Resources for Training, Scripts, and Rebuttals. Everything you need to run your desk at peak performance.
What is it?
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 snippets grouped by topic to add to our basic training.
Short, sharp Situational lessons breaking down Client Behaviour, Expectations, Objections, and the things they never say out loud.
CLIENTS 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.
No slides, no distractions, just straight talk, real examples, and the occasional DEMism to keep you awake.
...Marketing Live-ish: It’s not Netflix, but it’s close.
Real-world Client Scenarios, Role Plays, Breakdowns, and “don’t say this” moments, all delivered FunDEMental-style.
So let's get into it. The famous MPC (Most Placeable Candidate) Marketing Call. How do we make this call? What do we actually say?
“We will not pay a fee for someone we find in our database or on the internet.” Fee agreements are full of this type of language. We need to find a way to work through this language with companies and make sure we don’t become a lead generation device.
Dem has heard from Recruiters that this method doesn't work. Trust us it does, depending on how you ask.
We hear from so many Recruiters that they don't want to use the MPC script anymore. And we get it! So here is another way to do your Business Development.
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.
What does it really mean when the client says "can I see more people?" And more importantly, how should we respond?
If you've been a Recruiter for a while I'm sure this has happened to you. The cluster that occurs when a candidate is submitted by multiple sources. Who gets the fee? How do we fight it? Sometimes the question needs to be "Is it worth the fight?"
We expect Dem to come up with huge, wild closing statements that will wow people into submission. But even Dem realises, sometimes all they need is a little "nudge”.
We've all had it happen to us...we send what we feel is the perfect email and...crickets. Listen to Dem explain how we can change this outcome.
When we ask Recruiters "tell us about your best client" they all answer the same way. Dem explains why we are using the wrong evaluators when it comes to assessing what makes a good client, and how we should be evaluating.
We all know the concept of the "Free Pass" in our romantic life. Leave it to Dem to figure out a way to take this into our Recruitment world.
We are all looking for new ways to develop business. Sometimes "dumbing it down" can actually bring results.
It's always about getting in shape with Dem, right?! But this time it's Call Shape he's talking about. And he's right. It is time to work your willpower.
One of our senior top Recruiters loves a good fight. And maybe that's why she is a top Recruiter? Listen to Dem explain.
Most recruiters think HR is the enemy. But that's not how they think about us. Unfortunately we are just saying the wrong thing when we reach out to them.
What is the worst thing you can hear after an interview? "Keep him warm”. What does that even mean? It means we have a problem. Listen to Dem explain how to get your clients to understand why this is not in their best interest and act on it.
I think we can all agree that LinkedIn is the primary tool recruiters are using these days to source people. But having a potential candidate "link in" with a client is starting to become a problem. Listen to Dem explain.
LinkedIn can be a fabulous tool, but we are starting to see issues with our clients connecting with candidates and other agencies presenting people before we can. Dem explains his new script using "Dynamic Discretion" with your candidates.
We know LinkedIn is a great way to find candidates. Most of us don't use it for any other reason. Yet there is so much information they send to you that can be used to develop business. Let's see how to use this valuable resource to its full potential.
Make no mistake it is expectations that drive your client's decisions. So to properly manage these expectations we must first find out what they are.
We all know we have to start our Business Development call with some sort of credibility statement. Unfortunately most recruiters are using outdated statistics and facts. Let's look at a fresh new way to make clients pay attention.
Are most Recruiters using job boards to follow postings and get jobs? Of course. But there are a lot of downsides to that. So let's look at a different way to use the Internet to find Job Orders.
Heaven forbid Dem should read anything that doesn’t make him think about this business. There’s a Marketing message in here somewhere!
We can learn a lot from the top Recruiters. They don't work with really big corporates. And they have good reasons. Dem explains why smaller is better.
If you have been following Dem for any length of time you know the drill. Clients should never be making the offer. But wait! Things have changed. Dem explains the new version of making the 2 call close.
Many times we find Recruiters are afraid to say what they are really thinking because they don't want their clients or candidates not to like them. Dem shows us we can stay “nice", but still push back.
Listen to Dem explain a situation that recently happened to one of our Rookies. But it seems she isn't such a Rookie after all because she worked the call to perfection.
There is nothing worse than finding out a client hired your candidate behind your back. Instead of going ballistic and gaining nothing, try these steps from Dem to get what you want, your money!
When you mention cold calling to most Recruiters, they don't think of the word “joy". But maybe we are thinking about this the wrong way and letting fear take over.
What do you tell clients when they ask "Why should we work with you?" Most recruiters have the same answer, "We can find you great people, FAST!” That should now be a given. Let's figure out what you really get paid to do.
So many Recruiters are using Email blasts these days, and they are right to do so. It is absolutely the correct way to start a Recruiting project. But what you are sending needs updating. These Emails should be lining up more CALLS for you.
Lots of candidates can look like MPC (Most Placeable Candidate) material on paper, but they have to be able to pass a few tests to actually become MPC material. Dem shows you what really makes a person an MPC.
Sometimes we need to fire our clients...no, literally, fire them! Let's figure out WHEN we should do it and WHY we should do it.
Sometimes we need to fire our clients. No, literally, fire them! Let's figure out HOW to actually do it.
This happens to so many Recruiters, yet they just don't want to face the facts that it is over. When your client has broken up with you yet you refuse to let them go. Recognise any of these things in your current situations?
We hear it all the time: "I'm a senior Recruiter, I'm done making MPC calls!" Well guess what? The MPC call is still the G.O.A.T. when it comes to developing business. Dem explains why.
It seems counterintuitive to market when you have jobs on your desk. No two jobs are created equal, and you're lumping them all as "urgent" and "workable". Nonsense. Dem explains why we need to constantly develop business in this market.
Not all Recruiters are the same. But most of us have been told we need to be strong and run through any obstacles that get in our way. Well, that can look very different depending on your personality. And sometimes it can be the exact opposite of what you have been told.
By definition Recruiters are losers! What exactly does that mean?? Listen to Dem explain how to become a winner.
How often should you call prospects? Are you a Stalker, or just Tenacious? Better to be too early than too late when you're trying to get Job Orders.
We hear this a lot from our clients. And let's face it, they should be using LinkedIn. But Dem will show you how to overcome this objection by pointing out what they are missing by only using LinkedIn.
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.
Recruitment training, your way. LISTEN to it, WATCH it, or READ it. Just don’t ignore it.
clients 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.
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clients 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".