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December 17, 2017

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2 Minute Coaching

Topic #1: Align with the “Centers of Influence” in your niche

Centers of Influence are the people within any industry that are so well networked that you can literally save years of cold calling by simply joining forces with them. If your network is 1,000 people strong but you know five centers of influence who are willing to help you and they each have a network of 1,000 contacts, you can quickly multiply your profits by aligning with them.

I explained this concept to one of my clients who owns a small search firm and he was able to use it and generate some powerful PR for his company. He actively cultivated relationships with key people in his industry who could introduce him to other leaders. He has given me permission to include his email explaining his results:

"One of the "Centers of Influence" that we decided to get closer to is our niche industry Association. Probably the highest concentration of potential clients that we could find anywhere. We spoke in front of their group at their annual conference about 1-1/2 years ago and recently they created a membership type for vendors like us. The cost was $700 per year. Right after joining we sent them our press release regarding our contract capabilities and here was the reply from the Executive Director:

‘I'm impressed with your new approach and PR. I will send it our to all of our members this month, prior to our next Newsletter, telling them of your past relationship with us as a speaker and attaching your PR announcement for their information. Happy to do so. I'll also tell them you will be at our next meeting in May to discuss this in detail with them, should they so wish.’

I told my partner that we could have spent $7000 and not got this type of exposure. This means that about 300 owners and other executives of our primary target firms across the country are going to receive our press release, from a trusted peer. Don't you love it when a plan comes together? Thanks for all the great advice. "

Questions for you to ponder:

  1. Who are the centers of influence your niche?
  2. How well do they know you?
  3. What are three things you could do this week to get connected with them?

Topic #2: Your Action Plan

What is your production goal for 2009? Now that we are most of the way through the year, are you on track to meet or exceed it? What about other goals such as adding more recruiters, increasing tenure among your staff, having more fun at work, enjoying more time off, buying that Porsche?

Many of us do our best work when we're getting close to a deadline. Just like studying for a critical exam the night before the test. The urgency gives you a rush of creativity and adrenaline and enables you to do whatever it takes to get things done. You can use that same sense of urgency to make the final month of 2009 the very best it can be.

Let's make this simple; create or revise 3 measurable, challenging, exciting goals that you're committed to accomplishing by the end of the year. Here’s a simple template you can use:

My Three Exciting Goals to Be Accomplished by 12/31/09:

Goal I: Our revenue for this quarter will exceed $____________.

Action steps needed in order to hit this goal:

Goal II:____________________.

Action steps needed in order to hit this goal:

Goal III: __________________.

Action steps needed in order to hit this goal:

Now print your goals and post them where you'll see them everyday. I suggest that you set goals that inspire you rather than ones that fill you with a sense of dread. You do not need to set goals based on any compass other than your own (unless you are working for someone else). Make sure you are crystal clear on why it will be fun to accomplish your goals and what you will gain from the experience. Push yourself to achieve something that you’ll be proud of and that will give you the rewards you deserve.

- Gary Stauble

Gary Stauble is the Principal Consultant for The Recruiting Lab, a Coaching Company that provides Recruiting Professionals the Training, Tools and Systems to make More Placements with Less Effort. Gary offers several Free Special Reports on his website including, "$1 Million Time Management", "15 Critical Candidate Questions" and "The 3 Things that Lead to Placements". Get your copies now at www.therecruitinglab.com.