Foundation Training Program

Transcription

1 Foundation Training Program Module 2 Planning and Executing Training Workbook Produced by: Next Level Exchange Copyright 2010 Next Level Exchange - All rights reserved. Unauthorized duplication prohibited. 1 of 14

2 Chapter 1: Creating your Annual Plan Annual Planning Form: Numerical Visualization Name: Section l Results Example Your Info Billing Objective for the Year $300,000 $ Average Fee $25,000 $ Monthly Billing Objective $25,000 $ Number of Placements per Month 1 Section ll Activity Objectives Example For Month Your Info Your Total Candidate Activity Number of First Time Face-to-face Interviews for Placement No. of Candidates Presented to Clients for a First Time Face-to-face Interview No. of Candidates Recruited to Yield 1 Presented to a Client Number of First Time Face-to-face Interviews per Week 8 to to to No. of Candidates Presented per Week 4 16 Number of Candidates Recruited per Week No. of Recruiting Presentations to Recruit 1 Candidate 6 to No. of Recruiting Presentations Made per Day Client Activity Weekly Total Job Orders Secured 2 8 No. of Marketing Presentations to Secure 1 Job Order 15 to No. of Marketing Presentations Made per Day Section lll Energy Example Weekly Total Number of Recruiting Presentations per Day Number of Marketing Presentations per Day 6 30 Daily Activity Number of Recruiting Attempts to Recruiting Presentations Number of Marketing Attempts to Marketing Presentations Example Daily Total 3 to to 1 30 Total Market Connect Time to hit Presentations 4 hours 80 hours Your Info Your Total Your Info Your Total Copyright 2010 Next Level Exchange - All rights reserved. Unauthorized duplication prohibited. 2 of 14

3 Chapter 2: Creating a Daily Plan If you don t know where you are going, any road will get you there. -Cheshire Cat from Alice in Wonderland Consistent Planning Creating a solid plan for your overall business strategy, as well as your daily activity, are at the core of guaranteeing your success in the search business. He who fails to plan, plans to fail! Core elements of our business: 1. Attract Evaluate Land Recruiting Plan: Begin with the end in mind. In one week, you need to have 2 candidates for Search A and 2 candidates for Search B. Search A: Need 2 candidates submitted by Friday How do you find 2 candidates? Need to deliver your recruiting presentation to at least 36 candidates How do you talk with 36 candidates? Usually get voic , or fail to connect, 2 out of every 3 dials How many candidates do you need to put on your plan? 110 recruiting calls planned for Search A Copyright 2010 Next Level Exchange - All rights reserved. Unauthorized duplication prohibited. 3 of 14

4 Chapter 2: Creating a Daily Plan Marketing Plan: Begin with the end in mind. In one week, you want to secure two new job orders. Need to deliver your marketing presentation to at least 30 hiring managers How do you talk with 30 hiring managers? Usually get voic , or fail to connect, 4 out of every 5 dials How many hiring managers do you need to put on your plan? 150 marketing calls planned for the week Invest the time to create a solid plan. The more time you spend creating your plan for the day, the more you will 1. during the day. Who NOT to plan These initial five categories are universal, but there are additional areas that might be relevant to your specific organization. Make sure you know who not to call; outside of those areas, call everyone! 1. Any candidates currently in 2. or candidates who are owned by another 3. in your office. A candidate s resume entered into the database A Candidate Data Sheet entered into the database Candidate going out to interview Copyright 2010 Next Level Exchange - All rights reserved. Unauthorized duplication prohibited. 4 of 14

5 Chapter 2: Creating a Daily Plan 2. Any candidates currently with 1. companies. Understand the hands-off timeframe within your organization 3. Any candidates who have been recently 2. by someone in your office. Understand the hands-off timeframe after leaving a voic , having a conversation, or other forms of communication 4. Any candidates no longer at their 3. if there is no valid contact info. Track them down just not during Prime Time 5. No more than a couple candidates who are with the 4. company. Otherwise? Call 5.! Copyright 2010 Next Level Exchange - All rights reserved. Unauthorized duplication prohibited. 5 of 14

6 Chapter 2: Creating a Daily Plan To create a solid plan, utilize: Current database Internet Social networking sites Professional resource sites Others within your firm Remember, the problem typically isn t knowing 1. to plan it s taking the time to plan each and every day. Don t mistake activity for achievement. -John Wooden, Basketball Hall of Fame Coach and Player Additional questions you have, or points that you need clarified, from this segment: Copyright 2010 Next Level Exchange - All rights reserved. Unauthorized duplication prohibited. 6 of 14

7 Chapter 3: Executing your Daily Plan Executing your plan Even if you have a perfectly crafted, meticulously thought-out plan, nothing will happen without execution. Knowing what to do is the first step; knowing how to do it is the second! The following insights around executing your daily play are critical to master if you are going to cover your marketplace thoroughly and effectively Search Planning Prioritize the most urgent and critical searches first Great for prioritizing and handling multiple searches 2. Spiral Planning Great approach to help you become a 2. master Start in the central location closest to your search, and work your way out Planning Calls are blocked based on the purpose and objective of the call Blocking similar calls together will allow you to get in a rhythm and flow from one call to the next Copyright 2010 Next Level Exchange - All rights reserved. Unauthorized duplication prohibited. 7 of 14

8 Chapter 3: Executing your Daily Plan Concentrate all your thoughts upon the work at hand. The sun s rays do not burn until brought to a focus. -Alexander Graham Bell Tips for Seamless Execution The world today is filled with constant interruptions, distractions, and information overload. Knowing how to harness the diversions, tune out the extraneous, and center your attention to the seamless execution of your plan will ensure that you shorten the time required to becoming a market master. 1. Create a 1. Planning Schedule Create predetermined slots for time on the phone, administrative work, meetings, and planning Day Planner Date: Time Details 7:00 AM 7:20 AM Get in to the office, coffee, and admin time 7:40 AM 8:00 AM Phones 8:20 AM Admin time, send s, return voic s 8:40 AM 9:00 AM Phones 9:20 AM Admin time, send s, return voic s 9:40 AM 10:00 AM Phones 10:20 AM Admin time, send s, return voic s 10:40 AM 11:00 AM Phones 11:20 AM Admin time, send s, return voic s 11:40 AM 12:00 PM Lunch Copyright 2010 Next Level Exchange - All rights reserved. Unauthorized duplication prohibited. 8 of 14

9 Chapter 3: Executing your Daily Plan 2. Eliminate Electronic Distractions Close out , silence your cell phone, and eliminate any other distractions during predetermined call times 3. Avoid the 1. Shuffle No matter what happens, continue to execute calls during your set call times Be aware of distracting others around you as well 4. Be Aware of Analysis 2. Limit your time between calls to less than one minute Push yourself to dial the phone before you know everything there is to know Hang Up the Phone At the start of every hour of calls, take the handset off the receiver and execute ten dials without hanging up Talk to whomever answers the phone! Understand the power of squeezing in one extra call per hour, per day, per month, and per year 6. Be Open or Be Closed Establish your timeframe as to when you will be available to others, and educate those around you Copyright 2010 Next Level Exchange - All rights reserved. Unauthorized duplication prohibited. 9 of 14

10 Chapter 3: Executing your Daily Plan 7. Clarify 1. Reinforce the value of your time to your candidates, clients, and associates Almost nothing is as urgent as you think it is! 8. Break Down Daily Goals into 2. Chunks Calculate how many candidates or clients you need to speak with each hour, to reach your daily target, and track throughout the day 7am - 8am 8am - 9am 9am - 10am 10am - 11am 11am - 12pm 12pm - 1pm 1pm - 2pm 2pm - 3pm 3pm - 4pm 4pm - 5pm 5pm - 6pm 6pm - 7pm 7pm - 8pm Hourly Planner Goal for the day: Total for the day: Copyright 2010 Next Level Exchange - All rights reserved. Unauthorized duplication prohibited. 10 of 14

11 Chapter 3: Executing your Daily Plan 9. Overloading your Database Enter in notes and send s during your 20 minutes of administrative time following each hour of calls When possible, record calls in order to stay fully present while on the call Well Don t let the same issue repeat itself day to day; identify what is slowing you down and course correct immediately PRIME DIRECTIVES Prime Directive #1: Make a placement otherwise Prime Directive #2: Set up a first time face-to-face interview otherwise Prime Directive #3: Recruit at least 2 placeable candidates or Secure a Job Order otherwise Prime Directive #4: Make at least 15 presentations otherwise Prime Directive #5: Have at least 4 hours phone time otherwise Prime Directive #6: Make at least 120 attempted calls Copyright 2010 Next Level Exchange - All rights reserved. Unauthorized duplication prohibited. 11 of 14

12 Answer Key Page 3: Page 4: Page 5: Page 6: Page 7: Page 8: Page 9: Page 10: Page 11: 1. Identify 1. accomplish 2. process 3. recruiter 1. client 2. contacted 3. company 4. same 5. everyone 1. how 1. Priority 2. market 3. Zone 1. Block 1. Recruiter 2. Paralysis 3. Don t 1. Expectations 2. Hourly 1. Plan Copyright 2010 Next Level Exchange - All rights reserved. Unauthorized duplication prohibited. 12 of 14

13 Supplements Day Planner Date: Time 7:00 AM 7:20 AM 7:40 AM 8:00 AM 8:20 AM 8:40 AM 9:00 AM 9:20 AM 9:40 AM 10:00 AM 10:20 AM 10:40 AM 11:00 AM 11:20 AM 11:40 AM 12:00 PM 12:20 PM 12:40 PM 1:00 PM 1:20 PM 1:40 PM 2:00 PM 2:20 PM 2:40 PM 3:00 PM 3:20 PM 3:40 PM 4:00 PM 4:20 PM 4:40 PM 5:00 PM 5:20 PM 5:40 PM 6:00 PM 6:20 PM 6:40 PM 7:00 PM Details Copyright 2010 Next Level Exchange - All rights reserved. Unauthorized duplication prohibited. 13 of 14

14 Supplements 7am - 8am 8am - 9am 9am - 10am 10am - 11am 11am - 12pm 12pm - 1pm 1pm - 2pm 2pm - 3pm 3pm - 4pm 4pm - 5pm 5pm - 6pm 6pm - 7pm 7pm - 8pm Hourly Planner Goal for the day: Total for the day: Copyright 2010 Next Level Exchange - All rights reserved. Unauthorized duplication prohibited. 14 of 14