Course Outline
Contract Staffing Recruiting Tutor
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LESSON ONE: Introduction and Impact of Attitude
- Five current realities to acknowledge
- Impact of your attitude
- Importance of choosing not to react
- How to benefit most from this training
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LESSON TWO: Make it Big in Contract Staffing
- No limits on what you can achieve
- This is a career not a job
- What it takes to become a high achiever
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LESSON THREE: The New Business Model
- Learn the new business model
- Examples of this blended workforce model in action
- How to benefit by retirees
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LESSON FOUR: Terminology
- Learn terminology commonly used in contract staffing
- Utilize proper terminology when interacting with clients
- Utilize proper terminology when interacting with candidates who are often referred to as contractors or consultants.
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LESSON FIVE: Pre-Close and Close – Candidates/Clients
- How preclosing improves results
- Five temporary candidate closing strategies
- Five client closing strategies
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LESSON SIX: Planning
- How planning will increase your production
- Primary time wasters and results you will achieve
- Nine steps to effectively segment your day
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LESSON SEVEN: Effective Voicemail
- Why voicemails are not returned
- Script of effective voicemail that is returned
- How to be connected to the right person
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LESSON EIGHT: Candidate and Client Expectations
- Why candidates and clients are confused
- Samples of candidate expectations
- Samples of client expectations
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LESSON NINE: Best Use of Your Time
- Learn ten candidate time wasters and solutions
- Learn ten client time wasters and solutions
- Learn your time wasters and solutions
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LESSON TEN: You’re on The Same Team (Sales | Recruiting)
- The importance of revenue modeling
- Inside information and leads only recruiters can provide
- Impact of temp assignments matching current temp workers
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LESSON ELEVEN: Determine your WHY
- Learn to set S.M.A.R.T. Goals
- Write ten non-negotiable goals with dated action items
- Stay motivated by achieving or surpassing goals
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LESSON TWELVE: Brand and Differentiators
- Learn how to write and present your brand to candidates and clients
- Ten tips to differentiate with candidates
- Eight tips to differentiate with prospects and clients
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LESSON THIRTEEN: Recruit Contractors
- Goals while recruiting
- Improve your recruiting skills
- Solidify rapport, trust, and loyalty
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LESSON FOURTEEN: Contract Recruiting Scripts
- Why passive candidates are best
- Six most powerful words
- Recruiting presentations
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LESSON FIFTEEN: Overcome Candidate Objections
- Four categories of objections
- Effectively overcome top ten candidate objections
- Benefits of overcoming objections
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LESSON SIXTEEN: Proficiently Interview and Screen
- Learn to interview effectively
- Five goals during Interviews
- Interview tactics that will improve interviews
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LESSON SEVENTEEN: Courtesy Interview
- Why we only place 5% of candidates we attract
- How the other 95% of candidates can limit your success
- Value of a courtesy interview and honesty
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LESSON EIGHTEEN: Prep and Debrief Candidate and Clients | Provide Resources to LPC (Least Placeable Candidates)
- Benefits of a proper prep and debrief
- Prep and debrief process
- The impact and importance of the candidate experience
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LESSON NINETEEN: Close and Extend an Offer
- Close from your first contact
- Seven techniques to become proficient at closing your candidate
- Extend an offer and sample script
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LESSON TWENTY: Candidate Rapport and Trust
- Contract staffing is a relationship building business
- Twelve tips to develop candidate rapport and trust
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LESSON TWENTY-ONE: Candidate Referrals
- Why referred candidates are the best
- How to improve your referral process
- Why you must acknowledge referrals
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LESSON TWENTY-TWO: Convert Direct Candidates to Contractors and Contract to Hire
- Why direct candidates should consider working as a contractor
- The benefits of contract to hire
- Conversion fees
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LESSON TWENTY-THREE: Follow Up – Touch – Quality Control
- Importance of following up
- Nurture clients and candidates
- Quantify and improve results
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LESSON TWENTY-FOUR: Redeploy Candidates and Become a Lifetime Career Agent
- Five rules to establishing a long-standing relationship with candidates
- Three questions your candidates want answered
- How to position yourself as a lifetime career agent
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LESSON TWENTY-FIVE: Reference Checks into Marketing Presentations
- Warm, not sales approach to marketing
- Reference check contact are decision makers
- Script to convert to marketing presentations
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LESSON TWENTY-SIX: Presentations
- Eight tactics to earn respect of recruiting team
- Present opportunities to recruiting team
- Effectively present candidates to clients
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LESSON TWENTY-SEVEN: Working with VMS, MSP, RPO & Vendor on Premise
- Learn your owner’s position on working with clients under these arrangements
- Understand the various business models
- Learn the pros and cons
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LESSON TWENTY-EIGHT: Know Your Ratios and Provide Weekly Updates
- The benefits of knowing your numbers
- What ratios are most important to track
- The value of weekly updates
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LESSON TWENTY-NINE: Multiple Contacts and Other Hiring Authorities
- Learn the correct person to target
- Information contractors can provide
- The value of working closely with recruiters
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LESSON THIRTY: Importance of Organization
- Define your motivation to get organized
- Determine your current level of organization
- Understand benefits of getting organized
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LESSON THIRTY-ONE: Stay Motivated
- Benefits of becoming an optimist
- Three enemies of motivation
- How to pull yourself out of a slump
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LESSON THIRTY-TWO: Elevate Your Level of Success
- Questions only you can answer
- Fourteen strategies to accomplish more
- How to assess your progress weekly
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Anticipate Trends and Embrace Change
- Simple ways to stay informed
- Current trends
- Ways to become proactive
