Welcome to The Fordyce Letter:

The Fordyce Letter

Straight Talk for the Recruiting Profession


Gary Stauble

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 nine time management secrets of a $1 million producer.

Articles by Gary Stauble

How-To, Motivation

The 3 Elements Of A Proactive Daily Plan



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When I first started in the business back in 1994, I was fortunate to hear Peter Leffkowitz speak at a recruiting seminar in Los Angeles. One of the sections of his training that particularly stood out to me was his approach to time management and planning. He described the two main ways that recruiters tend to work a desk:

Reactively working a desk: This is the method that 80% of recruiters use to work a desk. This method can best be described as S-T-R-E-S-S. This is the land of soaring peaks followed by deep, dark valleys. It entails little planning, sporadic execution and lots of reacting.

Reacting to incoming email, incoming calls, interruptions, client demands etc. It involves chasing deals, working from adrenaline and a production-oriented focus. Essentially it’s a neurotic way to work a desk and often leads to burnout.

Proactively working a desk: This is the method that 20% of recruiters use to work a desk. There is a subtle but powerful difference in focus. Instead of simply focusing on production, proactive recruiters concentrate on building the activity that generates production. This involves planning and then executing from a proactive stance.

How-To

Pose Your Way to Greater Confidence and Bigger Production



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Research by social psychologists at Harvard and Columbia universities has revealed startling facts about how simple shifts in posture can have profound effects on how well you present yourself in client meetings, fee negotiations and marketing presentations.

Research had already shown that the mind can influence the body. For example, it’s common knowledge that if you’re feeling depressed, there’s a high likelihood that your immune system will be depleted. But what researchers Amy Cuddy, Dana Carney and Andy Yap wanted to find out was could the opposite also be true; could the body influence the mind?

They discovered an easy exercise that anyone can do that can change not only others’ perceptions of them, but the way they feel about themselves by spending two minutes “power posing” before a stressful situation. I’ll explain how the “power pose” works in a minute. First I want to explain the experiment itself.

Business, Entrepreneurship

Is Your Business Model the Right One For You?



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In my one-to-one coaching sessions with firm owners, I periodically deal with someone who has clearly chosen the wrong business model for themselves and are now suffering either mentally or financially as a result. In terms of designing your business model and org chart, the old adage, “measure twice, cut once” would save loads of heartache for those willing to think strategically about what kind of business to build. Most new owners erroneously believe that “bigger is better,” and make poor decisions regarding hiring, adding office space, increasing expenses, etc.

As a starting point for understanding which business model is best for you, it’s important to understand the various roles an owner must perform. Michael Gerber (author, business skills trainer) tells us that there are three roles that every business owner must be able to fulfill either himself or with the help of employees. The three roles are:

Uncategorized

Make Faster Pies With Low Hanging Fruit



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You’ve probably heard that it is not a good idea to pick low hanging fruit. My question is:

Why the hell not?

I enjoy picking low hanging fruit. It’s within easy reach and requires minimal effort. I don’t enjoy dealing with rickety ladders and having to stretch just to grab one little apple. I want to fill my basket with as much good stuff as I can, and have time left over to enjoy the fruit of my labor (pun intended).

Is there something inherently suspect about things that come easily?

Cold Calling, How-To

Working With Gatekeepers and Candidates



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Editor’s note: Monthly in The Fordyce Letter Gary Stauble addresses issues of importance to every recruiter. In this column reprinted from the March issue, Gary tackles gatekeepers and presentations.

Topic #1: Getting Past the Gatekeeper

So you’ve done the work of tracking down the name of a key individual and now you’re about to make that all important call but you’re worried about being questioned by a gatekeeper. Here are some ideas for making sure that your call gets put through:

The Business of Recruiting

The 3 Things That Lead to Placements



interview - Freedigital

tough-interview-questionsWhat 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 didn’t have a laser-like focus on tracking and increasing sendouts.

How-To, The Business of Recruiting

Get Control Of Your Time, Your Phone, Your Mail



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This monthly article gives you quick, easy-to-implement ideas on various subjects. This month’s topics have to do with taming your phone and email inbox and outsourcing your admin tasks.

Topic #1: Get Control of Your Phone

The phone may be the best money making tool in a recruiter’s tool box but it still must be used intelligently so that it doesn’t become a time sink. In terms of who has access to me via phone, I have a simple guideline — the more you pay the more access you receive. That is just economics 101.

So if a client has just paid me a $30,000 retainer, of course they have access to me. But, if a candidate is calling who I’ve never spoken to, who hasn’t submitted a resume, and who is not in my primary area of focus, that call will likely go straight to voicemail if I’m busy. You have to remember that 85% (or more) of the candidates you talk to are people you are never going to be able to place.

How-To

Exercise Your Way To Bigger Billings



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Our work as recruiters requires us to be the proactive force in the selling process. This takes energy and focus; some days are easier than others in terms of gearing up to make calls. One way to set yourself (or your team) up for success is to focus on creating the physiology that leads to feelings of confidence and energy.

How you use your body makes a massive difference in your mood. Tony Robbins has said that, “Emotion is created by motion.” There are so many things about our environment that we can’t control but with our use of physiology, we have immediate control and can see immediate results.

Simple ways to influence your mood and energy physically are:

Business Development, How-To, Motivation

Too Many Goals Can Keep You From the Gold



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2 minute coaching logoFor many people there is a disconnect between setting a goal in January and actually seeing it through to  December. Recruiters and entrepreneurs tend to have big appetites and want to push themselves to excel. Aiming high is a good thing but often these goals start to lose their luster as the year wears on. And, once they start to seem unrealistic, many people become discouraged, giving up on them altogether.

One of the reasons for this is we often set too many goals. Most of us only have the bandwidth to focus, really focus, on a small set of objectives. What would it be like if you only had one goal for the next twelve months?

How-To

Do What You Do Best, Then Hire Someone To Do The Rest. Here’s How



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In one of the discussions in my Recruiter’s Roundtable program a member mentioned a  blog post by Seth Godin that touched a nerve with several people. In the post, Seth talked about why many people don’t succeed using the most popular planning advice put out by productivity gurus like David Allen. He said that most of those strategies don’t work because they lack a key ingredient.

Here’s an excerpt of what Seth had to say:

Getting things done, 18 minute plans, organized folders… none of them work as well as you’d like.

The reason is simple: you don’t want to get more done.

You’re afraid. Getting more done would mean exposing yourself to considerable risk, to crossing bridges, to putting things into the world. Which means failure

You don’t need a new plan for next year. You need a commitment.