June 23, 2018

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3 Things that Lead to Placements

What are the 3 things that lead to placements?

Simple; sendouts, sendouts & sendouts.

Definition: a sendout is an interview between a client and a candidate.

Do you have trouble tracking numbers and activity? If you said "yes", you're not alone. All trainers including myself stress the importance of tracking numbers such as time on the phone, number of connects, number of sendouts, job orders etc.

But, if you asked me what is the number one activity that you MUST track in order to move beyond mediocre production, it would without a doubt be sendouts.

I remember when I started in the business it took me several weeks before the light bulb went off. My manager said, “Gary, the sendout IS the sale in this business”. Prior to that I thought I was supposed to be making lots of calls, trying to fill jobs, returning calls, reading resumes, posting jobs etc but didn’t have a laser-like focus on tracking and increasing sendouts.

So, how many sendouts should you get per month? The answer depends on your niche and your sendout to placement ratio. A good sendout to placement ratio is in the area of 4:1 to 8:1. Higher than that means that your quality needs to be improved. Lower than that often means that you are playing God and leaving money on the table.

Here are some general guidelines regarding number of sendouts/month:

  • Average Recruiter: 7-12/month (depending on niche)
  • Above average recruiter: 13+/ month.
  • Excellent recruiter: 17+/ month

How about focusing on just these 2 things for 90 days:

  1. How can I significantly increase the amount to sendouts I get each month?

  2. What do I need to do to stay in a 5:1 to 8:1 sendout to placement ratio?

If you typically get 1 placement for every 7 sendouts, all you need to do is get 14 sendouts per month and you'll make 2 placements/ month. At an average fee of $17,000, that would be $400K in production/year.

Not bad, eh?

Laser-like focus on sendouts is one of the most important attributes of all big billers. If you do everything else wrong but can get consistent sendouts, and stay in the 5:1 to 8:1 close ratio range, you will make placements. To stay focused, ask yourself this powerful question that I heard from Danny Cahill every morning, "What’s the fastest way to my next sendout?"

- Gary Stauble

Gary Stauble is the principal consultant for The Recruiting Lab, a coaching company that assists Firm Owners and Solo Recruiters in generating more profit in less time. His free monthly e-zine, “Creative Recruiting” will help you to attract premium clients, make more placements, and still be home in time for dinner. Subscribe today at There are also over 25 Free Special Reports online covering advanced marketing, firm management and recruiting best practices. For more information or to schedule a Business Checkup, visit the site or call 408-847-5049.