Course Outline

Owner Tutor- Add Direct Hire

LESSON ONE: Introduction
- Why Blended Firms are the most lucrative
- How hiring needs of clients and lifestyles of candidates have changed
- Major Benefits of adding Direct Hires to your business model
LESSON TWO: Review Exit Plan
- How to get the most out of this training
- Benefits of updating your Exit Strategy
- Three most common Exit Strategies
LESSON THREE: Increase Sources of Revenue
- The problem with most P & L Statements
- How Direct Hire doubles your sources of Revenue
- When it’s most beneficial for your clients to hire Direct Candidates
LESSON FOUR: Competitive Edge
- How to adapt your efforts based on Client Needs
- How to present your competitive edge of adding Direct Hire to your Clients
- How to present your competitive edge of adding Direct Hire to your Candidates
LESSON FIVE: Terminology
- Learn terminology commonly use in Direct Hire business
- Utilize proper terminology when interacting with Clients
- Utilize proper terminology when interacting with Candidates
LESSON SIX: New Business Model
- Embrace that your current clients are hiring Direct Hires – just not from you
- Learn how the workforce has changed, and will continue to change
- Effectively sell the benefits of the New Business Model to your Clients
LESSON SEVEN: Contacts and Differentiators
- The contact for Direct Hire is usually different than the person who hires Temp/Contract
- Know and promote your brand, which should reflect your track record of success
- Understand current realities from Clients who utilize Direct hire Firms
LESSON EIGHT: Improve Retention
- Learn how to help retain the candidates you place
- Learn how to help your clients retain the talent they hire
- How communication and feedback will enhance retention
LESSON NINE: Flourish during Economic Cycles
- Understand why Staffing and Recruiting has a history of being cyclical
- Understand the benefits of placing both Direct and Flexible Staffing
- Learn the benefits to your company, clients, candidates and internal team
LESSON TEN: Balance Direct and Temp/Contract
- Understand the commitment it will take to add Direct Hire
- Learn how to balance your current business with Direct Hire
- Master five strategies to help you focus on Best Use of Your Time
LESSON ELEVEN: Contingency, Engagement or Retained
- Review all three pricing options
- Determine if you will offer more than one pricing option
- How to analyze results to make changes
LESSON TWELVE: Separate Corporate Entity
- Direct Hire is a different business model than Contract or Temp Staffing
- How setting up a separate entity can save you taxes and reduce risks
- Determine how to generate the highest level of profits
LESSON THIRTEEN: Protect your Business and Assets
- Why you should control everything and own nothing
- Review reasons we recommend you create a Trust
- How Estate Planning protects your Business and Personal Assets
LESSON FOURTEEN: Unbundle Services
- Learn how unbundling services can generate revenue
- Understand the actions that generates NO revenue
- Identify opportunities to unbundle your Direct Hire Services
LESSON FIFTEEN: Select a Niche
- Determine if your current niche is appropriate for Direct Hires
- How to select a lucrative niche
- Limit the job titles you place to generate the highest profits.
LESSON SIXTEEN: Revise Website and LinkedIn Profiles
- Revise your website to attract Direct Hire Clients
- Revise your website to attract Direct Hire Candidates
- Revise your LinkedIn Profile to prove your specialization to Direct hire
LESSON SEVENTEEN: Overcome Objections
- Learn why you and your team should welcome objections
- Understand the four categories of objections
- Effectively overcome the top 5 Client and Candidate objections
LESSON EIGHTEEN: Create a Marketing System
- How Client Development for Direct Hire has changed
- Sixteen steps to create an effective Marketing/Sales System
- Systems which will have the greatest impact on your success
LESSON NINETEEN: Create a Recruiting System
- Create and implement a repeatable recruiting process
- Systems which will have the greatest impact on your recruiting success
- Learn candidate motivators to accept Direct Hire opportunities
LESSON TWENTY: Design Marketing Materials
- Review and update your marketing materials with Direct Hire
- Consider unique ways to market your services
- Fun ways to land Direct Hire Clients without face to face sales calls
LESSON TWENTY-ONE: Scripts and Effective Voice Mail
- Effective Recruiting Scripts
- Effective Marketing Scripts
- Voice Mail Scripts that will be returned by Direct Clients and Candidates
LESSON TWENTY-TWO: Interview Techniques
- Consistent interviewing Questions and Techniques
- How to Pre-Close throughout the Interview Process
- Uncover Real Reasons candidates will make job changes
- The benefits of Courtesy Interviews
LESSON TWENTY-THREE: Set Minimum Standards of Performance
- Benefits of measuring activities
- Important Candidate and Client Ratios
- Benefits of implementing Accountability
LESSON TWENTY-FOUR: Internal Staff Needs and Training
- How to set goals and objectives for Direct Hire
- Determine your Staffing Needs
- Hiring Process and value of Assessment Tools
- Train your new Hires
LESSON TWENTY-FIVE: Write Fillable Business
- Inside information from Recruiting Team to Increase Sales
- Formula for Success in this competitive Candidate-Driven market
- Requirements for Fillable business
LESSON TWENTY-SIX: Track Stats and Ratios
- Critical Stats to Monitor
- Activities to Measure
- Minimum Results needed daily to Attain or Surpass Goals
LESSON TWENTY-SEVEN: Decrease Problem Areas
- Current candidate realities and challenges
- Primary problem areas and solution
- Implementation will increase sales and profits
LESSON TWENTY-EIGHT: Negotiate Salaries, Fees & Guarantees
- Confidently quote and obtain your full fee
- Selling and negotiating simultaneously
- Eight strategies to prove value of fees charged and guarantees offered
LESSON TWENTY-NINE: Increase Referrals
- Steps to increase candidate referrals
- Steps to increase client referrals
- How reference checks can lead to referrals
LESSON THIRTY: Market Candidates
- Six benefits of Marketing Candidates to generate Direct Hires
- Criteria of Candidates to Market
- Objectives and effectively overcome concerns
LESSON THIRTY-ONE: Pre-Close and Close
- The Pre-close Process
- Anticipate Issues
- Closing Strategies
LESSON THIRTY-TWO: Extend Offers
- Vital information included in a Direct Hire Offer
- How to pre-close candidate before extending offer
- Extend offers that are accepted
LESSON THIRTY-THREE: Follow-Up & Quality Control
- Benefits of following up with Clients
- Benefits of following up with Candidate
- Effective Follow up Process
LESSON THIRTY-FOUR: Nurture – Lifetime Relationships
- How to become a Lifetime Agent to Candidates
- Three Questions, candidates want answered
- Effective Nurturing Process and Benefits
LESSON THIRTY-FIVE: Anticipate Trends and Embrace Change
- Learn how to Anticipate Trends
- Determine your Risk-taking abilities
- The importance of embracing Change