- Practice Single Tasking:
Batch your activities into segments such as marketing calls, recruiting calls etc. Do one type of activity at a time. This type of organized execution is a hallmark of high production.
Is it easy? Not at first. But, if you train yourself to do nothing but execute one type of call (marketing, recruiting etc.) during a calling hour, you’ll get out many more calls each day.
- Do not take incoming calls during a calling segment:
This takes discipline but will produce big results for you. Return calls after you finish each calling segment and after your planning at 5 PM. Exceptions would be for placement-sensitive issues only.
- Ask yourself, "What’s the fastest way to a sendout?"
In real estate, there are three things you must keep in mind when buying a home: location, location, location.
In recruiting, there are three things that lead to placements: sendouts, sendouts, and sendouts.
Sendouts are more important than search assignments. An average sendout to placement ratio is 1 out of 7. So if you just focused on getting 15 sendouts per month, with a 1 out of 7 ratio, you’d be making 2 placements per month. With an average fee size of $17,000, you’d be over $400,000 in production.
- Do a little bit of each part of the business each day:
If you do some marketing, some recruiting, some sourcing, some closing each day, you’ll even out your production and sleep better at night. I heard this idea from Peter Leffkowitz when I started out as a recruiter and it’s made a huge impact in my ability to avoid the peaks and valleys of production.
- Do the closest activity to a placement first:
What could be simpler than this? When planning your day simply prioritize what’s closest to revenue. Usually the money oriented tasks involve these things: scheduling sendouts, debriefing with clients or candidates after an interview, reference checks, closing issues etc.
These tasks are the first thing you should do each day and take priority over any other task regardless of what you’ve got down on your planner. Top producers have a laser-like focus on what leads to revenue.
- Plan each activity segment the night before:
You’ve heard this before but are you really doing it each day? I recommend planning for a full hour each day from 4-5 PM. Hold all calls during your planning time.
- Execute marketing calls each day:
I suggest making between 5-25 calls each day. The amount you make depends on how close you are to "full capacity".
Full capacity for most contingency people is 5-10 "A" level contingency searches. For retained or engaged assignments, usually 3-4 searches is full capacity.
Think of your marketing calls the way you think of brushing your teeth; not the most exciting part of your day but it definitely pays off in the end and is a good thing to do early in the day.
- Print your plan:
Have a physical plan in front of you so you can cross things off (could be a computer print out). For most people, this will increase your investment in finishing your plan for the day.
- Create a daily template for what time you will do each activity:
You must have a set schedule template in order to plan. See my example below:
An example of a daily schedule:
08:30-09:30 AM- Priority calls (prep/ debrief/ references/ offers etc.)
09:30-11:00 AM- Marketing calls
11:00-12:00 PM- Interview candidates
12:00-01:00 PM- Lunch
01:00-01:30 PM- Sourcing/ Name Gathering
01:30-04:00 PM- Recruiting
04:00-05:00 PM- Planning
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. Gary offers several FREE SPECIAL REPORTS including, "14 Critical Candidate Questions" & "The Search Process Checklist" on his website. Get your copy now at www.therecruitinglab.com.