Today, Natasha Lee and I discuss a softer approach to selling that is super effective. Natasha is from Raw Earth Recruitment and she is successfully pioneering modern recruitment strategies. In this ep, she takes us through how she went from critiquing a company's ad to turning them into a client. We discuss: 💡 What makes a job ad bad 💡 Instead of …

Starting out in a new recruitment market isn't easy, whether you're an experienced recruiter or not. This ep is in response to a listener question on how to build a successful recruitment desk from scratch. I've noticed there are two camps - a.) Those that hit the ground running And b.) Those that in 6-8 months are still nowhere near where they nee…

If you're thinking about starting your own recruitment agency, this interview with Matthew Hart is a must listen. Matt is the Founder and Managing Director of Recrevi Group. He is one of the leading legal recruiters in the world having successfully placed hundreds of high-performing lawyers across the globe. Tune in as he shares valuable insights o…

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 oth…

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 discu…

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 he…

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…

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…

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…

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 a…

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 …

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 a…

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…

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 pe…

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 processe…

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…

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'…

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 appro…

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 …

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 intervi…

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 va…

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 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 a…

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. A…

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 you…

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 …

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 you…

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 …

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 …

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 s…

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 succe…

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? …

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 t…

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 str…

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. Becau…

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 🔥 Establis…

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 strategi…

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 sport…

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 t…

🚨 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 clie…

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 busin…

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 acceler…

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…

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 ev…

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 ch…

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…

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 th…

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 th…

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 coll…