Have a daily plan to make your days like the ayatolla of rock ‘n’ rolla

“A schedule defends from whim and chaos. It is the net for catching days” Anne Dillard.

Anne was an insightful person. How many times have you rocked up to work and worked very, very hard but seemed to get nothing done? You were busy, busy, busy but in reality, you were a busy fool.

This is where a schedule can step in and make all the difference. Now for every person, a program can be very different. If you work on an industrial temps desk you may, need to be in the office earlier compared with say a permanent consultant, however. A schedule should have three things. – Set times each day or week for essential tasks. Time set aside for admin and a level of flexibility within each timeslot.

Below we have outlined what we think is a great schedule.

8 am 10 am – Non-sales time – Tasks Review the daily plan, respond and clear your inbox, review new candidates, search current openings, candidate registration meetings, 15 minutes purposeful reading, return urgent client calls, clear any admin, go to client visits.

10 am to 12midday – SALES TIME – Business Development Calls, Lead chasing calls, Interview feedback. 12midday to 2 pm – Non-Sales Time – Submit candidate CV’s, clear inbox to inbox zero, call candidates with job offers, feedback, and updates, organise interviews,

HAVE LUNCH AWAY FROM DESK

2 pm to 5 pm – SALE TIME – Client calls, Business Development Calls, Chase up CV’s, follow up on leads, etc.

5 pm – 6:30 pm – Approach calls to candidates, update calls to candidates, inbox zero and plan tomorrow.   

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The wonder of planning in bite-sized chunks

Have you ever had it that you have been setting yourself, an annual goal and it has just not happened? Before you know it, April has arrived from nowhere and you have got nowhere near your goal

You joined the gym, and you went three times. You were going to learn a language. You were going to bill £200,000. You may have set yourself 90 days goals, but you did not set yourself up in a working pattern that aims towards these goals? 90 day goals are high but you need to plan your work towards them.

Below we set an example. So if you want to bill £25,000 in a 90 day period, the Average fee is £5,000. So you need to place 5 people into roles to generate that cash. Now you need to know your briefing to placement ratio (for our demonstration) is one in five.

So to bill £25,000 that means taking on 25 placeable roles to get five placements. So every week to achieve this £25,000 you need to get 2.1 briefings. However, given recruitment takes the time you may not get all the deals in before the 90 days is up.

So to counteract this, you will need to front-load business development in the first three or four weeks to get the assignments on an started before the end of the period. This does not mean you go feast and famine. It does say you need at the start of the cycle to put in the hours to ensure you ‘break the back’ of the goal.

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Write out every goal, every day

Write out every goal.

Write out your goals 10 times a day, in hand with a pen and paper.

Then read it out loud 10 times.

Do this every single day. Why? Because the subconscious validation of writing out these goals means it gets stuck in your brain and becomes something that to the brain feels real and tangible.

Writing creates a physical and emotional connection in the brain creating a feeling a tangibility in the brain.

Reading it out loud all creates the same connection. Doing both of these things will daily reinforce your goal and make it believable and achievable to the brain and subconscious.

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How to make recruitment success predictable

So why do these three make success predictable? Interviews Generated: Candidates in front of clients is what everything from business development calls to candidate meetings to CV’s submitted all about.

All that matters is generating a certain number of interviews every week, month and quarter Interview to Offer Ratio: This is the number of meetings that need to be made to create an offer and becomes a ratio example 1 and 10.

This ratio makes you successful because you understand just how many people you send for interview end up with an offer in hand and thus have a chance of taking the job.

Offer to Passing Probation: This one is actually fundamental to building long-term relationships with clients and indeed candidates. It makes you successful because it outlines just how candidates you get to offer who stay at the company long enough for you to keep your job.

Using these Ratios to predict success

So how do you use these ratios and KPI’s to promote your recruitment business at or desk successfully?

Firstly, decide how many placements you want to make a month. This could be determined by a financial target or just a simple number like three placements. For our example, we are looking for 2 interviews.

Secondly, you need to understand your offer ratio to a candidate passing probation. The best way to figure this out is to do some digging over the last 18 months, find out how many candidates passed probation and how many offers you generated. Divide offers by candidates passing probation. So for our example, we have a ratio of 3:1 (three offers for one passing placement probation).

Thirdly, you need the ratio of interviewed candidates to offer made. For this delve deep into your stats and find the number of interviews generated over the last 18 months and divide it by the name of offers. In our example, we have a ratio of 10:1 (ten candidates interviewed for one placement).

Lastly, bring it all together. Take your goal times it by the number of offers and then times it by the interviews to get the total number of interviews generated.

In our example Goal:

2 placements per month Offer to Placement Passing Probation:

3:1 Interview to Offer:

To generate for 2 placements is 60 interviews or 15 per week or 3 per day.

Moving forward

Use the method above to focus your goal for each day. That way if you produce three interviews per day (as in our example) you will end up each and every month hitting your placement target. As ever we would love to hear what you have to say.

Feel free to email joseph@thenakedrecruiter.com about your thoughts on this or any other topic.

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The Naked Recruit is funded through our affiliate link program with Acuity Scheduling. It is a tool that has saved me dozens of hours. Check out Acuity

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Thank you for reading this Recruitment Hack. You can get a daily Recruitment Hack sent to your inbox by visiting Recruitment Hacks.

The Book: Recruitment Hacks is now available on Amazon.   

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Motivation needs a motive, even in recruitment

Motive and Motivation

A little known and understood area of motivation is the thinking about what is my purpose for doing this is. Having a reason is what drives people forward, urges them on to do bigger and better things with there career, life and goals. You cannot spell Motivation without Motive.

For many people, the motive can be provided for there family. For others to is being ‘the best’ or it can just be the will to win, or the will to win. Material things inspire others, experiences other people.

Generally, money is not a very good motive or motivator. No one wants a big pile of cash, they want a big pile of money to buy a house, nice things or go on that holiday they have always wanted.

Finding your motivation is about digging deeper into what you want. Once you have your “motive” and think about it clearly, you will be able to push ahead with focusing on the day job in an important, and successful manner.

My Own Motivational ‘motive’ Journey

In my own regards, since starting out in my recruitment entrepreneurial journey, I have found that my motives have changed over the years. My periods of peak performance have been when I have had a clear purpose.

The biggest funks (in retrospective) have been caused by a lack of motive or a misalignment between my daily activities and my purpose. When I started the business achieve was to achieve freedom from corporate serfdom.

I hated being a recruitment battery hen, churning out CV’s and BD calls and other KPI’s for no other reason than “it was thus” from highers-up. Over the next four years, the motivation and motive changed to being able to live a life that I felt was authentic and in-touch with what I wanted.

For nearly two years, I wanted to build a business that becomes another big recruiter, and this put me into numerous funks. After many sleepless nights souls searching, I realised two things:

  • I am motived by teaching people (this blog fulfils this)
  • Having an impact on peoples lives (the recruitment does that).

So now my mission and motives are to have an impact on my 9-5 and then teach people to improve the positive impact they have during the recruitment process via my blog. Through this simple act, I get to both find my motivation and have an impact that far exceeds what I could in my day job.

How to find your own motivation

So how do you see your motive and thus your motivation? To find your purpose ask yourself the following three questions:

  1. If I won the lottery and money was not an issue what about my job would I still love to do, or get a heavy positive feeling from?
  2. What action or activity, would have the most significant positive impact on my professional or personal life?
  3. How would my day job look like if I helped me to personally grow?
  4. What three things do I want to achieve in the next 90 days in my professional life and personal life (three each)?
  5. What three things do I want to achieve in the next 365 days in professional life and personal life (three each)?

Once you have answered the above questions, write out a one-page answer for each of them and then post the answers to yourself. When it arrives in the post if when you agree with what you have written bring all this detail into a five bullet motivation mantra and read it out loud 10 times every morning for 90 days and then rinse and repeat.

Repeat the above questions if you do not agree with the answer until you finally agree with what you have written.

As ever I would love to speak and converse with you about this or any other topic. please email joseph@thenakedrecruiter.co.uk

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The Naked Recruit is funded through our affiliate link program with Acuity Scheduling.

It is a tool that has saved me dozens of hours.

Check out Acuity

Thank you for reading this Recruitment Hack. You can get a daily Recruitment Hack sent to your inbox by visiting Recruitment Hacks.

The Book: Recruitment Hacks is now available on Amazon.