Resources for Training, Scripts, and Rebuttals. Everything you need to run your Desk at peak performance.
FEES Decoded
LISTEN IN Training
WHAT IS LISTEN-IN?
Need a detailed training session for your team already done for you? Well this is the place! LISTEN IN on DEM Audio training and follow along with the Powerpoint. It's like having DEM in your office training your Recruiters!
Perfect for pretending you're "between calls". Access ± 1 hour-long audio training sessions and LISTEN IN on DEM training.
What you will learn in
FEES Decoded
Listen-In Training
Qualifying and Negotiating FEE Training that has Recruiters all over the country thanking Dem for the wake up call!
Stop Being Afraid of the Fee!
Most recruiters get nervous when it comes time to talk about their fee. What they don't realize is they are sending the client signals during the roll out that even they think their fee is too high!
Lose the fear and start getting higher fees.
Warning! May reduce tolerance for bad clients.
Pop in your earbuds, hit play, and learn while you’re doing life, or “working from home” (no judgment).
No distractions, just straight talk, real examples, and the occasional DEMism to keep you awake.
DOWNLOAD THE POWERPOINT AND FOLLOW ALONG WITH DEM
FEES Decoded
Because even great Recruiters need a little background noise!
"Um...about my Fee?"
Qualifying Fees: The Basics
Most recruiters create fee objections. Sure, clients are going to challenge the fee in an industry that is so fragmented in its pricing. But we add to the problem by the way we broach the subject. Dem will tackle this funDEMental skill that is so key to your bottom line. He’ll discuss: Tone Transfer of Energy Specific Language …And how to handle the growing problems of: 1. They never send back my fee agreements 2. You have to take up the fee with HR
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Fee Fighting: Negotiating Fees
Okay, what gives? The market has never been hotter, baby boomers are dropping like flies, all our companies are hiring and haemorrhaging people and yet... Fee Cutting is at an All Time High!! Why don't the laws of supply and demand hold? Shouldn't the demand for our candidates make everyone fall over just to give us full fees? Uh, not so much. We as an industry are non-vertebrae animals. We are so fragmented that the 15 desk, 10-year-old search company with high integrity and quality methodologies is competing with the solo act in his/her dining room willing to work for a song. And then there is the Internet, and its access to CV’s, making our industry a commodity in the eyes of our clients. And of course many of us cut our fees for select clients, [that is to say everyone!], during the tough times, and thought we'd be able to convert our clients back to higher fees when things "got better". So have you had enough of working hard for less? Have you noticed you work harder and get more hassles from the companies who are cheap about our fees? Dem will walk you through some answers, give you some language that has impact, and buck up your nerve too.
Using your Guarantee as a Sales Tool
Do you guarantee your candidates? For how long What is it you guarantee? And exactly when did you become clairvoyant? Most agencies inherited their guarantee policy from their previous agency or use a fee agreement they got at an APSO conference. But the proper use of your Guarantee is an art form, and a delicate part of negotiating with your clients. Clients are confused by the lack of standardisation in this area among search companies. Dem will discuss your options, potentially save you thousands, and more importantly, stop you from experiencing the recruiter’s nightmare - working a search you’re not going to get paid for! Don’t take Dem’s word for it… "Hi Dem, Was a very good seminar - I actually thought that you lost the plot when you started challenging the Guarantee period, I was sure you've taken too much of your go-go juice. But you were right after all (guess that's why YOU give these seminars...lol). We’ve started implementing and challenging the way we've all thought we "owe" the client at the end of the day. Results so far speak for themselves!!! Thanks so much!!!"
Recruitment training, your way. LISTEN to it, WATCH it, or READ it. Just don’t ignore it.
FEES DECODED: LISTEN IN SERIES
Pop in your Airpods, hit play, and learn while you’re doing life, or “working from home” (no judgment).
No distractions, just straight talk, real examples, and the occasional DEMism to keep you awake.
FEES DECODED: SITUATIONAL TRAINING
See it. Feel it. Try not to laugh too hard.
This is Recruitment Training with a bit of energy, and a healthy dose of sarcasm.
For Recruiters who learn best when they can roll their eyes and take notes.
For the “I’ll just read it later” crowd who actually does.
No video, no noise, no excuses. Just the full breakdown of every topic, technique, and tip, ready for you to digest and revisit when you need a refresher.
Read it. Highlight it. Pretend it’s serious work.
Recruitment training, your way. LISTEN to it, WATCH it, or READ it. Just don’t ignore it.
APSO calls Dem...
“...one of the BEST recruitment specialist trainers in the country...”
DEMsays...“Nothing you do as a manager will ever equal the rush of closing a placement. But no placement you close will ever equal the satisfaction of helping a rookie become great!”
He resigned because of the political atmosphere in Zimbabwe at the time so he left to come to South Africa.
DEMsays..."Converting a Job Order into an exciting story will increase your Recruiting effectiveness".