Getting Everything Out Of All You Got

By: Barb Bruno
Date: 3/1/2008

As I travel throughout the country speaking at many national events, it has become quite evident to me what separates the firms that are enjoying record profits versus those that are struggling to meet payroll.

In the end, the one advantage the successful firms have over every other firm is their ability to hire, train and retain Top Producers.

Makes sense right? Of course, getting there takes work. Let me give you a few tips right now on hiring, training, and retaining those Top Producers that I have personally used to enjoy record profits in this wonderful profession for the last 35 years!

Finding Top Talent
We are experts at finding top talent for our clients, but often find it difficult to find and properly train talent for our own offices. The two most important decisions you make as an owner are "who" you hire, and "what" training you provide. Think of all the money you are losing from your current job orders that are not being filled!

In order to attract potential top producers, you need to identify self-starters who have a history of high achievement, sales experience and ambitious goals. If they were successful in the past, they will be successful for you. The majority of the Big Billers who work in our firm came from these three sources:

* Sales or Catering offices of major hotel chains

* Multi-unit supervisors out of retail

* Outside sales reps. who are tired of the door-to-door aspect of their jobs.

Training Your Talent
Once you hire a new recruiter you must provide them with training, not only on the fundamentals of recruiting, but also in sales, technology and the employment laws that govern our profession. All to often, training programs are initially "information overload" or "drinking from the fire hose" with little follow-up instruction on how to implement the training long term.

Habits of Top Producers cannot be learned in a weekend getaway! You need to be consistent over time to create true change in anything you do, especially in the habits of top production!

It's also true that your experienced team needs training as much, if not more than your new hires. Bad habits and a lack of time management skills can limit their level of achievement, which will negatively impact your bottom line. A consistent, effective training program will increase your profits and also help you retain your high achievers, as they will be making more and having more fun in their work!

Let's review the fundamentals of the most highly effective recruiters in the world:

The 6 Habits Of Top Producers

1. Planning to Stay Focused on Important vs. Urgent

2. Keeping Stats and Committing to Daily Results

3. Respecting Primetime (9-11:30 am and 1:30-4:30 pm)

4. A Keen Understanding on the Importance of Strong Relationships with Both Clients and Candidates

5. Effective Referral Process and Network

6. Has Definite Chief Aim of Booking Sendouts Before Anything Else!

If you're like most owners I meet, you are asking yourself, "How do I properly train my new and existing staff without negatively impacting my production?"

This is where most firms' actions fall terribly short on their intention of training top producers. And the result of most firms' poor training is mediocre results as opposed to record profits!

When it comes to being a success or just being plain average in our profession, this is where the "rubber meets the road" - don't be that company willing to settle for less than you deserve!

Unfortunately, most firms don't have the systems, time, or resources in place to be consistent in their training.

In fact, this is precisely the reason why I created a revolutionary web-based training program called the "Top Producer Tutor" which effectively takes training off your desk!

The Top Producer Tutor is a power packed 80 day training program that automatically trains, tests, and forces your existing staff and new hires to implement the fundamentals of Top Production!

If you are not enjoying record profits or if your training program is not as effective as you had hoped - call 219.663.9609 or email us at support@goodasgoldtraining.com to schedule a free demo of the Top Producer Tutor - the #1 Web Based Training Program that jump starts new hires and elevates experienced recruiters to a new level of success. It is a living, breathing, 80 day "womb to tomb" training program that boasts 52 new audios and 50 articles being added to the library every year! This program will never be outdated!

Since we have gotten such a great response from RSSM readers about our Training Articles in previous issues, we figured we'd make a special offer to inspire you to make 2008 your best year ever!

For a limited time, we are offering Barb's "Hire, Train and Retrain Eagles" book (delivered right to your door a $99 value!) to you FREE immediately upon completing your free demo! So act now while this offer lasts!

Remember: Hire them right, train them right, and watch your profits SOAR!

To Record Profits, Barb Bruno, CPC, CTS www.TopProducerTutor.com