Resources for Training, Scripts, and Rebuttals. Everything you need to run your Desk at peak performance.
ENHANCED SKILLSETS
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 IS ENHANCED SKILLSET TRAINING?
Ready for more? Some of our content didn't fit into a specific topic. But the content is still training gold! So we have created a place for those snippets that we knew you would still want. Recruiter Lifestyle, Advanced Skillset training and much, much more.
ENHANCED SKILLSETS
Enhanced Skillsets: For Recruiters who like to learn between calls, caffeine, and chaos!
Sales and the Contemporary Recruiter:
Zig Ziglar’s Worst Nightmare - 100 years of Sales Training and Pseudo Self Help in One Hour!
Dem believes it is harder to get established as a Recruiter now than it used to be “back in the day.” Once upon a time, you had to learn how to sell, and then how to apply those sales skills to methodology of making placements. Pounding the phone atoned for a lot of sins for the unskilled. You could fall into things with effort. But in the contemporary Recruitment company you need to learn: 1. How to Sell Anything 2. How to apply those sales skills to our process 3. How to use the Technology of the office (Email, Social Networking, Job Sites, ChatGPT) 4. How to converse in a niche you have ABSOLUTELY no training in or knowledge of… And by the way, you have 8 weeks to pull it off or you are in deep trouble! So we take shortcuts. Guess which step suffers? Most of the agencies Dem coaches assume the people have sales skills, and only teach steps 2-4 and then suffer the consequences. In this session Dem will take decades of “sales literature”, greats like Zig Ziglar and Hopkins, and distill what they have taught down to some timeless and powerful techniques that STILL separate the top Recruiters from the mediocre, and still form the cornerstone of success. And he’ll do it all in just about an hour!
_edited.png)
You've Got Mail!
The numbers are clear. Our Recruiters are getting less sendouts and sending more CV’s. Their ratios are down, and they are expending more energy than ever to get the same or lesser results, at the exact time in their careers when their energies are uneven and erratic. Uh oh, that’s not good! Why? Because they Email CV’s rather than make verbal presentations. Because they say: Email is easier Email is faster Clients are Millennials who WANT emails All of these notions are wrong, or hyperbolically used to avoid making a phone call. The real reason you email is because then you don't have to face objections. And that's too bad, because that's the FUN of it! Dem will share some time honoured Recruiter funDEMentals to help you improve your presentation skills, and some new tricks as well. And you know what? If you INSIST on Emailing, ever the people- pleaser, Dem will show you better Email techniques too…
RATED R for Recruiters!
Lessons learned from the Dating World that will increase your billings...and maybe a few Recruiting Lessons that will get you more dates! Ever notice that the Rules of Love and the Rules of Work are the same? Of all the metaphors Recruiters use to close placements, none is more central to our business than the "Relationship Metaphor”: ❤️Counteroffers compared to Infidelity. ❤️Offers compared to Engagement Rings. ❤️Fall outs compared to Broken Hearts. ❤️First interviews compared to First Dates ❤️Leaving a job compared to a break up ❤️Retrenchment package compared to alimony. Take the sure-fire test for deciding whether you should stay in your job (or relationship!) Discover how to leave without burning a bridge (or breaking a heart!) Understand why you should never accept a counteroffer, from a boss, OR a lover! Learn how to ask for the job (or the next date!) at the end of the meeting. Know when to commit and when to keep interviewing (or dating!) In Rated R, Dem will present a "greatest hits" of these masters of scenario selling, and allow you to get candidates and clients to look at their behaviour in a different light, and enable you to move stalled deals forward, save lost deals, and maybe, just maybe...live happily ever after!
Recruiter Ethics: How Doing What is Right in Key Situations Will Increase Your Billings!
“If you have integrity, nothing else matters. If you don’t have integrity, nothing else matters.” Can you recruit someone out of a client if THEY called YOU? And what if YOU placed them there? A client tells you they are leaving the day before your candidate’s final interview. Your candidate wants the job in part because they want to work for your client. Do you tell the candidate? What do you do when a client says, "we want to offer your candidate the job, but your fee is too high, can you help us?” You must know what is Ethical in our business, and what the right thing to do is in some consistently reoccurring situations, and then you must honour the spirit of what is right, and make the right choice, even if it costs you the placement. Here’s the good news. The most ethical Recruiters see an increase in their billings over time from doing the right thing. The Recruiter who makes an expedient choice to close a deal or pay some bills, has a very short career. We’ll take on the principles in play and walk through some of the most common situations. You’ll perform better, and sleep sounder too. PLUS, Dem will present the ONE over-arching principle and Cardinal Rule that will enable you to make these decisions on your own.
Big Biller Numbers and Ratios!
Do you know what superstar Recruiters have in common? They all track their Numbers and Ratios on a daily basis. Do you? Do you even know what they should be? One of the key components of running a successful search desk is keeping and analysing daily numbers. WHY? 1. If kept over time, Numbers provide information for you to recognise changes in the market/ economy, and allows you to react accordingly (for example, the "Call to Job Order Ratio" is the best way to predict an upcoming downturn or recessionary market). 2. Keeping Numbers provides an objective, impersonal snapshot of your desk. Without them, all you have are personal excuses. 3. Numbers provide a measuring stick for you to know how you are doing, not “think” you know how you are doing. 4. Done over time, it provides historical data that allows you to forecast trouble along the way. Predict market shifts, growing or shrinking niches. 5. Provides Ratios that illustrate effectiveness. Additional training can be “diagnosed”. It is a fallacy that there is a lack of income security in our business. One of the key benefits of tracking your numbers over time is that it allows you to apply your ratios to future efforts and predict your income! Dem walks you through what to look for, what to aim for, and what YOUR bare minimums need to be.
DOWNLOAD THE POWERPOINT AND FOLLOW ALONG WITH DEM
Recruitment training, your way. LISTEN to it, WATCH it, or READ it. Just don’t ignore it.
ENHANCED SKILLSETS:
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.
ENHANCED SKILLSETS:
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.
Recruiter training on your terms! The DEMsays system of coaching standards and mentoring are considered the best in the industry and have produced more big billers than any other training system.
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".