Numbers Out of Whack

Hi Danny, I have been Recruiting for two years now and in my mind, I am a good Recruiter. Last month, I had 25 Send Outs and as of yet, no offers or placements. I continue to be productive/active with my recruiting calls, follow-ups, and new searches. Keep in mind, that in my current position, I am only recruiting, not doing "both sides". My question is, what if any advice can you give me? I am getting a little frustrated and feel my confidence sliding a bit. I know I need to keep my activity up. I have new candidates interviewing daily and I am averaging 1-2 sendouts a day. I would appreciate any words of wisdom you may have. Don't get me wrong, I do realize it's a "numbers game", but I just want to make sure it's not me, when in fact, it may be something else. Danny's response, It is a numbers game, if you’re the one controlling the numbers. But if you’re only the candidate side, and someone else controls the process of send outs, debriefs and closing, you can only impact the front end of the numbers, and therefore relying on the old axiom is tremulous at best. 25:1 is way off the [...]

All Work – No Play

Hi Danny, I very much appreciated your recent newsletter about the evolving methods of recruiting professionals through social media, email blasting, and more. In the same line of thought I was hoping that you could talk about work/life balance. Our top biller in the office leaves at 4:25 in the afternoon (while the office stays until 5 or later). He also has between 30 and 40 calls during a day, and talk time around an hour per day. Yet the result is between 60 and 100K per month on the board in solo deals from him. Similarly, the next couple of top billers in the company have similarly low call rates, and yet our President continues to drive the importance of doing all prep work and planning at home, and staying late, and being on the phone above all else as a means of guaranteeing effectiveness and revenue. It has always been my contention that quality trumps quantity and that in order to live a healthy life-style there needs to be a break in the time that one works, to after hours. I've always thought that if a person can't do the job really well in the 8 hours we should be at our desks, that employee either [...]

Follow Up Email Script

Hi Danny, Hello, I just signed up yesterday so this is the 1st time I'm using the program. When you speak with a possible candidate and they are not interested however ask you to send your contact information of course you ask them who they know not someone that they know is looking but anyone who is good at what they do. What is a good email message to send them for referrals? Thank you. Danny's response, Welcome to the According to Danny family! We hope to be a contributing factor in you reaching your goals!! (So let us know when you have a deal pending and we’ll cross our fingers and do our relentless hope dance!) Meanwhile, you’re right that “send me your contact info” can be anything on the spectrum from “…I’m brushing you off nicely and we shall never interact again…” to an excellent opportunity for you to maximize this call. My recruiters would instinctively… • Thank this person for his/her time, let them know that the real value in connecting was starting a relationship. We like to tell our candidates that the one thing we know is that circumstances can change overnight, and that everyone should have 3 numbers on their fridge, their doctor, [...]

The Mystery of the Call

Script: This is the one we've been using for ages- we probably average 1 call back per 20-25 messages left. "Hi__________. This is (my name). Your name came up at our executive team meeting and I'd like to discuss the possibility of doing some business together. Please give me a call xxx-xxx-xxxx. Again, this is (my name) at xxx-xxx-xxxx. I look forward to your call, ______." More recently, we gave another method a try and the results were horrendous even though the expert said it had an 80% response rate. "Hi___________. This is (my name). Someone suggested we talk. Do me a favor, when you call me back, please tell whoever answers to interrupt me no matter what I’m doing. You can reach me at xxx-xxx-xxxx. I look forward to speaking with you." We read through "What do I say in a Voicemail" and "Recruiting voicemail" and "Get colorful with your voicemail." Our CEO is of the mindset to not mention we are recruiters in any VM. We did like this one, but we want to better understand what makes this powerful. “Jeff, Danny Cahill. You and I haven’t spoken before and because I don’t know how confidential your voice mail is, I’m not comfortable leaving the reason [...]