Want to manage your time and be more productive? Great.
But be careful not to cut corners or lose sight of peripheral opportunities. In some ways, spending more time—not less—on certain tasks can actually improve your performance over the long haul.
Here are some counterintuitive concepts regarding time management. Hopefully, they’ll add to your bottom line.
1. Follow the Money
My primary goal is to make a placement. So, if I’ve got a job to fill, my time is best spent sourcing and recruiting candidates for the purpose of setting up interviews. If I don’t have a job to fill, it’s imperative that I develop new business and then get to work filling the job. Anything else would be a waste of time.
2.Diversification is Overrated
You’re probably saying, “Wait a minute! If you’re only doing one thing at a time, aren’t you putting all your eggs in one basket?” The answer is yes. But I’ve found the best way to secure my future is to make hay while the sun shines.
3. Don’t Cut Corners
Before you decide to work on a job, take the time you need to make sure it meets your standards, in terms of how fillable it is and whether the odds are stacked against you. And by all means, screen your candidates. No matter how efficient your system, hopeless jobs and toxic candidates will severely waste your time.
4. Do It Right or Do It Later
Very often, I’m in a hurry to make a phone call, submit a proposal or extend an offer. But why pick up the pace if I’m distracted, ill-prepared or need additional information? As they say, you can either do it fast, do it right or do it cheap. But you can’t do all three.
5. Go Deep
Some of my biggest clients and best candidates were developed as a result of long conversations. In fact, a 30-minute call—if skillfully made—can often yield significantly more activity than ten 3-minute calls. The deeper the foundation, the easier it is to build trust, get referrals and probe for information.
A case in point: On a recent recruiting call, I spoke with a candidate who mentioned that his company had just hired someone from a competitor. “Which company?” I asked. “What do they make?” “Where are they located” “What was the position?” “When did this happen?”
Armed with some priceless bits of business intelligence, I found the name of the company president and placed a call. And a few weeks later, I placed the company’s new Director of Sales.
- Bill Radin
Bill Radin is one of the most popular and highly regarded trainers in the recruiting industry, and has trained many of the largest independent and franchised recruiting organizations, including Management Recruiters, Dunhill, Sanford Rose, Snelling and Fortune Personnel. His speaking engagements include the NAPS national conference, the annual Kennedy Conference, and dozens of state association meetings and network conventions, including Top Echelon and Splits.org.