INCREASE PRODUCTION & YOUR INCOME! Presented By: Barb Bruno, CPC, CTS Presented By: Barb Bruno, CPC, CTS

The third quarter actually starts July 1 – September 30, but you need to start making changes today to enjoy the impact by the third and fourth quarters of 2008.

Set aside TWO HOURS within the next 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 REVIEW

ELEVEN MONEY MAKING TECHNIQUES:

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

HEARD This ensures that you HEARD 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. COMPLETE It forces you to write a COMPLETE in-depth search assignment.

2. ONLY WORK SEARCH ASSIGNMENTS THAT HAVE INTERVIEWING TIMES!

URGENCY This tests the URGENCY 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.

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

TOP OF THE RANGE If you quote a salary range the candidate only hears the TOP 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. REAL REASON You are not sure of the REAL REASON they will change jobs.

7. MARKET A CANDIDATE EVERYDAY!

5 Get the names of 5 companies each candidate would want to work for. “SAMPLING” Market the candidate as a “SAMPLING” of your inventory. MPC Write out an 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.

20 9. TALK TO 20 NEW PEOPLE EVERYDAY.

NEW Track the number of NEW people you speak with each day! 20 CANNOT FAIL If you talk to 20 new people every day you CANNOT FAIL! This ensures a strong candidate and client flow.

10. SWALLOW THE BIGGEST FROG FIRST.

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

FUN 11. HAVE FUN AND BE PASSIONATE ABOUT YOUR PROFESSION!

FUN Remember it’s important to have FUN. 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! HUMOR Never lose the ability to see the HUMOR in what happens everyday!

FUN Even if this month is not FUN, pretend – do the basics and things will turn around. BETTER You will be BETTER at this profession if you truly enjoy what you do.

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