Attending!