Although cold-calling and territory management remain popular topics, the real reason one feels the need to “manage” their territory is because, well, the territory is too big!

When you have too much to focus on, the end result is that little gets done with any one prospect, according to Neil Lebovits, who returns to Fordyce TV on Tuesday, December 8. In his next live appearance, he will cover one of his best-kept secrets.

“Dare I say, the concept might be the most responsible for landing me on the global executive team of the world’s largest staffing firm,” he says.

“Once I learned and mastered this, I was not only able to ‘kill it’ on my desk, but I enabled countless recruiters and sales reps to literally double their business,” he adds.

Join us at 2pm Eastern this coming Tuesday to hear Neil’s secrets to landing the big accounts and to landing even more in 2010. Right at 2pm, log on to www.fordyceletter.com and click the small TV box to enjoy the show.

So save the date of Tuesday, December 1 and catch Jeff Kaye as he interviews two big billers — one an old-school legend, the other a young recruiting rock star.

The first guest is Mike Kittelson (photo at top right), who after 15 years and $20M in billings, will share how he is applying new tactics to bring his business back from a high (2005) of placing 110 people in one year for 2.1 M in billings to about a dozen so far in 2009.

Conversely, 25-year-old Jason Johnson (photo at bottom right) will show us how fully applying the fundamentals has led him to billing over $550k so far in 2009 and $1M career to date with less than three years in the business.

We will learn why a Generation Y recruiter is taking on the mindset of The Old Guard while hearing how one of the most prolific recruiters EVER in our industry is learning new tricks!

So tune in to www.fordyceletter.com on Tuesday, December 1 at 2pm Eastern and hear as Jeff and his guests discuss:

- Which of the basics haven’t changed in over 30 years?
- Why our markets will not tolerate some of the old tricks.
- What two men 20 years apart have in common.
- Whether “simplicity” will be the new game in our complicated future.

After all, once you have hired sourcers, how you manage, motivate, and lead world-class researchers is the next challenge. In this episode, scheduled for 2pm Eastern on Tuesday, November 24, learn how best to organize your researchers to support your recruiters, performance enhancers, and inhibitors for sourcers, metrics, and more. If you’ve had or been part of a sourcing team, share your experiences and let Shally give you his expert take on how to make it work even better next time.

Check out his upcoming show on www.fordyceletter.com this Tuesday the 24th, and catch last week’s part 1 here.

Sourcers, also called researchers, can save big money by pipelining candidates who may never have applied through traditional avenues.

“But there is a downside — sourcing experts are difficult to find and retain,” says Shally.

In this session, Shally takes us through how he built some of the world’s most successful sourcing teams. In part 1 (November 10), he will uncover how to find and hire world-class researchers. He’ll share how to determine how many you may need (contract vs. full-time); what to look for (and what to avoid) when hiring sourcers; what metrics to put in place; and related topics of interest. Part 2 of this series will conclude with Shally on Tuesday, November 17.

Via the chat forum, you can share your success stories and cautionary tales around sourcers, and get Shally’s advice to avoid the pitfalls.

Part 1 of this series will be held at 2pm Eastern on Tuesday, November 10 on www.fordyceletter.com (right before the show you’ll see a small TV logo — click the white arrow in the box — if you don’t see the box at 2, try refreshing the screen once or twice until you see it). There will be a live Q&A session via the chat box with Shally after the presentation, too, so come prepared with questions.

(Shally will return to Fordyce TV in November — save the date for November 10!)

Are you looking for some fresh client prospect sourcing tips?

Then save the date for Tuesday, October 27, when Shally Steckerl returns to Fordyce TV! This is a follow-up show to his episode back in August, which explored Shally’s best sourcing tips and how he reverse-engineered his world-famous Internet sourcing and research techniques.

In this live show, Shally will share more of the ways he gets insider details, including key names and job titles, contact details, internal promotions/moves, and other intel to better prepare himself for the cold call.

The show will be held at 2pm on Tuesday the 27th on www.fordyceletter.com (right before the show you’ll see a small TV logo — click the white arrow in the box — if you don’t see the box at 2, try refreshing the screen once or twice until you see it). There will be a live Q&A session via the chat box with Shally after the presentation, too, so come prepared with questions.

A: In general, I am not a believer that lowering your prices will bring in more business. That is not the purpose of your question, but if you are thinking of trying it, then DO NOT.

Here is a brief video on that topic. If you get really good at selling contingency, then you should almost never have to discount it. If you haven’t seen this episode of Fordyce TV on perm fee negotiations, take time to watch it now!

Any time supply exceeds demand, it is reasonable to expect to see some element of pricing pressure. There are always times where we need to drop the fee on a particular order, but you are right to worry about your ability to raise fees later on. It is much easier to lower fees than it is to raise them! The same holds true if you agree to work with a client at any fee below your full fee.

Here is a great trick to ensure that your discounts are viewed as one-time only discounts:

NEVER, EVER, EVER, NEVER, EVER, NEVER (get it?) LOWER YOUR FULL FEE. NEVER!! BUT, feel free, WHEN YOU HAVE TO, to offer a special one-time or limited DISCOUNT to your fees!

For example, if you always do a 30% fee with a client and decide that you WILL agree to what nets out to be a 20% fee, here’s how you do it.

Simply KEEP YOUR FEE at 30%, but give them a 33% special “recession buster” (or whatever you want to call it) discount.

Thus, your invoice would show the fee at 30% less a special “recession discount” (or “agreed-upon one-time discount”) of 33% and then show the net fee. For example, on a $50,000 salary, you would invoice the client $15,000 and show a $5,000 discount, with a net fee of $10,000. Thus, your fee is really a NET of 20%, but you have invoiced them at 30%!

The client gets what they want and you have made it clear what your fees are. Thus, you haven’t lowered your fees, per se.

This is also great because even many recruiters get stumped by how much of a discount you are offering a client (or what they are asking for). For example, a client may not think twice to ask you to go from 30% to 20%, because after all, that is a 10% discount. But we just showed that it is a 33% discount. Similarly, going from 25% to 20% fee is a 20% discount (and not the perceived 5% discount).

Twenty percent is a huge discount, so if you are going to do it, you might as well make your generosity obvious!

Do this even if you are happy to get a fee at 25%. Start your negotiation at 30% but as soon as you agree to do the deal at 25%, write it as a 30% fee with a 16.67% discount. This way, you may raise the fee one day. Even if you never plan on raising the fee, you can always agree to give your client a lifetime priority discount of 16.67%.

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Ask Neil any question that is vexing you! Have trouble closing deals or selling? Neil can help! To ask your question and possibly have it published online, email Neil at Neil.Lebovits@TheDynamicSale.com and put the words “Nudge Neil” in the subject.