Welcome to The Fordyce Letter:

The Fordyce Letter

Straight Talk for the Recruiting Profession


Jordan Rayboy

Jordan Rayboy?s career in recruiting began with MRI in May 2000. He went on to win Regional Rookie of the Year at age 20. He followed this with three Regional AE of the Year Awards and eventually was ranked one of MRI?s Top-10 worldwide producers out of 4,000+ recruiters by age 25. He earned the company?s CSAM (Certified Senior Account Manager) distinction and spoke at numerous CSAM conventions and regional meetings. He is a trainer in NLRT?s Big Biller video series, has been part of the APEX Mastermind Forum, and has been interviewed by XtremeRecruiting for their BigBiller series/e-book. Jordan has also presented at both the Fordyce Forum and the NAPS Conference. In 2009, Jordan was elected as a new member to the Pinnacle Society, an elite consortium of 75 of the top recruiters in the industry. Rayboy Insider Search (RayboyIS), founded in 2006, was the industry?s first virtual search firm run entirely from a giant RV. While building the firm, he, his wife Jeska, and dogs Roxy, Whistler, and Rogue, visited more than 44 states, six Canadian provinces, and both coasts of Mexico. If you?d like to talk recruiting, travel, or life with Jordan, email him at jordan@rayboyis.com or call 512-636- 8457.

Articles by Jordan Rayboy

How-To, Motivation

Great Peers Will Help You Help You Soar



Eagle

EagleWe’ve all heard about the power of the peer group. Tony Robbins says that you tend to play the game of life at the average of the five people you spend the most time with. Think about it for a moment. Who do you surround yourself with most often, and how do they influence you? What level are these people operating at, and what are their standards in key areas of life, such as business, finance, health, relationships, contribution, and spirituality?

Let’s say you have a workout partner that you regularly go to the gym with. Are they the type who tolerate laziness, and let you off the hook easy if you don’t feel like working out on a given day? Or do they scream at you to give them two more reps, even when you’re already at failure, and feel like you’ve given all you’ve got? Which person is going to help you achieve more? Anyone who works out knows that those last two reps give you 90% of the growth!

It would make sense that people who are healthy and fit surround themselves with others who make healthy lifestyle choices, as opposed to people who drink, smoke, and eat like crap. People who have strong religious beliefs congregate with others who share their convictions. Successful business owners like to spend time with others who also share their desire and commitment to success.

Business, Entrepreneurship, For Managers, Motivation

Confessions of a Big Biller Part 2: Accountability and Communication Make For Success



Jordan Rayboy

Editor’s note: This is part two of a two-part series on building and managing a virtual recruiting team. Jordan Rayboy is a big biller, who, after running his business from an RV, now runs his seven figure firm from a home in rural Oregon. In part one, he detailed some of the mistakes he made in founding and building his firm. Today, he focuses on solutions.  This article originally appeared in the December 2011 edition of The Fordyce Letter.

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The biggest mistake I made over the years (besides those from yesterday) was that I DID NOT SET EXPECTATIONS AND HOLD PEOPLE ACCOUNTABLE.

This should have started in the interviewing process, and continued with an environment based on accountability once on board.

In order to hold people accountable, they have to be pushing towards goals that they have bought into. They will be much more driven to achieve their goals (all that they want to have, be, or do) as opposed to hitting a number that you arbitrarily plucked from the air. Once they’ve shared what their goals are, you should use metrics to establish what activities are required in order to achieve those levels of production.

Here is what the process might look like:

Business, Entrepreneurship

Confessions of a Big Biller Part 1: There’s More To Virtual Teams Than Working Remotely



Jordan Rayboy

Editor’s note: This is part one of a two-part series on building and managing a virtual recruiting team. Jordan Rayboy is a big biller, who, after running his business from an RV, now runs his seven figure firm from a home in rural Oregon. Part two — solutions to the issues he details here — will post tomorrow. This article originally appeared in the December 2011 edition of The Fordyce Letter.

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When Jeska and I took off on our RV adventure five years ago, we had a fairly simple plan — to build a successful niche search firm while traveling the country full time and living our dream.

Initially, it was just the two of us and one dog with no employees (we’ve picked up two more dogs along the way). This business is interesting though — you tend to become a victim of your own success. The more client openings you fill, the more they want to work with you and refer you to other colleagues. As we quickly found out that first year, there comes a time as a solo practitioner when you simply run out of bandwidth to deliver and are essentially leaving money on the table.

When it was time for us to expand our team, we naturally gravitated toward a virtual model with remote team members. Is this right for your office? As with most things, the answer is probably, “It Depends!”

With today’s technological advancements in communication and collaboration tools, it’s easier than ever to succeed and interact as part of a virtual team. Some of the benefits of virtual teams include:

For Managers

Force-Multiply Your Production By Leveraging Recyclability and Systems



everythings bigger in TX

We’ve got a saying in Texas — “It ain’t braggin’ if it’s true.” We are KILLING it this year, on pace for 300% growth year over year, and over 50% more than my career high from 2005. We have more business than we can possibly handle, and I just recently hired another two project people to meet the demand.

So I asked myself recently — what’s different? What am I doing this year that’s kicking it into high gear and taking my search practice to the NEXT LEVEL?

For Managers, How-To

Ten Steps to Dominating Your Market and Owning Your Niche — Part 2



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The best way to build a high-billing practice is to recruit within a niche and become the absolute best recruiter on the face of the Earth in that niche. You want to own your market.  All top billers do it. Regardless of whether they recruit in IT, Accounting, or Healthcare – they are POWER BROKERS in their industry.

Yesterday, we gave you Steps 1-4 of how to dominate your market and own your niche. Today, we bring you steps 5-10.

For Managers, How-To

Ten Steps to Dominating Your Market and Owning Your Niche — Part 1



Jordan Rayboy

I just moved into a house in southern Oregon after traveling the past four years in a giant RV. We love our new digs because we are in a pretty remote area. My wife Jeska won’t even let us get a TV in our house (she’s smart). And honestly, my advice to you as well is this – turn off the TV, and especially, turn off news – it’s usually bad. Get outside. Get Healthy. Most importantly, become grateful for all that you have. If you are in this profession, you have SO much to be grateful for. We make a difference in people’s lives. (usually for the better) We help our clients achieve their goals by solving urgent and critical problems. What we should be most grateful for is this: you, and only you, get to decide what your W2 is at the end of the year. No one is in control of your earnings except you.

Your market sucks? I guarantee there are recruiters out there billing huge numbers in so-called “depressed industries” like construction, automotive, and financial services. Someone out there is getting creative, perhaps jumping into mergers and acquisitions. If you need to, change markets. I saw Jon Bartos start up three different markets in three years and build them each to $1M+ annual billings. But then again, Jon is…well, he’s Jon Bartos. The dude has a mini golf course in his office, and a hockey rink in the empty space next door.

The best way to build a high-billing practice is to recruit within a niche and become the absolute best recruiter on the face of the Earth in that niche. You want to own your market.  All top billers do it. Regardless of whether they recruit in IT, Accounting, or Healthcare – they are POWER BROKERS in their industry.

Uncategorized

The Road Warrior Recruiter



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I love this business! In what other industry are you afforded a truly unlimited earnings possibility, get to help people for a living, and perform your job from anywhere on the planet? For all the benefits being a Headhunter has to offer, I find the last one, mobility, to be the most fantastic!

As Tim Ferris says in his excellent book The 4-Hour Work-Week, mobility and time are the currency of the New Rich.

For the last two years, I’ve traveled around North America, pushing the limits of this idea and living my dream life. I run my search firm out of a monster RV while leading a virtual team that is home-based around the country. During my odyssey, I’ve been through a lifetime worth of experiences, and had a career’s worth of distractions. My current body count is 40 states, 5 Canadian provinces, and both coasts of Mexico.

People often ask me what my favorite destinations are that I’ve visited, and a few specific spots always come to mind. No matter where I am, that’s where my firm’s HQ is located and my recruiting takes place.

So I decided to compile a list of my 10 favorite locales to recruit virtually:

    • Las Vegas. Recruiting in Vegas is not for the faint of heart. In the city of sin, a bad day on the phones can quickly descend into hell when you throw liquor and blackjack into the mix. On the flipside, there are endless entertainment options at the end of the day, including Red Rock State Park and Lake Meade just outside the city.
    • Stowe, Vermont. Besides Ben & Jerry’s being right down the road, Stowe is also right in between the Adirondacks of New York and the White Mountains of New Hampshire. Being an outdoor nut, I love being able to do my planning at the end of the day floating in a canoe on a lake, or prepping candidates while walking my dog through lush green forests.
    • Bar Harbor, Maine. Where else can you eat lobster every day for an entire week for breakfast, lunch, and dinner? While I’m sure achieving that goal spiked my cholesterol levels a bit, I tried to make up for it with the fantastic cycling and hiking available in nearby Acadia National Park.
    • Custer/Black Hills, South Dakota. Located at 6k’ elevation, summer weather is 70s and 80s, and nearby attractions to visit at the end of your recruiting day include Mt. Rushmore, Crazy Horse Monument, Badlands National Park, Jewel Cave, and Wind Cave, Sturgis and its motorcycle museum, and Custer State Park, where the buffalos still roam.
    TFL archives

    An Amazing Story About an Incredible Lifestyle



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    It’s early January, and I’m sitting in my beach chair on the shores of beautiful Lake Cachuma, soaking up the California sunshine. The area’s endless wine vineyards surround the lake on all sides, and the Santa Ynez mountains tower off in the distance. Just up the road lie Solvang, Los Olivos, and other towns made famous by the movie Sideways. My wife, Jeska, and I just got married a week ago on the beach in Santa Barbara – barefoot at sunset, just like we had dreamed. However, we aren’t here in this heavenly place on our honeymoon. For me, this is just another normal day at the office, and one of many stops on our magical mystery tour.

    When people ask me what I do for a living that enables me to live this crazy lifestyle, I tell them I have the best job in the world – I’m a headhunter. Really, in what other career can you help people for a living, and give yourself a raise whenever you want, all while essentially taking an endless vacation in a luxury RV to exotic destinations of your dreams? With today’s mobile technology, there is no limit to where you can go and be a successful recruiter. My office? A laptop with a Verizon wireless card, a cell phone with Bluetooth, a printer/fax/scanner /copier combo, and an ASP-model database. Add on a satellite Internet dish and VoiP phone, and I can go anywhere on Earth.

    It’s been an interesting road to get to this point. Being a headhunter is really all I’ve ever done. It started out as a summer job after my sophomore year in college with an MRI office in Plantation, Florida. At the age of 20, I had no idea what a head-hunter did, or even that the profession existed. However, after a rookie year that resulted in $600K in billings, I realized I’d found my calling. I became a student of the business, and learned all that I could from the best in the industry: Nathan Hanks, Jeff Kaye, Jon Bartos, Danny Cahill, and many others. Dominate your niche. Become brand-recognized. Know your value proposition. Time kills all deals. I was eating and breathing recruiting.

    After six years and $4 million in career cash-in, I was starting to suffer from a bit of burnout. As Danny says – that should be a goal for everyone – it means you were on fire for a while. At that point I was averaging about two months per year of vacation, constantly attending and volunteering at Tony Robbins seminars, riding my bicycle as much as possible, but still didn’t feel truly fulfilled. I had stopped growing. I knew there had to be something more.

    One day, my good friend A.J. provided the spark that I needed. He challenged me, and asked why I didn’t own my own business. I’d always dreamed of running my own firm, but was in a serious comfort zone where I was. I told him I needed to save up for my wedding that was coming up in less than a year. He called BS on me, then asked again. I gave another excuse. This continued until he broke me down and got me to admit that the only thing holding me back was my fear of failure. What if I don’t succeed? What if things don’t work out? What if . . .? Then he put it to me straight: “Is there any chance that you are going to fail?” In that instant, my life changed. I knew there was no chance, barring the end of the world, that I wouldn’t be successful as a recruiter. Tony has a saying, “In your moments of decision, your destiny is shaped.”

    Once I came to the decision to pursue my dream and open my own search firm, the realization came quickly that I could be based anywhere. I started dreaming bigger – what else was possible? I’d always wanted to get an RV and travel the country. I’m sure that is many people’s retirement dream. Being the impatient recruiter that I am, I didn’t feel like waiting 30 years. I bought my Fleetwood Discovery the following weekend. Within a month, Jeska, our dog, Roxy, and I were on the road living our dream.

    We’d also bought a 27-foot enclosed car trailer to haul the motorcycle, Jeep Cherokee, our bicycles, surfboard, and any other toys we could think of bringing. Coupled with the RV, we were about 65 feet long. It was a bit tough to maneuver at first. I learned while trying to back up the second week that it might be a bad idea, having punched the ladder on the back of the RV through the front of the trailer. There were several other interesting experiences. If you’ve seen the movie RV with Robin Williams, you catch my drift.

    I took four months completely off from recruiting to refresh my juices for the business. We were having the time of our lives traveling across the U.S., visiting 22 states in that time. We climbed endless mountains, took fantastic bike rides on some of the most amazing roads you could imagine, visited every friend and family member we knew, and just had the most amazing experiences. While out in Palm Springs for a seminar in December, we got the urge to go get married. Vegas was close, but the beach in Santa Barbara seemed like such a nicer way to go! Living in the moment, we got married the next weekend.

    Once January came around, it was time to blast off. I decided to buy a recruiting franchise with SearchPath International, based in Cleveland. They helped provide me with operational, administrative, and technical support, as well as anything else I might need. I had my mail forwarded from my house to their HQ office, which they would then FedEx to my current location. Being based remotely and traveling as I was, having SPI supporting me allowed me to focus my efforts on building my business.

    I started planning for a few weeks – industry research, target clients, writing scripts, planning marketing calls, structuring my days – eight hours per day I planned. I had to develop a schedule that would allow me to be successful but would still enable us to explore all the amazing places we were going. Since I was on the West Coast, I would get on the phones from 8 to 11, lunch from 11 to 12, then pound the phones again from 12 to 3. I always targeted a minimum of four hours per day on the phones, and as long as I focused and stayed disciplined during phone time, I was able to make it. Once 3 p.m. hit, we’d usually take off for a bike ride through the wine vineyards, go for a hike, take Roxy for a walk, or head down to Santa Barbara. The great thing about working from an RV, or any home office for that matter, is that you can get your planning done at night. I truly believe that planning is one of the most important traits of a successful recruiter, yet one of the least practiced.

    We lived on Lake Cachuma for three amazing months as we started up the business and made our first placements. Next we hit Napa for a week, Tahoe for two weeks, Vegas for two weeks, southern Utah for a month, NM, Dallas, and back east to New Orleans for the Fordyce Forum in June. The RV gave us the freedom to be where we wanted when we wanted and to take our business with us. If we liked some place, we’d stay. If there was somewhere else to explore, we’d move on. Another benefit is that the RV serves as office equipment and can be tax deductible, as can gas, campgrounds, insurance, and any other related business expenses.

    I design our route based on events we want to attend and places we dream of experiencing. Next up is RAGBRAI, a 400-mile bike ride across Iowa. As you read this, we will probably be watching Pearl Jam at Lollapalooza in Chicago or mountain biking in West Virginia. After that we will head back home to Florida for the fall and winter, but already have a trip in mind for next summer, through the Canadian Rockies and up to Denali National Park in Alaska.

    Drawbacks? Yes, I will admit that sometimes the kitchen table of the RV (my main office) gets a bit cramped for space. I’ve already got my eye on getting a bigger one with four slide-outs. Gas is expensive, especially with a 90-gallon tank to fill up. However, it’s only expensive when you drive, not when you are stationary in one location. Living in an RV is fantastic when everything works. Unfortunately, as with a house, things go bad, whether it’s plumbing, electrical, heating, cooling. When things stop working, it can put your life on hold. Also, I am lucky that my wife and I enjoy being around each other 24/7. If that’s not the case, you might want to think twice. There is nowhere to go except out for a walk if an argument breaks out. If you have young children, this probably won’t work. RVs are designed to handle drinks for six, dinner for four, and sleep for two.

    So, what are your dreams? Do you want to travel the world with the one you love? Split time between your beach house and ski condo? Live a life of adventure, spontaneity, and passion while running your recruiting practice? Or just to get away for a little while longer than usual, without falling behind on your desk? Whatever they are, get real with yourself on what might be holding you back from living that dream. Then go buy yourself an RV and make it happen!

    Jordan Rayboy has been recruiting IT sales and marketing professionals since 2000. He spent six years with Management Recruiters International (MRI), where he was Regional Rookie of the Year, three-time South-Atlantic Regional Account Executive of the Year, National Top 3 in the sales consultants division from 2003 to 2005, and Top 10 Worldwide producer in 2005. He also achieved the designation of CSAM (certified senior account manager) and was asked to speak on a panel of experts at several CSAM and regional conferences. In 2007, he opened his own search firm with SearchPath Inter-national (SPI). He is currently traveling America in a Fleetwood motor home with his wife, Jeska, and dog, Roxy, building his recruiting practice while living his dream. If you have any questions, feel free to contact Jordan Rayboy any time. He can be reached at 512-636-8457 or jrayboy@searchpath.com.