🎧 The Elite Recruiter Podcast - #14

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In today’s newsletter:

• Latest Episode: Mastering Business Development and Client Engagement for Recruiters with Jennifer Meyer and How To Go From Billing $200k to $700k: Dante Nino’s Blueprint for Scaling Recruitment Teams, From Zero to $100,000 Months with Kyle Rubattino and Joe Walsh

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Mastering Business Development and Client Engagement for Recruiters with Jennifer Meyer

In the latest episode of The Elite Recruiter Podcast, Jennifer Meyer, a veteran recruiter, offers her rich experiences and practical strategies for mastering business development and client engagement. By leveraging techniques like pattern interruptions and maintaining authenticity, Jennifer provides a blueprint for recruiters eager to enhance their career success. Here's a deep dive into the key lessons from her conversation with host Benjamin Mena.

Pattern Interruption: Breaking the Cycle of Predictable Conversations

Jennifer Meyer sheds light on an invaluable lesson she learned from a former military interrogator about the power of pattern interruption in communication. Typically, people respond with rehearsed answers—think of the automatic "I’m just looking" when approached by a store employee.

In recruiting, altering these predictable patterns can elicit more genuine responses. Jennifer suggests tweaking usual questions to explore opportunities differently, thus enhancing the depth and value of conversations with both clients and candidates.

Authenticity in Business Development: Jennifer’s Honest Approach

While MPC (Most Placeable Candidate) marketing might seem effective, Jennifer finds it somewhat presumptuous. Instead, she champions a straightforward, transparent approach in business interactions. By being honest and casual rather than pushy, recruiters can break through the typical salesperson resistance.

Jennifer emphasizes the value of altering conversation patterns to foster genuine, meaningful interactions. This change can significantly improve the quality of client and candidate engagements.

Overcoming Early Career Struggles: Jennifer’s Journey to Success

Jennifer's initial stint in recruiting was fraught with challenges. She went eight months without making a single placement and contemplated quitting multiple times. Fueled by her father's advice, however, she persisted and ultimately succeeded, billing $300,000 in four months.

Her story highlights the importance of a strategic plan, resilience, and mentorship. These elements combined can help new recruiters navigate the industry's ups and downs and achieve significant success.

Owning a Business: Valuable Lessons and Challenges

Starting her own business at 28, Jennifer faced numerous challenges despite her success. Administrative tasks such as dealing with bankers and payroll were not her forte. After running her firm for 14 years, she transitioned to Govig, allowing her to focus on her strengths in business development while leaving operational duties to others.

Make sure to check out the full interview!

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How To Go From Billing $200k to $700k: Dante Nino’s Blueprint for Scaling Recruitment Teams

But this was an awesome conversation my good buddy Dante Nino who has figured out how to take a $200K/$300K Biller and Turn them into a $500K$700K Biller. But here are 5 great takeaways from the conversation.

1. Invest in Solid Infrastructure. To scale a recruitment team successfully, you need to build a strong foundation with the right tools. Dante emphasizes the importance of investing in an ATS (Applicant Tracking System) and effective sourcing tools like LinkedIn Recruiter. A robust infrastructure can streamline processes, making it easier for your team to focus on what truly matters — finding the best talent.

2. Prioritize Your People. Dante's blueprint underscores that your staff should come first. By ensuring recruiters are paid promptly, even before invoices are settled, you keep them motivated and loyal. This raw focus on team morale not only sustains high performance but also builds a resilient internal culture. Happy employees lead to happy clients.

3. Reinvest Profits Wisely. Rather than indulging in unnecessary expenses, reinvest your profits into the business. Maintaining a strong cash position provides the flexibility needed to navigate economic cycles and seize growth opportunities. This prudent approach ensures long-term stability and prepares your company for future challenges.

4. Foster Strong Client Relationships. Nurturing good client relationships is crucial for sustaining your business through economic ups and downs. Dante shares how building strong connections within different branches of a significant account led to exceptional growth. Establishing trust and demonstrating value to your clients can turn them into long-term partners.

5. Embrace Continual Learning and Networking. Dante highlights the importance of continuous education and learning from top performers. Whether through podcasts, books, or active networking, staying informed and connected can accelerate your growth. Remember, it's okay to ask for help; leveraging the experiences of others can catapult your success.

   Check out the full interview!

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From Zero to $100,000 Months with Kyle Rubattino and Joe Walsh

I've had the privilege of witnessing the recruitment industry transform and evolve over time, and while every journey is unique, certain lessons can serve as strong pillars. Here are five key pieces of advice, distilled from our latest episode featuring Kyle Rubattino and Joe Walsh, that can elevate your recruitment game and drive exponential growth.

1. Understand and Complement Your Strengths and Weaknesses: One of the most profound lessons from Kyle’s journey is the importance of a self-assessment. By knowing where you excel and where you need support, you can make smarter decisions. Moreover, Kyle’s move to hire his own boss for continued learning at Sixth Sense exemplifies the power of leveraging strengths and filling in gaps with complementary skillsets. Embrace collaboration where it counts and your business will flourish.

2. Adopt a Consultative Approach: Joe emphasizes going beyond the traditional recruiter role by engaging deeply with clients. Instead of simply meeting surface-level requirements, strive to understand the underlying needs and processes within a company. This commitment to consultative service not only improves recruitment processes but fosters long-term relationships and superior client satisfaction. Think beyond the role – think about how you can help shape the team.

3. Prioritize Operational Processes Early: One invaluable piece of advice from Kyle is to establish operational processes early in your business. This foundation is crucial for scalability and efficiency. By setting clear expectations and structured processes from the start, you can handle growth more seamlessly and avoid chaotic scaling. Establish these frameworks early and iterate on them as necessary to stay agile and prepared.

4. Embrace Humor and Positivity through Challenges: Both Kyle and Joe extol the virtues of tackling each day with a dose of humor and maintaining a positive outlook. Especially in the volatile startup ecosystem, this mindset can be a lifeline. Understanding that ups and downs are part of the journey and approaching each challenge with grace can help maintain team morale and foster resilience. Sometimes, laughter truly is the best medicine.

5. Cultivate Strong Relationships with Key Stakeholders: Kyle and Joe both stress the importance of building solid relationships with hiring managers and internal teams. Recruitment isn't just about sourcing talent; it's about understanding and aligning with the business objectives. Deep conversations and a genuine understanding of the company’s needs can help you better match candidates and foster trust from hiring managers. This rapport is invaluable for long-term success and continued partnership growth.

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📈TRENDING TOPICS and THINGS I AM CURIOS ABOUT

👀1 month Left in The Year

📲Recruiting Tool - PeopleGPT! Generative AI Powered Sourcing!

🍷 of week - Châteauneuf-du-Pape

❓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

"Success in recruitment isn't just about the numbers you bill—it's about the legacy you build with your clients and your team. Prioritize those relationships, invest in your people, and the revenue will follow." — Dante Nino

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1. Sign up for Recruiter Sales and Business Development Summit - Jan 13-17th