A recruiter will often speak 80% of the time in meetings but the opposite is where we need to be.  Today's ep is all about how to nail the incredibly effective sales strategy - silence! 👉 Silence as a negotiating tactic involves interrupting the usual flow of conversation and creating an awkward gap. Stop filling the void. The goal is to get the other person to speak next. 👉Aim to be listening the majority of the time when you’re chatting to clients and candidates. If you get any value out of today's ep, please like, share and give us a review. It really does help us grow.

When recruiters send InMails to candidates we’re typically hoping to hook their interest in a role. If you implement these YouTuber viral tactics your response rate with InMailing will lift. Using a template for InMailing across multiple roles and locations DOESN'T work. Instead I want to show you how to split test an InMail campaign. This ep discusses: 👉 Hacking the algorithm, not just content quality 👉 The most effective campaign approach 👉 Establishing your strongest response rate 👉 Why split testing works If you get any value out of today's ep, please like, share and give us a review as it really helps us grow.

Our job as recruiters is to provide our clients and candidates with value. In this ep Laura Hopes, a Recruitment Industry Trainer & Adviser from Hopes Consult, gives us incredible improvement strategies. Laura emphasises the need for proactive business development and objection handling. Ask yourself - How do I create some value that is going to help that prospect market? What are my prospects challenges at the moment? What can I create to help them meet some of those challenges? If you get any value out of today's ep, please like and share it as it really does help us grow.

Assess your mindset and ask yourself - what value am I bringing to the day? There are really only two choices - 1.) Are you ready to kick ass? OR  2.) Do you need to have a rest day and try harder tomorrow? Too often we can languish in an unproductive and mediocre zone because we haven’t committed to doing our best. Decisive action will make today a great day. Make a decision in favour of action OR relaxation. It’s your choice.

Setting up and running a successful meeting is a core skill that every recruiter needs to know. It’s all about observing, listening and adapting. Charmaine Keegan is a business development and sales guru who offers enormous benefit. Today’s ep is the final one in our series with her and she tells us how we can pull off a successful meeting. Tune in for these tips and more: 👉 95% of the time should be the client talking, not you 👉 Be prepared - a prior chat, email and a meeting agenda are musts 👉 Pay attention and focus on gathering information from the client so you can help with their specific needs 👉 Ask meaningful and relevant questions 👉 Have confidence and conviction 👉 Don’t be subservient to clients As always, if you got any value out of today's ep, please like and share it as it really helps us grow.

Recruiters! If you're primarily using the client job description to generate your ads, then you're missing an opportunity. Job descriptions (JDs) are typically dry and boring which does not attract candidates. I'm going to run through my hot tips for turning JDs into amazing advertising, InMailing and head headhunting scripts. If you're not already taking this approach then this episode is absolutely going to lift your recruiting game. Tune in to find out how you can write compelling, exciting and successful recruiting material.

Moving from an internal talent acquisition position into agency recruiting presents new challenges. ALRA's Marie Victor recently made this transition and in today's ep she shares her advice and insights for making the process smoother and more successful.  This is a must listen episode for recruiters who have recently take the leap out of internal acquisition. Tune in for: 👉 Building confidence 👉 Reframing your purpose 👉 Remembering to follow the 'cheese' 👉 Establishing relationships When you work internally you are representing the company brand but as an agency recruiter you are representing candidates. Recognising this shift is important.

Recruiters tend to be goal orientated people so this episode will really resonate. Mindset mentor Sion Cousins joins me for an inspiring and practical dive into how to achieve your aspirations. 👉 Lessons from the happiest moments in your life 👉 Avoiding recency bias 👉 Finding intrinsic motivation for your aspirations Tune in if you want some extra tools to help you achieve at a higher level.

Have you ever run 252kms through the Sahara Desert in 50+ degree heat over 9 days? I haven't either BUT my guest today Sion Cousins has. Tune in for pt 2 of my chat with Sion for some of the key lessons and mindset insights he's taken from facing adversity in sport and business.   Such as: 👉 How to reduce fail points 👉 The power of taking immediate action 👉  Improving your life admin 👉 What adversity can teach us As always, if you got any value out of today's episode. Please like, share and subscribe as it really helps us grow.

Today I'm joined by the incredible Sion Cousins, Sion is a squash and touch football champion, weightlifter and most recently completed a 250km ultra marathon through the Sahara desert. Sion is also an entrepreneur and counsellor. In pt 1 of this three part series, Sion shares his insights and advice on understanding your core values so you can hit more of your goals and achieve greater happiness. 👉 Who do you idolise? 👉 Which people in your life do you admire? 👉 Do you know what your. core values are? 👉 Are you motivated? Dive into this ep, as we unpack all these questions and more. Knowing your core values makes pursuing goals based on your happiness outcomes easy.

Are you articulating to clients and candidates the value you add? Charmaine Keegan from Smarter Selling returns to share her insights and strategies for recruiters wanting to win and maintain business relationships. 👉 Knowing and conveying your value AND value proposition 👉 How to land your compelling message with clarity 👉 Identifying different personality types and adapting your approach 👉 The all important reminder to listen, listen, listen As always, if you get any value out of today's ep, please like, share and subscribe as it really does help is grow.

As recruiters we want to be confident that our market is strong. If you're not getting the results you want, you need to establish whether it's you, or your recruiting market! This ep will help you figure out the answer (and you may need to look at both). This ep will help you to hone in on skills and market gaps that might exist.  Are your processes tight? Are you as busy as you need to be? Where are your deficits? Where are you lacking? I want to help you to tackle the issue head on so you can start seeing the results you dream of.

Recruiters usually have the frame of mind - how can I do better? Cinematic time travel typically presents the notion that going back in time and making small changes can have huge impact on the present. So why don't we take that logic and say, I can make one tiny change today and it could actually course correct me for the rest of my life. It could actually better my life, infinitely better. It’s the whole butterfly effect, right? I hope this ep will inspire you to make a small change that will improve your life. It's also a Monday motivational so I will help you plan your recruitment desk for maximum success this week. The time is now!

Charmaine Keegan is our very special guest today. She is the founder, director and lead trainer at Smarter Selling and if you want to level up your recruiting this is a MUST listen episode. We had Charmaine speak to our team at ALRA recently and I 100% recommend her. She's incredible. Charmaine shares a treasure trove of on point sales advice that's going to make a huge difference to your desk. This is part 1 of a 3 part series in which she tackles the topic of how to sell to a client in the first minute!  Tune in for: 👉 The power of positive prior engagement 👉 Choosing your language carefully 👉 Partner and collaboration tips 👉 Making a mindset shift 👉 How to build client trust As always, if you get any value out of today's ep, please like, share and comment as it really helps us grow.  

Do you think that quality work takes more time to achieve? It seems logical but this notion was turned upside down by a professor who ran a very interesting pottery experiment as described in the book Art & Fear. This pottery parable applies to recruitment, especially young recruiters. Tune in to hear more about:  🏺 How embracing a high-volume approach will improve your quality and efficiency over time 🏺 What's the best place for young recruiters to learn? 🏺 Harnessing skills requires lots of practice Please like, share and give us a review so we can keep bringing you more episodes. 📖 Book mentioned - Art & Fear. Observations on the Perils (and Rewards) of Artmaking by David Bayles, Ted Orland (https://www.allenandunwin.com/browse/book/David-Bayles,--Ted-Orland-Art-&-Fear-9781800815971)

In recruitment, if someone likes you, they'll talk to you but if they trust you, they'll buy from you. This ep is about how you can build trust with clients and candidates because trust is vital.  I give you my hot tips and development advice including: - The importance of sticking to one lane - Deliver on what you say you're going to do - Building your expertise This is a must listen episode for recruiters who want to take their desk to another level.

How long does the recruitment process take? Most recruiters would say between 1-3 weeks on average. But you'd be surprised by what you can do to really help facilitate quicker interview processes. This ep is about strategies for shortening your timeframes. Such as: 👉 Reframing ideas about how long recruiting takes 👉The "no when" approach to interviews 👉 Making on the spot second interviews possible We hope you got value out of today's ep, please like and share if you did!

Recruitment is not a complicated game but to succeed it does require strategy and follow through. In this ep I share insights from a $1.2M biller on my team. He does a number of things extremely well, including: 👉 Well executed strategy 👉 Creating new opportunities  👉 LinkedIn alerts 👉 Large placement size 👉 Relationship management If you get any value out of today's episode please like, share and give us a five star review. It really helps us grow.  

I recently got concussion and I've had huge learnings from the experience and these lessons really apply to recruitment. When something changes, i.e you get whacked in the head and it's not feeling right, but you keep persisting... maybe you actually need to stop and ask the question, is what I'm doing now, what I need to be doing now? Tune in for this ep as I dive into multiple concussion inspired lessons such as: - How to recognise and pivot if your market has changed - Working out what you're holding onto that isn't serving you - Establishing what you need to change If you get any value out of today's episode please like, share and give us a five star review as it really helps us grow.

This is a must listen ep for all you recruiters out there that are early on in your career. I've asked experienced recruiters what they wish they knew when they were starting out. Hear why you should take note of the below pearls of wisdom (plus many more!): 👉 Clients speak with people they like. Clients buy from people they trust. 👉 Fail as much as you can. Your best learnings are when you fail. 👉 You are only as good as your last deal. I hope you get something out of this episode. If you do, please share, like, subscribe. It really helps us grow.

Recruiters! You are not being bullish enough. Today's ep is a call to action that will protect you when the economy slumps. We are currently in something called the everything bubble, the term was coined by Australian macro, analysis trader Jason Pizzino. Essentially, the economy is pumping right now but we need to be prepared for when it slumps. And what does this mean for recruitment? 👉 I believe we've got about one and a half to two years of absolute acceleration in all markets, in all asset classes. 👉 It means we've got growth. It means we've got jobs. It means we've got projects. 👉 Your goal over the next year and two is to build up your war chest. Because at the other end of this is going to be an almighty slump.   I hope this ep helps you to prepare for what's coming. For a more detailed analysis of the market, Jason Pizzino explains it here: https://www.youtube.com/watch?v=mnVcPutOK74&t=117s Have an amazing day and may all your deals come true.

Formula 1 teams will boot you out if you're not performing. Can we apply that to recruitment? This ep takes lessons from the cutthroat and high performance world of Formula 1 racing. It's a chance for you to reflect on what's working and what isn't. 👉What is the expectation you have on every single recruitment desk in every single market within your business? 👉Are the recruiters sitting in those desks, the right recruiters for that market? Are they hitting the expected targets or beyond? Hopefully this ep will inspire you to make tweaks and increase productivity within your business.

I want to stress how important pitching salary in the correct way is. Salary is a key motivator for talent to change jobs and too often recruiters don't handle salary conversations as well as they could. Typically what a candidate wants to earn and what they're on are miles apart, so we need to manage that and we need to handle client expectations too. This ep breaks down three salary scenarios recruiters face and how best to handle them. You've got: - Strategies for how you approach clients w higher candidate salaries - Managing when candidates are underpaid - Tactics for keeping candidates and clients happy w salary If you find today's ep valuable, please like, share and review!

As recruiters we'll sometimes need to send lawyer letters. It's unfortunate but in particular situations, usually around getting payment, they're necessary. This ep details tips on how to handle the awkward situation of chasing payment, including: - The two envelope trick to deliver a lawyer letter - Ways to still maintain the relationship with your client  - Approaching the situation strategically That's all we have time for today, if you got anything out of today's episode please like, share and review it.

Recruiters! If you're NOT acting as a talent advisor for your clients then you're missing a huge opportunity. Once you've completed a job brief, you have the chance to elevate yourself in your clients eyes by providing talent advisory feedback. Talent advisors give strategic advice around current and future hiring needs of a company. As recruiters we have valuable insights we can share with clients such as: 👉 What the perception of their company is in the market 👉 How the hiring process could have been smoother and more effective 👉 Company policies that are putting potential candidates off If you got anything out of today's episode, please like, share and subscribe.

What is the biggest motivator for job seekers to use a recruiter? It's probably not what you're thinking. Last week I was at Engage 2024, which is run by Bullhorn and I'm doing a few episodes on my key takeaways. Today's ep is about the importance of reputation. Tune if for insights on why talent choose to work with a particular recruitment agency and how to maximise on this. Did you know? 👉 30% of recruiters thought that a positive recruiter interaction motivated talent the most. Whereas only 8% of actual talent thought this to be the case. 👉 Only 9% of recruiters said that reputation motivated talent. But 23% of people looking for jobs and talent said that reputation was the key factor at play. If you get any value out of today's ep, please like, share and review it as this really helps us grow.

How will automation effect recruiters? In this ep I share some key insights around Artificial Intelligence and automation from Bullhorn's Engage 2024 conference. If you're not currently using AI/automation, you need to start. It is a huge time saver! Tune in for: 👉 How to use AI to your advantage as a recruiter to free up more time 👉 What boolean search strings are going to work best for my search engine? 👉 Tips for helping you engage and pull out talent from your database  As always please like, share and give us a review as it really helps us grow.

Recruiters work hard but we can also over complicate things! Canvassing shouldn't be difficult, it can be as straightforward as passing out cake at a party and I'm going to show you why and how.   There are two camps of recruiters. The first hate cold calling and the second don't give two hoots. Both groups will gain value from my succinct (and successful) canvassing script.   This is a must listen ep if you want to improve your client canvassing success rate. Implementing this approach will see your canvassing skills and conversion rate go through the roof.    As always, if you got any value out of today's episode, please like, share and subscribe as it really does help us grow.

Are you protecting and harnessing your energy? Success as a recruiter requires energy and this ep is all about managing yours. If you want to be better and do better, then tune in to this ep and I will help you to maximise your energy.    ⚡ Do you know which activities light you up and motivate you? ⚡ What energising health routines do you do weekly? ⚡ Where can you tweak and adjust the timing of your routines so they're most energising? Recruitment success fuels the fun in your life. So take your career seriously and take each day seriously.

Recruiters, here's how to get past reception! Tune in to find out some absolutely amazing tips on how to get through the dreaded receptionist. If you haven't already learnt what this ep will teach you, then this is the most powerful thing for your desk right now. You'll hear: 📞 My approach to successfully get through receptionists the majority of the time 📞 Mistakes recruiters make when they call (so you can avoid them) 📞 How to use human psychology to your advantage If you start applying this approach all of a sudden you'll be getting through to twice as many decision makers.

I think the most important thing recruiters need to get out of a candidate interview is salary. Why? - I want to know how much the candidate is worth  - I need to know what the price is going to be for my client Because that is what we're selling. That's our product, right?  This is a must listen episode if you want to dig into the psychology and strategies for getting a salary answer out of your candidates.

Are Tuesdays and Wednesdays your most productive recruitment days of the week?! Studies show that most employees are at their most productive on these days. 👊 Knowing that my competition is most productive on Tuesday and Wednesday, well, guess what? I'm more productive on Mondays. 👊 Mondays I'm going to make it my goal to absolutely beat you. Because if I beat you on Monday. I'm already ahead of you come Tuesday, Wednesday. It is actually as simple as that. 👊 Listen in to this ep for my two hot tips for how to get ahead of the competition by making Monday your most productive day of the week.

Today I want to give you a hard reset. We all need one of these sometimes. Here is your chance to focus on the things that actually matter to you. We are going to wipe your desk absolutely clean and then start to build it back up strategically. Tune in and together we will: 🔥 Work out what deals you have on the go 🔥 Identify the hot jobs 🔥 Establish who your good clients are 🔥 Create a focussed action plan  I want to help you avoid distractions and chase what's going to get you results.

If you've got a recruitment business that you'd eventually like to sell this ep is for you! Join me as I interview expert in his field, Andrew Cassin of Cassin Advisory. Andrew works with businesses to maximise their value and saleability for the best possible exit. He has over 20 years experience and today he share's some key insights and strategies for recruiters with their own business. Tune in for intel on: 👉 How a buyer actually views your business 👉 Why an external perspective is crucial 👉 How to strategise for an eventual business sale long before you want to sell 👉 Tips for maximising the value of your recruitment business in the market All this and much more! As always, please like, share and subscribe as it really does help us grow.

What can recruiters learn from the success of Michael Jordan and Babe Ruth? Two key things stand out: 🏀 Volume of output matters AND ⚾ Resilience There were 26 times Michael Jordan was trusted with the game winning shot, with seconds to go and he missed. Great success requires us to push through our failures.  Tune in as I unpack how these two sporting greats demonstrated grit and output. Their approach can easily be applied to recruitment. Today marks our 100th episode of The Lone Recruiter. Thank you for your listening, we really appreciate your support. 

Are you ready to take on the 1 habit challenge!? Most people know it takes 21 days to form a habit, good or bad. This ep is your chance to level-up and create a new habit that will help you achieve your goals OR ditch a habit that isn't serving you. Tune in for: - The benefits of good habits  - The flow on effect of bad habits - Motivation to take the self journey of improving your life What's the one thing that's going to make you better tomorrow?

🚨 Recruiter alert! There is marketing pain incoming! It's currently March 13th, which means there is just 2.5 weeks till Easter holidays BUT this year is a little different with public school holidays occurring separately. What does this mean? - The Easter period is going to present challenges for recruiters -  You need to communicate with your clients that this problem is coming up and it's going to be a real problem for recruiting. - If you've got targets for March that you want to hit, you sure as shit want to make sure that this week you've done all the generational activities for that. Listen to this short, sharp ep for the motivation you need to still hit your March/April goals.

There's one thing that all the most successful songwriters do (and all the biggest billing recruiters do) that most recruiters can learn a hell of a lot from. Stow away your bloody ego. And what do I mean by that? Watch the ep to find out. As always, please like, share and follow us, it really helps us grow.

When is a client no longer a client in terms of headhunting from them? In today's ep I respond to a listener question around a sensitive issue in headhunting. When do I think is an appropriate timeframe for approaching the staff of a former client? The short answer is 12 months but there's more to it... Tune in as I unpack the ethics and good business sense involved in headhunting from former clients. To ensure that you don't miss out on any of our valuable content, please like and follow our page.

Are you on target to reach your recruitment billings goal for 2024? In this ep, I outline a very simple equation you should be doing to see if you're on track for your annual target.  - If you're off course, it's okay, there's still time to take action and hit your target! - If you're on track, that's great! But DO NOT take your foot off the accelerator! I find it motivating to think about what it's going to cost me if I fail to meet my target eg a holiday or nice watch. If you don't hit your billings goal, what does that mean for you!? 

What does the perfect cup of coffee have to do with recruitment? More than you might  think. This ep is your reminder to check in with yourself and ask, "Am I nailing every stage of the recruitment process?" If the answer is no, then just like a bad cup of coffee you're on track for disappointing results. It's time to step up and tackle EVERY single step of the recruitment process to the best of your ability and if you have areas of weakness, you need to work to improve them. Our goal here is to motivate you, to inspire you, to push you along on days where you’re feeling a bit down. So please, like, share and subscribe as it really does help us grow.

This ep is about integrity. Recruiters sometimes have a bad reputation in this regard and I can't emphasise enough how important integrity is to becoming a successful recruiter. Keep in mind that people don't judge you on your best moments, they judge you on your worst. So you've got to show up and deliver your best for clients and not just when everything is going well.  Building strong client relationships is about trust and failing to deliver on replacement candidates or other matters of integrity will damage your relationship. If you got any value out of today's ep, please like, share and subscribe as it really does help us grow.

Do you know someone who has main character syndrome? They're people who think they're the protagonist of any given situation.  Not exactly a desirable trait and people with this syndrome have an ego-centric rather than realistic perspective on the world. But the takeaway for this ep is about stepping up and making sure that you are being the main character in your own life. That way you are evolving and able to hit your recruitment and life goals. If you're not already, you need to: - Fight our inherent optimism bias - Control the controllables - Figure out how you need to evolve to reach your goals - Be the main character If you enjoyed this ep please like, share and subscribe as it really helps us grow.

Everyone has an opinion about what temperature the office should be but who is actually correct? In this short ep I take a look at scientific studies and what they've revealed about performance and temperature.  Tune in if you want to know: 🥶The temp David Letterman would set his studio to 👌The optimal room temp for performance (according to science) 🏃‍♂️The positive and negative reasons your optimal temp might be different To ensure that you don't miss out on any of our valuable content, be sure to like, follow and subscribe.  

Is decision fatigue eroding your billings? 🤯 😩 Do you even realise that decision fatigue might be a factor in the success of your desk? The most successful CEOs and entrepreneurs in the world do & that's why they wear the same boring sh*t day in, day out - because they just don't have the bandwidth to make any more decisions! So, today's ep runs through how to recognise you have decision fatigue & how remove this as an issue to your desk by creating more mental CPU. To ensure that you don't miss out on any of our valuable content, be sure to like and follow our page. 

Have you ever wondered what recruiters can learn from the most successful hedge fund managers? Possibly not, but I did and I actually think it's something very simple that will ultimately make you more 💰. Today's ep is a super quick tip on the one thing that highly successful hedge fund managers do that sees them make more money than their peers that I 100% believe you could implement for your recruitment desk... As always,  please like, share, subscribe as this really helps us grow and we love bringing this to you.

High performance sales teams make a lot of money but what else sets them apart? In this listener question episode I look at which elements are vital. Tune in for my high performance sales culture secret sauce recipe 😜 Combining: 👉 Work-life balance 👉 Clear goals and metrics 👉 Low staff turnover  👉 Financial success 👉 Improvement programs 👉 Team collaboration 👉 Recognition and reward As always, if you got anything out of this episode please like, subscribe and share it as it really helps us grow.  

This method of prioritising my ideas and 'to do items' completely changed the way I approach my desk. 🤯 And if you're someone that struggles to prioritise the 1000's of ideas & items running around in your head I can guarantee that this episode is going to help you too. It is a bloody simple exercise too that will take you 15 minutes but save your HOURS of mental angst.