June 19, 2018

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The 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.

Of course there's more to a placement than just the sendout but because our business can quickly become overly complex, it's important to narrow the aperture on what's really important and to keep that at the forefront of your activities.

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 didnít 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 5:1 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: 7-11/month (depending on niche)

  • Above average recruiter: 12+/ month.

  • Excellent recruiter: 15+/ 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 $20,000, that would be $480K 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 every morning, "What's the fastest way to my next sendout?"

ABOUT THE AUTHOR: Gary Stauble assists owners and their teams in implementing leading edge strategies that create the biggest results with the least required effort. You can download his Complimentary Report, $1 Million Time Management which outlines 9 Time Management Secrets of a $1 Million Producer. His upcoming class, The 15 Critical Habits of Highly Effective Recruitershas been rated an 8 or above (out of 10) by 94.2% of recruiters and will provide you with a repeatable template for generating placements.