Resources for Training, Scripts, and Rebuttals. Everything you need to run your desk at peak performance.
What is it?
Need a detailed training session for your team already done for you? Well this is the place! Listen In on DEM training his own Recruiters. It's like having DEM in your office training your Recruiters!
The single biggest mistake Recruiter’s make in today's market is in qualifying Job Orders. Stop working imaginary Jobs! Qualify hard or work for free.
The Job Order tells you EVERYTHING! Learn how to qualify jobs, test Job Orders, get Fee agreements signed, and set client expectations.
The best Recruiters in our business are not necessarily better on the phone, or more salesy, or harder workers, but they don't make bad Job Order choices and their selection skills are excellent.
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.
...Because even great Recruiters need a little background noise.
The Basics of Job Order Qualifying
All Jobs Are Not Created Equal! The single biggest mistake Recruiter’s make in today’s market is in qualifying Job Orders. Top Recruiters are not “Phone Wizards.” They don’t say things you don’t have the nerve or savvy to say. BUT, they don’t make BAD choices! No client ever says their job isn’t urgent. But let’s face it, not all jobs are created equal. So should you work the job or not? Dem has a better way to qualify them. Where you spend your time is the single most important decision you need to make on your desk. In this session Dem will show you the key difference between the Job Orders qualified by top Recruiters and marginal Recruiters. Remember, before you commit an ounce of energy working on a job or search, you'll need to run it through a checklist. And then: If it checks out...Commit! If it has minor flaws...LIMIT your commitment. If it has major flaws...FORGET IT! Get back on the phone and get another Job Order!
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Working higher level jobs
If your average Placement Fee is R20 000.00, you have to make 5 Placements to bill R100 000.00, right? Right! So why not work HIGHER LEVEL Jobs, work less, and make more money? In this session, Dem will first try and talk you OUT of it, and then, if you still want to do it, he'll walk you through the pitfalls of working higher levels, share common objections, and talk about some unique approaches to get you started. Includes Dem's famous "Transparency script" AND the “Feel Good" call!
Retainers: How to Land Your First!
The market is getting hotter every day. More and more companies are Retaining search companies to find their talent. Mid- level retainers ARE out there! Have you asked yourself: Why not YOU? Warning: No fluffy motivational material included! In this topic, Dem takes on Retained Search... How to close your first Retainer. The value proposition to your clients. Implementing a Retainer "Process" mentality. Converting contingency clients. Pricing realities, not rhetoric. You KNOW Retainers are the way to work. Getting paid before you begin work seems more in line with the way the rest of the world works than does working like a dog and "hope" you "might" be paid. But how to start? Can you convert your contingency clients? Why would they do it? You're already servicing them well. Do you only go after high level jobs? Does the job have to be screaming hot? And what are the terms? How do I overcome the Objection...”have you ever worked on a retained basis before”? Since the answer is “NO”, don't I lose? Isn't this a vicious cycle? NO. You simply need to have a methodology that you've mastered. You need to know the benefits you are selling and the verbiage that persuades. All presented to you in this session!
Hurry Up and Wait! Why clients are taking so long to make offers
No, it's not your imagination. Clients ARE taking longer to make offers to your candidates. Dem's "Time to Fill" ratio has increased by as much as 50%. The good news is there is no "cause and effect" at play here, no "new corporate culture" or overarching HR directive that is creating this problem. This is self-induced, this is "cause and DEFECT". First Dem will tackle the problem at its core. You are taking Job Orders with the wrong emphasis on the wrong qualifying questions. It's Dem's belief that all delays in the process are evident in the very beginning if ONLY you asked clear questions and accepted the answers. If you're hell bent on working the job regardless of what info you glean, no one can help you. But then we get into some underlying issues not as clear. Urgency is not pressure, and Dem will help you establish “Pressure". All clients say they have urgency, less than half feel Pressure. Then we move on to Dem's List of "Tricks and Tales": the cliched list of phrases and (let's be real) half-truths we tell clients to make them feel they must act NOW. Dem will show you a more authentic method that will ring true and therefore you will be able to implement with passion. Take heart, it's not just you, and take heed, you need to change this dynamic. "What can I do? The client said they were going to make an offer but that was 2 weeks ago." Turns out you can do a lot...
Recruitment training, your way. LISTEN to it, WATCH it, or READ it. Just don’t ignore it.
Job Orders DECODED:
LISTEN IN SERIES
Pop in your earbuds, hit play, and learn while you’re doing life, or “working from home” (no judgment).
No slides, no distractions, just straight talk, real examples, and the occasional DEMism to keep you awake.
Job Orders 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.
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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".