Resources for Training, Scripts, and Rebuttals. Everything you need to run your Desk at peak performance.
CANDIDATES 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
CANDIDATES Decoded
Situational Training
This market is all about Candidate Qualification. You must be aware of each candidate's options and, more importantly, be aware of their motivations.
Master the Recruiting Call, overcome Objections like “I’m happy where I am”.
When making a Recruiting/ Headhunting call there are some basic tenets that we need to remember to properly work the call. The first call is about enticing them and measuring urgency. Dem will walk you through this call. The second call is all about qualifying. And we will need this information later in the process.
Warning! May cause you to stop over-explaining.
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.
CANDIDATES Decoded
CANDIDATES 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.
When making a Recruiting call there are some basic tenets that we need to remember to properly work the call.
The first call is about enticing them and measuring urgency. Let's listen to Dem walk us through this call.
The second call is all about qualifying. And we will need this information later in the process. Listen to Dem explain.
You are going to get objections when you are recruiting. Listen to Dem explain how to overcome the most basic things you are hearing.
We’ve heard from you that this method doesn't work. Trust us it does, depending on how you ask.
Honestly, I can't even control myself never mind a candidate! It's time to update this process and actually get what you want. Respect.
In a Candidate centric market the worst thing we can do is give the candidates more power! So how do we stop this craziness and regain some of our power?
Here is a Counteroffer story with a happy ending. Wait, what? How can that be? Let's learn a lesson from this situation so we can help other situations turn positive.
People always want to know how do ordinary Recruiters turn into top billers? They know how to use the system to its fullest with Boomerang Recruiting. Listen to Dem explain.
COUNTEROFFERS! Just the word sends Recruiters into apoplectic fits! You covered counteroffer, you know you did, and then it happens anyway! Listen to Dem explain how to try and mitigate some of these issues.
We need a creed when we are dealing with our candidates. If we work our process correctly every time, we could save ourselves from some of the troubles we are having.
The Debrief call is all about moving the Placement forward. But if we ask the wrong questions we can actually stop the process completely. We need to really listen to what the candidate is saying and figure out how to keep the process moving forward.
It can be hard to get your candidates to agree to a "lateral move". Listen to Dem use logic to make his case.
When we hear this Objection we blow the dust off our time worn Rebuttals. But it’s a new world, and time for a new way to handle this objection.
Heaven forbid Dem should read anything that doesn’t make him think about this business. There’s a Recruiting message in here somewhere!
This market is all about candidate qualification. Some candidates are just testing the waters to see what is out there. Filling your pipeline with Shoppers will not only lead to turndowns, but it will make your serious candidates look bad.
We think about Reference calls as a great way to get people on the phone. But there is another way we can use Reference checks to measure seriousness.
Candidate crazy market? You bet it is! So we better brush up on our basic sales skills to properly manage our candidate's expectations and the entire process.
Recruiters can struggle sometimes when they are trying to come up with a message that will attract people to open opportunities. But here's something to think about. Instead of focusing on the positives, what if we highlighted the negatives?
You know the question. "How did you get my name??" Believe it or not this is making a comeback.
Shoppers, first let's define what they are. And then we can decide under what set of circumstances we want to send them out anyway.
How do we decide if we should work a Job? Should we spend our time Recruiting on this or not? Let's look at the 7 things a good Recruiter is measuring to determine, "should I recruit, or not?"
One of the core competencies at Dem’s agency is Covering Jobs. But what does that really mean and how do we do it? Listen to Dem explain not only how to do it but when it should be done.
We are so used to getting this objection from Candidates that we have stopped even trying to overcome it. Dem explains how you can use this objection as the very reason your candidates should be looking.
We know how to do Reference Checks. But do we really know when to do them? They can be magic if you are working them the right way.
The Subject is Subject Lines
Emails have become a huge part of a Recruiter's process. But what good are those Emails if nobody is responding? We think it's a content issue, but maybe it's a Subject Line issue?
This one's a done deal! Ring the bell, put it on the board, trust me, it's DONE! She just has one final Teams with the CEO, but it doesn't matter, it's just a formality. Uh, YES, it does matter!! Let's make sure we are Prepping for this.
Most Recruiters think they are doing a great job when they Prep their candidates for interviews. In reality we find that the majority of the prep is about things the person could figure out on their own. Let's focus on what's really important.
No top Recruiter would send a Candidate on an interview without Prepping them first. But wait, interviews have changed. And it doesn't look like it's going back to the old way any time soon. So let's figure out how to properly Prep candidates for the new normal.
Why do we need a whole class on Referrals? Because this is one skill that can determine your success. Let Dem explain why Referrals are so important.
Why should we change the initial call? Maybe an indirect approach is the way to go.
We all have different reasons to give Referrals, so let's keep that in mind when we ask.
There is a reason you aren't getting many Referrals. It's all about the way you ask.
Let's put the last few tips together when it comes to Referrals.
Recruitment training, your way. LISTEN to it, WATCH it, or READ it. Just don’t ignore it.
CANDIDATES 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.
CANDIDATES 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".