Guide for Performance Management and Metrics
7 Assumptions Recruiters Make That Significantly Inhibit Their Success by Mike Gionta (44 minutes)
In this presentation, Mike shows how to become more consultative by conducting in-depth diagnosis for your client, how to stop “pitching” your prospects and telling them what you need, and how to progress in developing mutually beneficial client accounts. He covers the power of taking a consultative approach, what we can control and influence, quality vs. quantity, tracking metrics regardless of tenure, process management with clients, and easing a reluctant client into a graduated fee system.
Big Biller Insights by Wes Washington (23 minutes)
In this presentation, Wes shares his key factors to be successful in recruiting. These include tips for motivation, accountability, and market mastery.
Business Development by Tim Tolan (65 minutes)
Tim discusses business development ideas, including the requirements for developing business, building an ideal client profile, positioning yourself in the market, marketing your practice including a sequence of touchpoints, and measuring your success with weekly metrics. This session also includes Tim’s “Trade Show Checklist.”
Coping with Disappointment by Scott Love (45 minutes)
Scott discusses the key concepts of performance improvement, how top performers target, visualize, plan, and follow through to success, and how to apply these concepts to close more business.
Don’t Be That Recruiter by Michael Pietrack (18 minutes)
Michael talks about the things not to do in the recruiting business so you don’t come across as “that” recruiter.
Goal Setting by Stacy Napoles (15 minutes)
Stacy shares best practices for goal setting. The only thing standing between you and your goal is the false narrative you keep telling yourself about why you can’t achieve it. You’ve just proven to yourself that you CAN do it! Goal setting is vital because it helps you decide and focus on what’s important to you. You can’t create a plan to get there if you don’t know what you want to accomplish. Setting goals is the vehicle that will drive you to your desired destination.
Hooks, Bricks, Toilets, and Pride by Greg Doersching (57 minutes)
Greg shares how to get our hooks into clients (selling), get back to the building blocks of closing (bricks), flush the rejections we hear every day (toilets), and always strive for excellence with a sense of pride.
More Candidates to Clients by Karen Schmidt (12 minutes)
A good coach can look at the weaknesses and the gaps and know what adjustments need to be made to outplay the opponent. This session will teach YOU how to be your own best halftime coach: how to evaluate your game film, your past performances, and your current results to make the appropriate adjustments to combine your conation, which is your will to succeed, with the plays necessary to make that desire a reality.
Recruiting Simplified by Monte Merz (24 minutes)
Monte simplifies and discusses the key factors to recruit successfully and how to apply these to your practice.
Self-Directed Performance Management by Jeff Kaye (55 minutes)
Success will happen by law, not by chance. In this session, Jeff will help you define a measurable and quantifiable approach to help you learn how to determine, measure and track the behaviors necessary to achieve your “Why.” This session will help you achieve peak performance consistently.
The Daily Planner and 100 Point Worksheet by Bob Marshall (21 minutes)
Like any good map, planning forces you to stay on target. Bob shares the classics of planning and organization in this presentation, the daily planner and the 100-point worksheet. This session will help answer the question: How do we know if we had a great week? Sure, making a placement counts, but what about the smaller victories? Bob’s 100 Point Worksheet helps ensure that the daily and weekly activities lead to the placements that make great weeks! There should never be a week that you don’t register a check in the “win” column. The Prime Directives are created with the thought that not a day should go by that you don’t register a check in the “win” column.
Why Plans Fail by Mike Gionta (40 minutes)
Mike discusses how business plans for your desk based on raw numbers without a clear vision of what that production level is required – can lead to poor results. Mike shows how to define specific objectives, stay on track, and reach your billing goals!
