Resources for Training, Scripts, and Rebuttals. Everything you need to run your Desk at peak performance.
FEES Decoded
Situational Training
WHAT IS SITUATIONAL TRAINING?
A Recruiter's day is full of tough decisions and judgment calls. In these sessions, the industry's guru tackles those pressing situations. Our new SITUATIONAL TRAINING section is where we've taken the steps of the placement process and put them into short 2-9 minute snippets grouped by topic to add to our basic training.
Shorter than your average “just one quick thing.” Watch 2–9 minute sessions that get straight to the point, because you don’t have time for 47 slides and a story about someone’s journey.
What you will learn in
Stop Being Afraid of the Fee!
Most Recruiters get nervous when it comes time to talk about their fee. What they don't realise 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.
Fees DECODED
Situational Training
_edited.png)
Warning! Apologising for your fee may become physically uncomfortable.
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.
No slides, no distractions, just straight talk, real examples, and the occasional DEMism to keep you awake.
Fees DECODED
FEES Live-ish: It’s not , but it’s close.
Real-world Scenarios, Role Plays, Breakdowns, and “don’t say this” moments, all delivered FunDEMental-style.
...Hit Play. Recruit Smarter.
Recruitment 101 means you need to learn how to Qualify and Negotiate fees. Dem explains.
What does Dropping the Anchor mean? Who generally wins negotiations? When should we qualify the fee? When negotiating the fee, where should we start?
How does the tone of your voice change the qualification of a fee? What is the one difference between a lower fee vs. a higher fee? Listen to Dem explain the Trilogy of Phrases, the number 1 method we use to negotiate a fee.
Should we EVER negotiate a fee?
What is the one time we should NEVER negotiate a fee?
What are the two ways to draw the comparison between price and quality? What do you need to do at the end of making the price and quality comparison?
How can you overcome the fee objection without ever mentioning the fee?
When a company has multiple openings how should we structure the fee scale?What is the key line you need to use in these negotiations?
Most Recruiters get nervous when it comes time to talk about their fee. What they don’t realise is they are sending the client signals during the qualifying that even THEY think their fee is too high! Lose the fear and start getting higher fees.
Let’s be honest, everyone negotiates fees. But there is a right time and a wrong time to do so. Let’s walk through the do’s and don’ts of negotiating.
Guarantees are getting longer and longer. WHY? Are all guarantee extensions bad? Maybe not. But first you should figure out your risk.
Dem has always said, "never negotiate fees over Email!" But we are noticing a trend that says differently.
When a company has multiple openings how should we structure the fee scale? What is the key line you need to use in these negotiations?
Recruitment 101 means you need to learn how to Drop an Anchor when talking about fees. Dem explains.
You know the call...the HR person is asking for a reduction in fees because they have "done so much business with you". Are you serious right now? Listen to Dem explain how this played out.
A Decoy is asking for something you know you don't want or don't care about. This happens all the time, not so much with YOU offering a decoy, but with decoys being offered TO you. Listen to Dem explain how we can use this technique to get higher Fees.
This technique is affectionately known in Dem’s agency as The "Idiot Method" of overcoming the fee objection. And it’s a winning argument!
One of the reasons Recruiters are hesitant to use the MPC call technique is the Fee Objection. They aren't sure what to say when it comes to cost. Let's let Dem walk us through how we get past this objection.
Most Recruiters are working on commission, so the idea of freezing a fee doesn't sit well with most of us. But sometimes this is the only way we are going to close a deal. And a frozen fee is still better than no fee!
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.
READ ALL ABOUT IT
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!”
DEMsays..."Converting a Job Order into an exciting story will increase your Recruiting effectiveness".