🎧 The Elite Recruiter Podcast - #11

Recruiter Growth Summit Part 2 - Finish The Year Strong - Registration is Open - Make sure to sign up for VIP. Its going to be Epic!

AI Recruiter Summit is wrapped up. Check out VIP for all the Replays - AI Summit Replays  _{(Thank you to all that participated and made it a great event)}

In today’s newsletter:

• Latest Episode: Peak Performance of 7 Figure Billers with Gary Stauble and From Lead Gen to Leading a $12.5 Million Recruiting Firm with Jeremy Jenson

• Guest Post: from Keely Flood

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Peak Performance of 7 Figure Billers with Gary Stauble

Hey Elite Recruiters,

Reflecting on Gary Stauble's conversation, I’ve pulled out five key pieces of advice that can guide you toward success in this rewarding yet challenging field.

1. Minimize Interruptions to Maximize Flow.

Gary Stauble underscores the importance of maintaining focus by reducing interruptions. Continuous disruptions can shatter your flow state, which is vital for high productivity. Create a "flow-adjacent" work style by batching tasks like checking emails at set times, thus preserving your mental clarity and efficiency. This is the bedrock of achieving more with less strain.

2. Embrace the Joy of Missing Out (JoMo).

Transitioning from a state of FOMO (Fear of Missing Out) to JoMo (Joy of Missing Out) is transformative. Gary highlights how prioritizing essential tasks over an over-bloated to-do list can reconfigure your approach to productivity. By focusing on what truly matters, you’ll find satisfaction in mastery and excellence rather than just checking off tasks.

3. Systematize for Freedom and Flexibility.

A standout point from Gary was the emphasis on setting up systems and Standard Operating Procedures (SOPs). These provide a backbone for your recruiting business, offering the freedom to step away without the wheels falling off. Leverage technology and streamline your processes to delegate effectively and ensure consistency, allowing you more flexibility in both professional and personal realms.

4. Align Business with Personal Values.

Gary’s discussion on aligning your business goals with personal values is seminal. He shares a cautionary tale of a business owner who scaled quickly but ended up in debt and discontent. Establish your values clearly, and let them inform your growth strategy. This alignment ensures a path that not only leads to financial success but also personal fulfillment.

5. Own Your Time Ruthlessly.

The mantra of taking ownership of your time can’t be overstated. Gary Stauble advocates for extreme ownership, focusing deliberately on how you spend your hours. Filter out non-essential tasks, practice deliberate communication, and treat your time as your most precious resource. This disciplined approach fosters an environment where you can thrive and get the most out of your day.

Spotify: Link

Apple Podcast: Link

YouTube: Link

From Lead Gen to Leading a $12.5 Million Recruiting Firm with Jeremy Jenson

Looking back on Jeremy Jenson's conversation, I’ve pulled out five key pieces of advice that impact and help the rest of the year.

1. Hyper-focus on Niches 

Jeremy Jenson illustrates the potency of zeroing in on hyper-niche markets. This not only sets your firm apart from generalist competitors but also allows you to build million-dollar books of business. If you know your market thoroughly, from technical skills to specific demands, you become the go-to expert. This kind of specialization is where scalability begins.

2. Embrace Demand Generation 

Gone are the days where lead generation was the mainstay. Jenson highlights the evolution towards demand generation, leveraging content marketing and storytelling to build wide-reaching credibility. Putting the focus on creating demand through LinkedIn projects, social media, and digital marketing allows for a more sustained and trust-centric approach.

3. Nurture Talent Without Prior Experience 

One of Jeremy’s standout strategies is hiring individuals without recruiting backgrounds and then investing in their growth through mentorship and shadowing. This opens the door to fresh perspectives and diverse skill sets. The tailored training ensures that new hires align with the firm’s specific needs and values, fostering a strong culture and high performance.

4. Focus on Personal Growth and Balance 

Jeremy’s journey underscores the importance of personal well-being and its ripple effect on professional success. When he hit rock bottom, he reassessed his values, leading to significant life improvements and business advancements. Whether it’s through life coaching, health, or relationship building, never underestimate the influence of personal development on your career trajectory.

5. Professionalism Over Profits 

Walking away from toxic individuals, regardless of their performance metrics, is essential for long-term health and growth. Jeremy’s no-asshole policy ensures a vibrant, productive work environment. Retaining toxic top performers can stifle innovation and morale, limiting overall growth. Prioritize a workplace culture that thrives on mutual respect and professionalism.

Spotify: Link

Apple Podcast: Link

YouTube: Link

🎧 Guest Post from Keely Flood

Keely Flood will be presenting at the Finish The Year Strong Summit. But here is a guest post from him.

If you can't do the BD you want, do the BD you can

I used to believe that a 5 minute run was not a run, that there was no point in even doing it, until I heard Coach Bennett say this “If you can’t do the run you want to do, do the run you can do today”.

He went on to explain how often runners will talk themselves out of running all together because they can not get the run done they wanted i.e. they don’t have enough time for a 30 minute run so there is no point in lacing up the shoes at all.

That had me thinking about business development efforts and mistakes I have made over the years, plus the same mistakes I see my clients make.

I told myself “well I can only make 5 outreach attempts instead of the 25 I planned for this hour, I might as well skip it today”.

What a terrible mindset I once had, but a perfect topic to dive into for us today.

Hold yourself accountable

In order to execute on BD activities it starts with putting time on the calendar to execute upon it. No matter if your plan is 5 outreach attempts or 500 attempts, if you do not hold yourself accountable you will not get it done.

The reason being, BD is hard and on the other side of it is the thing we all fear most——rejection. When faced with the possibility of rejection we all have the same (human) response, “nope I don’t like that/I don’t want to experience that”.

Stop yourself from having those second thoughts by putting it on the calendar and holding yourself accountable.

5-5-50

Start each Monday with a 5-5-50 session, meaning spend 50 minutes researching 5 different accounts with the goal of finding 5 people in each account to reach out to.

As the weeks progress the number of people who you will reach out to will increase, but for now let’s start small with the goal of 25 contacts total.

90 Minutes

Now you have your 25 contacts after spending 50 minutes of BD (which again was blocked off on Monday if you are following this step by step process).

Now comes the harder parts, blocking off 30 minute blocks to actually execute on the BD part. I say this is the harder part because this is when that poor mindset I had can sneak up on you, the one that says “well I can’t get to all 25 so I won’t do anything right now”.

Quite simply, do not set a specific outreach goal the first time you do this exercise, just work through your contact list and once the 30 minute time is up celebrate whatever you accomplished. If you got through 7 people, great. If you managed to reach out to all 25, great.

But guess what, you have to do it again (2 times actually) because that was the first 30 minute block of the week. You can not simply give up after one touch, and now you will reach out to those same people the next day (or 2 days later at the worst).

I created two different examples (see below) of how you can have 30 minute blocks scheduled throughout the week.

That is it for this week and hope you enjoyed the easy to follow BD process. It is simple by design but the hard part comes with executing consistently.

Putting things on your calendar is one of the best ways to hold yourself accountable, but if you want to take it one step farther tell someone you are going to do this (better yet have them do it at the same time as you).

💡 One last important thing:

Keely has a territory planner if you need some additional help:

• https://aluminum-phosphorus-517.notion.site/The-Honest-Salesperson-45a425b97ccd423bb2020b4ec632b123?pvs=74

📈TRENDING TOPICS and THINGS I AM CURIOS ABOUT

👀Podcast I was listening to this week and wanted to share:  Brent Orsuga and Sparking Aaron Opalewski discuss the state of the recruiting industry and how to navigate the current climate. - Spotify

📲Recruiting Tool - Clay is insane and you need to check it out. Its like a super power when it comes to outreach. Clay. (They were part of the AI Recruiting Summit) and this link will give you 3,000 extra credits.

🍷 of week - Domaine Raspail-Ay Gigondas

❓Thought of the week - I think a new role that we will see in recruiting is the Recruiting Engineer. Here is the full article breaking it down: https://www.linkedin.com/pulse/recruiting-engineer-benjamin-mena-tbdxe/?trackingId=woyYdAGtRNawRiTHjWOnpA%3D%3D

🧠 QUOTE OF THE WEEK

“Time spent on hiring is time well spent.” –  Robert Half

Ready to Level Up?

1. Sign up for Finish The Year Strong - Sept 23-30

2. Join The Recruiter Growth Summit Replays – Missed the Summit. want to catch the action.

3. Catch the Replays of the AI Recruiting Summit

4. Recruiter Book Club – Each month we focus on a book that will take your recruiting to the next level. The Road Less Stupid by Keith Cunningham