Foundation Training Program

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1 Foundation Training Program Module 19 Top Tips for Success Training Workbook Produced by: Next Level Exchange Copyright 2010 Next Level Exchange - All rights reserved. Unauthorized duplication prohibited. 1 of 12

2 Chapter 1: Top 10 Tactical Tips Ability is what you re capable of doing. Motivation determines what you do. Attitude determines how well you do it. -Lou Holtz Staying the Course You may hear some refer to a career in search as a marathon, not a sprint; this Module covers 20 Top Tips for Success to keep you paced and motivated throughout that marathon. These Tips are both tactical (specific systems, best practices, and approaches that can be implemented immediately back within your business), and psychological; this can be an emotionally challenging career at times, and it s imperative to take care of not only your skill set, but your mind set. Tactical Tip #1: 1. Every Single Day Setting time aside each day is the first step for accelerated success Having a reactionary business will have a direct impact on your ability to be a producer Set a specific time of day that is dedicated to planning; schedule it on your daily planner no different than a client or candidate call It s the little details that are vital. Little things make big things happen. - Legendary Coach John Wooden Copyright 2010 Next Level Exchange - All rights reserved. Unauthorized duplication prohibited. 2 of 12

3 Chapter 1: Top 10 Tactical Tips Tactical Tip #2: Record your Calls If you have the ability, and it is legal in your state or country for training purposes, this is one of the best training tools you will find You are your own worst 1. Don t let nerves, embarrassment, or the uncomfortable nature of this exercise hold you back from reviewing your game films Tactical Tip #3: 2. or Role Play with a Colleague How you practice is how you play Set aside time each week to role play things like upcoming scenarios, closing conversations, resistance or rebuttals, or new 3. Tactical Tip #4: Track, Monitor, and Adjust your Individual Metrics No two recruiters are alike, so the only numbers that matter are your own Track three primary areas results, activity, and energy As your skill level changes, as your industry goes through ups and downs, as your desired results fluctuate, as your defined market adjusts, so should your 4. Copyright 2010 Next Level Exchange - All rights reserved. Unauthorized duplication prohibited. 3 of 12

4 Chapter 1: Top 10 Tactical Tips Tactical Tip #5: Be Someone that Others want to 1. To Highly successful recruiters have an energy, commanding presence, and positive outlook that draws others in Make sure to share impactful information insights that will help them do their job more effectively, be more valuable to their organization, or help them get a little further along in their career Be someone who does more than simply tell a candidate about your client, or give a client a presentation on a good candidate Tactical Tip #6: Constantly Add New 2. and Build your Database Set a goal of how many new names to add each week, and get back into the habit of asking great name gathering questions on every call, and 3. off-hours Consider building an organizational chart for every source company in your market; know how many individuals exist in each department, what their 4. are, who they report to and who reports to them, and update on a regular basis Copyright 2010 Next Level Exchange - All rights reserved. Unauthorized duplication prohibited. 4 of 12

5 Chapter 1: Top 10 Tactical Tips Tactical Tip #7: Add Value Beyond Simply Completing Searches Once you start to achieve results and contribute financially, look around and evaluate how else you can 1. the organization Make a difference in areas such as training, culture, community, public relations, organization, social networking, technology, or hiring Don t get away from your core business, which is to land top talent for your clients Consider how you can add value with your candidates and client organizations as well Tactical Tip #8: Be Strategic about the Company you Keep Reach out, proactively, to tenured recruiters, mentors, or bigger names in the recruiting business This does not have to be a formal relationship, but seek out individuals who will push you, teach you, challenge you, and keep you on the right path! Copyright 2010 Next Level Exchange - All rights reserved. Unauthorized duplication prohibited. 5 of 12

6 Chapter 1: Top 10 Tactical Tips Tactical Tip #9: Stop Saying well, what 1. for me is The moment you limit yourself to your current best practices is the moment you have reached your limit as a recruiter Constantly evaluate what s not working, and even what is working, be open to how to make it just a little more 2., or innovative, or differentiating Eliminate my practice is different or my industry is different and look instead for the commonalities of what would work in your world and industry When I let go of what I am, I become what I might be. - Chinese Philosopher Lao Tzu Tactical Tip #10: Be on the 3.! If have the ability to measure, be on the phone over 4 hours per day A successful call or placement can come down to being in the right place at the right time; the more you are on the phone, the more chances you give yourself of being in the right place You can t build a reputation on what you are going to do Copyright 2010 Next Level Exchange - All rights reserved. Unauthorized duplication prohibited. 6 of 12 - Henry Ford

7 Chapter 2: Top 10 Mental Tips Mental Tip #1: Don t chase money, or you always will be; chase 1., and the money will chase you Remember that you are creating your legacy, and should be operating at all times as if your candidates and clients are seated next to you Be fully present in each interaction, no matter the situation People may not remember what you said, but they will always remember how you made them 2. Mental Tip #2: Operate from Abundance Abundance is the believe that you have enough and will 3. to have enough Don t overlook the impact that this self-fulfilling prophecy can have on your initial success and your long-term career in the search industry Mental Tip #3: Stop 4. to the Wrong Person Go to the source, and be able to respectfully confront (and be confronted as well) Replace complaining with making requests and taking action that will achieve your desired outcomes and change for the better Copyright 2010 Next Level Exchange - All rights reserved. Unauthorized duplication prohibited. 7 of 12

8 Chapter 2: Top 10 Mental Tips Mental Tip #4: Be Comfortable with Being 1. Embrace what makes you uncomfortable, and then throw yourself into that exercise enough times that it no longer feels uncomfortable There is no financial growth unless there is career growth, and there is no career growth unless there is personal growth Mental Tip #5: Adopt an Ownership Mindset Your mindset will create as much success and 2. or as much failure and monotony as you can imagine Work at giving extra effort, attracting more business, developing new and positive solutions to the current modes of operation Adopt this mindset with candidates and clients as well Mental Tip #6: 3. your Attitude List your frustrations, and list how to control the situation or avoid repeating it in the future Be aware of your surroundings, your attitude, and the part you play in choosing how you respond to the positives and challenges of any given situation Copyright 2010 Next Level Exchange - All rights reserved. Unauthorized duplication prohibited. 8 of 12

9 Chapter 2: Top 10 Mental Tips Mental Tip #7: Don t Worry about Others When you are pushed to your limits, it s a natural human tendency to look around and try to find others to 1. your frustrations Spend the time that you would have spent focusing on the weaknesses and shortfalls of others, and choose instead to have a high level of self-awareness of your own Mental Tip #8: 2. and Understand Multiple Perspectives Make your thinking process visible to others, and invite them to test your assumptions, push back on your conclusions, or give you an alternative perspective Do not discount the importance of simply having additional information about the situation you perceived No matter your current situation, it is only by being able to see where you are now, where you may be one day, and where someone else stands that you will have the opportunity to 3. into any of those prospective roles and beyond The test of a first-rate intelligence is the ability to hold two opposed ideas in the mind at the same time, and still retain the ability to function. - F. Scott Fitzgerald Copyright 2010 Next Level Exchange - All rights reserved. Unauthorized duplication prohibited. 9 of 12

10 Chapter 2: Top 10 Mental Tips Golden Rule: Do unto others as you would have them do unto you Platinum Rule: Treat others the way they want to be treated Mental Tip #9: Remember your Why When the why is strong enough, the how figures itself out Write down your why and break that down into steps the how s of how specifically you will go about achieving that why Find an accountability partner; give someone that you know, and trust, 1. to help you achieve your goals Make sure your goals are measurable so you can evaluate your progress If you don t fully understand the purpose and motivation behind what you do, you can lose sight of how your 2. activities fit in to your overall vision and goals First, decide exactly what it is that you want. Most people never do that. Second, determine the price you are going to pay to get it, and whether or not you are willing to pay that price. Copyright 2010 Next Level Exchange - All rights reserved. Unauthorized duplication prohibited. 10 of 12 - H.L. Hunt

11 Chapter 2: Top 10 Mental Tips Mental Tip #10: Create a Continual Learning Process Take the time to slow down and evaluate your weak points through an honest lens Select one box per week perhaps it s reading one industry-relevant article each day, or writing down words or acronyms that need clarification, or better understanding a day in the life of your candidates It takes patience, dedication, and commitment to build a bridge from current achievement to underlying 1. Your Personal List: Over the next 30 days, the three measurable changes I commit to making are: And Finally. CELEBRATE! CONGRATULATIONS! We would like to simply ask that you, or your owner, send an to nextlevel@nextlevelexchange.com and share a testimonial that would help others entering this industry better understand the Next Level program! Copyright 2010 Next Level Exchange - All rights reserved. Unauthorized duplication prohibited. 11 of 12

12 Answer Key Page 2: Page 3: Page 4: Page 5: Page 6: Page 7: Page 8: Page 9: Page 10: Page 11: 1. Plan 1. critic 2. Rehearse 3. scripts 4. metrics 1. Talk 2. Names 3. researching 4. titles 1. impact 1. works 2. effective 3. Phone 1. excellence 2. feel 3. continue 4. Complaining 1. Uncomfortable 2. prosperity 3. Choose 1. deflect 2. See 3. grow 1. permission 2. daily 1. potential Copyright 2010 Next Level Exchange - All rights reserved. Unauthorized duplication prohibited. 12 of 12