How Do I Become Successful?

Hi Danny, What is the ultimate key to success in this industry? I.E. what are the main bullet points to being successful and a top biller in this industry? Some guidelines to follow if you will. I have no problem doing the work. I have organization. I have motivation. I have the phone time. I have the send outs and the resumes. What will set me apart from the pack? Danny's response, It seems to me the most pragmatic way of answering your question is also the most revealing…what traits do I look for when I hire recruiters? If you know what I’m trying to measure, you can extract what is required to be a big biller. (Let’s define a big biller as 500K or more in direct hire revenues each year. I have mentoring students doing 3-4 times that amount.) Let’s start with what I actually test for. We use two tests, one to test intelligence, and one to test your natural level of salesmanship. So there you have it, you need to be not just smart but quick smart. The biz moves fast. You are on a call with one intention and something the client/candidate says changes the call’s purpose entirely. You need to be able [...]

To Respond or Not To Respond?

Hi Danny, We have had quite a bit of success sending email blasts out to revive old candidates in our database for current JO's. In your experience, what do you find is the best way to deal with the 90% or so of the replies that you can't do anything with for this specific search? You definitely don't want to upset them because they may fit something down the road...but often times it is difficult to reply to each one of them directly. My Response: Reaching out to longstanding contacts is an excellent idea, and email blasts the most efficient means. (And similarly, calling or emailing your old placements, just a hello not an overt recruiting attempt, assuming they are still there, is a great way to find not only candidates to submit, but EXCELLENT, PROVEN candidates who have already been vetted. See canceled check!!) The answer to your question will not please you. The fact that you ask shows a sensitivity to feelings your candidates, for the most part, no longer have. Years ago, 5% of our email blasts would unsubscribe or call me and tell me to cease and desist. Now it never happens. As in zero. Years ago some candidates might be upset if you don’t [...]