I recently conducted an interview with a friend of mine who
had billed $1 million as a solo recruiter. During the session,
he shared specific information on how he used his time and controlled
his focus in order to produce such big numbers. His keys to success include:
1. A burning desire.
If you want to be a big biller, you must do what it takes to get
there. If you’re lukewarm about your goals you can forget about
hitting those big numbers. A high level of success starts with a
passion for what you’re doing.
2. Clarity on the “why.”
Making a lot of money is fine, but if you lose your marriage or
your health in the process, you’ve gained nothing. Better answers
to the "why I need to be a big biller" might be: "
So I can pay off my house in three years," or "So I can
have more freedom to travel," or "So I can sponsor 20
hungry children per month."
3. Visualize yourself as already there.
Spend some time every day reviewing your goals—both personal and
professional. For example, if your goal is to pay off your house
in a short amount of time, set up a specific reward. In the case
of my friend, he printed a photo of the rooftop balcony at the
Blue Parrot Inn in Playa Del Carmen, Mexico and put it in a gold
frame in his bathroom. Every day, when he sees the photo, he pictures
himself sitting there, feeling totally affluent and pleased that
the house is now paid off. In his mind, he's already there.
4. Be “ruthless” about who you work with.
Big billers have clear guidelines in this respect. They're able to
communicate their ground rules with both clients and candidates
and are often very direct in regards to expectations and requirements.
Bottom line; you must respect your time and only work with people
who do the same in order to hit high numbers.
5. Singletask—work in blocks.
You’ve heard this before I’m sure; but this is another common denominator
in top producers. My friend said that he did not answer his phone—at all—during
outgoing calling blocks. You must be able to separate execution from
reacting if you want to excel.
6. Plan meticulously.
Again, you’ve heard it before but it’s a must. My friend used legal
pads, index cards and a simple ACT database the year he billed $1 million—but
he planned each and every call in advance.
7. Track your numbers like a mathematician.
Boring? Maybe, but it’s another hallmark of high production. For information
on the importance of metrics (and how to set up a metrics program),
8. Create systems for everything.
My rule is if you have to do something three or more times in a month,
you should have it documented. Don’t repeat things from scratch that
you could have systematized.
9. Neglect the administrivia.
Learn to say “no,” and find ways to delegate and automate. If you
think about it, there are really only two categories in your work:
revenue generating activities—and everything else. One of the
characteristics that big billers have in common is that they
consistently focus on the 20% that matters—and virtually nothing else.
I assume this is information you’ve heard before—and that’s the deceptive part.
Because you’ve heard it before, it sounds trivial. We all want a new tactic
that can change everything for the better. However, it’s the execution
of these basic skills that separates mediocre production from exceptional