The 15 Critical Habits of Highly Successful Recruiter

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The 15 Critical Habits of Highly Successful
Recruiters-Day 3-
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HABIT 11- Failure-Proof Your Behavior

• He who conquers others is strong He who
  conquers himself
• is mighty.
• - Lao Tzu
• We are what we repeatedly do. Excellence, then,
  is not an
• act, but a habit.
• - Aristotle
• Sow a habit, reap a character sow a character,
  reap a destiny.
• - Stephen R. Covey
• The problem with recruiting is that its so damn
  DAILY
• - Unknown sage
• Top producers make a daily habit of the things
  that average producers do every so often.
• 2. Habit formation may be more important than
  action-steps for achieving your goals.

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• Four rules for failure-proofing (Per Tim
  Ferriss)
• Rule 1 Make it consciousThe fastest way to
  correct a behavior is to become aware of it in
  real-time, not after the fact.
• Rule 2 Make it a game Research in game design
  shows that measurement motivation. Seeing
  progress in changing numbers makes repetitive
  tasks fascinating and creates a positive feedback
  loop.
• Rule 3 Make it competitiveTrue or false
  Research shows that people will work harder to
  avoid losing 100 than they will to earn 100.
  Answer True. Embrace the stick when trying to
  get leverage on your behavior.
• Rule 4 Make it small and temporary

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HABIT 12- Systematize

• The palest ink is better than the best memory.
• - Chinese Proverb
• Never memorize something that you can look up.
• ? Albert Einstein
• The system is the solution
• - ATT
• Pull out the 2 forms listed below in orange now
  as well be reviewing them in a minute.
• The checklist manifesto Even surgeons work from
  checklists.

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• Definitions
• A. System A documented way of performing a task
  that solves a problem and ensures that the task
  is performed properly and consistently.B. Frustr
  ation A frustration in your business is an
  undesirable pattern of events that can be
  eliminated by installing a system.
• View your desk as an integrated system The
  system does the work and you operate the system.
• 5. Examples of important forms, checklists and
  systems
• - Job order intake form
• - Candidate interview form
• - Search process checklist
• - Reference check form
• - Reference release form
• - Split Partner Agreement
• - Retainer Agreement
• - Activity tracking forms

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• - Monthly activity reports
• - Financial reports
• - Interview prep form
• - Scripts Candidate marketing/ recruiting/
  sourcing/ voicemail/ referrals
• - Canned responses for repetitive emails
• - Training binder
• - Operations manual
• - Planning system
• - Your Applicant tracking system
• - Review the, 15 critical candidate questions
  handout
• - Review the 17 critical client questions
  handout
• Key Idea 1 A system has no value unless you
  develop the habit of using it daily.
• Key Idea 2 Any repeated frustration is
  a candidate for a system solution.
• 7. When something is frustrating you ask
  yourself, What system am I missing that would
  solve this problem?

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HABIT 13- Manage Your Mood

• Happiness, like unhappiness, is a proactive
  choice.
• ? Stephen R. Covey,
• There is no way to happiness. Happiness is the
  way.
• Thich Nhat Hanh
• Recruiters who feel good about themselves produce
  better results. High self-confidence is the key
  to producing good results. But confidence
  fluctuates for everyone, so I have to consciously
  manage my mood.
• 2. Protect your mood by reducing your exposure to
  energy vampires.
• 3. Dont say yes when you want to say no.

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• 4. Pre-pave a good mood by creating an empowering
  pre-work ritual.
• My Pre-Work Ritual
• A. The night before
• - Lay out clothes (No brain drain. No excuses
  not to work out)
• - 2 minute breathing exercise- Sleep better.
• B. Physical workout
• - Up at 530 AM
• - 20 minute run or strength training
• - 2 minute breathing exercise
• - Finish early- nothing can interfere
• - The workout must be fun!
• - Log workout
• C. Mental workout
• - I perform my mental workout during my run
• - Appreciation people, health, affluence

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• D. Relationship/ fun
• - One hour of coffee everyday
• - Conversation with my wife/ light reading
• - Reward for workout
• - After this Ive already had personal time
• E. Arrive at office Around 745 AM
• Morning Ritual Idea Bank
• Cardio or strength training
• Review goals on flash cards
• 2 minute mental rehearsal
• Drink healthy shake
• Spend 20 minutes w/ loved ones
• One hour for coffee/ light reading
• Walk three miles each morning
• Make your bed before you leave
• Spiritual practice for 20 minutes

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• Action Step- Create your pre-work ritual below
• A. The night before
• B. Up at
• C. Physical workout
• D. Mental workout
• E. Relationships/ fun
• F. Arrive at office
• 5. Three ways to boost your confidence in any
  moment
• A. Pivot your attention
• B. Use your physiology to affect your
  psychology
• C. Ask empowering questions

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HABIT 14- Lead the Search Process

• A leader is best when people barely know he
  exists, when
• his work is done, his aim fulfilled, they will
  say we did it
• ourselves.
• Lao Tzu
• Take a project managed approach to search. To
  lead the process you must actually have a
  documented process.
• Review the Search process checklist handout.
• Lead by pre-closing Discussing something long
  before its an issue to ensure that it goes your
  way when it becomes an issue.

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• 4. Key If you pre-close early and re-close
  often, deals will usually close themselves.
• 5. Treat clients like peers, not with awe
• 6. Consult rather than sell
• Lead from behind
• 8. Lead with crisp questions.
• If a search is going to blow up, have it blow up
  early.

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HABIT 15- Be Authentic

• What you do speaks so loudly that I cannot hear
  what you
• say.
• - Ralph Waldo Emerson
• Seek first to understand, then to be
  understood.
• - Stephen R. Covey
• He who does not trust enough, will not be
  trusted.
• - Lao Tzu
• Put people first, results second.
• 2. The customers have bullhorns

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• The wonderful paradox (per Spenser Johnson) I
  have more fun and enjoy more financial success
  when I stop trying to get what I want and start
  helping other people get what they want.
• Behind every placement there are 2 human beings.
  
• The referrals formula caring referrals.
• 6. Get to know clients more deeply with the
  Mackay 66 form
• 7. Effective marketing is about quickly excluding
  the wrong people.
• 8. Stop trying to fit in, start trying to stand
  out.
• 9. Dare to be vulnerable.

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Conclusion

• Key idea Top recruiters make a daily habit of
  the things that average recruiters do every so
  often.
• Ready for more? Click the 1 Test-Drive link on
  the webcast page for details on The Roundtable
  program.
• Click the link on the webcast page to out the
  2-minute survey. As a thank you for taking the
  time, youll get a free copy of, The Permission
  Marketing Script.