LESSON 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
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