Welcome to The Fordyce Letter:

The Fordyce Letter

Straight Talk for the Recruiting Profession


Motivation

Cold Calling, Motivation

Make the Phone Your Friend: Focus On Results, Not Volume

by 7 days ago


Office Telephone

Today I have had a great morning on the telephone, I have:

  • Called my consultants for updates and offered my advice in a couple of areas they were struggling in;
  • Rang my key clients with updates (picked up a few new exclusive roles whilst doing so);
  • Chased a few candidates for interview feedback and was advised to call an excellent professional who is looking for a move (MPC for next week);
  • Spoken with various candidates who are all great matches for two urgent positions we are working on at the moment. One informed me of an interview he had attended recently with a client I have worked with in the past;
  • Chased a lead and have secured a new training session;
  • Made just six calls (to companies I have not spoken to before) on my MPC and arranged two telephone interviews.

I admit I loved every minute of it. All my calls were planned. I did not think for one minute I was making a sales call, but what did happen was I achieved results,. The calls reminded me how much I enjoy using the telephone; the results are instantaneous, not delayed waiting for a reply to an email.

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How-To, Motivation

Stand Up to Work For Your Good Health

by on Apr. 18, 2013


Mike Gionta

When it comes to success in the recruiting business, most of us KNOW what we need to do. We simply choose not to do it. We know the path to higher billings is using our working hours to connect with more prospects, clients and candidates. We KNOW checking email incessantly, updating our fantasy baseball team at 11 am, etc. detracts from our productivity significantly, and ultimately costs us money in lost commissions.

If we KNOW more client and candidate contact will increase billings, then why do we consciously choose to not do them in the quantity and at the time we know they need to be done? Because the rewards from our activity (placements and commissions) are off in the future, while the pain of planning, prospecting, and rejection are in the present.

As humans, it has been proven we are more likely to avoid pain than seek pleasure. We are all guilty of this behavior to one degree or another. One of the things I do is help my recruiting firm owner clients on strategies to get past this for both themselves and their recruiters. Once one implements some new tactics the results are sharp increases in productivity and revenue.

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Ask Barb, Motivation

Implementation Is the Key To Success

by on Feb. 6, 2013


Ask Barb

Dear Barb:

I recently read one of your articles where you said “Implementation is the key to success, not new ideas or techniques.” Will you clarify what you meant by this? I attended the Fordyce Forum (in June 2012) and attend other conferences for the sole purpose of learning new ideas to help my business. As a trainer, I’m surprised you do not see the value of learning new techniques. I think the key to success is constant learning.

Dianne T., Dallas, TX

Dear Dianne:

You are 100% correct when you stress the importance of constant learning. My article was stressing the difference between a professional student and someone who actually implements what they learn.

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Closing, Motivation

The Relocation Candidate Who Said Yes, But Meant No

by on Jan. 25, 2013


House moving in box

House moving in boxYou’ve got a new job order. You have a good feel of the group and the partner the new hire will  work with. You begin making calls and networking in the local market. After several weeks you come across a candidate with what looks like the perfect background. The concerning part is he’s outside the area.

You decide to reach out to the prospect anyway, and find him receptive. You are excited. You ask for a resume and when it comes, it’s as good as his profile on the law firm website; even better actually. Your heart skips a beat. You reach out to the candidate thank him for being so prompt, and you start the placement process by interviewing him. Great personality. Yes he would fit in well with the group. You stress this is a relocation; is he good with the idea? Wait was there hesitation in his voice when he answered the question. Maybe it was just your imagination.

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Ask Barb, Business Development, Motivation

Send Out Rock Stars. Reignite Your Passion and See Production Grow

by on Jan. 16, 2013


Ask Barb

Dear Barb:

I have been producing in excess of $300,000 for the past six years. I just can’t seem to increase my production; this year, I’m on track to produce only $270,000. How can I turn this around? My clients are just dragging their feet on every candidate I submit, and candidates are so much pickier than they were just a few months ago.

Frances P., Akron, OH

Dear Frances:

Over the years, I’ve seen this happen to many experienced recruiters. This could be the result of many things including the following:

  • Not upgrading your client base so you are representing the best companies in your niche or area of specialization;
  • Not identifying new sources for top talent;
  • Not having a strong referral program for both candidates and clients;
  • Your attitude.

Clients don’t drag their feet when you present rock stars. Review the quality of person you are presenting. I’ve also found that candidates don’t drag their feet when you present opportunities that address their hot buttons. You need to step back and see what you can do differently versus looking for excuses why your production has decreased.

Motivate yourself by setting goals for yourself and the people you love that can only be attained if you dramatically increase your production. Track your stats and ratios, and focus on increasing the number of send-outs you book (first interview between a candidate and a hiring authority). Obtain interview times, a target date to fill, and understand the problems occurring as a result of each job order you write. Turn off your automatic pilot, determine the 20% that provides you with 80% of your results, and do more of those actions. Reignite the passion you once had for this profession and you will be pleased with your results.

Barbara J. Bruno, CPC, CTS

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How-To, Motivation

Great Peers Will Help You Help You Soar

by on Jan. 8, 2013


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.

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Business Development, How-To, Motivation

Too Many Goals Can Keep You From the Gold

by on Jan. 3, 2013


fordyce-default

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?

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Ask Barb, Motivation

Planning: Don’t Leave the Office Without It

by on Dec. 12, 2012


Ask Barb

Dear Barb:

I have heard you speak several times, and I’m always impressed by your attitude. You are always positive, energetic and enthusiastic. I have a terrible time staying motivated. I have great intentions but don’t follow through with my actions. You teach us to talk to 20 new people every day, but I don’t think I make 20 phone calls the entire day. What can I do to get motivated and then stay motivated?

Unmotivated in Dallas

Dear Unmotivated:

As an owner, I’ve learned that I can’t motivate my sales team. The best I can do is create a motivating environment and figure out what motivates each member of my team. My team is not going to excel because I want a record year. They will, however, reach higher levels of success for their own reasons. You need to write down goals that are near and dear to your heart. What specifically do you want to create for yourself and the people you love? Where do you want to live? What do you want to drive? What do you want to contribute to the cause that means the most to you?

You are in the right profession at the right time in history, but no one can motivate you but you. When you admit that you are not completing even 20 calls a day, you are also probably not planning out your day. If you want to turn your great intentions into actions and results, plan out 100% of the calls you will make the following day before you leave work. No one enjoys planning, but the most successful people in our professional realize the power of planning! Control your destiny by your planned outgoing calls vs. your incoming calls and you will be more successful which will help you be more positive, energetic and enthusiastic.

Barbara J. Bruno, CPC, CTS

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Motivation, Relationships

The Buddy System Can Keep You Going When “Life Happens”

by on Nov. 13, 2012


Tom Pagan

We all know that “life happens.” When you work as part of a larger organization, there is always someone around who can help pick up the slack. But when you are a “one-man-band,” it’s all you or nothing at all.

There can be several different reasons why you are not at your best.

One that comes to mind is when one is truly sick. I’m sure I’m not the only one who has on occasion come down with a stomach virus or the flu and been knocked out of commission for a couple of days or even a week.  And I’m sure I’m not the only one who has had to force myself out of a sick bed to attempt to close a deal or return calls from some of the bigger clients.  Thank goodness that technolo

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Ask Barb, Motivation

Ask Barb: The Secret to Staying Positive

by on Nov. 7, 2012


Ask Barb

Dear Barb:

I have seen you speak live several times and I own your tutor training program. I have to ask you three questions. Where do you get all your energy? How do you always manage to be so positive and motivated? How to you motivate your people to stay positive?

When I participate on your live weekly calls, I can’t get over how you present your ideas. I wish I could sound like you or present things the same way you do. I’m finding myself grumpy and almost waiting for the next shoe to fall. It obviously does affect the people who work for me because they are not that motivated either. There is just no energy in our office, and I’m stumped on how to turn this around. Ironically, sales are okay but I’m sure they could be better. Any suggestions would be appreciated.

Simon G.

New York, NY

Dear Simon:

My energy I believe is God-given, and the result of juggling all the responsibility of being a single mom for 15 years while owning my business. My attitude is by choice. One of the greatest lessons I have learned in my life is that you can choose how you react to situations, people, disappointments, crisis, stress and anything that is thrown at you. I often chose not to react at all.

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