Course Outline

• Five current Realities to Acknowledge
• Impact of Your Attitude
• Importance of Choosing not to React

• No Limits on what you can Achieve
• This is a Career not a Job
• What it takes to become a High Achiever

• Learn the new Business Model
• Examples of this blended workforce model in action
• How to benefit by retirees

• 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.

• How Pre-Closing improves Results
• Five Temporary Candidate Closing Strategies
• Five Client Closing Strategies

• How Planning will increase your Production
• Primary time wasters and Results you Will Achieve
• Nine Steps to effectively Segment your Day

• Why Voice Mail are Not Returned
• Script of Effective Voice Mail that is Returned
• How to be Connected to the Right Person

• Why Candidates and Clients are confused
• Samples of Candidate Expectations
• Samples of Client Expectations

• Learn Ten Candidate Time Wasters and Solutions
• Learn Ten Client Time Wasters and Solutions
• Learn “Your” Time Wasters and Solutions

• The importance of Revenue Modeling
• Inside Information and Leads only Recruiters can Provide
• Impact of Temp Assignments matching Current Top Talent

• 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

• 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

• Benefits of a Proper Prep and Debrief
• Prep and De-Brief Process
• The impact and importance of the candidate experience

• Close from your first contact
• Seven techniques to become proficient at closing your candidate
• Extend an Offer and Sample Script

• Importance of Following Up
• Nurture Clients and Candidates
• Quantify and Improve Results

• Warm, not sales approach to Marketing
• Reference Check contact are Decision Makers
• Script to convert to Marketing Presentations

• Timing is Critical in Client Development
• Ten Mandatory Marketing Strategies
• Benefits of the Marketing Strategies

• Value of Revenue Modeling
• How to qualify your Targets
• Five Major Benefits

• Eight Tactics to earn respect of Recruiting Team
• Present Opportunities to Recruiting Team
• Effectively present Candidates to Clients

• Sales Meeting Preparation
• Sales Meeting Agenda
• Effective Questions to determine Needs and Budget

• Four Categories of Objections
• Effectively overcome top ten Client Objections
• Benefits of overcoming Objections

• How Recruiting Team identifies best companies
• Formula for Success
• Requirements of a Fillable Contract

• Three key points when negotiating
• Top Ten Effective Negotiating Tips
• Seventeen Negotiating Strategies

• Lean your Owners position on working with clients under these arrangements
• Understand the various business models
• Learn the Pros and Cons

• The benefits of knowing your numbers
• What Ratios are Most important to Track
• The Value of Weekly Updates

• How your clients should envision you
• Learn to upgrade clients
• Necessities for Client Relationships

• Learn the correct person to target
• Info Contractors can Provide
• The value of working closely with Recruiters

• Why Referred Clients are the Best
• Five Steps to Increase Client Referrals
• How References lead to Referrals

Add Client Referral Program to Library

• Define your motivation to Get Organized
• Determine your current level of Organization
• Understand benefits of Getting Organized

• Benefits of becoming an Optimist
• Three enemies of Motivation
• How to pull yourself out of a slump

• Questions only you can Answer
• Fourteen Strategies to Accomplish More
• How to Assess your Progress Weekly

• Simple Ways to Stay Informed
• Current Trends
• Ways to become Pro-Active