NLE TV Program Guide

What can I access on NLE TV?

Members gain unlimited access to all archived and newly released NLE TV recruiting training episodes. In addition to training content, we offer NLE TV episodes featuring big billers – multi-million dollar producers, many with individual revenues north of $1 million each year. These Big Billers inspire your team by talking about how they got started in the business, how they branded themselves, how they stay motivated, and their daily performance metrics.

NLE TV episodes are ideal for a weekly meeting series, and facilitation guides and supplemental materials are provided for each session. Members can watch anytime and anywhere, and the information covered in these sessions will hit you from all angles to elevate your game.

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NLE TV

     

    Streaming video - 7 minutes

    To take your recruiting practice to the next level, it's crucial to integrate attendance at industry events, such as meetings, conventions, or congresses, into your business development plan.

    These annual gatherings in your niche are frequented by numerous potential recruits or clients. Even if you feel you already know all the key players in your field or are worried about time spent away from the office, Michael shares ideas to strengthen your existing relationships through strategic participation in meetings and association marketing.

    In this video, Michael Pietrack discusses the reasons for attending these events, helping you to identify the specific types of meetings most beneficial for your goals, and provides guidance on what actions to take before, during, and after the events to maximize your networking and business opportunities.

     

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    Streaming video - 14 minutes

    When discussing compensation with potential hires, you can employ a distinct approach that not only provides you with the necessary details, but also offers insight into the candidate's true financial priorities. It is essential to convey to the candidate that their best interests are the priority, and you are well-versed in the subject of compensation. Recheck these figures every time a new interview is scheduled. As candidates gain a better understanding of the opportunity, their expectations might shift.

    In this video, Greg Doersching walks us through the keys to talking about money with candidates. Adhering to Greg’s methods ensures you maintain a strong grip on the final decision when presenting an offer.

     

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    Streaming video - 6 minutes

    Think back to high school basketball practice. Remember the drill the three-man weave? Three players engage in the pass and follow, in a weaving pattern. Like those three players, there are three activities that you should do every week, weaving them together down the court as you try to score more searches. If you do this weaving drill, week in and week out, you’ll consistently get more searches, while staying relevant and engaged in your market.

    In this video, Michael Pietrack, who is also a sports coach, shares this proven practice drill that can help you win in your recruiting game.

     

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    Streaming video - 10 minutes

    In most cases, the interviewing and hiring process is not a core area of expertise for our clients. We spend a significant amount of time prepping candidates, yet rarely do we spend equal time preparing our clients, who are our paying customers. We can and should help clients with a quality client preparation outline with guidelines for the recruiting process and a roadmap for an effective experience. It leads to the ultimate win, win, win for the client, the candidate, and of course the recruiter.

    In this quick tip, Lil Roy shows how delivering a client preparation outline solidifies our position as subject matter experts while differentiating and elevating our customized approach to satisfying our clients.

     

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    Streaming video - 11 minutes

    In this NLE Quick Tip, Greg Doersching shares that productivity is never an accident. It is the result of three things, a commitment to excellence, intelligent planning, and a consistent focused effort. Intelligent planning means for the best possible candidate requires calling people at work. That phone call could be worth thousands of dollars in commission to you personally. Do you want the money? Make the call!

     

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    Streaming video - 9 minutes

    If you dedicate time and resources to sourcing a vast number of contacts for an automated outreach campaign, you will possess valuable, costly, and highly potentiated data. Within that contact information lies potential revenue. Enhancing your automated outreach involves personalization, creating a one-on-one connection with your recipients, and adding a human touch to your approach.

    By following Maxwell McNamara's expert advice shared in this NLE Quick Tip, you can optimize your automated outreach and achieve superior outcomes.

     

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    Streaming video - 26 minutes

    Max McNamara is CEO at Full Spectrum Staffing Solutions, a member of the Sanford Rose Associates Network of offices, a full-service healthcare recruiting agency specializing in long-term care department leaders and c-level executives. Before founding Full Spectrum Staffing, Max spent nearly a decade as a teacher in the private education space, then entered the recruitment industry as a search consultant, to then ultimately become Vice President of Recruiting of a search firm in the Greater Los Angeles area.

    In Max’s presentation, he shares his top tips in earning the trust and confidence of his clients and candidates. These include leveraging the power of market mastery, how he builds personal relationships in his market, the power of the “nudge”, and his actual scripts to close more business.

     

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    Streaming video - 26 minutes

    Owen Carryl is a Team Leader and Search Consultant on the Food Safety Practice at Kaye/Bassman International. Owen joined Kaye/Bassman with a passion for helping Food Safety professionals improve in manufacturing food that is safe and protecting their brands by providing key insights into food safety best practices across different sectors of the food industry. His expertise encompasses the complete product lifecycle from ideation through commercialization and the supply chain. To date, his team has placed well over 500 food professionals throughout the United States. Prior to joining Kaye/Bassman, Owen came from a background as a Director of R&D and Open Innovation with a $60 billion snack food and beverage company.

    Today, he’ll share his top 4 best practices for success to help your career too!

     

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    Streaming video -  33 minutes

    Wes Washington is the Founder and Managing Director of Boaz Partners a member of the Sanford Rose Associates network of offices. Boaz Partners is an executive recruitment firm providing companies with custom recruiting solutions in the Specialty Chemicals, Engineered Materials, Life Science and Accounting and Finance markets. Prior to starting Boaz Partners, he spent six years in recruiting at his family’s search firm, where he hired, trained, and lead a team of search executives in the industrial manufacturing market.

    In this presentation, Wes shares his key factors to being successful in recruiting. These include tips for motivation, accountability and market mastery.

     

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    Streaming video -  38 minutes

    Lee Martin is a Managing Director and a leader of the construction and real estate practice at Kaye/Bassman International. Lee joined Kaye/Bassman in 2004 and specializes primarily in the midwest commercial construction market; assisting clients from hiring of key leadership roles for new divisions to staffing entire construction projects. As one of the leaders of the construction practice, Lee maintains a high level of client focused search with top national general contractors, consulting engineering firms, and boasts upper level placements with some of the largest privately held companies in the world. Lee’s clients include some of the most well-known and respected ENR Top 400 commercial general contractors and consulting engineering firms in the United States.

    In this presentation, Lee shares his three best practices for next level selling.

     

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    Streaming video -  44 minutes

    Yosef Colish is the Founder and Managing Director of Leah Yosef International, a member of the Sanford Rose Associates network of offices. With an extensive background in search and research, in 2017, Yosef founded Leah Yosef International to serve the Private Wealth and Investment Management market by delivering premier talent to registered investment advisory organizations and multi-family offices nationwide.

    In his presentation, Yosef shares his express-lane to increase your billings. He'll discuss how he grew his desk from $150k to $800k without adding employees. Get ready to hear about his smart and proven process, his checklists to successful placements, his outsourcing tips and more.

     

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    Streaming video -  32 minutes

    Ashley Richards is a Managing Partner and leader of the construction and real estate practice at Kaye/Bassman International. She joined Kaye/Bassman in 2010 and oversees the recruitment of construction professionals, plus new client development and strategic marketing in North Texas and Oklahoma. She is responsible for recruiting and placing senior management level positions for the most well-known and respected development groups and commercial builders.

    In this presentation, Ashley shares her key factors to being successful in recruiting. These include her branding and client development ideas, how she differentiates with great questions, her ongoing professional development, and more.

     

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    Streaming video -  28 minutes

    Sean Gill is Owner and Managing Partner of Conexus Talent Acquisition Solutions, a member of the Sanford Rose Associates network of offices. Sean began his career as a CPA, working for Deloitte and The Walt Disney Company. He transitioned into recruiting in 1999, originally working for a national finance-focused search firm, where he ultimately became the Regional Manager for Southern California. He then spent nine years as a Founding Partner of The Woodward Group, a Los Angeles based finance focused search firm.

    Sean founded Conexus in January 2012 with the vision of building a new firm whose model was ideally suited to meet the variety of challenges faced by his clients. Known for his energetic work style, a passion for client service, and an ability to solve complex problems, Sean has consistently been a top producer while maintaining a reputation for quality results. As a result, nearly 100% of Sean’s clients have used him for multiple assignments.

    In this presentation, Sean shares his insights into how to run a consistently productive desk.

     

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    Streaming video -  28 minutes

    Bob Broady is the President of BroadReach Search Partners, a member of the Sanford Rose Associates network and is located in Denver, Colorado. Bob’s team recruits in healthcare for sales, marketing, service, operations and executive leadership. Bob’s industry background includes over 20 years of experience in positions such as a Major Account Director of Sales, Senior Sales Account Executive, Consulting Services Executive, Product Marketing Director, and Product Manager.

    In this big biller presentation, Bob shares his keys to take your game to the next level, including the advanced closing concept he calls “Navigating the Red Zone”. Follow his process and it will help improve your hiring process and make more placements!

     

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    Streaming video -  43 minutes

    Mark Stocker is the President and Owner of SANINC, and it’s 3 divisions, MetalJobs Network, ConstructionJobs Network, and PlasticJobs Network. SANINC is a member of the Sanford Rose Associates network of offices.

    Prior to entering the recruiting and placement profession, Mark spent over twenty years building, training, and managing successful sales teams. This “in the trenches” experience gave him the skill sets he uses today to recruit, evaluate, and place top talent.

    In this big biller presentation, Mark shares his sales experience to recruiting and will outline 8 key areas which are paramount to success in building a recruitment firm and brand. Ranging from specialization, to processes, to branding, to scripts – these ideas, when fully implemented will help your practice grow.

     

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    Streaming video -  31 minutes

    Greg Musto is the CEO of The Roman Healthcare Group, a member of the Sanford Rose Associates network, and is located in the Chattanooga Tennessee area. Greg’s team recruits in the Infection Prevention, Quality Services, Patient Safety, and Medical Device fields.

    As a Certified Personnel Consultant, Greg has nearly 20 years of experience in the executive search industry, and he founded The Roman Healthcare Group in 2008.

    In this big biller presentation, Greg shares his three key elements to his success and market domination. He includes tips and real-world examples that can pave the way to your long-term success as well.

     

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    Streaming video -  34 minutes

    Ruben Moreno is a founding Partner of Blue Rock Search, a member of the Sanford Rose Associates network of offices. After a 20+ year career in human resources and executive search, Ruben co-founded Blue Rock Search based on a simple but ambitious vision of creating a firm that would “Change Lives and Organizations One Relationship at a Time.”

    Prior to founding Blue Rock Search, Ruben spent 10 years in talent acquisition and executive search. During that time, he built deep relationships within the HR executive & total rewards leadership communities. During his corporate career, Ruben held multiple senior level HR leadership roles across several well-known Fortune 500 organizations, including Ingersoll-Rand, Nabisco, and Pepsi.

    In this big biller presentation, Ruben shares his best tips to build and grow a retained search desk.

     

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    Streaming video -  40 minutes

    Chris Rios is a founding Partner of Blue Rock Search, a member of the Sanford Rose Associates network of offices. Chris has leveraged his 15-plus years of recruiting experience to build a Fortune 500 corporate desk in the supply chain, finance, engineering and hospitality industries.

    His desire and passion to deliver to customers the "best recruiting experience" they have ever had to his clients and candidates alike, has led him to the role of Chief Customer Experience Officer. This solidified Blue Rock’s commitment to developing long-standing relationships with both their clients and candidates.

    In this big biller presentation, Chris will provide you with a crash course in developing an unbelievable customer experience for your clients and candidates.

     

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    Streaming video -  26 minutes

    Nancy Estep-Critchett is a founding Partner of Blue Rock Search, a member of the Sanford Rose Associates network of offices. Nancy has more than twenty years of experience as a business advisor and executive recruiter in the franchising industry. With direct engagement in all functional areas including franchise sales, real estate and construction, operations, marketing and international development, Nancy has placed more than 400 C-level and Director level candidates. Prior to Blue Rock Search, Nancy was the first employee at one of the most widely recognized firms specializing in franchising in the 1990’s. She managed the research function and then moved into partnership, then ownership in 2003. Nancy is also the Founder of Source First Incorporated, a Sarasota, Florida based business specializing in franchise sales and consulting and Founder of Franchise Resales LLC, a service company specializing in reselling franchises.

    In this big biller presentation, Nancy shared 5 tips to make you a more successful recruiter and happier while doing the work.

     

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    Streaming video -  43 minutes

    Joe Hunt is a Managing Partner and Americas Regional Director of Hunt Executive Search and IRC Global Executive Search Partners. Joe has had an extremely successful career in both management consulting and the executive search & recruiting business for over 20 years. As an actively engaged Partner is the business, he continues to personally conduct searches and has successfully completed more than 500 assignments globally. Prior to starting Hunt Executive Search, Inc. in 1988, Joe was “Rookie of the Year” and subsequently a Top 1% producer with two of the largest global search firms. His work has focused at the C-Suite, Division President, General Management, and EVP/SVP/VP level functional leadership is Sales, Marketing, Product Supply, Manufacturing, R&D, Finance and Human Resources. As an industry expert in executive, professional, and technical search, Joe is frequently a keynote speaker at industry events. He has been quoted on multiple media’s including USA Today, Wall Street Journal, Business Week, Fortune and many of the Consumer Goods and Life Science industry association publications. Joe is a certified behavior and values analyst as well as certified in TriMetrix HD. He has authored and published dozens of articles on topics in management, human capital, personal/professional development and leadership related topics.

    In Joe's presentation, he shares how he got started in search, his transition to the Market Mastery model of the search business, how he continues to build his practice, and much more.

     

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    Streaming video -  32 minutes

    Stephen Provost is the Senior Partner and Co-Founder of Prestige Scientific. Since Prestige Scientific’s inception, Stephen has led the firm to complete over 500 executive searches for Life Science clients nationwide from senior management to C-level. Those clients have included venture funded biotechnology firms to public large pharmaceutical companies.

    At age 25, Stephen was hired to start the Boston office of a privately-held national search firm. Stephen became one of the top Search Consultants in the country and was hand selected by the CEO to assume management oversight within his first year. After his quick rise to management, Stephen led his office to become the second most profitable division of the company before its acquisition by a private equity firm.

    In this session, Stephen shares how he was able to make placements in every month in his first year of search, to his creative ideas to get call-backs, and much more.

     

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    Streaming video -  32 minutes

    Jennifer Powers is the owner of J Powers Recruiting based in Sacramento California.  J Powers Recruiting focuses on Recruiting for Construction and Engineering with a major emphasis in Heavy Civil and Transportation industries. Jennifer began her career in recruiting as a Project Manager in construction for 13 years prior to becoming a recruiter in 2005. Her achievements in search include Rookie of the year, Account Executive of the year, and achieving $1 million in sales faster than any other recruiter in her office. In January of 2012, she founded J Powers Recruiting, Inc. and continues to grow.

    In this presentation, Jennifer shares her best-practices that have brought prosperity in many forms – relationships, personal growth and money.

     

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    Streaming video -  40 minutes

    Drue DeAngelis is the Founder and Managing Partner of The DeAngelis Group in Scottsdale, Arizona. The DeAngelis Group is a Retained Executive Search firm specializing in the medical device industry nationwide. Prior to starting The DeAngelis Group, Drue was at Zimmer for 10 years as a Multiple President's Club Achieving Sales Representative before being recruited by Stryker as Branch Manager of the Arizona Branch where he built an award winning team in Reconstruction, Trauma & Spine. Since 2000, The DeAngelis Group has been helping orthopedic companies overcome talent leadership challenges by offering a broad range of services from Strategic Planning to Execution of Executive Search.

    In this presentation, Drue will show you how to increase your fees while working on fewer searches, have better collaboration with your clients, and always get paid for the work that you do.

     

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    Streaming video -  43 minutes

    Mike Silverstein is a Managing Partner for Direct Recruiters and is the Director of the Healthcare IT Practice.  Mike is spearheading the expansion of DRI’s Automated Healthcare Solutions Division and his diverse background helps him to identify exceptional Leadership, Sales, Sales Management and Engineering candidates for Fortune 500 clients.  Mike joined Direct Recruiters in 2008 with no previous search experience; in his first full year he billed $400,000 and has increased each year to close out 2012 at just over $1 million.  He continues to increase year after year by dominating his niche and being a market master.

    In Mike’s presentation, he shares how he got started in search, his transition to the Market Mastery model of the search business, how he continues to build his practice, and much more.

     

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    Streaming video -  35 minutes

    Chad Dean is the President of Sanford Rose Associates – Integrated Management in Tempe,  AZ.  Since 1996, Chad has recruited everything from contract engineers to executive level managers to wall street traders. Starting in 2003, Chad entered the financial services recruiting industry placing bankers, structurers, traders, sales and quant analysts for top financial firms like Citigroup, Goldman Sachs, Morgan Stanley, and RBC.  He has won numerous recruitment performance awards, including top biller records from 2006 to 2009.

    In Chad's presentation, he shares how he got started in search, his transition to the Market Mastery model of the search business, how he continues to build his practice, and much more.

     

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    Streaming video -  42 minutes

    David Peterson is a Managing Partner for Direct Recruiters and manages and oversees DRI search and recruitment teams in the Plastics and Flexible Packaging industries. David is a current and active member of the Society of Plastic Engineers, Cleveland Chapter of the Ohio Recruiters Association and served as their Chapter Chair for several years. In addition, he is a member of National Association of Personnel Services (NAPS). David is often interviewed and quoted in trade publications such as Business Solutions Magazine, Plastics News and Flexible Packaging Magazine.

    In David's presentation, he shares how he got started in search, his transition to the Market Mastery model of the search business, how he continues to build his practice, and much more.

     

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    Streaming video -  33 minutes

    Joe Ankus has been a legal search consultant since 1991 and is the President of Ankus Consulting based in Ft. Lauderdale, Florida.  Joe graduated from the University of Pennsylvania, magna cum laude, with a concentration in Communication Systems and a minor from the Wharton School in Marketing.  He graduated from the University of Florida College of Law, with honors, and was a Senior Editor of the Florida Law Review.  Before becoming a legal recruiter, Joe was an associate with two of the nation’s largest law firms.  Joe is the current Executive Director of the National Association of Legal Search Consultants (NALSC) which is comprised of approximately 200 legal recruiting firms across the nation.  He is also a top recruiting industry trainer offering customized training materials and individualized sessions to recruiting firms across the nation

    In Joe's presentation, he shares his best tips, ideas, learning lessons, funny stories, and a retrospective of his success after completing 250,000 calls and 20+ years in the search industry.

     

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    Streaming video -  51 minutes

    Joe Rice is the President and CEO of Joseph David International, based in Phoenix, Arizona. An Award winning Executive Recruiter, Joe has been recruiting exclusively in the hotel industry since 2005. He predominantly places Director and VP level executives in the hotel industry for operators of upscale and full service hotels on a national basis. He's developed his Market Mastery by being focused exclusively on the hotel industry for nearly a decade. Joe has won numerous "Recruiter of the Year" awards and is a member of an exclusive consortium of the top 75 recruiters in the country, known as The Pinnacle Society.Joe Rice is the President and CEO of Joseph David International, based in Phoenix, Arizona. An Award winning Executive Recruiter, Joe has been recruiting exclusively in the hotel industry since 2005. He predominantly places Director and VP level executives in the hotel industry for operators of upscale and full service hotels on a national basis. He's developed his Market Mastery by being focused exclusively on the hotel industry for nearly a decade. Joe has won numerous "Recruiter of the Year" awards and is a member of an exclusive consortium of the top 75 recruiters in the country, known as The Pinnacle Society.

    In Joe's presentation, he shares how he got started in search, his transition to the Market Mastery model of the search business, how he continues to build his practice, and much more.

     

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    Streaming video -  51 minutes

    Dan Charney is the Managing Partner of Direct Recruiters, an executive search firm with over three decades of experience in recruitment.  Dan brings a unique blend of executive search perspectives and recruitment techniques to his clients in the industries of Packaging, Capital Equipment, Material Handling Systems, Supply Chain Automation, Data Collections, and RFID.
    Dan is a co-founder of the Ohio Association of Executive Search Professionals, Cleveland Chapter. In addition, he is a member of NAPS, RFID Tribe, and IOPP. He is often interviewed and quoted in well-known trade publications including Food & Beverage Packaging Magazine, Material Handling Management Magazine, and the MHIA e-Mhove Newsletter.

    In Dan’s presentation, he discusses how he built his practice, his metrics for success, and the must-haves for a successful search practice.

     

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    Streaming video -  27 minutes

    Peg Newman is President of Sanford Rose Associates – Salt Lake City, Utah.  Peg has over  two decades of success in recruitment in Accounting & Finance, Business Support, Construction & Real Estate, Engineering, Insurance, and Oil & Gas. Peg thrives on being able to help her clients find top candidates in their industry throughout much of the U.S., with a primary focus in the Western states.

    In Peg’s presentation, she discusses the differences and advantages of the Contract and Direct hiring services, how she identifies the best hiring solution for her clients, her ongoing marketing plans for her practice, and the “X-Factor” for making successful placements.

     

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    Streaming video -  36 minutes

    John McSpadden leads the Dallas office of DHR International as Managing Director.  A Texas native, he leads searches in the Professional Services and Venture Capital & Private Equity Sectors.  His professional services clientele include Big 4 Firms, Top National Management Consulting Firms, and 2nd Tier Accounting & Management Consulting Firms.  John partners with Private Equity Funds and places CEOs, CFOs, COOs and other related executive positions within their Portfolio Companies.

    In John's presentation, he discusses the keys to his success including:

    • Planning and executing
    • Key performance metrics
    • The process of annually increasing his fees
    • His chameleon approach of adding new recruiting and contract staffing services to his business

     

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    Streaming video -  33 minutes

    Chad Oakley is the President and Chief Operating Officer, Executive Recruiter and Practice Leader for Strategy & Business Development at Charles Aris. His areas of recruiting expertise include placing key executives in Strategy, Business Development, Finance & Accounting, Marketing, Consumer Packaged Goods, and Retail positions.  Prior to joining Charles Aris, Chad served as a Consultant and Case Team Leader in the Boston practice of Bain & Company. At Bain, Chad focused on solving strategic challenges for clients in a number of industries including software, telecommunications, optical networking, manufacturing and financial services.

    In his presentation - Chad shares his big biller insights including:

    • The Impact of Market Mastery
    • The “Most Favored Client Clause”
    • The  Power of Great Client Deliverables

     

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    Streaming video -  60 minutes

    Joel is the CEO of ICON Medical Network and the ICON Group of Companies, ICON Technical Network and ICON Locum Tenens.com.  Joel has spent his professional career starting, building and improving businesses, spanning multiple industries.  He has spent over a decade in the Staffing Industry, migrating from one of the nation’s leading search professionals to now the CEO of ICON Medical Network.  Throughout his tenure in the staffing industry he has carried “Recruiter of the Year” honors as well as being named one of the most influential people in the healthcare staffing industry.  Joel is considered an industry expert in Healthcare, Life Sciences and Information Technology staffing and has been quoted in publications like The Wall Street Journal, Business Week, The Business Journal and other Healthcare related publications. He is also a frequent speaker at staffing industry related conferences around the United States.

    In Joel’s presentation, he shares some of his best practices and recruiting concepts including how he maintains a 2 to 1 send out ratio, using the Power of 3, using L.E.R. and the Language Power CDS, and key must-do steps for continued success.

     

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    Streaming video - 26 minutes

    Brett Blair is the President of Sanford Rose Associates – Brighton (Michigan).  Brett is a member of the Sanford Rose Associates “President’s Club,” and has been one of the top SRA offices each year since opening his firm in the Detroit suburbs in 2007.  He has conducted searches for clients in primarily the mid-range of the organization, from professional /technical individual contributors up to the Vice President level.  His firm’s primary niche is with the automotive electrical manufacturing segment, and he also specializes in Human Resources functional placements.  With extensive international experience, including time living in Japan and working throughout Mexico and Europe, Brett is very active with international retained search assignments.  In his previous career, Brett held a variety of roles inside Alcoa’s automotive division, including Process Engineer, Customer Service Manager, Purchasing Manager, Director of Trade Compliance, Director of Market Development, Director of Human Resources, and ultimately General Manager of Alcoa’s $200M global automotive electronics division.  Brett has a relentlessly positive approach to life and to his search practice, and is an expert in the field of personal motivation, life balance, goal setting and achievement.

    In Brett’s Big-Biller presentation, he speaks about what led him to enter into the search business, how he launched his business in the early years, and how he continues to grow his business today.  Brett also shares his thoughts on the importance of “controlling one’s thinking,” the power of written goal setting, and the advantage that comes from a life-long quest for balance and personal growth.

     

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    Streaming video -  41 minutes

    Michael Pietrack is a top recruiter in the Medical Science Liaison space in the highly competitive Pharmaceutical industry. Michael is recognized as one of the biggest billers in a worldwide recruitment network, and has been in the top-five of the network for the last three years. In 2013 he was #1 Worldwide Recruiter in this network. In 2014 he cashed in over $2.1M as solo producer and inducted into the Pinnacle Society. Michael is a true specialist and market master, and today, he is going to share some best practices to how he has reached his $2M in one year achievement.

    In this session, Michael walks us through strategies that have helped him grow the awareness of his brand, and you’ll leave this presentation will many easy-to-implement ways to bring value to your market and differentiate yourself from your competition.

     

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    Streaming video -  66 minutes

    Rich Carter has “lived” many lives in search – first as a candidate, then as a client/hiring manager, to search firm owner, search firm franchisee, search firm franchisor, top producing recruiter….and also recruitment trainer for a network of search professionals! Today, Rich Carter is President of R. Carter & Associates, an executive search consulting firm in the Greater Atlanta Georgia Area. In addition to his executive search expertise, Rich has over 20 years of leadership experience in large and small biotechnology and life sciences entities. After obtaining his Doctorate in Chemistry from Georgia Tech, he joined the Centers for Disease Control and Prevention in Atlanta. He later moved to the private sector, serving in various management positions for DuPont Medical Products and Baxter Healthcare before joining Chiron Corporation as Director of its diagnostics business unit.

    Rich launched his SRA office in 1999 and by his 2nd year in the network, Rich became the biggest individual biller as well as having the highest billing office. For the next 10 years, Rich’s office continued to hold the ranking of the #1 billing office and in 2005, Rich acquired the SRA Network. As the new owner of the SRA Franchise Network, Rich restructured the training programs for owners and recruiters.

    Rich has won multiple awards for leadership, training and production, and has trained an entire network of recruitment professionals.  In 2012, SRAI awarded Rich with the Soaring Eagle Award recognizing his key contribution and leadership to the SRA network and its success.  In this big biller episode, Rich brings his years of experience - and experiences developing big billers - to discuss the Key Factors for Success in Executive Search.

     

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    Streaming video -  72 minutes

    Eric Dickerson is Managing Director and Senior Practice Leader of the healthcare division at Kaye/Bassman International. Since 1997, Eric’s areas of healthcare recruitment expertise have ranged to include Academic Medicine, Administration, Finance, Health Information Management, Informatics and Information Systems. Over the past decade Eric’s focus has been in Academic Medicine producing over 350 successfully completed searches for Deans, Chairs, Vice Chairs, Directors, Administrators and Faculty. In addition to single positions, his team has helped build divisions, departments and new medical schools. Eric is often quoted in professional publications including All Healthcare Jobs, American Medical News, Becker’s Hospital Review, Healthcare Finance News, US News and many more.

    In Eric’s presentation, he shares some of the biggest lessons learned from his decades of search experience including how to remain true to your recruiting specialty, how to conduct face-to-face new client meetings that produce searches, how to secure and expand retained search engagements, and much more.

     

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    Streaming video -  44 minutes

    Sean P. Rigsby, CPC, is the Managing Partner of Rigsby Search Group, LLC, which specializes in Environmental Recruiting. Prior to founding Rigsby Search Group in 2012, Sean spent 19 years at one of the top search firms on the East Coast headquartered in Hartford, CT. Sean received numerous awards including: "Consultant of the Year" - 3 times, "Environmental Recruiter of the Year" - 17 times and "Rookie of the Year" in 1993 – including being named Managing Partner of the organization.

    Sean is a Member of The Pinnacle Society, a consortium of 75 of the highest volume recruiters in North America. He is a member on the Board of CAPS (Connecticut Association of Personnel Consultants).  Sean is an active member and holds leadership roles within a number of organizations namely:  Environmental Professionals Organization of Connecticut, National Ground Water Association and the Air and Waste Management Association, Environmental Business Council of New England - Connecticut Chapter. He's also been a speaker at various conferences for organizations such as American Institute of Professional Geologists, Association of Environmental and Engineering Geologists, EnviroExpo of Boston and at the University of Connecticut.

    In his presentation, Sean reveals some of the keys to success in recruitment including working an efficient desk, brand building, and using time-saving applications and templates to work faster and smarter.

     

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    Streaming video -  42 minutes

    Karen Russo is the CEO and Chief Talent Officer of K. Russo Consulting and Mexico-based IIPE International Executive Research, a global name generation and customized research service. Founded in 1996, K. Russo Consulting is a leading boutique executive search and human resources firm with global search capabilities and recognized for being a best employer by the Working Women’s Entrepreneurial Excellence Awards. A recognized authority in her field, Karen is frequently quoted in the media, including the New York Times, the Wall Street Journal and Business Week. She is an AIRS Certified Diversity Recruiter and is a member of the Society for Human Resources Management, IACPR, NAPS and The Pinnacle Society.

    In this presentation, Karen shares her best practices in candidate career coaching and client business development. She also includes a bonus topic of how to leverage advanced research teams and techniques in your business.

     

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    Streaming video -  24 minutes

     

    Chris Watkins is the Founder and Managing Partner of Cornerstone Global Partners where he brings 20+ years of experience providing C-level and Advisory Board services to Chinese and MNC operating in China and the U.S.  Prior to Cornerstone Global Partners, Chris was Managing Director in China within a global recruiting network where he led the firm to winning the “Recruitment Firm of the Year, China” in 2006, 2007, 2009 and 2010. During his tenure, Chris and his teams completed over 2,500 C-level to mid-level roles for their clients. Before Chris’ career in search, he spent 10 years in the retail industry and was part of the IPO team that resulted in one of the most successful IPO’s in U.S. history.

     

    In this presentation, Chris shares the two major questions you must answer when you decide to become a million dollar per year recruiter.  He’ll show you the different models to reach a million-dollar desk and the three key areas of focus to achieve this level of performance.

     

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    Streaming video -  34 minutes

    Ross Petras is the Founder and CEO of Biotech Partners, based in Ft. Lauderdale, Florida. He founded Biotech Partners in 2007 as a sister company of Priority Sales Recruiting, a firm he started in 2003. Prior to Biotech Partners, Ross was a top producer in sales and business development for both Careerbuilder.com and Brainbuzz.com, two of the internet’s leading career development sites. Ross brings over a decade of life science-focused recruiting experience with a wealth of sales, marketing and management expertise.

    In this presentation, Ross will share his "3 Keys to a Winning Key Account Management Strategy" including how to determine your key performance indicators (or KPIs), scheduling and running consistent client call plans, and advanced organization charting ideas.

     

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    Streaming video -  34 minutes

    Scott Samuels is the President and CEO of Horizon Hospitality, a member of the Sanford Rose Associates® network of offices. Founded in 1998, Horizon Hospitality specializes in recruitment for hotels, resorts, country clubs, restaurants, convention and visitor bureaus with a track record of success placing thousands of C-Level, Director, Management, Sales and Culinary Professionals nationwide. Prior to starting Horizon Hospitality, Scott enjoyed a twenty-year career with hospitality industry leaders such as ClubCorp USA, Hilton Hotel Corporation, The Levy Restaurants and Dean & Deluca. Scott currently serves as President of the Board of Directors for the Missouri & Kansas Search and Staffing Association (MKSSA) and also serves on the Advisory Board of Directors of the Dream Factory, a prominent children's charity organization in Kansas City. In this session, Scott shares how to transition from recruiter to a trusted advisor by consistently demonstrating and showing clients that you are in business to help their company succeed.

     

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    Streaming video -  54 minutes

    Brian Rhonemus is President of Sanford Rose Associates® – Rhonemus Group based in Columbus, Ohio focusing on mid-to-senior level roles within credit unions, national banks, and community banking institutions. Before becoming an SRA office owner, Brian garnered over 25 years of experience working in the financial services and recruiting within the financial services industry as a search consultant, staffing manager, division director, managing director to search firm owner. Brian is a noted speaker and contributor to state bank associations and publications all over the United States, focusing on topics such as succession planning, management training, social media integration, behavioral interviewing, candidate assessment, and career planning for new bankers. In this session, Brian shares how to build your brand as a talent management expert.

     

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    Streaming video -  42 minutes

    Brian Binke is the President/CEO and Co-Founder of the Birmingham Group – and a top producing manager in the construction recruiting industry. Brian opened the firm with his wife, Ellen in 1995.  Two years later, he merged with the oldest office in a global recruiting network, bringing 30 years of success to the new organization.

    Brian has won numerous awards for his production. As a recruiter, Brian is the #1 billing manager in revenue worldwide within a recruiting network of over 800 billing managers and is ranked as one of the top executive recruiters in the nation. In this session, Brian shares how to control the recruiting process for a win-win-win.  Enjoy the session.

     

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    Streaming video -  35 minutes

    Trey Wright is the Managing Partner and Practice Leader of the Higher Education Practice at Kaye/Bassman International. Prior to a career in search, Trey Wright served in the Proprietary School industry for 13 years in senior management positions included Financial Aid Manager, Director of Admissions, Campus Director, Regional Director of Admissions and Regional Director of Career Services.

    In 2007, Trey launched Infinity Recruiting & Staffing, LLC. The group placed an enormous footprint within several of the nation’s premier post-secondary, for-profit education groups. In 2013, Infinity Recruiting was acquired by Kaye/Bassman International to establish the Higher Education Practice.

    In this session, Trey shares how to dramatically increase your interview to hire ratios, and much more.

     

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    Jon Bartos - Presentation

     

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    Seth Cummings Presentation

     

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    Marty Shapan - Presentation

     

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    Kent Burns - Presentation

     

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    Carol Wenom - Presentation

     

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    Jeremy Sisemore - Presentation

     

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Topics

    Streaming video - 34 minutes

    Jordan Rayboy is President and CEO of Rayboy Insider Search and leads the top information storage focused executive firm in the country. The Rayboy IS team has helped clients hire hundreds and hundreds of sales, engineering, and management professionals. Jordan is a frequent speaker at recruiting industry events and associations, at both state and national levels, with a goal of helping to elevate the level of the recruitment industry. He’s a consistent top recruiter biller in the industry and is well-known not only for being an innovative recruiter but also for creating a highly effective and fast-paced remote office team.

    In this NLE TV re-release, you’ll learn Jordan’s keys to Recruiting Passive A-players your clients want to hire – the rockstars of your respective industry. We know that one of the biggest challenges with candidates is finding quality ones. Jordan will show you how this is a good problem to have! Hang on. It will be a fast-paced Jordan video with tips, tricks, and scripts!

     

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    Streaming video - 64 minutes
    Neil Lebovits, industry guru and executive, is the founder of The Dynamic Sale, a learning, coaching & development company.  The Dynamic Sale enables individuals to shatter their performance expectations in the Staffing & Recruiting Industry. Neil has done it all: Permanent & Temporary Placement, Sales, Branch Management, Regional Management, COO & President.

    In this presentation, entitled “Objection Handling”, Neil shares tips to address the most common objections we face in recruiting, and the steps to overcome them to make more placements.

     

     

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    Streaming video - 23 minutes

    Margaret Graziano, CEO of KeenAlignment, is a leading talent management expert, keynote speaker, and author of The Wealth of Talent with over 20 year of real-world, hands-on experience in hiring strategy and talent development. She brings neuroscience to hiring, learning and development, and employee engagement. A pioneer in her field, she has developed a talent strategy system that gives business leaders the actionable steps they need to align their corporate strategy with their people strategy and thereby maximize employee effectiveness and engagement and develop high-performing teams who consistently elevate the customer experience.

    A Certified Co-Active Executive Coach, Certified Employee Retention Specialist and Trainer, and an Organizational Development and Talent Architect, Margaret has been a guest speaker at conferences and seminars where she’s captivated audiences with her presentations on Conscious Hiring, Leadership Effectiveness, and Workforce Optimization.

    In this session, Margaret shows how to create long term value as a recruiter, by shifting to the mindset of being a talent steward for your clients.

     

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    Streaming video - 22 minutes

    Lil Roy Vaughn is one of the top trainers in the recruiting industry with over 30 years of contribution to the continual growth and best practices used in executive search. Lil joined a global recruitment network franchise office in the late 1970s and within the first year, set out to build a large operation assuming the role as General Manager over 4 business units. Recognition for Lil includes National Manager of the Year twice, Office of the Year awards and multiple individual producer achievements. She later joined the network's corporate office in the 1980s, leading the design and launch of the Training and Development programs, which are still in use today. Next, she served in leadership roles ranging from regional management to Vice President of Strategic Planning.

    She continues to be a frequent speaker at business forums, industry events and global meetings. In 2016, Lil was awarded a Lifetime Achievement Award recognizing exceptional contributions over her 30+ year in the Executive Recruitment Industry.

    In her presentation, “Decision Drivers,” Lil discusses what is really behind the Candidates decision to move - or not to move during the placement process.

     

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    Streaming video - 62 minutes


     Doug Beabout brings over thirty years of expertise in top billings, placement firm ownership and industry training. His reputation for training excellence has placed him repeatedly as a guest speaker and author for non-profit, private, national, regional and state recruiting associations.  Doug works a top-producing desk every day and is uniquely qualified as a professional personnel services trainer. Having successfully thrived and survived the last three recessions, Doug knows the trenches. Doug Beabout is owner and president of Doug Beabout Group in Miramar Beach, FL. Prior, Doug was owner and president of his own personnel services firms, The Douglas Howard Group, for seven years and Douglas William Associates for ten years. Doug has held the title of CPC (Certified Personnel Consultant) since 1981.


     Candidates sought by our clients are in a unique pool of people; this challenges the “tried and true” practices of recruiting. This program clearly paints the proven and innovative process of visioneering an opportunity. This visioneering  process is incredibly powerful and its techniques win the most qualified candidates sought after today.
     

     

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    Streaming video - 28 minutes

    Jon Bartos is a premier writer, speaker and consultant on all aspects of personal performance, human capital and performance analytics. Jon is one of an elite group of executive recruiters who have billed over $1 million annually. Within a 12-year period he has cashed in over $11 million in personal production. The office has won over 17 international awards in the MRI Network, including International Billing Manager of the Year and Top 10 SC Office. Jon’s passion for success continually drives him. Jon competes nationally in Masters Track and Field, winning the National Masters Pole Vault Champion title 4 times since 2004. His ultimate fulfillment however comes from mentoring and assisting others to reach their potential.

    In this presentation, Jon shares how to address the "Top Objections and Rebuttals”; we know that resistance is a natural part of the recruitment process – learn Jon’s effective techniques to maneuvering through that resistance!

     

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    Streaming video - 51 minutes

    Margaret Graziano is the owner and managing partner of KeenHire, Inc., a full service talent management solutions firm.  Ms. Graziano has worked in the recruiting industry since 1983, and has been using pre-employment assessments and behavioral based interviewing since 1999.  Her specialty is in coaching and training recruiting and HR professionals, as well as corporate hiring managers, on bridging the gap between recruitment and retention. She has mastered the benchmarking process, applied these skills to the candidate selection process, and created systems and processes that focus on choosing the right hire.

    Recruiting and Search is a people business, and many times the human factor is the most difficult to manage, especially when the deal draws to a close.  In this session, Margaret Graziano presents “human influence factors” to help you in “Breaking Barriers” in your business.  You’ll learn about “human influence factors” and how they apply to clients and candidates.  You’ll find out what “drives” them, their personality traits, and how to apply these ideas to your sourcing, selection and on-boarding process.

     

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    Streaming video - 56 minutes

    Carol Wenom began her recruiting career in 1978 with one of the nation's largest engineering placement firms based in Houston. She became Manager of a major technical recruiting firm in Dallas for six years before returning to Houston as Vice President of Whitaker Technical Services in 1989.   She is currently the Vice President and General Manager of the Colorado Springs Office. Consistently a top producer in the recruiting industry, Carol has been recognized with numerous honors and awards at local, state and national levels. She was honored in 1992 as the Houston Area "Consultant of the Year" and "CTS of the Year" by the State Professional Association (TAPC). In 1994 she was also recognized by the National Association of Personnel Services as "CPC of the Year".  More recently, in 2003 the Houston Area Association recognized Carol for Outstanding Contributions to the Professional Staffing Industry.

    In this program, Carol presents ideas and processes to better manage candidates from initial conversation to the “real” closing.  She’ll show you how to make candidates work within your process, learn how to frame and ask the “tough” questions and ultimately find the perfect client fit for their career.

     

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    Streaming video - 39 minutes

    Jon Bartos is a writer, speaker and consultant on all aspects of human capital and achievement. As president and CEO of Jonathan Scott International in Mason, Ohio, he has achieved industry-leading success. Jon is one of an elite group of executive recruiters who have billed over $1 million annually.
    Within a 12-year period he has cashed in over $11 million in personal production. Jonathan Scott International has won over 17 international awards in the MRI Network, including International Billing Manager of the Year and Top 10 SC Office.

    In this presentation, Jon discusses the recipe for establishing a synergistic process to candidate closing including qualifying, setting expectations, re-qualifying, pre-closing and closing.

     

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    Streaming video - 30 minutes

    Kent Burns is the President of Simply Driven Search, with offices in Indianapolis and New York City. Kent leads the team at Simply Driven, which specializes in delivering high-caliber talent across all facets of accounting and finance. Prior to founding Simply Driven, Kent delivered consecutive years of double-digit sales growth as Vice President of Sales for an awardwinning national search firm. Under his sales leadership, the company set multiple revenue records, including the best single month and the best quarter in the company's 18-year history. Before entering the search industry, Kent was a CPA with two Big Four firms as well as a corporate Controller and Chief Financial Officer. He is the author of "What's Your Why?" and "The Why Guide to Your First Job - College Edition." Kent has been featured in publications such as Forbes, CFO Magazine, HR Magazine, The Journal of Accountancy and many more.

    In this presentation, Kent talks about “Engagement”, which is the point where you start selling and having real conversations with your candidates and clients.

     

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    Streaming video - 17 minutes

    When recruiting a candidate and discussing an opportunity, as soon as you start to describe a specific position, their brain is starting to compare what they have right now with your offer. This is just one scenario of navigating resistance with candidates.

    In this quick tip, Erin Bent with Next Level Exchange, shares ideas to help you navigate several points of resistance with candidates, ideally leading to a “yes” and a placement.

     

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    Streaming video - 17 minutes

    References are a fantastic way of growing your network while also helping to strengthen the reason why your candidate could be a strong match for your clients need. Not only are you increasing your ability to add new people to your network but you are also now able to perform a condensed reference on a candidate that you are considering to present to a client. Don’t forget that we want to squeeze as much from our calls as we can! This lead could result in a candidate for a current search OR a potential new client lead.  By asking “Who Do You Know” in an integrated conversational approach, you will quickly build your referral network.

     

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    Streaming video - 13 minutes

    Resistance and objections in recruiting are just like speed bumps; they might be inconvenient but they are here to stay. Shift your approach and see them as another step in the process to recruiting your best candidates!

    Objections (or challenges) to recruiting an individual are going to be very common. If every time you called to recruit a candidate and then seamlessly floated through the process of placing them with your client three days later – well, wouldn’t everyone line up to be a recruiter if it was that easy? Resistance is a process and it requires recruiters to do something they aren’t usually very good at being...PATIENT!

    In this presentation, Erin Bent shares ideas and additional perspectives that you can incorporate in your scripts to help manage resistance.

     

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    Streaming video - 12 minutes

    Lil Roy Vaughn is one of the top trainers in the recruiting industry with over 30 years of contribution to the continual growth and best practices used in executive search. Lil joined a global recruitment network franchise office in the late 1970s and within the first year, set out to build a large operation assuming the role as General Manager over 4 business units.

    Recognition for Lil includes National Manager of the Year twice, Office of the Year awards and multiple individual producer achievements. She later joined the network's corporate office in the 1980s, leading the design and launch of the Training and Development programs, which are still in use today. Next, she served in leadership roles ranging from regional management to Vice President of Strategic Planning. She continues to be a frequent speaker at business forums, industry events and global meetings. In 2016, Lil was awarded a Lifetime Achievement Award recognizing exceptional contributions over her 30+ year in the Executive Recruitment Industry.

    In this quick tip, Lil shares her top qualifying questions to ask candidates. With these questions, you’ll be able to better determine a candidate’s likeness to move, or not to move, during your placement process.

     

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    Streaming video - 10 minutes

    Lil Roy Vaughn is one of the top trainers in the recruiting industry with over 30 years of contribution to the continual growth and best practices used in executive search. Lil joined a global recruitment network franchise office in the late 1970s and within the first year, set out to build a large operation assuming the role as General Manager over 4 business units.

    Recognition for Lil includes National Manager of the Year twice, Office of the Year awards and multiple individual producer achievements. She later joined the network’s corporate office in the 1980s, leading the design and launch of the training and development programs, which are still in use today. Next, she served in leadership roles ranging from regional management to Vice President of Strategic Planning. She continues to be a frequent speaker at business forums, industry events and global meetings. In 2016, Lil was awarded a Lifetime Achievement Award recognizing exceptional contributions over her 30+ year in the executive recruitment industry.

    In part 2 of her quick tip, Lil shares more her top qualifying questions to ask candidates. With these additional questions, you’ll be able to better determine a candidate’s likeness to move, or not to move, during your placement process.

     

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    Streaming video - 7 minutes

    Jordan Rayboy is President and CEO of Rayboy Insider Search - A Member of the Sanford Rose Network of Offices, and leads the top information storage focused executive firm in the country. The RayboyIS team has helped clients hire hundreds and hundreds of sales, engineering, and management professionals. Jordan is a frequent speaker at recruiting industry events and associations, at both state and national levels, with a goal of helping to elevate the level of the recruitment industry.

    In this quick tip, learn to use Jordan’s “Divebomb!” approach to help you in just about every recruiting situation imaginable.

     

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    Streaming video - 7 minutes

    Influencing the actions of others is the very essence of the staffing and search industry. A client or candidates’ perception of us and our behaviors directly determines how they think and feel about us and treat us throughout the search or staffing process. Are YOU being treated as a trusted advisor, a knowledgeable subject matter expert or just another vendor, order taker, placement pusher or body shop? Your clients and candidates can choose to see you in one of three different ways based on your behaviors with them.

    In this session, Rob Mosley guides you through the process of better understanding how your clients and candidates can evolve from seeing you in a competitive posture, to a cooperative interaction, and on occasion, a truly collaborative relationship.

     

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    Streaming video - 12 minutes

    What on Earth are they thinking? That is sometimes the million dollar question when it comes to trying to determine exactly HOW our prospects and client think when they are making important decisions such as how to hire the best possible candidate, which firm, if any, to work with, or how important this hire is to the organization?

    In this NLE Quick Tip, Rob Mosley helps us answer this question; “Where is my client/prospect today in their decision process and what does value look like to them at this stage?” If you can articulately answer that key question, you have the makings of a long lasting collaborative client partnership.

     

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    Streaming video - 13 minutes

    Historically, recruiters create a “sea of sameness” with calls and emails that tend to focus too much on the service being provided by the recruiter’s organization. These messages are disconnected from the real priorities and can be perceived by the prospect as self-serving, self-interested, and lacking real insight into their business. In that initial connection, they are also making decisions based on the value in your message - and whether it is even worthy of a response.

    Rob Mosley explains the purpose of the I-Model approach for earning the meeting is to initiate communication in a more diagnostic conversation (or face-to-face meeting) with the decision maker. Through using this approach you will turn cold calls in to warmer consultative conversations that accelerates the relationship. Additionally, you will stand out from the masses and the sea of sameness in voicemails and emails by better communicating a clear purpose for the conversation.

     

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    Streaming video - 14 minutes

    While it is always our goal to work directly with decision makers and influencers, the reality is that we must often navigate past gatekeepers first in order to have valuable conversations with our intended prospects. Every relationship in an organization, whether it be at the executive, managerial, or individual contributor, provides us with the opportunity to gain insight into that individual and the organization at that particular level of the company. Your challenge is to view the gatekeeper as a bridge to build more trust and legitimacy in the prospects organization.

    In this NLE Quick Tip, Rob Mosley will help you better navigate the initial gatekeeper conversations and when appropriate, develop an additional relationship with the gatekeeper that can be leveraged as a source of access and insight throughout the organization.

     

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    Streaming video - 50 minutes

    Rob Mosley is the Senior Director of Training and Development for Next Level Exchange. Rob comes to Next Level from a global recruitment network, where he served as the Chief Learning Officer, responsible for all training and sales development of 1,100 offices worldwide.

    He is a licensed facilitator for Stephen Covey's The 7 Habits of Highly Effective People. Rob holds master certifications in Consultative Selling, Performance Coaching, Advanced Sales Negotiation, Strategic Client Communication, and Major Account Planning & Strategy. Rob is a keynote speaker and facilitator at continuing education seminars in the areas of Business to Business Sales.

    In developing new client relationships, the first conversation is critical. In this session entitled, "The First 60 Seconds”, Rob give us a step-by-step strategy to “open the conversation” that helps lead to more collaborative client relationships.

     

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    Streaming video - 46 minutes

    Rob Mosley is the Senior Director of Training and Development for Next Level Exchange. Rob came to Next Level from a global recruitment network, where he served as the Chief Learning Officer, responsible for all training and sales development of 1,100 offices worldwide. He is a licensed facilitator for Stephen Covey's The 7 Habits of Highly Effective People. Rob holds master certifications in Consultative Selling, Performance Coaching, Advanced Sales Negotiation, Strategic Client Communication, and Major Account Planning & Strategy.  Rob is a keynote speaker and facilitator at continuing education seminars in the areas of business to business sales.

    In this session entitled, "The 4 Cornerstones of Search”, Rob shares the key elements including diagnosis, awareness, behavior and value proposition.

     

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    Streaming video - 41 minutes

    Rob Mosley is a Managing Partner and Senior Director of Training and Development for Next Level Exchange. Rob comes to Next Level from MRINetworkâ„¢ where he served as the Chief Learning Officer, responsible for all training and sales development of 1,100 offices worldwide. He is a licensed facilitator for Stephen Covey's The 7 Habits of Highly Effective People. Rob holds master certifications in Consultative Selling, Performance Coaching, Advanced Sales Negotiation, Strategic Client Communication, and Major Account Planning & Strategy. Rob is a keynote speaker and facilitator at continuing education seminars in the areas of Business to Business Sales.

    In this session entitled, "That's a Great Question", Rob discusses great dialogue. Great dialogue in our business is the cornerstone of our craft. Great dialogue has four distinct elements; Probing, Listening, Responding, and Aligning. Rob will break this down and discuss each of these important skills to better understand how they integrate with each other to form true diagnostic communication with your clients.

     

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    Streaming video - 45 minutes

    Rob Mosley is the Sr. Director of Next Level Recruiting Training.  Rob has over 25 years in the Recruiting and Training serving as the Chief Learning Officer for the MRI Network and as an international keynote and presenter with the Acclivus Corporation. Rob was listed as the top rated speaker at the 2009 NAPS national conference and presents to over 25 conferences and workshops each year.

    Rob's presentation is on the cornerstone of our craft; Great Dialogue. Specifically, he addresses the heart of great dialogue as four distinct elements; Probing, Listening, Responding, and Alignment. Our session today will dissect each of these four chambers to better understand what is really behind great communication with both clients and candidates and why great conversation equals great compensation.

     

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    Streaming video - 57 minutes

    Rob is the Sr. Director of Training and Development for Next Level. Rob comes to Next Level from MRINetwork™ Corporate in Philadelphia, PA, where he served as the Chief Learning Officer, responsible for worldwide training and sales development of 1,100 offices.  He is a licensed facilitator for Stephen Covey’s The 7 Habits of Highly Effective People. Rob’s knowledge of the search industry comes from 10 years as VP of Corporate Development and Training with Merritt Hawkins and Associates, part of the MHA Group of Companies, the nation’s leading provider of clinical healthcare staffing and consulting services. Rob is a keynote speaker and facilitator at continuing education seminars in the areas of Recruiting, Sales Execution and Performance Development. Past credits include the American Staffing Association, MRINetwork Global Conferences, the Executive Healthcare Conference, the Texas Hospital Association and the Medical Group Management Association. Rob holds a BA (cum laude) and JD from Baylor University.

    This session is about your ability to drive strong long lasting profitable truly collaborative relationships, even during challenge economies. It is about your ability to differentiate yourself from your competitors.  Why is this important? If you fail to differentiate in your approach-you will be forced to differentiate by price.

    This session will provide you with real skills to answer the following questions:
    • How do we market for new clients in a way that differentiates us from our competitors?
    • How do we build real value in a market that tends to see us as “vendors” or a “necessary evil”?
    • How do we properly manage client tactics and demands so that we are seen as more than just a commodity?
    • How do we elevate our level of relationship to secure engaged or retained work?

     

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    Streaming video - 10 minutes

    Erin Bent is the Senior Director of Training Services for Next Level Exchange and Director of Training for Kaye/Bassman International. It's in our nature to want to help people – that even might be one of the reasons you were drawn to a career in the search. However, keep that in check. Make sure you are spending your valuable time with the people that matter most in your professional sphere of influence!

    In this NLE Quick Tip, Erin shares tips to help handle conversations with candidates and determine if they are in your areas of specialization or can be an asset in your growing network and sphere of influence.

     

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    Streaming video - 7 minutes

    Julian shares a systematic approach to screening and interviewing candidates in order to find the right match for your open positions. Having a structured approach to screening and interviewing candidates based on objective variables, not purely emotions or gut feel, is critical to success in recruiting. There are 7 key variables that all must be in alignment in order to find the right match. The variables form the acronym MSLOMAC. Watch Julian’s video to learn more.

     

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    Streaming video -  32 minutes

    Ashley Richards is a Managing Partner and leader of the construction and real estate practice at Kaye/Bassman International. She joined Kaye/Bassman in 2010 and oversees the recruitment of construction professionals, plus new client development and strategic marketing in North Texas and Oklahoma. She is responsible for recruiting and placing senior management level positions for the most well-known and respected development groups and commercial builders.

    In this presentation, Ashley shares her key factors to being successful in recruiting. These include her branding and client development ideas, how she differentiates with great questions, her ongoing professional development, and more.

     

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    Streaming video - 26 minutes

    Max McNamara is CEO at Full Spectrum Staffing Solutions, a member of the Sanford Rose Associates Network of offices, a full-service healthcare recruiting agency specializing in long-term care department leaders and c-level executives. Before founding Full Spectrum Staffing, Max spent nearly a decade as a teacher in the private education space, then entered the recruitment industry as a search consultant, to then ultimately become Vice President of Recruiting of a search firm in the Greater Los Angeles area.

    In Max’s presentation, he shares his top tips in earning the trust and confidence of his clients and candidates. These include leveraging the power of market mastery, how he builds personal relationships in his market, the power of the “nudge”, and his actual scripts to close more business.

     

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    Streaming video - 60 minutes

    Scott Love improves the performance of recruiters and the profitability of search firms and staffing agencies by creating systems that are replicable. He is a trainer, speaker, and management consultant to the industry.  Just like you, he works a desk every day. Scott has spoken to nearly every major industry group and is a graduate of the United States Naval Academy in Annapolis, Maryland.

    In Scott’s presentation, entitled Tips for Telephone Mastery, you’ll learn how specific verbiage and overall psychology can impact your calls.  He shares tips, tactics and techniques to improve the outcomes of your calls, and how to address the emotional state of calling, specifically call reluctance.

     

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    Streaming video - 43 minutes

    Scott Love is a leading expert and authority in the executive search industry.  He writes a monthly column in the Fordyce Letter, has been quoted in the Wall Street Journal and Selling Power Magazine, and is the author of 'The Recruiter's Adventure Book!  How to Find Buried Treasure in the World of Recruiting'. Scott has spoken to nearly every major industry group and is a graduate of the United States Naval Academy in Annapolis, Maryland.

    Spotting the Danger Signs to detect future problems with Clients and Candidates is key to the success of your recruiting business.  In this content-rich session from industry expert and trainer Scott Love, you’ll learn to ask the right questions, the right kind of questions and how to use follow through dialogue to gain commitment from clients and candidates.

     

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    Streaming video - 6 minutes

    In this NLE Quick Tip, entitled “The Reluctant Candidate,” Scott Love shares his tips to keep your candidates engaged during the recruiting process and understanding why they may be reluctant to take the next step in their career. From empathetic awareness to clarifying questions for candidates that may be having concerns moving forward, Scott’s insights will improve your success in recruiting and making placements.

     

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    Streaming video - 7 minutes

    In this NLE Quick Tip, entitled “Qualifying Candidates,” Scott Love shares his tips to keep your candidates engaged during the recruiting process. Starting with the two call qualifying discovery process, then transitioning to key engagement questions you can use, to finally addressing the dreaded counter offer, Scott’s insights will improve your success in recruiting and making placements.

     

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    Streaming video - 33 minutes

    Scott Love is the President of The Attorney Search Group and a member of the Sanford Rose Associates® network of offices. His office is a boutique legal search consultancy with a focus in placing attorney partners in the greater Washington, DC, area. Since 1995, Scott has placed key talent in legal, construction, IT and sales roles. As a professional speaker and trainer, Scott Love shortens the learning curve of new recruiters and sales people and helps experienced ones break through their barriers and reach their full potential.

    Scott has authored three books, produced hundreds of video training courses and has been quoted in the Wall Street Journal, Selling Power Magazine, dozens of trade journals and business publications around the globe. Over 4,500 recruiting and staffing firms from over 35 countries have invested in his tools and systems.

    In this presentation, Scott shares his best practices for creating and delivering engaging voicemails that get returned calls.

     

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    Streaming video - 62 minutes

    Scott Love is the President of The Attorney Search Group based in Washington, DC. He has been a professional career recruiter since 1995 and is one of the most frequently published authorities in the search and recruitment industry. As a result, he is a popular thought leader in the executive search profession and has spoken at nearly every recruiting industry conference or trade association convention. Scott has been quoted in the Wall Street Journal, Selling Power Magazine, and numerous major city daily newspapers and Business Journals. Scott is the author of The Recruiter’s Adventure Book and has written over 250 articles on leadership, sales, and recruiting.

    In Scott's presentation he'll discuss tips from the trenches for passive candidate recruiting. This program will give you power and influence with others, help you to make more placements with more affirmative answers from candidates, and fill in the gaps of your knowledge about the candidate side of the placement process.

     

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    Streaming video - 7 minutes

    One of the most important trends in recruiting is recognizing the shortage of candidates. Recruiters comment that it is harder and harder to get candidates to talk. While always thinking of finding new people, how do you find someone who's looking right now? Imagine creating a way to have new contacts coming to you.

    In this NLE Quick Tip, Greg Doersching shows a simple tool you can create with your cell phone for conversations in your power contact network.

     

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    Streaming video - 57 minutes

    Greg Doersching is Managing Partner and Founder of The Griffin Group, a National Search Firm working in the direct hire placement industry. For the past 13 years Greg has been recognized as one of the most cutting edge voices in the recruiting industry. He is an Internationally Recognized Trainer and one of the Top Producers for the state of Wisconsin. He served for 2 years as the President of the Wisconsin Association of Personnel Services and now sits on their Board of Directors.

    In this session, Greg presents “The Art of Attraction Based Recruiting”.  In this presentation, he discusses how he attracts a candidate to opportunities, tells compelling client “stories” and closes to ensure the right fit.

     

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    Streaming video - 10 minutes

    For over 20 years Greg Doersching has been recognized as one of the most cutting-edge voices in the recruiting industry. He is the President of Next Level Coaching, an international trainer and has presented hundreds of workshops and Keynote Addresses for major national, state and local recruiting and staffing groups. He is consistently rated as one of the top presenters for each conference, and on top of that he still runs a desk.

    In this quick tip, Greg walks us through the differences in competing offers and counter offers. Then, he shares the sometimes dramatic stages of communication to help your candidates recognize and avoid the dreaded counter offer.

     

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    Streaming video - 52 minutes

    Greg Doersching is Managing Partner and Founder of The Griffin Search Group, a national search firm working in the direct hire placement industry. He is an active recruiter who still runs a highly productive desk.  He is in the trenches day-to-day, just like the rest of us.  He is also developer and chief architect of the highly successful Bullseye Recruiting Process. Since 1998, Greg has been recognized as one of the most cutting edge voices in the recruiting industry.  He is an international trainer and has presented dozens of workshops and keynote addresses for recruiting association events.  He is consistently rated as one of the top presenters for each conference. In this presentation, Greg takes us back to the future with his presentation entitled “Are You Ready for the Next Ten Years”.  The fact is that 1/3 of our workforce is retiring in the next 15 years and candidates are going to be harder to find and more in demand than ever before…and they are mobile.  We have to become Head Hunters again and Greg gives his tips for key areas that demand more of our attention in the future including technology, process improvement and training.

     

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    Streaming video - 72 minutes

    Greg Doersching is Managing Partner and Founder of The Griffin Group, a National Search Firm working in the direct hire placement industry. For the past 13 years Greg has been recognized as one of the most cutting edge voices in the recruiting industry. He is an Internationally Recognized Trainer and one of the Top Producers for the state of Wisconsin. He served for 2 years as the President of the Wisconsin Association of Personnel Services and now sits on their Board of Directors.

    In this session, Greg presents his Critical Control Points, which is a set of best practices for the recruiting process.  Greg has tracked “problem” calls received over a span of 3 years and for 100 jobs.  In this presentation, Greg shares his 9 key areas of the Recruiting Cycle that become the Critical Control Points.

     

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    Streaming video - 57 minutes

    Greg Doersching is Managing Partner and Founder of The Griffin Search Group, a national search firm working in the direct hire placement industry. He is an active recruiter who still runs a highly productive desk.  He is in the trenches day-to-day, just like the rest of us.  He is also developer and chief architect of the highly successful Bullseye Recruiting Process. Since 1998, Greg has been recognized as one of the most cutting edge voices in the recruiting industry.  He is an international trainer and has presented dozens of workshops and keynote addresses for recruiting association events.  He is consistently rated as one of the top presenters for each conference.
    In this presentation, entitled “Hooks, Bricks, Toilets and Pride,” Greg shares how to get our hooks into clients (selling), get back to the building blocks of closing (bricks), flush the rejections we hear everyday (toilets), and always strive for excellence with a sense of pride.

     

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    Streaming video - 25 minutes

    In this NLE Quick Tip, Christine Geiger discusses the recruiter’s destination is to have conversations with candidates. There are many paths, many roads that lead to conversations. And each path can play a role. Some paths will reliably get you to your destination in certain verticals and markets, but not others. When it comes to engaging with candidates in modern recruiting, we must deploy all methods of outreach – use all types of engagement - and track what works best in each of our spaces. Whatever road or paths get you to the ultimate destination of having conversations with candidates, whether you are cold calling to try and “catch people,” leaving voicemails, emailing, InMailing, texting, getting people to book appointments- whatever your approach is – there is truly no right or wrong way — it is whatever works in your space to get to your destination of having conversations!

     

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    Streaming video - 14 minutes

    When discussing compensation with potential hires, you can employ a distinct approach that not only provides you with the necessary details, but also offers insight into the candidate's true financial priorities. It is essential to convey to the candidate that their best interests are the priority, and you are well-versed in the subject of compensation. Recheck these figures every time a new interview is scheduled. As candidates gain a better understanding of the opportunity, their expectations might shift.

    In this video, Greg Doersching walks us through the keys to talking about money with candidates. Adhering to Greg’s methods ensures you maintain a strong grip on the final decision when presenting an offer.

     

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    Streaming video - 48 minutes

    Mike Gionta is Founder of The Recruiter U.  While he still actively owns and operates and multi-million dollar search firm, Mike began The Recruiter U to provide training, coaching, and consulting to recruiting firm owners and show them how to properly hire recruiters, retain them, and grow their businesses.  He works with search firms in analyzing their current operation, and then implementing systems and strategies that make recruiting revenue predictable and consistent.  Mike is published frequently in The Fordyce Letter, Employment Marketplace and EMinfo, and is a trusted recruiting industry speaker at The Fordyce Forum, NAPS, MRI, GRN and numerous state associations.
    In this presentation, entitled “Strategies to Get $250K Clients”, Mike shares his thoughts of the mistakes recruiters make to prevent them from acquiring GREAT clients, and the solutions and steps to land GREAT accounts.

     

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    Streaming video - 34 minutes

    Jon Bartos is a premier writer, speaker and consultant on all aspects of personal performance, human capital and performance analytics. Jon is one of an elite group of executive recruiters who have billed over $1 million annually. Within a 12-year period, Jon has cashed in over $11 million in personal production. His office has won over 17 international awards, including International Billing Manager of the Year and Top 10 SC Office.

    In this presentation, Jon shares how you can transform your search practice from contingency to the retained business model.

     

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    Streaming video - 37 minutes

    Margaret Graziano, CEO of KeenAlignment, is a leading talent management expert, keynote speaker, and author of The Wealth of Talent with over 20 years of real-world, hands-on experience in hiring strategy and talent development. She brings neuroscience to hiring, learning and development, and employee engagement. A pioneer in her field, she has developed a talent strategy system that gives business leaders the actionable steps they need to align their corporate strategy with their people strategy and thereby maximize employee effectiveness and engagement and develop high-performing teams who consistently elevate the customer experience.
    A Certified Co-Active Executive Coach, Certified Employee Retention Specialist and Trainer, and an Organizational Development and Talent Architect, Margaret has been a guest speaker at conferences and seminars where she’s captivated audiences with her presentations on Conscious Hiring, Leadership Effectiveness, and Workforce Optimization. In this session, Margaret talks about leveraging your power with strategic selling for the 21st-century search professional. She’ll share an overview of a sales process that shifted her career from contingency recruiting to executive search and management consulting.

     

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    Streaming video - 23 minutes

    Bob Marshall, Founder of The Marshall Plan, has an extensive background in the recruiting industry as a recruiter, manager, VP, president, consultant and trainer.  Since 1980, Bob has been a leader in the recruitment industry. Bob started in search with a large recruitment organization and soon achieved the Pacesetter level of production.  In his first office, he was named "Account Executive of the Month" sixteen times.  He is also the recipient of the "Million Dollar Hall of Fame" award. In 1986, Bob founded The Bob Marshall Group and has been traveling the world training top recruiters since.

     

    In this presentation, Bob shares the concept of “Desk Building Using Inverted Cones”. This concept will help you to focus on specialization, which leads to building a long and profitable career in the recruitment industry.

     

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    Streaming video - 34 minutes

    Mike Walmsley has worked in the recruitment industry since 1988. Formerly a big-billing recruiter, he was one of the initial drivers of the international recruitment group, Parker Bridge, before subsequently becoming Managing Director and helping to mastermind a twenty-fold growth in staff size & financial turnover.

    This is a live presentation of Mike’s topic entitled, “How to Keep Clients Coming Back After the First Placement.”

     

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    Streaming video - 64 minutes

    Doug Beabout brings over thirty years of expertise in top billings, placement firm ownership and industry training. His reputation for training excellence has placed him repeatedly as a guest speaker and author for non-profit, private, national, regional and state recruiting associations.  Doug works a top-producing desk every day and is uniquely qualified as a professional personnel services trainer. Having successfully thrived and survived the last three recessions, Doug knows the trenches. Doug Beabout is owner and president of Doug Beabout Group in Miramar Beach, FL. Prior, Doug was owner and president of his own personnel services firms, The Douglas Howard Group, a personnel services firm in Kent, Ohio for seven years and Douglas William Associates, for ten years in Dayton, Ohio. Doug has held the title of CPC; certified personnel consultant since 1981.

    A new generation of hiring managers demands that we recreate our selling techniques.  Learn how to approach clients, win their trust and seize the best search projects.  The demand for our services is historically high, be ready to seize your share!

     

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    Streaming video - 49 minutes

    Neil Lebovits, industry guru and executive, is the founder of The Dynamic Sale, a learning, coaching & development company.  Neil has done it all in the industry: Permanent & Temporary Placement, Sales, Branch Management, Regional Management, COO & President.  Neil shares secrets & systems that he has developed over his 20+ years in the industry.

    In this presentation, Neil discusses how “Perm Fee Negotiations” is a comprehensive methodology more than an isolated closing technique.  He’ll cover the how you can never be overpriced with contingent agreements, negotiations 101, and the business decision steps to a close.

     

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    Streaming video - 61 minutes

    Like most of those he trains, Jeff Skrentny, CERS, never intended to create a lifelong career in the search, staffing and recruiting profession.  After being fired from his university teaching position in early 1987, it was just where his business career began.  It didn’t start well; his first deal was a fall off.  Three years later, he was his firm’s top producer. During his 24+ years in search, Jeff has worked hard to perfect search best practices and then share those best practices with thousands of search and recruiting professionals from 33 nations in hundreds of training sessions. Jeff doesn't tell you what you should do; he shares with you what he actually does to close his deals.

    Often our sales focus is based on how we are doing as it compares to our quota, our goals, or what others tells us we should be accomplishing. This is a session designed to explore sales success from the most important perspective, that of your clients and prospects.

     

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    Streaming video - 61 minutes

    Like most of those he trains, Jeff Skrentny, CERS, never intended to create a lifelong career in the search, staffing and recruiting profession.  After being fired from his university teaching position in early 1987, it was just where his business career began.  It didn’t start well; his first deal was a fall off.  Three years later, he was his firm’s top producer. During his 24+ years in search, Jeff has worked hard to perfect search best practices and then share those best practices with thousands of search and recruiting professionals from 33 nations in hundreds of training sessions. Jeff doesn't tell you what you should do; he shares with you what he actually does to close his deals.

    This video is part 2 of Jeff's "What Clients Buy" presentation. Often our sales focus is based on how we are doing as it compares to our quota, our goals, or what others tells us we should be accomplishing. This is a session designed to explore sales success from the most important perspective, that of your clients and prospects.

     

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    Streaming video - 43 minutes

    Tim Tolan is Senior Partner and Managing Director of Sanford Rose Associates® - The Tolan Group with a primary focus on placing executive level IT talent in the healthcare industry. As a premier executive search consultant, Tim is a member of the Sanford Rose Associates "President's Club" and is consistently recognized for leading one of the top-producing offices within the network. He has conducted searches for C-suite executives, leadership and management positions for large and small cap companies, as well as privately held and early-stage companies. In addition to his executive search experience, Tim has been in the healthcare technology field for over 25 years in executive-level positions for companies both public and private. He has led sales, account management and business development teams.

    In Tim’s presentation, he shares his best practices to recruiting sales success including developing skills that translate to business value to clients, walking you through the key stages of the sales process, marketing and market development, scripts and presentations for single and multiple search engagements, and the key to set yourself apart from the competition…every time!

     

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    Streaming video - 65 minutes

    Tim Tolan is the Senior Partner and Managing Director of Sanford Rose Associates® - Charleston. Tim is a member of the Sanford Rose Associates® "President's Club", and is consistently recognized for operating one of the top-producing offices. He has conducted searches for C-suite executives, presidents, vice presidents of business development, product development and sales. He has worked with large and small cap companies, as well as privately held and early stage companies. In addition to his executive search experience, Tim has been in the healthcare technology field for over 25 years in executive-level positions for companies both public and private. He has led sales teams, account management and business development.


    Tim has built one of the top IT recruiting practices in the nation. In this presentation, he discusses business development ideas including: the requirements in developing new business, building an ideal client profile, how to position yourself in the market, how to market your practice, and the measurement of your success.

     

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    Streaming video - 18 minutes

    Richard Fernandes is the founder and CEO of The Staffing Exchange. He has been in the recruitment industry for over 25 years as a recruiter, owner operator and now a dedicated trainer. He has trained hundreds of recruiters and is ranked as one of Canada's TOP 100 most influential leaders in the multibillion dollar staffing industry. Richard founded The Staffing Exchange in 2002 as a firm commitment to the training, certification and licensing of Career Brokers.

    In this episode, he talks about client visitations. When Richard entered the industry 25+ years ago, all we had was a phone, the yellow pages, a fax machine AND a handshake! There was no internet, CRM technology, texting, voicemail, tweeting, Facebook or LinkedIn. Yet, he billed as much as some of the big billers of today with all their new age technology. How was that possible? It was because he built stronger and more personal client relationships face-to-face! Richard discusses 2 methods of client meetings: CLIENT VISITATIONS and CLIENT EIOs or Employer in Office.

     

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    Streaming video - 51 minutes

    Margaret Graziano is the owner and managing partner of KeenHire, Inc., a full service talent management solutions firm.  Ms. Graziano has worked in the recruiting industry since 1983, and has been using pre-employment assessments and behavioral based interviewing since 1999.  Her specialty is in coaching and training recruiting and HR professionals, as well as corporate hiring managers, on bridging the gap between recruitment and retention. She has mastered the benchmarking process, applied these skills to the candidate selection process, and created systems and processes that focus on choosing the right hire.

     

    Sales is the lifeblood of any organization.  Now it’s time to take YOUR sales skills to the next level.  In this session, Margaret Graziano presents advanced sales concepts entitled “Six Sigma Strategic Selling”.  You will learn about creating exponential sales opportunities, leveraging the workforce labor shortage, how to differentiate yourself, strategic partnering and much more.

     

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    Streaming video - 51 minutes

    Craig Silverman recently joined Albin Engineering, an innovative technology services and staffing solutions provider, in Santa Clara, CA as Partner and Vice President of Sales & Marketing. Prior to joining Albin Engineering, Craig was the EVP, Sales & Marketing for HireAbility.com from where he built a new model for the recruiting industry by banding together a social network of independent recruiters and staffing agencies.

    Craig's professional sales and sales management career spans 19 years. Craig is considered to be an expert on the job market, staffing industry & recruiting trends, leadership, and sales management. He is a frequent keynote speaker and has been often quoted by the press in publications such as The Wall Street Journal, USA Today, San Francisco Chronicle, and Staffing Industry Report.
    In Craig’s presentation, “Marketing for Results”, he’ll show you the spectrum of marketing best-practices, ideas and online solutions to build your brand and better market you and your business.  Topics include using Google, Blogs, your website, PR, social media and much more.

     

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    Streaming video - 28 minutes

    Patricia Conlin is the Founder and President of Global Consulting Group Inc., located in Ontario, Canada. For over 20 years, she has led recruitment teams in the areas of technology & ERP, real estate, healthcare, mobile, and GIS sectors. Patricia is a recruitment trainer, black belt martial artist, Certified Holistic Nutritionist and is an energetic and engaging public speaker on "Boosting your Health and Productivity with the Power of Nutrition". She is the author of “ABCs of Food-Boost Your Energy, Confidence and Success with the Power of Nutrition.”
    In this presentation, entitled “Building Client Relationships With Emotional Intelligence”, Patricia will teach you better communications techniques with emotional intelligence tools to connect emotionally to clients and candidates for more success.

     

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    Streaming video - 24 minutes

    Mike Walmsley has worked in the recruitment industry since 1988. Formerly a big-billing recruiter, he was one of the initial drivers of the international recruitment group, Parker Bridge, before subsequently becoming Managing Director and helping to mastermind a twenty-fold growth in staff size & financial turnover.

    This is a live presentation of Mike’s topic entitled, “How to Win Business Without Cold Calling.”

     

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    Streaming video - 28 minutes

    Jon Bartos is a premier writer, speaker and consultant on all aspects of personal performance, human capital and performance analytics. Jon is one of an elite group of executive recruiters who have billed over $1 million annually. Within a 12-year period he has cashed in over $11 million in personal production. The office has won over 17 international awards in the MRI Network, including International Billing Manager of the Year and Top 10 SC Office. In December of 2012, Jon joined trustaff Management Inc, as President of trustaff Solutions. trustaff is distinguished nationally five times by Inc. Magazine as one of the fastest growing privately held companies in the country.

    In this presentation, Jon shares “The Three Critical Business Development Principles and the 10 Must Have Scripts that Produce Results!”

     

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    Streaming video - 10 minutes

    Effective consultants and sales people spend a fair amount of time refining their communication style. After all, good communication skills are not only among the most in-demand soft skills; they’re also essential for fostering strong relationships with team members, being a more effective negotiator, and being able to motivate clients and candidates.

    In this NLE Quick Tip, Rob Mosley explains that simple but powerful phrases can influence others and stimulate your customer’s feelings and an emotional decision to buy from you. Do your words trigger a perception of a trusted advisor, a subject matter expert, or more of an order taker or vendor?

     

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    Streaming video - 7 minutes

    Influencing the actions of others is the very essence of the staffing and search industry. A client or candidates’ perception of us and our behaviors directly determines how they think and feel about us and treat us throughout the search or staffing process. Are YOU being treated as a trusted advisor, a knowledgeable subject matter expert or just another vendor, order taker, placement pusher or body shop? Your clients and candidates can choose to see you in one of three different ways based on your behaviors with them.

    In this session, Rob Mosley guides you through the process of better understanding how your clients and candidates can evolve from seeing you in a competitive posture, to a cooperative interaction, and on occasion, a truly collaborative relationship.

     

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    Streaming video - 15 minutes

    Your prospects and clients are very busy people. Their jobs require them to make many decisions daily, and frequently with a sense of urgency. From the moment you connect by email, voicemail, or in a live conversation, the clock is running and your prospect is judging…judging whether you act in a professional and competent manner; judging whether or not you open the conversation with confidence and knowledge of this person’s role and of the work being done; and judging as to whether they want to invest time with you in a conversation or move on the tasks and people they deem as more worthy of their time. Here is the bottom line: you have many opportunities to make guiding suggestions for direction early and often in the relationship but that is an extremely challenging task if you don’t know where the client or prospect is in their decision process and if you don’t know where your client is in their decision process, there is no way that you can know where you are in your sales process.

    In this NLE Quick Tip, Rob Mosley discusses how you are perceived, whether it be a trusted advisor, vendor or order taker, and that perception is directly tied to your ability to engage at each stage of the client decision process and better align your solution early and often.

     

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    Streaming video - 12 minutes

    What on Earth are they thinking? That is sometimes the million dollar question when it comes to trying to determine exactly HOW our prospects and client think when they are making important decisions such as how to hire the best possible candidate, which firm, if any, to work with, or how important this hire is to the organization?

    In this NLE Quick Tip, Rob Mosley helps us answer this question; “Where is my client/prospect today in their decision process and what does value look like to them at this stage?” If you can articulately answer that key question, you have the makings of a long lasting collaborative client partnership.

     

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    Streaming video - 13 minutes

    Historically, recruiters create a “sea of sameness” with calls and emails that tend to focus too much on the service being provided by the recruiter’s organization. These messages are disconnected from the real priorities and can be perceived by the prospect as self-serving, self-interested, and lacking real insight into their business. In that initial connection, they are also making decisions based on the value in your message - and whether it is even worthy of a response.

    Rob Mosley explains the purpose of the I-Model approach for earning the meeting is to initiate communication in a more diagnostic conversation (or face-to-face meeting) with the decision maker. Through using this approach you will turn cold calls in to warmer consultative conversations that accelerates the relationship. Additionally, you will stand out from the masses and the sea of sameness in voicemails and emails by better communicating a clear purpose for the conversation.

     

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    Streaming video - 14 minutes

    While it is always our goal to work directly with decision makers and influencers, the reality is that we must often navigate past gatekeepers first in order to have valuable conversations with our intended prospects. Every relationship in an organization, whether it be at the executive, managerial, or individual contributor, provides us with the opportunity to gain insight into that individual and the organization at that particular level of the company. Your challenge is to view the gatekeeper as a bridge to build more trust and legitimacy in the prospects organization.

    In this NLE Quick Tip, Rob Mosley will help you better navigate the initial gatekeeper conversations and when appropriate, develop an additional relationship with the gatekeeper that can be leveraged as a source of access and insight throughout the organization.

     

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    Streaming video - 50 minutes

    Rob Mosley is the Senior Director of Training and Development for Next Level Exchange. Rob comes to Next Level from a global recruitment network, where he served as the Chief Learning Officer, responsible for all training and sales development of 1,100 offices worldwide.

    He is a licensed facilitator for Stephen Covey's The 7 Habits of Highly Effective People. Rob holds master certifications in Consultative Selling, Performance Coaching, Advanced Sales Negotiation, Strategic Client Communication, and Major Account Planning & Strategy. Rob is a keynote speaker and facilitator at continuing education seminars in the areas of Business to Business Sales.

    In developing new client relationships, the first conversation is critical. In this session entitled, "The First 60 Seconds”, Rob give us a step-by-step strategy to “open the conversation” that helps lead to more collaborative client relationships.

     

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    Streaming video - 46 minutes

    Rob Mosley is the Senior Director of Training and Development for Next Level Exchange. Rob came to Next Level from a global recruitment network, where he served as the Chief Learning Officer, responsible for all training and sales development of 1,100 offices worldwide. He is a licensed facilitator for Stephen Covey's The 7 Habits of Highly Effective People. Rob holds master certifications in Consultative Selling, Performance Coaching, Advanced Sales Negotiation, Strategic Client Communication, and Major Account Planning & Strategy.  Rob is a keynote speaker and facilitator at continuing education seminars in the areas of business to business sales.

    In this session entitled, "The 4 Cornerstones of Search”, Rob shares the key elements including diagnosis, awareness, behavior and value proposition.

     

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    Streaming video - 41 minutes

    Rob Mosley is a Managing Partner and Senior Director of Training and Development for Next Level Exchange. Rob comes to Next Level from MRINetworkâ„¢ where he served as the Chief Learning Officer, responsible for all training and sales development of 1,100 offices worldwide. He is a licensed facilitator for Stephen Covey's The 7 Habits of Highly Effective People. Rob holds master certifications in Consultative Selling, Performance Coaching, Advanced Sales Negotiation, Strategic Client Communication, and Major Account Planning & Strategy. Rob is a keynote speaker and facilitator at continuing education seminars in the areas of Business to Business Sales.

    In this session entitled, "That's a Great Question", Rob discusses great dialogue. Great dialogue in our business is the cornerstone of our craft. Great dialogue has four distinct elements; Probing, Listening, Responding, and Aligning. Rob will break this down and discuss each of these important skills to better understand how they integrate with each other to form true diagnostic communication with your clients.

     

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    Streaming video - 45 minutes

    Rob Mosley is the Sr. Director of Next Level Recruiting Training.  Rob has over 25 years in the Recruiting and Training serving as the Chief Learning Officer for the MRI Network and as an international keynote and presenter with the Acclivus Corporation. Rob was listed as the top rated speaker at the 2009 NAPS national conference and presents to over 25 conferences and workshops each year.

    Rob's presentation is on the cornerstone of our craft; Great Dialogue. Specifically, he addresses the heart of great dialogue as four distinct elements; Probing, Listening, Responding, and Alignment. Our session today will dissect each of these four chambers to better understand what is really behind great communication with both clients and candidates and why great conversation equals great compensation.

     

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    Streaming video - 57 minutes

    Rob is the Sr. Director of Training and Development for Next Level. Rob comes to Next Level from MRINetwork™ Corporate in Philadelphia, PA, where he served as the Chief Learning Officer, responsible for worldwide training and sales development of 1,100 offices.  He is a licensed facilitator for Stephen Covey’s The 7 Habits of Highly Effective People. Rob’s knowledge of the search industry comes from 10 years as VP of Corporate Development and Training with Merritt Hawkins and Associates, part of the MHA Group of Companies, the nation’s leading provider of clinical healthcare staffing and consulting services. Rob is a keynote speaker and facilitator at continuing education seminars in the areas of Recruiting, Sales Execution and Performance Development. Past credits include the American Staffing Association, MRINetwork Global Conferences, the Executive Healthcare Conference, the Texas Hospital Association and the Medical Group Management Association. Rob holds a BA (cum laude) and JD from Baylor University.

    This session is about your ability to drive strong long lasting profitable truly collaborative relationships, even during challenge economies. It is about your ability to differentiate yourself from your competitors.  Why is this important? If you fail to differentiate in your approach-you will be forced to differentiate by price.

    This session will provide you with real skills to answer the following questions:
    • How do we market for new clients in a way that differentiates us from our competitors?
    • How do we build real value in a market that tends to see us as “vendors” or a “necessary evil”?
    • How do we properly manage client tactics and demands so that we are seen as more than just a commodity?
    • How do we elevate our level of relationship to secure engaged or retained work?

     

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    Streaming video - 11 minutes

    Trish Ryan is Managing Partner with Ryan Consulting Services. For over three decades, Trish has served our industry as a recruiter, leader and strategic consultant. Her search experience began in 1980 as Managing Partner at JPM International, then as a Director of Network Development of a global recruitment network. She then transitioned to the role of Vice President of the search firm PrincetonOne in Southern California. Now she owns Ryan Consulting and works with recruiting firms to help both owners and account executives excel in our business.

    In this presentation, Trish shares her business development tips using the four cornerstone model. Enjoy the session.

     

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    Streaming video - 16 minutes

    Chad Oakley is the President of Charles Aris, a 30-person executive search firm that’s located in North Carolina. As President, his chief responsibility is to manage the firm’s Strategy and Business Development practice.

    In this Quick Tip re-release of his full presentation, Chad shares his top tips that have enabled him to develop a million dollar practice.

     

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    Streaming video - 21 minutes

    Trish Ryan is Managing Partner with Ryan Consulting Services. For over three decades, Trish has served our industry as a recruiter, leader and strategic consultant. Her search experience began in 1980 as Managing Partner at JPM International, then as a Director of Network Development of a global recruitment network. She then transitioned to the role of Vice President of the search firm PrincetonOne in Southern California. Now she owns Ryan Consulting and works with recruiting firms to help both owners and account executives excel in our business.

    In this presentation, Trish shares her 5 favorite tips to help your recruitment business grow. Enjoy the session.

     

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    Streaming video -  38 minutes

    Lee Martin is a Managing Director and a leader of the construction and real estate practice at Kaye/Bassman International. Lee joined Kaye/Bassman in 2004 and specializes primarily in the midwest commercial construction market; assisting clients from hiring of key leadership roles for new divisions to staffing entire construction projects. As one of the leaders of the construction practice, Lee maintains a high level of client focused search with top national general contractors, consulting engineering firms, and boasts upper level placements with some of the largest privately held companies in the world. Lee’s clients include some of the most well-known and respected ENR Top 400 commercial general contractors and consulting engineering firms in the United States.

    In this presentation, Lee shares his three best practices for next level selling.

     

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    Streaming video -  34 minutes

    Ruben Moreno is a founding Partner of Blue Rock Search, a member of the Sanford Rose Associates network of offices. After a 20+ year career in human resources and executive search, Ruben co-founded Blue Rock Search based on a simple but ambitious vision of creating a firm that would “Change Lives and Organizations One Relationship at a Time.”

    Prior to founding Blue Rock Search, Ruben spent 10 years in talent acquisition and executive search. During that time, he built deep relationships within the HR executive & total rewards leadership communities. During his corporate career, Ruben held multiple senior level HR leadership roles across several well-known Fortune 500 organizations, including Ingersoll-Rand, Nabisco, and Pepsi.

    In this big biller presentation, Ruben shares his best tips to build and grow a retained search desk.

     

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    Streaming video -  32 minutes

    Stephen Provost is the Senior Partner and Co-Founder of Prestige Scientific. Since Prestige Scientific’s inception, Stephen has led the firm to complete over 500 executive searches for Life Science clients nationwide from senior management to C-level. Those clients have included venture funded biotechnology firms to public large pharmaceutical companies.

    At age 25, Stephen was hired to start the Boston office of a privately-held national search firm. Stephen became one of the top Search Consultants in the country and was hand selected by the CEO to assume management oversight within his first year. After his quick rise to management, Stephen led his office to become the second most profitable division of the company before its acquisition by a private equity firm.

    In this session, Stephen shares how he was able to make placements in every month in his first year of search, to his creative ideas to get call-backs, and much more.

     

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    Streaming video - 34 minutes
    Rob Mosley is the Senior Director of Training and Development for Next Level Exchange.  Rob comes to NLE from MRINetwork™ Corporate where he served as the Chief Learning Officer, responsible for all training and sales development of 1,100 offices worldwide. Rob holds master certifications in Consultative Selling, Performance Coaching, Advanced Sales Negotiation, Strategic Client Communication, and Major Account Planning & Strategy. He is consistently ranked as one of the “top requested” speakers for recruiting and staffing events worldwide.
    In this presentation,“The Spectrum of Search Solutions”, Rob gives an overview of developing your value proposition, presenting your recruiting and search solutions, and the "Client Focused Search®" Approach.

     

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    Streaming video - 43 minutes

    Scott Love is a leading expert and authority in the executive search industry.  He writes a monthly column in the Fordyce Letter, has been quoted in the Wall Street Journal and Selling Power Magazine, and is the author of 'The Recruiter's Adventure Book!  How to Find Buried Treasure in the World of Recruiting'. Scott has spoken to nearly every major industry group and is a graduate of the United States Naval Academy in Annapolis, Maryland.

    Bankers do it.  Lawyers do it.  Even accountants do it.  But recruiters don't.  The concept of rainmaking is the most effective form of business development, but it has never been taught to our industry, until now.  In this content-rich session from industry expert and trainer Scott Love, recruiters in your office will learn how to become the first recruiter considered for assignments, and easily build solid relationships with high-level prospects.

     

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    Streaming video - 6 minutes

    As a professional speaker and trainer, Scott Love shortens the learning curve of new recruiters and salespeople and helps experienced ones break through their barriers to reach their full potential. Scott is President of the Attorney Search Group, a member of the Sanford Rose Associates network of offices, where he helps law firm partners mitigate risk and maximize opportunity when transitioning from one firm to another. Love is a prolific thought leader on the topics of recruiting, employee loyalty, and leadership. He is the author of the leadership book Why They Follow: How to Lead with Positive Influence.

    In this video, Scott shares his key client relationship secrets including handling pushback, the hierarchy in client conversations and more.

     

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    Streaming video - 7 minutes

    As a professional speaker and trainer, Scott Love shortens the learning curve of new recruiters and sales people, and helps experienced ones break through their barriers to reach their full potential. Scott is President of the Attorney Search Group, a member of the Sanford Rose Associates network of offices, where he helps law firm partners mitigate risk and maximize opportunity when transitioning from one firm to another. Love is a prolific thought leader on the topics of recruiting, employee loyalty, and leadership. He is the author of the leadership book Why They Follow: How to Lead with Positive Influence.

    In this video, Scott share his key sales principles to get business and gaining exclusivity with your clients.

     

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    Streaming video - 31 minutes

    Scott Love is the President of The Attorney Search Group, based in Washington DC. He has been a professional career recruiter since 1995 and is one of the most frequently published authorities in the search and recruitment industry. As a result, he is a popular thought leader in the executive search profession and has spoken at nearly every recruiting industry conference or trade association convention. Scott has been quoted in the Wall Street Journal, Selling Power Magazine, and numerous major city daily newspapers and Business Journals. Scott is the author of The Recruiter’s Adventure Book and has written over 250 articles on leadership, sales, and recruiting.

    In Scott's presentation, entitled “Client Development Secrets”, he'll discuss keys to client business development including, SPIN selling and questions for client prospects, how clients perceive risk, how to handle client rebuttals and fee negotiation tips.

     

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    Streaming video - 24 minutes

    Scott Love is the President of The Attorney Search Group and a member of the Sanford Rose Associates network of offices. His office is a boutique legal search consultancy with a focus in placing attorney-partners in the greater Washington, DC, area. Since 1995, Scott has placed key talent in legal, construction, IT and sales roles. As a professional speaker and trainer, Scott Love shortens the learning curve of new recruiters and salespeople and helps experienced ones break through their barriers and reach their full potential. Scott has authored three books, produced hundreds of video training courses and has been quoted in the Wall Street Journal, Selling Power Magazine, and dozens of trade journals and business publications around the globe. Over 4,500 recruiting and staffing firms from over 35 countries have invested in his tools and systems.  In this presentation, Scott shares his top ten client development tips to help you close more business.

     

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    Streaming video - 13 minutes

    Scott Love is the President of The Attorney Search Group and a member of the Sanford Rose Associates network of offices. His office is a boutique legal search consultancy with a focus in placing attorney partners in the greater Washington, DC, and New York City areas.

    Since 1995, Scott has placed key talent in legal, construction, IT and sales roles. As a professional speaker and trainer, Scott shortens the learning curve of new recruiters and sales people and helps experienced ones break through their barriers and reach their full potential. Scott is a popular keynote speaker at industry and non-industry conventions and conferences.

    He has authored three books, produced hundreds of video training courses, and has been quoted in the Wall Street Journal, Forbes, the Huffington Post, Selling Power Magazine, and dozens of trade journals and business publications around the globe. Over 4,500 recruiting and staffing firms from over 36 countries have invested in his tools and systems.

    In this quick tip, Scott shares ideas of how leverage three types of retained search services in your business. All told, these types of search agreements will give you and your client the ability to choose the right mutually beneficial business relationship.

     

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    Streaming video - 7 minutes

    Scott Love is the President of The Attorney Search Group and a member of the Sanford Rose Associates® network of offices. His office is a boutique legal search consultancy with a focus in placing attorney partners in the greater Washington, DC and New York City areas. He has been called “Washington’s legal power broker” and works as a sports agent for law firm partners engaged in transition from one firm to another.

    As a professional speaker and trainer, Scott shortens the learning curve of new recruiters and sales people and helps experienced ones break through their barriers and reach their full potential. Scott is a popular keynote speaker at industry and non-industry conventions and conferences.

    He has authored three books, produced hundreds of video training courses, and has been quoted in the Wall Street Journal, Forbes, The Huffington Post, Selling Power Magazine, and dozens of trade journals and business publications around the globe. Over 4,500 recruiting and staffing firms from over 36 countries have invested in his tools and systems.

    In this NLE Quick Tip, Scott shares tips and pitfalls to watch out for when migrating your recruiting practice to the retained services model.

     

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    Streaming video - 4 minutes

    Scott Love is President of The Attorney Search Group – a member of the Sanford Rose Associates network of offices. Scott is also a leading expert and authority in the executive search industry and has been quoted in the Wall Street Journal and Selling Power Magazine and is the author of “The Recruiter’s Adventure Book! How to Find Buried Treasure in the World of Recruiting”. Scott has spoken to nearly every major industry group and is a graduate of the United States Naval Academy in Annapolis, Maryland.

    In Scott’s quick tip presentation, he discusses how you can leverage spin selling to ask great questions with your customers and elevate your recruiting game.

     

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    Streaming video - 5 minutes

    As a professional speaker and trainer, Scott Love shortens the learning curve of new recruiters and sales people, and helps experienced ones break through their barriers to reach their full potential. Scott is president of the Attorney Search Group, a member of the Sanford Rose Associates network of offices, where he helps law firm partners mitigate risk and maximize opportunity when transitioning from one firm to another. Love is a prolific thought leader on the topics of recruiting, employee loyalty, and leadership. He is the author of the leadership book Why They Follow: How to Lead with Positive Influence.

    In this video, Scott will show you how to get more business, better business, and all the business. Get more business by evolving your desk and increasing your client prospect pool. Get better business at higher margins with clients who see you as a trusted adviser. And finally, get all the business by gaining exclusivity with your clients.

     

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    Streaming video - 5 minutes

    Scott Love is a leading expert and authority in the executive search industry. He has been quoted in the Wall Street Journal and Selling Power Magazine and is the author of “The Recruiter’s Adventure Book! How to Find Buried Treasure in the World of Recruiting”. Scott has spoken to nearly every major industry group and is a graduate of the United States Naval Academy in Annapolis, Maryland.

    In Scott’s quick tip presentation, he discusses the top five ways to generate business and elevate your recruiting game.

     

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    Streaming video - 43 minutes

    MPC and STAR marketing have been long-standing business development approaches in recruiting. Greg Doersching proposes reengineering this proven practice including understanding the key differences between MPC and STAR candidates and strategies to connect and conduct discovery conversations with them.

    In this NLETV video, Greg provides examples of updated email and voicemail messaging aimed at taking these candidates to your market.

     

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    Streaming video - 54 minutes

    Greg Doersching is Managing Partner and Founder of The Griffin Search Group, a National Search Firm working in the direct hire placement industry. He is an active recruiter who still runs a highly productive desk and is in the trenches day-to-day, just like the rest of us.  He is also developer and Chief Architect of the highly successful Bullseye Recruiting Process. For the past 15 years, Greg has been recognized as one of the most cutting edge voices in the recruiting industry.  He is an International Trainer and has presented dozens of workshops and Keynote Addresses for recruiting association events.  He is consistently rated as one of the top presenters for each conference.

    In this presentation, entitled “An Insider’s Point of View: Feedback from HR Professionals”, Greg shares exclusive insights from a unique dinner invitation – as a guest to an open discussion with 12 human resource professionals. Topics of discussion included direct feedback about recruiters, the value they see in recruiters, their pet peeves, how to gain trust and earn their business, and what HR truly cares about when they choose to work with a recruiter.

     

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    Streaming video - 51 minutes

    Greg Doersching is Managing Partner and Founder of The Griffin Group, a national search firm working in the direct hire placement industry. For the past 13 years, Greg has been recognized as one of the most cutting-edge voices in the recruiting industry. He is an internationally recognized trainer and one of the top producers in the state of Wisconsin. He served for 2 years as the President of the Wisconsin Association of Personnel Services and now sits on their Board of Directors.

    In this presentation, entitled “10 Real Answers to 10 Constant Objections”, Greg shares his guide for how to manage the common resistance we hear in recruiting. He takes us through the three most common categories of resistance including client development objections, “working together resistance”, and candidate resistance. Greg provides numerous ideas, talking points, and actual scripts to use to manage resistance and close more business.

     

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    Streaming video - 13 minutes

    Establishing credibility and expertise with clients is crucial for recruiters in order to be seen as a valuable solution to their hiring needs. One way to separate yourself from other recruiters is to make small comments in interactions with clients that demonstrate your in-depth understanding of recruiting-related topics. This can be done by delivering specific "speeches" during search assignment conversations that convey your expertise and establish your authority in the field. Additionally, staying up-to-date with the latest industry trends and developments can also help to establish your credibility as a knowledgeable and experienced professional.

    In this NLE Quick Tip, Greg Doersching shares that by consistently demonstrating your expertise and providing valuable insights, you will build trust with clients and position yourself as a valued resource for industry trends and their hiring needs.

     

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    Streaming video - 11 minutes

    For over 20 years, Greg Doersching has been recognized as one of the most cutting-edge voices in the recruiting industry. He is the President of Next Level Coaching, an International Trainer and has presented hundreds of workshops and Keynote Addresses for major national, state and local recruiting and staffing groups. He is consistently rated as one of the top presenters for each conference, and on top of that he still runs a desk.

    In this NLE Quick Tip, Greg shares his insights to remind you to include HR in your business development marketing plans – plus he includes an approach and call plan to help you find success.

     

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    Streaming video - 61 minutes

    For over 20 years Greg Doersching has been recognized as one of the most cutting-edge voices in the recruiting industry. He is the President of Next Level Coaching, an International Trainer and has presented hundreds of workshops and Keynote Addresses for major national, state and local recruiting and staffing groups. He is consistently rated as one of the top presenters for each conference, and on top of that he still runs a desk.

    In this presentation, entitled “Shrink Your World – Grow Your Placements”, Greg shares his thoughts about taking a fresh look at your market – both the “how and why” to take a deeper dive into becoming a true niche expert in your space. Then, Greg reveals a methodology to uncover new search opportunities and a top-of-mind marketing strategy to secure the business.

     

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    Streaming video - 5 minutes

    For over 20 years, Greg Doersching has been recognized as one of the most cutting-edge voices in the recruiting industry. He is the President of Next Level Coaching, an International Trainer and has presented hundreds of workshops and Keynote Addresses for major national, state and local recruiting and staffing groups. He is consistently rated as one of the top presenters for each conference, and on top of that he still runs a desk.

    In this NLE Quick Tip, Greg shares his insights to remind you to include HR in your business development marketing plans – plus he includes an approach and call plan to help you find success.

     

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    Streaming video - 64 minutes

    For the past 15 years Greg has been recognized as one of the most cutting edge voices in the recruiting industry. He is an international trainer and has presented dozens of workshops and keynote addresses for recruiting association events. He is consistently rated as one of the top presenters for each conference.  Greg Doersching is Managing Partner and Founder of The Griffin Search Group, a national search firm working in the direct hire placement industry. He is an active recruiter who still runs a highly productive desk. He is in the trenches day-to-day, just like the rest of us. He is also developer and chief architect of the highly successful Bullseye Recruiting Process.

    In this presentation, entitled “Pick me! Pick me!”, Greg shares his guide for better business development. He takes you through the client decision and thought process, their hot buttons, and what clients truly care about when they choose to work with a recruiter.

     

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    Streaming video - 55 minutes

    Greg Doersching is Managing Partner and Founder of The Griffin Search Group, a National Search Firm working in the direct hire placement industry. He is an active recruiter who still runs a highly productive desk. He is in the trenches day-to-day, just like the rest of us. He is also developer and Chief Architect of the highly successful Bullseye Recruiting Process. Since 1998, Greg has been recognized as one of the most cutting edge voices in the recruiting industry. He is an International Trainer and has presented dozens of workshops and Keynote Addresses for recruiting association events, consistently rated as one of the top presenters for each conference.

    In this presentation, entitled “Old School – New Money”, Greg asks these key questions:

    • What did we do at the beginning of our careers that made us successful…and why don’t we do it anymore?
    • How did Old School recruiters build a client base and then OWN their markets?

    Greg helps us press the “reset” button, take a step back from what we do know, and get back to the basics of successful recruiters. This includes having key conversations and actually TALKING to people, knowing when to use email for process steps and phone calls for decision steps, and the first rule of Old School Recruiting: get on the phone - make 50 calls a day - 4 days a week - no exceptions!

     

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    Streaming video - 46 minutes

    For over 20 years Greg Doersching has been recognized as one of the most cutting-edge voices in the recruiting industry. He is the President of Next Level Coaching, an International Trainer and has presented hundreds of workshops and Keynote Addresses for major national, state and local recruiting and staffing groups. He is consistently rated as one of the top presenters for each conference, and on top of that he still runs a desk.

    In this presentation, Greg shares his top 10 “buying” and “non-buying” objections we often encounter in business development. He then takes it a step further by including specific talking points, scripts, plus a cheat sheet to help you land more searches.

     

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    Streaming video - 48 minutes

    Greg Doersching is Managing Partner and Founder of The Griffin Search Group, a National Search Firm working in the direct hire placement industry.  He is an active recruiter who still runs a highly productive desk; he is in the trenches day-to-day, just like the rest of us.  He is also developer and Chief Architect of the highly successful Bullseye Recruiting Process. For over 15 years, Greg has been recognized as one of the most cutting edge voices in the recruiting industry.  He is an International Trainer and has presented dozens of workshops and keynote addresses for recruiting association events.  He is consistently rated as one of the top presenters for each conference.

     

    In this presentation, Greg shares his insights regarding fee negotiations and solutions to help you build your practice.  Topics include the 6 major services clients expect from recruiters, how to sell your process, how to ensure your services are seen as value added, and much more.

     

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    Streaming video - 56 minutes

    For over 20 years, Greg Doersching has been recognized as one of the most cutting-edge voices in the recruiting industry. He is the President of Next Level Coaching, an International Trainer and has presented hundreds of workshops and Keynote Addresses for major national, state and local recruiting and staffing groups. He is consistently rated as one of the top presenters for each conference, and on top of that he still runs a desk.

    In this presentation, Greg share how to leverage a sales development representative (SDR) to exponentially grow your firm.

     

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    Streaming video - 57 minutes

    Greg Doersching is Managing Partner and Founder of The Griffin Search Group, a national search firm working in the direct hire placement industry. He is an active recruiter who still runs a highly productive desk.  He is in the trenches day-to-day, just like the rest of us.  He is also developer and chief architect of the highly successful Bullseye Recruiting Process. Since 1998, Greg has been recognized as one of the most cutting edge voices in the recruiting industry.  He is an international trainer and has presented dozens of workshops and keynote addresses for recruiting association events.  He is consistently rated as one of the top presenters for each conference.
    In this presentation, entitled “Hooks, Bricks, Toilets and Pride,” Greg shares how to get our hooks into clients (selling), get back to the building blocks of closing (bricks), flush the rejections we hear everyday (toilets), and always strive for excellence with a sense of pride.

     

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    Streaming video - 34 minutes

    Michael Pietrack is the Executive Vice President and Co-Founder of TMAC Direct, based in the greater Atlanta, Georgia area. He has built world-class recruiting teams and is a leading recruiter in the very competitive pharmaceutical industry; specifically in the medical science liaison and medical affairs niche. Michael is going to share how he fine-tuned his desk and grew his business 350% in five years.  His goal is to give you tools to help you evaluate your desk and share tactical steps to take in becoming more of a market master.  Enjoy the session.

     

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    Streaming video - 31 minutes

    Michael Pietrack heads up a pharmaceutical industry search firm called TMAC Direct. Though Michael oversees all recruiting at TMAC Direct, he runs a very niche desk as a true market master. By dominating a small segment of a huge industry, Michael has grown his $1.2M solo practice into a $2.6M mega desk. As a result of his success, he is a sought-after speaker for both the recruiting and pharmaceutical industries.

    Today, Michael will describe his business development process and the steps he has taken to be a BD Machine. You will leave this session with implementable ideas about how to generate more business on your desk.

     

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    Streaming video - 20 minutes

    Michael Pietrack heads up a pharmaceutical industry search firm called TMAC Direct. Though Michael oversees all recruiting at TMAC Direct, he runs a very niched desk as a true market master. By dominating a small segment of a huge industry, Michael has grown his $1.2M solo practice into a $2.6M mega desk! As a result of his success, he is a sought-after speaker for both the recruiting and pharmaceutical industries.

    Today, Michael will discuss how to gain additional revenue streams all with the same candidates, clients, and effort. You will leave this session with practical ways to build your enterprise.

     

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    Streaming video - 9 minutes

    Christine Geiger asks why is it that some recruiters you know seem to have really good clients? Why do they have “all the luck?” They keep marketing. They upgrade clients. They don’t devote all their time and talents to organizations that are going to treat them like vendors, where there is lower probability of success. Big name or not, clients who truly work with us in tandem and view us as partners not competitors, are the organizations we want to align ourselves with. Companies that provide the requisite feedback to help us hone our search better, firms that are prompt and proactive with interview scheduling, decisions and offers. These companies are worth their weight in gold and continual, perpetual marketing will help build your business with these better clients.

     

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    Streaming video - 10 minutes

    There are times when a financially committed/retained search is the best option, and there are times when contingency recruiting is the appropriate approach. Certainly, the urgency and critical nature of the position are factors. Accountability, access, and search status are all variables as well. There are times, though, when neither of these solutions is the best answer. Unfortunately, most recruiters tend to work one way or maybe two and then sell why their way is the best. A true consultant gathers all relevant information and then makes an informed professional recommendation.

    In order to truly be a consultant, one has to be prepared to craft the appropriate agreement based on the client’s unique needs and expectations.

    In this quick tip, Jeff Kaye illustrates that it is never too late to be what you might have been and it is never too late to learn and grow. The first step in growth is being receptive to considering the addition of some new tools, and alternative fee agreements into your professional arsenal.

     

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    Streaming video - 14 minutes

    As search professionals, at times, we take for granted the reasons we are hired by clients. Sometimes we begin to believe that we are used simply to identify candidates/resumes and present them to our clients and then hold our breath and hope they are hired. Think for a minute about what you do for your clients. Now ask yourself, can your clients articulate that if they were asked to do so? Finding the right person, at the right time, in the right place, at the right price is our core competency. We help build companies through the people we place. People are truly a company's most precious resource. In this presentation, Jeff Kaye shares with you a list of key points of value that can be used as a comparison of not only the value you bring but also one to share with prospective and existing clients.

     

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    Streaming video - 72 minutes

     

    Jeff Kaye serves in senior leadership roles for Kaye/Bassman International, Next Level Exchange, and Sanford Rose Associates. During his tenure as CEO, Kaye/Bassman International has grown into the largest single-site search firm in the country which achieved annual search revenues in excess of $18 million, won national awards for philanthropy and workplace flexibility, and has been named the #1 “Best Company to Work for in Texas” four consecutive years. He is considered an industry expert and has appeared on CNN, FOX, Bloomberg, and NBC. He is quoted regularly in publications including USA Today, The Wall Street Journal, Business Week, Time, and Fortune. Jeff is also a frequent speaker within the recruiting and human resources community and been featured in dozens of international training meetings and videos.
    This presentation, “Market Mastery”, is Jeff's most requested topic, and is the one of the founding pillars of Kaye/Bassman's success.  For over two decades, Jeff has been writing and speaking about the virtues of market mastery and this presentation memorializes the approach, why it matters, why it benefits you and your market, and includes a blueprint for implementation.

     

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    Streaming video - 12 minutes

    The power of preface is incredibly impactful when it comes to framing what’s to come next – and can be used negatively or positively. Focus on the positive.

    In this NLE TV quick tip, Karen Schmidt gives examples designed for more thoughtful implementation. Starting off, you’ll hear some fast examples to help gather some data points to move the conversation in a positive direction.

     

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    Streaming video - 18 minutes

    So often we talk about the tactical pieces of the recruiting process. What makes a great introduction, how do we deliver a more impactful presentation to a candidate or client, what are the hot buttons we should be speaking to, how do we handle a counteroffer, and more.

    In this presentation, Karen Schmidt talks about something that requires some thought, patience, and at times hours of work – the collateral material leveraged to differentiate yourself, to elevate your sales and recruiting process, and to ultimately close more business. She’ll start with a broad list of marketing materials that elevate top recruiters from other recruiters whose efforts consist of little more than phone calls. Great recruiters take the initiative to put together a game plan, and the supporting industry-specific marketing materials to deliberately dominate their market. You can too. Enjoy the session.

     

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    Streaming video - 13 minutes

    Karen takes an in-depth look at one of the most common types of client development approaches, yet also at times one of the most controversial, which is the Most Placeable Candidate approach – or the MPC. More than likely you know of this approach - sharing a potential individual to an organization in hopes of not only securing an interview for that person but hopes in demonstrating your credibility and capability as evidenced by the type of candidate that you can present to their organization.

    Take some time to use the examples provided here and create something that will work for you – regardless of if you’re a new recruiter, a veteran, or just simply someone interested in possibly adding a six figure placement to your production this year!

     

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    Streaming video - 6 minutes

    Think back to high school basketball practice. Remember the drill the three-man weave? Three players engage in the pass and follow, in a weaving pattern. Like those three players, there are three activities that you should do every week, weaving them together down the court as you try to score more searches. If you do this weaving drill, week in and week out, you’ll consistently get more searches, while staying relevant and engaged in your market.

    In this video, Michael Pietrack, who is also a sports coach, shares this proven practice drill that can help you win in your recruiting game.

     

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    Streaming video - 7 minutes

    To take your recruiting practice to the next level, it's crucial to integrate attendance at industry events, such as meetings, conventions, or congresses, into your business development plan.

    These annual gatherings in your niche are frequented by numerous potential recruits or clients. Even if you feel you already know all the key players in your field or are worried about time spent away from the office, Michael shares ideas to strengthen your existing relationships through strategic participation in meetings and association marketing.

    In this video, Michael Pietrack discusses the reasons for attending these events, helping you to identify the specific types of meetings most beneficial for your goals, and provides guidance on what actions to take before, during, and after the events to maximize your networking and business opportunities.

     

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    Streaming video - 22 minutes

    Kent Burns leads Simply Driven Executive Search, a member of the Sanford Rose Associates network of offices. He specializes in delivering high-caliber talent in the areas of Finance/Accounting and Engineering. For eight and a half years, Burns was a Partner and perennial top producer within a global network of recruiters. In 2003, he was the Top Producing Individual Account Executive, outperforming approximately 3,500 recruiters worldwide. Prior to entering the search industry, Burns was a CPA with two Big Four firms as well as a corporate Controller and Chief Financial Officer.

    He is the author of "What's Your Why?" and "The Why Guide to Your First Job - College Edition". He has been featured in publications such as Fast Company, Forbes, CFO Magazine, HR Magazine, The Journal of Accountancy, The Boston Globe, Reuters, The Houston Chronicle, The Indianapolis Business Journal and the St. Louis Post-Dispatch. In this presentation, Kent shares Simply Driven’s best practices for managing a candidate’s decision-making process to accept your offer..

     

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    Streaming video - 29 minutes

    Jon Bartos is a premier writer, speaker and consultant on all aspects of personal performance, human capital and performance analytics.  Jon is one of an elite group of executive recruiters who have billed over $1 million annually.  Within a 12-year period, Jon has cashed in over $11 million in personal production.  His office has won over 17 international awards, including International Billing Manager of the Year and Top 10 SC Office.

    In this presentation, Jon shares “The Pareto Activities of Recruiting” and how to make sure that your recruiting activities follow the same rule as it pertains to 80% of your business coming from 20% of your clients.  Jon shows how to optimize the Pareto activities of marketing, recruiting, and building relationships to close more business.

     

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    Streaming video - 32 minutes

    Jordan Rayboy is president and CEO of Rayboy Insider Search and leads the top information storage focused executive firm in the country. The Rayboy IS team has helped clients hire hundreds and hundreds of sales, engineering, and management professionals. Jordan Rayboy began his recruiting career with MRI in 2000, while still a sophomore in college. After earning Regional Rookie of the Year & Overall Account Executive of the Year at age 20, he eventually was ranked Top Ten World-Wide by 2005. The following year, Jordan struck out on his own, forming Rayboy Insider Search - the nation's leading search firm in the storage, virtualization, and infrastructure marketplace. He joined Pinnacle Society in 2009, and was elected to the Board of Directors in 2011, currently serving as Member Education Chair. Jordan eclipsed $1.2M in billings in 2012.

    He loves to give back to the industry that has given him so much, and has spoken at numerous Fordyce Forums, NAPS Conferences, as well as state associations. He regularly contributes to the Fordyce Letter, and has appeared in several training videos for Next Level Exchange. Jordan believes that life is short, and we should work to live, not the other way around. By building an effective virtual team & leveraging technology, Jordan harnesses the mobility aspect of the search business to lead his firm while traveling full-time in a tour-bus RV with his wife Jeska & four dogs. They've lived in 47 states, 7 Canadian provinces, and both sides of Mexico during their adventure.

    In this presentation you'll learn Jordan's keys to dominating your market and owning your niche. He'll show his unrivaled energy in planning and execution, systems and recyclability, and a real treat..his step-by-step workflow of a job order.

     

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    Streaming video - 33 minutes

    Bob Marshall, founder of The Marshall Plan, has an extensive background in the recruiting industry as a Recruiter, Manager, VP, President, Consultant and Trainer.  In 2012, Bob celebrated his 32nd year in the recruitment business.  Bob started in search and recruiting with a large recruitment organization and soon became a Pacesetter.  In his first office, he was named Account Executive of the Month sixteen times and is the recipient of the Million Dollar Hall of Fame Award.  After working a desk for four years, Bob became a Regional Manager for this same organization delivering operational support and training for their 60+ offices in the eleven western states.  In 1986, Bob founded The Bob Marshall Group.

    In this presentation, entitled “Your Desk as a Manufacturing Plant”, Bob reveals the similarities of recruiting and a manufacturing plant including the key personnel and their functions, the three types of job orders, the three types of candidates, sendouts and decisions, and the 4PM staff meeting.

     

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    Streaming video - 60 minutes

    Like most of those he trains, Jeff Skrentny, CERS, never intended to create a lifelong career in the search, staffing and recruiting profession.  After being fired from his university teaching position in early 1987, it was just where his business career began.  It didn’t start well; he was voted least likely to succeed, his first deal was a fall off.  Three years later though, he was his firm’s top producer. During his 22 years in search, Jeff has worked hard to perfect search best practices and then share those best practices with thousands of search and recruiting professionals from 33 nations in hundreds of training sessions. Jeff doesn't tell you what you should do; he shares with you what he actually does to close his deals.

    Why, for most recruiters, does reference checking seem to be an afterthought of the search process? Most still put off a reference check until the very end of their deal making process. They see it as a tedious and time consuming last step; when actually, reference checking should be the first thing they do.  Not only does Jeff have references checked for nearly every candidate submittal he makes;  BUT it has now become his most successful prospecting technique, one that has lead to over 53% of his billing dollars since January of 2002;  it all but eliminates the voicemail/caller ID problem recruiters must endure;  it has lead to the referrals of more than 39% of the candidates he has placed since 2002;  and he estimates that it has reduced the amount of time his team spends checking references by about 70%. Interested in knowing more?  Let’s join Jeff to learn how.

     

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    Streaming video - 73 minutes

    Neil Lebovits, CPA, CPC, CTS, before taking the industry by storm as a trainer, was a global president for Adecco, the world’s largest Staffing & Recruiting Firm, where he sat on the global executive team.  Previously, Neil was the President and COO of Ajilon Professional staffing for North America, where he oversaw over 100 offices.   Neil has done it all in the industry: Permanent & Temporary Placement, Sales, Branch Management, Regional Management, COO & President. He founded his industry training & development company, http://www.TheDynamicSale.Com in 2009.  Neil shares the secrets & systems that he has developed and harnessed while working himself up over his 20+ years in the industry. Neil has also been a renowned leader, motivator, trainer and speaker.  He has been featured countless times on Bloomberg TV, CNN, ABC news, CNBC and NY1. He has appeared in the Wall Street Journal, Fortune magazine, Smart Money and more!

    In this presentation, entitled “Hypnosis Prognosis”, Neil dives into the REAL methods to close the deal, by understanding the psychology of selling and human nature.  He’ll cover the power of hypnotic selling with power, persuasion techniques, conversation and exclusivity.

     

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    Streaming video - 21 minutes

    Trish Ryan is Managing Partner with Ryan Consulting Services. For over three decades, Trish has served our industry as a recruiter, leader and strategic consultant. Her search experience began in 1980 as Managing Partner at JPM International, then as a Director of Network Development of a global recruitment network. She then transitioned to the role of Vice President of the search firm PrincetonOne in Southern California. Now she owns Ryan Consulting and works with recruiting firms to help both owners and account executives excel in our business.

    In this presentation, Trish shares her 5 favorite tips to help your recruitment business grow. Enjoy the session.

     

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    Streaming video - 55 minutes

    Bob Marshall, Founder of The Marshall Plan, has an extensive background in the recruiting industry as a recruiter, manager, VP, President, consultant, and trainer.  Since 1980, Bob has been a leader in the recruitment industry. Bob started in search with a large recruitment organization and soon became a Pacesetter.  In his first office, he was named "Account Executive of the Month" sixteen times.  He is also the recipient of the "Million Dollar Hall of Fame" award. In 1986, Bob founded The Bob Marshall Group, and travels the world training top recruiters. According to Bob, when we begin our recruitment careers, we are faced with three learning curves.  First, we have to learn the tools of our recruiting profession.  Second, we learn the lexicon of our niche specialty.  And third, we learn and develop selling skills.This presentation is entitled “From Failure to Success in Recruitment Sales”, and Bob’s goal is to ensure that your business continues to grow!

     

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    Streaming video - 29 minutes

    Kent Burns leads Simply Driven Executive Search, a member of the Sanford Rose Associates network of offices. He specializes in delivering high-caliber talent in the areas of finance/accounting and engineering. For eight and a half years Burns was a Partner and perennial top producer within a global network of recruiters. In 2003, he was the Top-Producing Individual Account Executive, outperforming approximately 3,500 recruiters worldwide. Prior to entering the search industry, Burns was a CPA with two Big Four firms as well as a corporate Controller and Chief Financial Officer.

    He is the author of "What's Your Why?" and "The Why Guide to Your First Job - College Edition." He has been featured in publications such as Fast Company, Forbes, CFO Magazine, HR Magazine, The Journal of Accountancy, The Boston Globe, Reuters, The Houston Chronicle, The Indianapolis Business Journal and the St. Louis Post-Dispatch. Since 1999, Kent has helped companies make hundreds of successful hires. Now, he’ll share some of his best practices with you.

     

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    Streaming video - 23 minutes

    Bob Marshall, founder of The Marshall Plan, has an extensive background in the recruiting industry as a Recruiter, Manager, VP, President, Consultant and Trainer.  Bob started in search with a large recruitment organization and soon achieved the Pacesetter level of production; since 1980, Bob has been widely recognized as a leader in the recruitment industry.  In his first office, he was named Account Executive of the Month sixteen times and he is the recipient of the Million Dollar Hall of Fame Award. In 1986, Bob founded The Bob Marshall Group, and travels the world training top recruiters.

     

    In this presentation, Bob helps us quickly identify clients and candidates that are the best fit for our business, while avoiding those where the deal is unworkable on your terms.  His goal is to ensure that every job order you work will be fillable!

     

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    Streaming video - 46 minutes

    Jon Bartos is a writer, speaker and consultant on all aspects of human capital and achievement. As president and CEO of Jonathan Scott International in Mason, Ohio, he has achieved industry-leading success. Jon is one of an elite group of executive recruiters who have billed over $1 million annually. Within a 12-year period he has cashed in over $11 million in personal production.   The office has won over 17 international awards in the MRI Network, including International Billing Manager of the Year and Top 10 SC Office.

    In this presentation entitled, “Tactical Recruiter to Trusted Advisor”, Jon talks about the pinnacle of the recruiting profession, which is to become a trusted advisor by earning the complete trust and confidence of your clients and candidates. He’ll discuss the concepts of influence, gaining credibility, guiding the process, and building life-long relationships.

     

     

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    Streaming video - 14 minutes

    Candidate and client control is an oxymoron. In this NLE Quick Tip, Erin Bent suggests releasing the “control” and challenge yourself to “manage” the process from the beginning. Establish the type of relationship you want to have with your clients. That could be the most significant differentiator between you and the next recruiter calling to get business with your client!

     

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    Streaming video - 17 minutes

    Phone vs. Email: Do they really have to be competing? In today’s world of technology, a lot of the challenge is knowing the timing of when to execute one over the other. Open your mind, suspend your preconceived notion and see how together and separately they can both be a valued part of the placement process!

     

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    Streaming video - 24 minutes

    The subject of Diversity, Equity and Inclusion may make people a little uncomfortable. But as uncomfortable as it may be it is extremely important. Diversity, Equity and Inclusion has a profound effect on so many people. Your clients are talking about it. Your candidates are talking about it. And therefore, so should we.

    In this presentation, Stacy Napoles will share definitions of Diversity, Equity and Inclusion, business cases, and how it can affect your business in a positive way.

     

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    Streaming video - 57 minutes

    Rob is the Sr. Director of Training and Development for Next Level. Rob comes to Next Level from MRINetwork™ Corporate in Philadelphia, PA, where he served as the Chief Learning Officer, responsible for worldwide training and sales development of 1,100 offices.  He is a licensed facilitator for Stephen Covey’s The 7 Habits of Highly Effective People. Rob’s knowledge of the search industry comes from 10 years as VP of Corporate Development and Training with Merritt Hawkins and Associates, part of the MHA Group of Companies, the nation’s leading provider of clinical healthcare staffing and consulting services. Rob is a keynote speaker and facilitator at continuing education seminars in the areas of Recruiting, Sales Execution and Performance Development. Past credits include the American Staffing Association, MRINetwork Global Conferences, the Executive Healthcare Conference, the Texas Hospital Association and the Medical Group Management Association. Rob holds a BA (cum laude) and JD from Baylor University.

    This session is about your ability to drive strong long lasting profitable truly collaborative relationships, even during challenge economies. It is about your ability to differentiate yourself from your competitors.  Why is this important? If you fail to differentiate in your approach-you will be forced to differentiate by price.

    This session will provide you with real skills to answer the following questions:
    • How do we market for new clients in a way that differentiates us from our competitors?
    • How do we build real value in a market that tends to see us as “vendors” or a “necessary evil”?
    • How do we properly manage client tactics and demands so that we are seen as more than just a commodity?
    • How do we elevate our level of relationship to secure engaged or retained work?

     

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    Streaming video - 12 minutes

    Instilling trust and effective communication in building relationships is key with clients, candidates, customers and anyone else. Trust (or lack of trust) can be visualized on a continuum. There are positive things we do that build and increase trust. There are also negative things we do that erode or diminish trust. You can think of the continuum like a bank account. In relationships we continually either make deposits which increase trust in our account or we take withdrawals that diminish the overall trust in the account.

    When seeking to increase trust in a relationship, It's always important to remember the platinum rule. Most of us are familiar with the Golden Rule: "Treat others as you want to be treated". The platinum rule says “Treat others as they want to be treated”. It may not necessarily be the way you want to be treated. In this quick tip, Mark Murphy reminds us to remember that trust is built with a commitment to consistently increasing the positive actions in your relationships.

     

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    Streaming video - 16 minutes

    Chad Oakley is the President of Charles Aris, a 30-person executive search firm that’s located in North Carolina. As President, his chief responsibility is to manage the firm’s Strategy and Business Development practice.

    In this Quick Tip re-release of his full presentation, Chad shares his top tips that have enabled him to develop a million dollar practice.

     

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    Streaming video -  32 minutes

    Ashley Richards is a Managing Partner and leader of the construction and real estate practice at Kaye/Bassman International. She joined Kaye/Bassman in 2010 and oversees the recruitment of construction professionals, plus new client development and strategic marketing in North Texas and Oklahoma. She is responsible for recruiting and placing senior management level positions for the most well-known and respected development groups and commercial builders.

    In this presentation, Ashley shares her key factors to being successful in recruiting. These include her branding and client development ideas, how she differentiates with great questions, her ongoing professional development, and more.

     

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    Streaming video - 26 minutes

    Max McNamara is CEO at Full Spectrum Staffing Solutions, a member of the Sanford Rose Associates Network of offices, a full-service healthcare recruiting agency specializing in long-term care department leaders and c-level executives. Before founding Full Spectrum Staffing, Max spent nearly a decade as a teacher in the private education space, then entered the recruitment industry as a search consultant, to then ultimately become Vice President of Recruiting of a search firm in the Greater Los Angeles area.

    In Max’s presentation, he shares his top tips in earning the trust and confidence of his clients and candidates. These include leveraging the power of market mastery, how he builds personal relationships in his market, the power of the “nudge”, and his actual scripts to close more business.

     

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    Streaming video -  44 minutes

    Yosef Colish is the Founder and Managing Director of Leah Yosef International, a member of the Sanford Rose Associates network of offices. With an extensive background in search and research, in 2017, Yosef founded Leah Yosef International to serve the Private Wealth and Investment Management market by delivering premier talent to registered investment advisory organizations and multi-family offices nationwide.

    In his presentation, Yosef shares his express-lane to increase your billings. He'll discuss how he grew his desk from $150k to $800k without adding employees. Get ready to hear about his smart and proven process, his checklists to successful placements, his outsourcing tips and more.

     

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    Streaming video -  32 minutes

    Stephen Provost is the Senior Partner and Co-Founder of Prestige Scientific. Since Prestige Scientific’s inception, Stephen has led the firm to complete over 500 executive searches for Life Science clients nationwide from senior management to C-level. Those clients have included venture funded biotechnology firms to public large pharmaceutical companies.

    At age 25, Stephen was hired to start the Boston office of a privately-held national search firm. Stephen became one of the top Search Consultants in the country and was hand selected by the CEO to assume management oversight within his first year. After his quick rise to management, Stephen led his office to become the second most profitable division of the company before its acquisition by a private equity firm.

    In this session, Stephen shares how he was able to make placements in every month in his first year of search, to his creative ideas to get call-backs, and much more.

     

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    Streaming video - 11 minutes

    Recruiters often believe their responsibility ends once a candidate accepts the job offer. However, this is not the case. The post-placement process can be a significant factor in setting you, your service, and your firm apart. Ensuring the success of the placed candidate is crucial, and many fail to recognize its importance. When implementing this post-placement process, it is essential to communicate the follow-up steps during the intake call and offer finalization.

    In this NLE Quick Tip, Lil Roy explains how this strategy presents an opportunity to differentiate the level of service and deliverables provided, ultimately resulting in a successful candidate who can immediately contribute to their new company.

     

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    Streaming video - 14 minutes

    Scott Love is the President of The Attorney Search Group and a member of the Sanford Rose Associates network of offices. His office is a boutique legal search consultancy with a focus in placing attorney partners in the greater Washington, DC, and New York City areas. He has been called “Washington’s legal power broker” and works as a sports agent for law firm partners engaged in transition from one firm to another.

    Since 1995, Scott has placed key talent in legal, construction, IT and sales roles. As a professional speaker and trainer, Scott shortens the learning curve of new recruiters and sales people and helps experienced ones break through their barriers and reach their full potential. Scott is a popular keynote speaker at industry and non-industry conventions and conferences. He has authored three books, produced hundreds of video training courses, and has been quoted in the Wall Street Journal, Forbes, the Huffington Post, Selling Power Magazine, and dozens of trade journals and business publications around the globe. Over 4,500 recruiting and staffing firms from over 36 countries have invested in his tools and systems.

    In this presentation, entitled “When Candidates Don’t Respond,” Scott shares his tips to keep candidates engaged during the recruiting process. When candidates don’t respond: what does it mean and how do we manage it? In this presentation, Scott shares his tips to keep candidates engaged during the recruiting process.

     

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    Streaming video - 20 minutes

    The Market Mastery Project (MMP) was created and adopted across several of our training programs due to its high level of effectiveness. The MMP is an essential pre-cursor for anyone in a Lead Generation role and anyone entering a new vertical, niche or space. The MMP aims to helps to quickly understand the industry, terminology, and roles you will be dealing with while working at your firm. The best way to understand the scope of the work is to immerse yourself in that space and take the time to go in-depth into the subtleties and nuances that will help you have more productive conversations with both candidates and clients. There is extreme value in going through this exercise if you want to accelerate your learning curve.

    In this NLETV video, Erin Bent, Senior Director of Training at Next Level Exchange, shares the process of completing a Market Mastery Project.

     

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    Streaming video - 9 minutes

    If you dedicate time and resources to sourcing a vast number of contacts for an automated outreach campaign, you will possess valuable, costly, and highly potentiated data. Within that contact information lies potential revenue. Enhancing your automated outreach involves personalization, creating a one-on-one connection with your recipients, and adding a human touch to your approach.

    By following Maxwell McNamara's expert advice shared in this NLE Quick Tip, you can optimize your automated outreach and achieve superior outcomes.

     

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    Streaming video - 62 minutes
    Greg Doersching is Managing Partner and Founder of The Griffin Search Group, a national search firm working in the direct hire placement industry. He is an active recruiter who still runs a highly productive desk.  He is in the trenches day-to-day, just like the rest of us.  He is also the developer and chief architect of the highly successful Bullseye Recruiting Process. Since 1998, Greg has been recognized as one of the most cutting-edge voices in the recruiting industry.  He is an international trainer and has presented dozens of workshops and keynote addresses for recruiting association events.  He is consistently rated as one of the top presenters for each conference.

    In this presentation, entitled “The Magnificent 7”, Greg tells us how to clearly separate and differentiate from other recruiters, create an extreme level of customer satisfaction, make more placements and much more.

     

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    Streaming video - 75 minutes

    For over 20 years, Greg Doersching has been recognized as one of the most cutting-edge voices in the recruiting industry. He is the President of Next Level Coaching, an international trainer and has presented hundreds of workshops and Keynote Addresses for major national, state and local recruiting and staffing groups. He is consistently rated as one of the top presenters for each conference, and on top of that, he still runs a desk.

    In this presentation, titled “Let's Face It - It's My Fault”, Greg shares his thoughts about taking ownership including responses to objections and excuses we commonly hear in the marketplace, how to adapt to the ever-changing talent pool, plus real solutions to real problems.

     

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    Streaming video - 39 minutes

    Michael Pietrack is the owner and co-founder of a Pharmaceutical Industry search firm called TMAC Direct.  Michael is a true market master, only serving one small segment of the Pharmaceutical Industry.  Over his 9 year career, Michael has cash-in over $11.5M, and over the last four years, he has grown his $1.2M solo practice into a $2.6M mega desk.  As a result of his success, he is a sought after speaker for both the Recruiting and Pharmaceutical industries.
    Michael will share with us what he calls the Four Core Assessment Areas of every final interview, and he will explain how he game plans with his finalists.  In this presentation, called Game Plan to Win, Michael walks us through his candidate prep and shares concepts that you can quickly implement into your practice.  Enjoy the session!

     

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    Streaming video - 28 minutes

    Michael Pietrack heads up a pharmaceutical industry search firm called TMAC Direct. Though Michael oversees all recruiting at TMAC Direct, he runs a very niche desk as a true market master. By dominating a small segment of a huge industry, Michael has grown his $1.2M solo practice into a $2.6M mega desk. As a result of his success, he is a sought-after speaker for both the recruiting and pharmaceutical industries.

    Today, Michael will share the evaluation process that he uses to predict the likelihood of each search assignment resulting in a placement. You will leave this session with a clear picture of how to identify the searches that will break your heart and crater your year.

     

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    Streaming video - 10 minutes

    In most cases, the interviewing and hiring process is not a core area of expertise for our clients. We spend a significant amount of time prepping candidates, yet rarely do we spend equal time preparing our clients, who are our paying customers. We can and should help clients with a quality client preparation outline with guidelines for the recruiting process and a roadmap for an effective experience. It leads to the ultimate win, win, win for the client, the candidate, and of course the recruiter.

    In this quick tip, Lil Roy shows how delivering a client preparation outline solidifies our position as subject matter experts while differentiating and elevating our customized approach to satisfying our clients.

     

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    Streaming video - 15 minutes

    We recruiters get excited when we have a client with an urgent and critical need - an opening the hiring manager states they need filled “ASAP, now, yesterday!” Our thrill is in delivering the right candidates to clients who value our service – who view search firms as an important and necessary part of their business operations. Our goal is to set realistic expectations with clients that are willing to mirror our enthusiasm, energy, and efforts on behalf of that client. When we can walk it back, with a calendar, with our client and qualify the urgency of the client’s need, we are positioning ourselves for the best possible outcome where we are working in tandem with the client to establish and meet their urgent timeline.

    In this NLE Quick Tip, Christine Geiger shares how to go about carefully explaining, exploring, and outlining an agreed upon process in advance by outlining mutual expectations what the client can expect from you and what you need from the client to set a more realistic timeline to delivery.

     

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    Streaming video - 31 minutes

    Christine Geiger is a Managing Partner at Kaye/Bassman International. She brings an uncommonly long and successful career as a professional Search Consultant-Recruiter serving the pharmaceutical industry for over two decades by placing hundreds of scientists and physicians from Directors to Chief Medical Officers and Research and Development Executives. Christine’s tenure and track record position her uniquely as a trainer and coach within the search industry, and as Senior Trainer for Next Level Exchange. Seasoned recruiters rely on Christine for guidance, clarity and motivation as they seek to cultivate an equally longstanding career in the search industry, and new recruiters count on her to teach the fundamentals required to have a strong trajectory into search.

    In this session, Christine will cover important relocation considerations including key questions to ask. From moving expenses to tax implications, managing expectations are key in making the transition as smooth as possible.

     

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    Streaming video - 15 minutes

    In this quick tip, Christine Geiger discusses the dreaded counter offer. If you are a search professional with some experience under your belt, you may know all too well what a counteroffer is in the context of our industry. For anyone brand new to our profession, the kind of counteroffer we are referring to is: when a candidate goes in to resign from his or her current employer, and the employer attempts to retain that employee using any number of tactics and counters. Thus, the counteroffer. The ultimate goal is to educate and circumvent the candidate’s acceptance of a counteroffer. If you have a would-be hire on the tight-wire, combat the counteroffer with every resource you have!

     

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    Streaming video - 14 minutes

    Before the interview, you’ll want to coach your candidates on crafting examples with positive outcomes. He/she must go into the interview armed with success stories. Additionally, the interviewee should be prepared to relate a potentially negative experience and he turned things around. The key is to demonstrate unique qualities and behaviors to the hiring manager. Your candidate must be able to articulate specific examples. With some careful thought and preparation by both the recruiter and candidate, acing a behavioral-based interview is absolutely in the cards!

     

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    Streaming video - 12 minutes

    A good coach can look at the weaknesses and the gaps and know what adjustments need to be made in order to outplay the opponent. Our time together today 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.

     

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    Streaming video - 12 minutes

    Congratulations on making a masterful match – now leverage that match to secure many more to come! Creating a “culture of retention” and an effective onboarding process is a journey, not a destination; these are but a few of the best practices that we can share with you to share with your clients and candidates during time of change. This quick tip will cover suggestions as to how and when to continue to assess fit, course correct when necessary, and continue to add value to your candidate and clients.

     

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    Streaming video - 6 minutes

    Think back to high school basketball practice. Remember the drill the three-man weave? Three players engage in the pass and follow, in a weaving pattern. Like those three players, there are three activities that you should do every week, weaving them together down the court as you try to score more searches. If you do this weaving drill, week in and week out, you’ll consistently get more searches, while staying relevant and engaged in your market.

    In this video, Michael Pietrack, who is also a sports coach, shares this proven practice drill that can help you win in your recruiting game.

     

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    Streaming video - 14 minutes

    When discussing compensation with potential hires, you can employ a distinct approach that not only provides you with the necessary details, but also offers insight into the candidate's true financial priorities. It is essential to convey to the candidate that their best interests are the priority, and you are well-versed in the subject of compensation. Recheck these figures every time a new interview is scheduled. As candidates gain a better understanding of the opportunity, their expectations might shift.

    In this video, Greg Doersching walks us through the keys to talking about money with candidates. Adhering to Greg’s methods ensures you maintain a strong grip on the final decision when presenting an offer.

     

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    Streaming video - 39 minutes

    Jon Bartos is a writer, speaker and consultant on all aspects of human capital and achievement. As president and CEO of Jonathan Scott International in Mason, Ohio, he has achieved industry-leading success. Jon is one of an elite group of executive recruiters who have billed over $1 million annually.
    Within a 12-year period he has cashed in over $11 million in personal production. Jonathan Scott International has won over 17 international awards in the MRI Network, including International Billing Manager of the Year and Top 10 SC Office.

    In this presentation, Jon discusses the recipe for establishing a synergistic process to candidate closing including qualifying, setting expectations, re-qualifying, pre-closing and closing.

     

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    Streaming video - 39 minutes

    Doug Beabout brings over thirty years of expertise in top billings, placement firm ownership and industry training. His reputation for training excellence has placed him repeatedly as a guest speaker and author for non-profit, private, national, regional and state recruiting associations.  Doug works a top-producing desk every day and is uniquely qualified as a professional personnel services trainer. Having successfully thrived and survived the last three recessions, Doug knows the trenches. Doug Beabout is owner and president of Doug Beabout Group in Miramar Beach, FL. Prior, Doug was owner and president of his own personnel services firms, The Douglas Howard Group, a personnel services firm in Kent, Ohio for seven years and Douglas William Associates, for ten years in Dayton, Ohio. Doug has held the title of CPC; certified personnel consultant since 1981.

    Bringing a passive candidate and an organization together is not an event, it is the result of a process. You will master the practices of a value-based closing process when dealing with today’s discriminating generation of talent. You will close more placements, deposit more fees, and become the recruiting legend you can be. In Doug's presentation, he'll show the 5 steps to closing the deal including: gaining partnership, influence, and exercising your influence as a trusted partner and advisor.

     

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    Streaming video - 41 minutes

    Mike Lejeune is a keynote speaker, facilitator, executive coach and author, and is known for his ability to help organizations select, engage and empower top tier talent, and minimize turnover through with proven retention strategies. Mike has spent over 20 years in the middle lane between the talent and the organization as a recruiter. He has identified the major challenges and the success secrets in keeping great talent once hired.  He calls his process the Power of Connectivity. Mike Lejeune served as President of Steverson & Company, one of the leading Executive Search firms in Texas. Mike has also served on the board of directors as President of the Texas Association of Personnel Services and President of the National Speakers Association.

     

    While some believe in the premise of the ABC’s of closing Always Be Closing, the feedback stage should create a safe environment for the candidate to give you their thoughts, process the information without concern for feeling pressure. Too many times we are perceived as being interested in closing the deal instead of a resource to help evaluate and guide the decision making process. This program will take you through the four stages of feedback that pulls the candidate or client to you rather than creating an image of pushing them to an offer.

     

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    Streaming video - 9 minutes

    Always be closing. Why? The answer is because you are dealing with people.  People change their minds.  People’s situations change.  Throughout the placement process, if you think of closing as “the candidate accepting an offer,” you are missing many small closes along the way.

    In this quick tip, Stacy Napoles, with Next Level Exchange, shares proven recruitment closing techniques to increase your chance of a “yes” at the end of the process.

     

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    Streaming video -  28 minutes

    Bob Broady is the President of BroadReach Search Partners, a member of the Sanford Rose Associates network and is located in Denver, Colorado. Bob’s team recruits in healthcare for sales, marketing, service, operations and executive leadership. Bob’s industry background includes over 20 years of experience in positions such as a Major Account Director of Sales, Senior Sales Account Executive, Consulting Services Executive, Product Marketing Director, and Product Manager.

    In this big biller presentation, Bob shares his keys to take your game to the next level, including the advanced closing concept he calls “Navigating the Red Zone”. Follow his process and it will help improve your hiring process and make more placements!

     

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    Streaming video - 56 minutes

    Scott Love improves the performance of recruiters and the profitability of search firms and staffing agencies by creating systems that are replicable. He is a trainer, speaker, and management consultant to the industry. Just like you, he works a desk every day. Scott has spoken to nearly every major industry group and is a graduate of the United States Naval Academy in Annapolis, Maryland.

    In Scott’s presentation, entitled "Closing the Deal," you’ll learn a complete, step-by-step closing process for successful matches between a candidate and client. This comprehensive process includes how to get client offers accepted, how to eliminate counteroffers, and how to follow up with candidates once they’ve joined their new organization.

     

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    Streaming video - 10 minutes

    When a prospective client gives you an objection, the way you handle that objection dictates the way they respond. They're making a judgment about you, in terms of your effective communication as it relates to recruiting candidates. Scott Love will share the top six objections you’ll hear in marketing you, your firm and your solutions. Remember this, in the world of sales, when you hear the word “no” - that's when your work begins. Don't let it bother you.

    In this NLE Quick Tip, Scott will provide insights behind common objections we hear, then gives you next steps and tactical responses that keep the conversation moving forward.

     

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    Streaming video - 59 minutes

    For over 20 years Greg Doersching has been recognized as one of the most cutting-edge voices in the recruiting industry. He is the President of Next Level Coaching, an International Trainer and has presented hundreds of workshops and Keynote Addresses for major national, state and local recruiting and staffing groups. He is consistently rated as one of the top presenters for each conference, and on top of that he still runs a desk.

    In this presentation, entitled “The Psychology of Closing”, Greg shares his top 6 must-dos to ensuring more closed deals.

     

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    Streaming video - 51 minutes

    Greg Doersching is Managing Partner and Founder of The Griffin Search Group, National Search Firm working in the direct hire placement industry. He is an active recruiter who still runs a highly productive desk.  He is in the trenches day-to-day, just like the rest of us.  He is also developer and Chief Architect of the highly successful Bullseye Recruiting Process.  Since 1998, Greg has been recognized as one of the most cutting edge voices in the recruiting industry.  He is an International Trainer and has presented dozens of workshops and keynote addresses for recruiting association events.  He is consistently rated as one of the top presenters for each conference.
    In this presentation, entitled “Push-Pull Closing”, Greg shares his process that is designed to help you Push candidates towards a decision - and Pull relevant information from your clients.  Push-Pull closing will promote an enhanced level of professionalism by you – the recruiter, increase your acceptance rate, and make more placements.

     

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    Streaming video - 39 minutes

    Michael Pietrack is the Owner and Co-founder of a pharmaceutical industry search firm called TMAC Direct. Michael is a true market master, only serving one small segment of the pharmaceutical industry. Over his 9 year career, Michael has cash-in over $11.5M, and over the last four years, he has grown his $1.2M solo practice into a $2.6M mega desk. As a result of his success, he is a sought after speaker for both the recruiting and pharmaceutical industries. Today, Michael is going to explain how to become a more proficient closer.

    In this presentation, called "What Does it Mean to Always Be Closing?", Michael will show you how to turn the interview process into a closing process. He will walk you through the initial call all the way to brokering the offer and share helpful tools and takeaways that is sure to help you close more deals.

     

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    Streaming video - 10 minutes

    In most cases, the interviewing and hiring process is not a core area of expertise for our clients. We spend a significant amount of time prepping candidates, yet rarely do we spend equal time preparing our clients, who are our paying customers. We can and should help clients with a quality client preparation outline with guidelines for the recruiting process and a roadmap for an effective experience. It leads to the ultimate win, win, win for the client, the candidate, and of course the recruiter.

    In this quick tip, Lil Roy shows how delivering a client preparation outline solidifies our position as subject matter experts while differentiating and elevating our customized approach to satisfying our clients.

     

    error-flat
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    Streaming video - 6 minutes

    Think back to high school basketball practice. Remember the drill the three-man weave? Three players engage in the pass and follow, in a weaving pattern. Like those three players, there are three activities that you should do every week, weaving them together down the court as you try to score more searches. If you do this weaving drill, week in and week out, you’ll consistently get more searches, while staying relevant and engaged in your market.

    In this video, Michael Pietrack, who is also a sports coach, shares this proven practice drill that can help you win in your recruiting game.

     

    error-flat
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    Streaming video - 20 minutes

    The Market Mastery Project (MMP) was created and adopted across several of our training programs due to its high level of effectiveness. The MMP is an essential pre-cursor for anyone in a Lead Generation role and anyone entering a new vertical, niche or space. The MMP aims to helps to quickly understand the industry, terminology, and roles you will be dealing with while working at your firm. The best way to understand the scope of the work is to immerse yourself in that space and take the time to go in-depth into the subtleties and nuances that will help you have more productive conversations with both candidates and clients. There is extreme value in going through this exercise if you want to accelerate your learning curve.

    In this NLETV video, Erin Bent, Senior Director of Training at Next Level Exchange, shares the process of completing a Market Mastery Project.

     

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    Streaming video - 12 minutes

    Christine Geiger, Senior Director of Training at Next Level Exchange, asks do you run your recruiting business - your search practice - like an emergency room? Are you mostly reactive to the things that are coming your way during the day? Does your day run you, or do you run your day? If you are like many well-meaning recruiters, you are letting your day run you.

    In this quick tip, Christine Geiger shares some best practices to help with your time management and scheduling to better optimize your practice and production!

     

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    Streaming video - 39 minutes

    Rob Mosley is a Managing Partner and Senior Trainer at Next Level Exchange. He is a licensed facilitator for Stephen Covey's The 7 Habits of Highly Effective People. Rob holds master certifications in Consultative Selling, Performance Coaching, Advanced Sales Negotiation, Strategic Client Communication, and Major Account Planning & Strategy. Rob is a keynote speaker and facilitator at continuing education seminars in the areas of Business to Business Sales.

    We’ve become a very “skim” society. We “skim” think. We “skim” talk. We “skim” read. It’s important that we slow down and make time for the important things and not just rush through the urgent things. We often get caught up in what we call “The Runaround Dilemma”. In this session Rob shows us how to better prioritize, to know where to best spend our time and energy in accomplishing our goals.

     

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    Streaming video - 16 minutes

    Chad Oakley is the President of Charles Aris, a 30-person executive search firm that’s located in North Carolina. As President, his chief responsibility is to manage the firm’s Strategy and Business Development practice.

    In this Quick Tip re-release of his full presentation, Chad shares his top tips that have enabled him to develop a million dollar practice.

     

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    Streaming video - 25 minutes

    Erin Bent is the Senior Director of Training Services for Next Level Exchange and Director of Training for Kaye/Bassman International. Erin joined Kaye/Bassman in 2007 as a Senior Search Consultant specializing exclusively in the Consumer Products industry focusing primarily in sales and sales support roles. In 2011, she launched Next Level Exchange’s sales team and now oversees the team of Client Service Directors who showcase Next Level’s array of services throughout the recruiting industry.

    Erin is a key facilitator for the Foundation Training Program for new hires and conducting ongoing learning and development. This core training program applies to all associates at each stage of career progression, from the basic recruiting fundamentals, to effective marketing techniques, to more sophisticated curriculum for long-term development.

    As planning is key to your recruiting success, in this program, entitled “Planning and Habit Forming,” Erin shows us five specific key points to creating new habits, and make them gel in your planning process.

     

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    Streaming video - 25 minutes

    Erin Bent is the Senior Director of Training Services for Next Level Exchange and Director of Training for Kaye/Bassman International. Erin joined Kaye/Bassman in 2007 as a Senior Search Consultant specializing exclusively in the Consumer Products industry focusing primarily in sales and sales support roles. In 2011, she launched Next Level Exchange’s sales team and now oversees the team of Client Service Directors who showcase Next Level’s array of services throughout the recruiting industry.

    Erin is a key facilitator for the Foundation Training Program for new hires and conducting ongoing learning and development. This core training program applies to all associates at each stage of career progression, from the basic recruiting fundamentals, to effective marketing techniques, to more sophisticated curriculum for long-term development.

    As planning is key to your recruiting success, in this program, entitled “Planning and Habit Forming,” Erin shows us five specific key points to creating new habits, and make them gel in your planning process.

     

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    Streaming video - 13 minutes

    In this NLE Quick Tip, we’ll focus on finding a balance between the art of effectiveness and the science of efficiency. Making time for the things we really should do, and not just taking time for the things we feel like we have to.

    It’s all about prioritizing with purpose and planning for profit. We’ll dive into a simple yet powerful process for making sure, not everything gets in your plan, but rather the right things get in your plan!

    Mark Murphy shares how using the Priority Matrix will help you become more productive.

     

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    Streaming video - 21 minutes

    Bob Marshall, Founder of The Marshall Plan, has an extensive background in the recruiting industry as a recruiter, manager, VP, President, consultant and trainer.  Since 1980, Bob has been a leader in the recruitment industry. Bob started in search with a large recruitment organization and soon achieved the Pacesetter level of production.  In his first office, he was named Account Executive of the Month sixteen times.  He is the recipient of the Million Dollar Hall of Fame Award. In 1986, Bob founded The Bob Marshall Group, and travels the world training top recruiters.

    Like any good map, planning forces you to stay on target. In this presentation, Bob shares with you the classics of planning and organization, the daily planner and the 100 point worksheet.

     

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    Streaming video - 38 minutes

    Jon Bartos is a premier writer, speaker and consultant on all aspects of personal performance, human capital and performance analytics. Jon is one of an elite group of executive recruiters who have billed over $1 million annually. Within a 12-year period, he has cashed in over $11 million in personal production.   His office has won over 17 international awards in the MRI Network, including International Billing Manager of the Year and Top 10 SC Office.

    In this presentation, Jon shares how million dollar executive recruiters manage their time, including utilizing “selling” and “non-selling” time, structuring their day, outsourcing, and setting (and reaching) goals.

     

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    Streaming video - 40 minutes

    Mike Gionta is Founder of The Recruiter U. While he still actively owns and operates and multiple million-dollar search firm, Mike began The Recruiter U to provide training, coaching, and consulting to recruiting firm owners and show them how to properly hire recruiters, retain them, and grow their businesses. He works with search firms in analyzing their current operation, and then implementing systems and strategies that make recruiting revenue predictable and consistent. Mike is published frequently in The Fordyce Letter, Employment Marketplace and EMinfo. Mike is also a Recruiting Industry Speaker at The Fordyce Forum, NAPS, MRI, GRN and numerous state associations.
    In this presentation, Mike discusses how business plans for your desk based on raw numbers without a clear vision of what that level of production is required - can lead to poor results. Mike shows how to define specific objectives, stay on-track, and reach your billing goals!

     

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    Streaming video - 45 minutes

    Jon Bartos is a writer, speaker and consultant on all aspects of human capital and achievement. As president and CEO of Jonathan Scott International in Mason, Ohio, he has achieved industry-leading success. He is one of an elite group of executive recruiters who have billed over $1 million annually.  Within a 12-year period he has cashed in over $11 million in personal production.   The office has won over 17 international awards in the MRI Network, including International Billing Manager of the Year and Top 10 SC Office.

    To achieve consistent personal production, Jon has made goal setting the roadmap to success.  In his presentation, he’ll share what works and what doesn’t work.  You’ll learn how to set REALISTIC goals, what key questions to ask yourself and how to prepare YOUR roadmap to success.

     

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    Streaming video - 33 minutes

    Jordan Rayboy is president and CEO of Rayboy Insider Search and leads the top storage-focused executive firm in the country. The Rayboy IS team has helped clients hire over 400 sales, engineering, and management professionals in the past 9 years.  Jordan is a frequent speaker at recruiting industry events and associations, at both state and national level, with a goal of helping to elevate the level of the recruitment industry.   He’s a consistent top recruiter biller in the industry and a member of the highly regarded Pinnacle Society.

    In this presentation, Jordan focuses on planning, and how to become more aware of how you are spending your time.  What’s interesting is the fact that Jordan and his team work completely via remote offices.  His office is luxury mobile home – so he HAS to have fantastic planning skills.  You’ll learn how to plan your time, how to track and measure performance, how to automate research, and much more.

     

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    Streaming video - 56 minutes

    Jeff Kaye is the chief executive officer of Kaye/Bassman International and Next Level Recruiting Training. He is also a former Management Recruiters International (MRI) National “Recruiter of the Year.”  During his tenure as CEO, Kaye/Bassman International has grown into the largest single-site search firm in the country with annual search revenues in excess of $18 million, won national awards for philanthropy and workplace flexibility, and has been named the #1 “Best Company to Work for in Texas” in 2005, 2006, and 2007.  He is considered an industry expert in executive, professional and technical search; has appeared on CNN, FOX, Bloomberg, and NBC; and is quoted regularly in publications including USA Today, The Wall Street Journal, Business Week, Time, and Fortune. Jeff is also a frequent speaker within the staffing and human resources community and been featured in dozens of international training meetings and videos. He graduated from the University of Texas at Austin with a Bachelor in Business Administration and currently lives in Dallas with his wife, Tracy, and their three children.

    In today’s information environment, knowledge is critical and attention is the currency. Directing our attention in the right places and for the right amount of time is the key to effectiveness. In this information-packed presentation, Jeff will share 10 best practices that when implemented, will significantly increase your efficiency and effectiveness. This presentation is a must-see for anyone who wants to achieve peak performance on a consistent basis.

     

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    Streaming video - 44 minutes

    Mike Gionta is Founder of The Recruiter U. While he still actively owns and operates a multiple million-dollar search firm, Mike began The Recruiter U to provide training, coaching, and consulting to recruiting firm owners and show them how to properly hire recruiters, retain them, and grow their businesses. He works with search firms in analyzing their current operation, and then implementing systems and strategies that make recruiting revenue predictable and consistent. Mike is published frequently in The Fordyce Letter, Employment Marketplace and EMinfo. He’s also a Recruiting Industry Speaker at The Fordyce Forum, NAPS, MRI, GRN and numerous state associations.

    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.

     

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    Streaming video - 24 minutes

    Monte Merz is the Founder and Managing Partner of The High Country Search Group. Originally from Nebraska, he moved to Denver in 1994 and got started in the recruiting industry at the tender age of 25. After eight years of being the top Finance and Accounting biller and ultimately Vice President for Robert Half Denver, he launched and built The High Country Search Group. Fifteen years later, High Country has 25 employees, three Perm Groups, a Staffing Group, and multiple local and national awards for both “Fastest Growing” and “Best Company to Work For”.

    In this presentation, Monte simplifies and discusses the key factors to being successful in recruiting, and how to apply these to your practice.

     

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    Streaming video - 24 minutes

    Trish Ryan is Managing Partner with Ryan Consulting Services. For over three decades, Trish has served our industry as a recruiter, leader and strategic consultant. Her search experience began in 1980 as Managing Partner at JPM International, then as a Director of Network Development of a global recruitment network. She then transitioned to the role of Vice President of the search firm PrincetonOne in Southern California. Now she now owns Ryan Consulting and works with recruiting firms to help both owners and account executives excel in our business.

    In this presentation, Trish shares a planning technique called SOAR. SOAR focuses on opportunities and aspirations, in essence, where we see our business in the future. Thus, this is a great tool to growth planning within your own individual desk, team and overall organization.

     

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    Streaming video - 52 minutes

    Kent is an award-winning and nationally recognized expert in talent acquisition and retention.  His experience includes eight and one-half years with MRINETWORK, the world’s largest search firm.   In 2003, Kent was the Top-Producing Individual Account Executive Worldwide for MRINETWORK, outperforming approximately 3,500 recruiters.  Additionally, he co-owned and managed one of the five highest producing offices in a network of 1,100 offices spanning 38 countries.

    At the very pinnacle of Kent’s decision to change careers, he asked himself this one simple question: What’s Your Why?  And as elementary as it may seem, it was this question that changed his life forever by giving him the confidence to leave a cushioned C-level position, in one of the world’s largest accounting firms, to start his own recruiting business. Kent Burns is an award-winning and nationally recognized expert in talent acquisition and retention. In this episode, Kent shares his What's Your Why methodology which brings to the forefront the elements of personal motivation.

     

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    Streaming video - 24 minutes

    Bob Marshall, Founder of The Marshall Plan, has an extensive background in the recruiting industry as a recruiter, manager, VP, president, consultant and trainer.  Since 1980, he has been a leader in the recruitment industry. Bob started in search with a large recruitment organization and soon achieved the pacesetter level of production. In his first office, he was named "Account Executive of the Month" sixteen times.  He is also the recipient of the "Million Dollar Hall of Fame" award. In 1986, Bob founded The Bob Marshall Group, and travels the world training top recruiters.
    In this presentation, Bob shares with you his stories and the keys to success to becoming a top recruiting big biller.

     

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    Streaming video - 21 minutes

    Erin Bent is the Senior Director of Training for Next Level Exchange and Director of Training for Kaye/Bassman International. Erin joined Kaye/Bassman in 2007 as a Senior Search Consultant specializing exclusively in the Consumer Products industry focusing primarily in sales and sales support roles. Erin is a key facilitator for the Foundation Training Program for new hires and conducting ongoing learning and development. This core training program applies to all associates at each stage of career progression, from the basic recruiting fundamentals, to effective marketing techniques, to more sophisticated curriculum for long-term development. Erin has trained hundreds for recruiters and leveraged the 300+ hours of training on the Next Level Exchange website.

    In this presentation, Erin will be reviewing the best tips from six trainers found on Next Level Exchange. In all instances, the advice she’s sharing is an excerpt of a longer training video found on Next Level Exchange. These “best of the best” tips are intended to support what you are already doing well or improve your recruitment practice.

     

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    Streaming video - 25 minutes

     

    Jon Bartos is a writer, speaker and consultant on all aspects of human capital and achievement. As president and CEO of Jonathan Scott International in Mason, Ohio, he has achieved industry-leading success. Jon is one of an elite group of executive recruiters who have billed over $1 million annually. Within a 12-year period he has cashed in over $11 million in personal production.  Jon’s office has won over 17 international awards in the MRI Network, including International Billing Manager of the Year and Top 10 SC Office.


     In this presentation entitled, “Creating a Culture of Performance”, Jon discusses the recipe for establishing a focused, goal-oriented environment for every individual on the team.  This formula includes the perfect mix of establishing metrics for optimal performance, and then putting a system in place to measure, monitor, and automate that performance.

     

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    Streaming video - 24 minutes

    Monte Merz is the Founder and Managing Partner of The High Country Search Group. Originally from Nebraska, he moved to Denver in 1994 and got started in the recruiting industry at the tender age of 25. After eight years of being the top finance and accounting biller, ultimately Vice President for Robert Half Denver, he launched and built The High Country Search Group. Fifteen years later, High Country has 25 employees, three perm groups, a staffing group, and multiple local and national awards for both “Fastest Growing” and “Best Company to Work For”. Since his early childhood, Monte is and continues to be a passionate athlete.

    In his presentation, he shares a new game changing strategy that puts a whole new spin on attaining elite performance.

     

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    Streaming video - 67 minutes

    Tony is the Founding Chairman of the Next Level Institute, the Asian affiliate of Next Level Exchange.  He has done something few others have managed; starting as a two-person recruitment team in Hong Kong in 1998, he subsequently built a multi-site multi-national search organization employing nearly 300 people out of 11 offices in 6 countries around Asia.

    This company, the MRI China Group, was also voted "Best Recruitment Firm, Greater China" in 5 of the last 7 years under his stewardship.  Previous to this role, Tony spent six years with ABN AMRO Asia Group, first as CFO and, later, as deputy COO, covering the region from Japan, China and Hong Kong to Indonesia.

     

    In Tony’s presentation, he discusses the keys to coaching recruiters to their Next Level of achievement, including:
    • The distinct relationship required of coaching
    • The mindset needed to coach and help others
    • The structure and results successful coaching can deliver

     

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    Streaming video - 29 minutes

    Bob Marshall, founder of The Marshall Plan, has an extensive background in the recruiting industry as a Recruiter, Manager, VP, President, Consultant and Trainer. Bob has been a leader in the recruitment business for over 30 years, starting in search with a large recruitment organization and soon becoming a Pacesetter.  In his first office, he was named Account Executive of the Month sixteen times, and is the recipient of the Million Dollar Hall of Fame Award. In 1986, Bob founded The Bob Marshall Group.  Since then he has traveled extensively throughout the United States, the United Kingdom, Malta and Cyprus training recruiters.

    In this presentation, entitled “Establishing Elegant Rapport Through Elegant Communications”, Bob discusses neuro-linguistic programming, or NLP.  You’ll discover how using these proven communication techniques can build rapport quickly and effectively with your clients and candidates. 

     

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    Streaming video - 39 minutes

    Mike Harbour is the Founder and President of Harbour Resources, a leadership consulting, training, and talent management firm based in Little Rock, Arkansas. Harbour Resources provides leadership development, coaching and helps organizations build human resources internal recruitment practices. In addition, Harbour Resources provides search services for “C” level, VP, executive, director, and middle management level positions in the healthcare and banking industries. Mike spent over 20 years in the healthcare industry as a leader in hospital operations, leadership training and development, sales, talent management, and executive search. Mike’s leadership was tested and honed while serving in the United States Army as a U.S. Army Soldier/Officer. Building on this experience and success, Mike has become a leading Founding Partner on the world-renowned John C. Maxwell Team as a Certified Coach, Trainer, and Speaker. In this session, Mike shares that leadership is the difference maker and the deal breaker. It is how organizations grow and impact lives. However, leadership cannot be an idea that is simply talked about; leadership requires action.  He’ll discuss a REAL roadmap to show you the way.

     

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    Streaming video - 33 minutes

    Jordan Rayboy is President and CEO of Rayboy Insider Search and leads the top information storage focused executive firm in the country. The Rayboy IS team has helped clients hire hundreds and hundreds of sales, engineering, and management professionals. Jordan is a frequent speaker at recruiting industry events and associations, at both state and national levels, with a goal of helping to elevate the level of the recruitment industry.  He’s a consistent top recruiter biller in the industry and a board member of the highly regarded Pinnacle Society (a consortium of the 75 highest volume executive recruiters in the United States) – and is well known not only for being an innovative recruiter, but also for creating a highly effective and fast-paced remote office team. In this presentation you’ll learn Jordan’s keys to the power of leverage, enabling you to multiply your billings.

     

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    Streaming video - 28 minutes

    Patricia Conlin is the founder and President of Global Consulting Group Inc. located in Ontario Canada. For over 20 years, she has led recruitment teams in the areas of Technology & ERP, Real Estate, Health Care, Mobile, and GIS sectors. Patricia is a recruitment trainer, black belt martial artist, Certified Holistic Nutritionist and is an energetic and engaging public speaker on Boosting your Health and Productivity with the Power of Nutrition. She is the author of “ABCs of Food-Boost Your Energy, Confidence and Success with the Power of Nutrition.”

     

    In this presentation, entitled “Energy, Positive Thinking and Focus”, Patricia will teach you how to supercharge your energy to be more productive, get more movement and motivation in your day to increase your confidence, lower your stress and get focused for maximum success!

     

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    Streaming video - 37 minutes

    Margaret Graziano, CEO of KeenAlignment, is a leading talent management expert, keynote speaker, and author of The Wealth of Talent with over 20 year of real-world, hands-on experience in hiring strategy and talent development. She brings neuroscience to hiring, learning and development, and employee engagement. A pioneer in her field, she has developed a talent strategy system that gives business leaders the actionable steps they need to align their corporate strategy with their people strategy and thereby maximize employee effectiveness and engagement and develop high-performing teams who consistently elevate the customer experience.

    A Certified Co-Active Executive Coach, Certified Employee Retention Specialist and Trainer, and an Organizational Development and Talent Architect, Margaret has been a guest speaker at conferences and seminars where she’s captivated audiences with her presentations on Conscious Hiring, Leadership Effectiveness, and Workforce Optimization. This training is about what it takes to sustain your success. Over the last 25 years, Margaret has discovered many common themes among people who stay the course, and she’ll share how to sustain your success and maximize your effectiveness.

     

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    Streaming video - 15 minutes

    In this NLE Quick Tip, Stacy Napoles 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. If you don’t know what you want to accomplish, you can’t create a plan to get there. Setting goals is the vehicle that will drive you to your desired destination.

     

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    Streaming video - 10 minutes

    Effective consultants and sales people spend a fair amount of time refining their communication style. After all, good communication skills are not only among the most in-demand soft skills; they’re also essential for fostering strong relationships with team members, being a more effective negotiator, and being able to motivate clients and candidates.

    In this NLE Quick Tip, Rob Mosley explains that simple but powerful phrases can influence others and stimulate your customer’s feelings and an emotional decision to buy from you. Do your words trigger a perception of a trusted advisor, a subject matter expert, or more of an order taker or vendor?

     

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    Streaming video - 39 minutes

    Rob Mosley is a Managing Partner and Senior Trainer at Next Level Exchange. He is a licensed facilitator for Stephen Covey's The 7 Habits of Highly Effective People. Rob holds master certifications in Consultative Selling, Performance Coaching, Advanced Sales Negotiation, Strategic Client Communication, and Major Account Planning & Strategy. Rob is a keynote speaker and facilitator at continuing education seminars in the areas of Business to Business Sales.

    We’ve become a very “skim” society. We “skim” think. We “skim” talk. We “skim” read. It’s important that we slow down and make time for the important things and not just rush through the urgent things. We often get caught up in what we call “The Runaround Dilemma”. In this session Rob shows us how to better prioritize, to know where to best spend our time and energy in accomplishing our goals.

     

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    Streaming video - 57 minutes

    Rob is the Sr. Director of Training and Development for Next Level. Rob comes to Next Level from MRINetwork™ Corporate in Philadelphia, PA, where he served as the Chief Learning Officer, responsible for worldwide training and sales development of 1,100 offices.  He is a licensed facilitator for Stephen Covey’s The 7 Habits of Highly Effective People. Rob’s knowledge of the search industry comes from 10 years as VP of Corporate Development and Training with Merritt Hawkins and Associates, part of the MHA Group of Companies, the nation’s leading provider of clinical healthcare staffing and consulting services. Rob is a keynote speaker and facilitator at continuing education seminars in the areas of Recruiting, Sales Execution and Performance Development. Past credits include the American Staffing Association, MRINetwork Global Conferences, the Executive Healthcare Conference, the Texas Hospital Association and the Medical Group Management Association. Rob holds a BA (cum laude) and JD from Baylor University.

    This session is about your ability to drive strong long lasting profitable truly collaborative relationships, even during challenge economies. It is about your ability to differentiate yourself from your competitors.  Why is this important? If you fail to differentiate in your approach-you will be forced to differentiate by price.

    This session will provide you with real skills to answer the following questions:
    • How do we market for new clients in a way that differentiates us from our competitors?
    • How do we build real value in a market that tends to see us as “vendors” or a “necessary evil”?
    • How do we properly manage client tactics and demands so that we are seen as more than just a commodity?
    • How do we elevate our level of relationship to secure engaged or retained work?

     

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    Streaming video - 9 minutes

    What do you want out of life?  Maybe it’s to leave a legacy, to make a difference, or to have a balanced work/personal life.  We probably all want profit in the form of financial security.  Basically we all want the same things.  We all want results.

    Keep in mind the idea that if you want short term change, change you behaviors.  But if you want long term, effective, meaningful change, change your perspective.  If we can change our perspective to align with proper principles, behavior change just comes much more naturally.  In this quick tip, Mark discusses the behaviors, attitudes and perception needed to make positive changes in creating successful relationships with candidates, clients and customers.

     

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    Streaming video -  33 minutes

    Wes Washington is the Founder and Managing Director of Boaz Partners a member of the Sanford Rose Associates network of offices. Boaz Partners is an executive recruitment firm providing companies with custom recruiting solutions in the Specialty Chemicals, Engineered Materials, Life Science and Accounting and Finance markets. Prior to starting Boaz Partners, he spent six years in recruiting at his family’s search firm, where he hired, trained, and lead a team of search executives in the industrial manufacturing market.

    In this presentation, Wes shares his key factors to being successful in recruiting. These include tips for motivation, accountability and market mastery.

     

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    Streaming video - 26 minutes

    Owen Carryl is a Team Leader and Search Consultant on the Food Safety Practice at Kaye/Bassman International. Owen joined Kaye/Bassman with a passion for helping Food Safety professionals improve in manufacturing food that is safe and protecting their brands by providing key insights into food safety best practices across different sectors of the food industry. His expertise encompasses the complete product lifecycle from ideation through commercialization and the supply chain. To date, his team has placed well over 500 food professionals throughout the United States. Prior to joining Kaye/Bassman, Owen came from a background as a Director of R&D and Open Innovation with a $60 billion snack food and beverage company.

    Today, he’ll share his top 4 best practices for success to help your career too!

     

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    Streaming video - 26 minutes

    Scott Love is the President of The Attorney Search Group and a member of the Sanford Rose Associates network of offices. His office is a boutique legal search consultancy with a focus in placing attorney partners in the greater Washington, DC, area. Since 1995. Scott has placed key talent in legal, construction, IT and sales roles. As a professional speaker and trainer, Scott Love shortens the learning curve of new recruiters and sales people and helps experienced ones break through their barriers and reach their full potential.

    Scott has authored three books, produced hundreds of video training courses and has been quoted in the Wall Street Journal, Selling Power Magazine, and dozens of trade journals and business publications around the globe. Over 4,500 recruiting and staffing firms from over 35 countries have invested in his tools and systems.

    In this presentation, Scott shares the five pitfalls to avoid that will increase the odds of a successful career in recruiting.

     

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    Streaming video - 45 minutes

    Scott Love improves the performance of recruiters and the profitability of search firms and staffing agencies by creating systems that are replicable. He is a trainer, speaker, and management consultant to the industry, and just like you, he works a desk every day.  Scott has spoken to nearly every major industry group and is a graduate of the United States Naval Academy in Annapolis, Maryland.

    About This Program
    In Scott’s presentation, entitled “Coping with Disappointment", he’ll discuss the key concepts of performance improvement, how top performers target, visualize, plan and follow through to success, and how you can apply these concepts to close more business.

     

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    Streaming video - 28 minutes

    Scott Love is the President of The Attorney Search Group and a member of the Sanford Rose Associates network of offices. His office is a boutique legal search consultancy with a focus in placing attorney partners in the greater Washington, DC and New York city areas. He has been called “Washington’s legal power broker” and works as a sports agent for law firm partners engaged in transition from one firm to another.

    Since 1995, Scott has placed key talent in legal, construction, IT and sales roles. As a professional speaker and trainer, Scott shortens the learning curve of new recruiters and sales people and helps experienced ones break through their barriers and reach their full potential. Scott is a popular keynote speaker at industry and non-industry conventions and conferences.

    He has authored three books, produced hundreds of video training courses, and has been quoted in the Wall Street Journal, Forbes, the Huffington Post, Selling Power Magazine, and dozens of trade journals and business publications around the globe. Over 4,500 recruiting and staffing firms from over 36 countries have invested in his tools and systems.

    In this presentation, entitled “Building Resilience Muscles”, Scott shares how to take the “sting” out of the adversity we face in recruiting. He’ll also give you tactical tools and ideas that can help you quickly bounce back and get back on the phone.

     

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    Streaming video - 7 minutes

    For over 20 years, Greg Doersching has been recognized as one of the most cutting-edge voices in the recruiting industry. He is the President of Next Level Coaching, an international trainer and has presented hundreds of workshops and Keynote Addresses for major national, state and local recruiting and staffing groups. He is consistently rated as one of the top presenters for each conference, and on top of that, he still runs a desk.

    In this quick tip, Greg discusses the mental blocks that hold you back, and how to get around them.

     

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    Streaming video - 18 minutes

    Michael Pietrack heads up a Pharmaceutical industry search firm called TMAC Direct. Though Michael oversees all recruiting at TMAC Direct, he runs a very niche desk as a true market master.

    By dominating a small segment of a huge industry, Michael has grown his solo practice into a multi-million dollar mega-desk. As a result of his success, he is a sought-after speaker for both the recruiting and pharmaceutical industries. Today, Michael will talk about the things not to do in the recruiting business and so you don't come across as "that" recruiter.

     

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    Streaming video - 31 minutes

    Christine Geiger is an industry veteran starting as a recruiter at a $2 Million search firm in the late 80s, to now training hundreds and hundreds of search professionals through a network of search firms at Sanford Rose Associates. She’s definitely learned a few things along the way.

    In Christine’s presentation, she shares the advice she would have given her “rookie self” to build a long-term career in search.

     

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    Streaming video - 17 minutes

    In this NLE Quick Tip, Christine Geiger, Senior Director of Training at Next Level Exchange shares this essential primer on getting the most out of the professional relationship with your manager. It's also about self-managing and proactively seeking best practices, assistance, and knowledge transfer from your Manager - the Owner or Big Biller that hired you.

     

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    Streaming video - 23 minutes

    Many times when we think of a balanced search practice, we think of making the right number of recruiting and marketing calls. We need to find the time to plan and the time to execute. We need to make sure we have some time carved out for learning and some for researching. We need to make sure we are in the market on the phone, but also using technology effectively. These are all true, but possibly the key to a balanced search practice is actually first establishing a balanced life, and as a result the balanced practice becomes a natural outcome.

     

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    Streaming video - 55 minutes

    Jeff is the Co-Chief Executive Officer of Kaye/Bassman International and Next Level Exchange and Co-Managing Director of Sanford Rose Associates International. Jeff has helped Kaye/Bassman-Sanford Rose Associates grow into the 10th largest search firm in America and Next Level into the world’s largest training firm exclusive to the recruiting industry. During his 25+ years in the industry, Jeff has been named one of the most influential leaders in the staffing industry. He is considered an industry expert with appearances on CNN, FOX, Bloomberg and NBC; and is quoted regularly in publications including USA Today, The Wall Street Journal, Business Week, Time and Fortune.

     

    Success will happen by law, not by chance. Jeff discusses taking time to reflect on this: why are you doing what you are doing, and what you need to do to consistently ensure you achieve your "Why." In this session, he will help you define a measurable and quantifiable approach that will help you learn how to determine, measure and track the behaviors that are necessary to achieve your "Why." This session will help you achieve peak performance on a consistent basis.

     

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    Streaming video - 27 minutes

    Karen Schmidt is President of Sanford Rose Associates International as well as Partner with Kaye/Bassman International and Next Level Exchange. She oversees all training initiatives and ongoing career development organizationally, and serves as an ongoing consultant to search firm owners who have a greater vision of growth, hiring and training. Karen is a frequent speaker and facilitator at continuing education seminars in the areas of recruiting, sales execution and performance development.

    In this presentation, entitled, “So You Know How to Recruit…Now What?”, she’ll cover five areas that will help you stay motivated, excited, and fulfilled during each step of “what’s next” for you as a search professional.

     

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    Streaming video - 12 minutes

    The vast majority of the outbound client development calls we make do not result in a signed agreement. It can be a frustrating feeling, but Karen Schmidt shares some quick tips to help close more business during the “failures” that ultimately lead down the path to your success.

    You’ll learn how to take control over what are you deliberately doing on the phone to achieve your objectives and be more creative during the process.

     

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    Streaming video - 10 minutes

    You have likely heard the cliché that life is a journey, not a destination, but how do we remember that in the busyness of life? How can we de-clutter and enjoy the moments instead of waiting for a magical “next chapter” to arrive? What do you say “yes” to that is unnecessary and takes time away from the things and people who are truly most important to you in life? Eliminating a few non-essential tasks or activities gives you the time and energy to invest in those things that are essential for your balance and wellbeing. We have the freedom to choose our actions, our profession, our financial needs, and the path of our life. Each day is not about what we have to do. It’s about what we get to do. Take some time to have an attitude of gratitude for our lives, careers and the opportunities that exist all around us!

     

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    Streaming video - 14 minutes

    This NLE Quick Tip will address five short-term solutions for managing a slump, mitigating boredom, and developing a carefully balanced mix of deliberate grind and patience. Not in a slump? Don’t worry – if you implement a few of our suggestions, your great year can continue to evolve into something even greater.

     

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  • Want To Be a Recruiter?

    Presented by Karen Schmidt

    •  

    Streaming video - 7 minutes

    To take your recruiting practice to the next level, it's crucial to integrate attendance at industry events, such as meetings, conventions, or congresses, into your business development plan.

    These annual gatherings in your niche are frequented by numerous potential recruits or clients. Even if you feel you already know all the key players in your field or are worried about time spent away from the office, Michael shares ideas to strengthen your existing relationships through strategic participation in meetings and association marketing.

    In this video, Michael Pietrack discusses the reasons for attending these events, helping you to identify the specific types of meetings most beneficial for your goals, and provides guidance on what actions to take before, during, and after the events to maximize your networking and business opportunities.

     

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    Streaming video - 39 minutes

    Shally Steckerl is the President of The Sourcing Institute and has been actively involved in sourcing and recruiting since 1997. An industry pioneer, Shally builds enterprise recruiting engines for Fortune 500 brands helping them efficiently find unfindable talent. He is the author of the industry textbook The Talent Sourcing and Recruitment Handbook. Originally from Colombia, South America, Shally now lives with his family in Atlanta, Georgia. He is an Associate Adjunct Faculty at Temple University’s Fox School of Business and a regular speaker at HR conferences around the world.

    In Shally’s presentation entitled, “Social Media and Recruiting”, he shares an overview of social media including the four primary goals to social media in building your personal brand.

     

     

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    Streaming video - 36 minutes

    Shally Steckerl is the President of The Sourcing Institute and has been actively involved in sourcing and recruiting since 1997. An industry pioneer, Shally builds enterprise recruiting engines for Fortune 500 brands helping them efficiently find unfindable talent. He is the author of the industry textbook The Talent Sourcing and Recruitment Handbook. Originally from Colombia, South America, Shally now lives with his family in Atlanta, Georgia. He is an Associate Adjunct Faculty at Temple University’s Fox School of Business and a regular speaker at HR conferences around the world.
    In Shally’s presentation entitled, “Prospect Sourcing”, he discusses how, where, and when to search and source key talent.  He then takes this approach to the next level, by including a roadmap of the 12-step process research form to help stay organized when working with multiple talent sources.

     

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    Streaming video - 29 minutes

    Shally Steckerl is the President of The Sourcing Institute and has been actively involved in sourcing and recruiting since 1997. An industry pioneer, Shally builds enterprise recruiting engines for Fortune 500 brands helping them efficiently find unfindable talent. He is the author of the industry textbook The Talent Sourcing and Recruitment Handbook, is an Associate Adjunct Faculty at Temple University’s Fox School of Business and a regular speaker at HR conferences around the world. 

    In Shally’s presentation, he takes us through the process of setting up and optimizing a social media profile and shares an overview of the key social media sites used to build a personal brand.

     

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    Streaming video - 35 minutes

    Darren McDougal is the Managing Partner of Kaye/Bassman International and Next Level Exchange, and Managing Director of Sanford Rose Associates International. With over 30 years of marketing and technology experience in corporate communications, broadcast, online and print mediums, Darren directs the branding and digital marketing for the firms helping Kaye/Bassman-Sanford Rose Associates grow into the 10th largest search firm in the Americas and Next Level into the world's largest training firm exclusive to the recruiting industry.

    With Next Level Exchange, he is responsible for overseeing the delivery of the Next Level Exchange brand, membership system, ongoing video productions and developing the online launch of new training programs. In addition, Darren also leads Next Level Marketing Communications, a digital marketing agency providing consultation and growth strategies for search firms and owners. Capabilities include brand development, web, search engine optimization, inbound marketing and outbound marketing solutions.

    In his presentation, entitled Branding and Digital Marketing, Darren shares best practices in establishing your brand, ideas for optimizing your digital marketing, and a desk-level personal marketing plan to build your business.

     

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    Streaming video - 20 minutes

    Jordan Rayboy is President and CEO of Rayboy Insider Search and leads the top storage-focused executive firm in the country. The Rayboy IS team has helped clients hire over 450 sales, engineering, and management professionals in the past 10 years. Jordan is a frequent speaker at recruiting industry events and associations, at both state and national levels, with a goal of helping to elevate the level of the recruitment industry. He’s a consistent top recruiter biller in the industry and a member of the highly regarded Pinnacle Society – and is well known not only for being an innovative recruiter, but for creating his office in his luxury mobile home and working completely via remote offices.

    In this presentation, you’ll learn Jordan’s 10 Steps to Dominating your Market and Owning your Niche, including how to become the most well-known recruiter in your market, how to shorten your time to fill cycle, how to organize your network of contacts to quickly identify the right talent for any given search, and much more.

     

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    Streaming video - 60 minutes

    Doug Beabout brings over thirty years of expertise in top billings, placement firm ownership and industry training. His reputation for training excellence has placed him repeatedly as a guest speaker and author for non-profit, private, national, regional and state recruiting associations.  Doug works a top-producing desk every day and is uniquely qualified as a professional personnel services trainer. Having successfully thrived and survived the last three recessions, Doug knows the trenches. Doug Beabout is owner and president of Doug Beabout Group in Miramar Beach, FL. Prior, Doug was owner and president of his own personnel services firms, The Douglas Howard Group, a personnel services firm in Kent, Ohio for seven years and Douglas William Associates, for ten years in Dayton, Ohio. Doug has held the title of CPC; certified personnel consultant since 1981.

    In this session, Doug will share ideas and best practices for your research team.
    Topics include:

    • How to develop added profits from research staff and creative services
    • How to find profits from "walk-away" clients
    • Pricing research services
    • The advantages of researchers
    • Researcher search project tasks
    • How to choose the "right" researcher for your practice
    • And much more!

     

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    Streaming video - 8 minutes

    Jordan Rayboy is President and CEO of Rayboy Insider Search - A Member of the Sanford Rose Network of Offices, and leads the top information storage focused executive firm in the country. The RayboyIS team has helped clients hire hundreds and hundreds of sales, engineering, and management professionals. Jordan is a frequent speaker at recruiting industry events and associations, at both state and national levels, with a goal of helping to elevate the level of the recruitment industry.

    You can't beat speed. Speed and quality is what our clients want. It's what the job boards, the internal recruiters, and your generalist competitors don't deliver. If you can drastically shorten your client's time-to-fill cycle, you are providing true measurable value.

    Today's quick tip is about leveraging recyclability by optimizing your database and harnessing the power of mass emails.

     

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    Streaming video - 10 minutes

    Do you have a pulse on the front and back door of your industry - people coming and going from your niche? Is your database full of the people you need? Is your database the US Census Bureau of your niche? A prerequisite in the pursuit of market mastery is knowing everyone that exists in your industry. What is the ongoing sourcing strategy in your firm to ensure you have every relevant person in your industry within your field of view on every single search? “Speed to Sale” is a key performance indicator for scaling any sales organization. How can we speed up, and even automate, the front end of our recruiting process?

    In this NLE Quick Tip, Max McNamara walks us through the three stages to build a solid data and engagement model to shorten sales cycles.

     

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    Streaming video - 9 minutes

    If you dedicate time and resources to sourcing a vast number of contacts for an automated outreach campaign, you will possess valuable, costly, and highly potentiated data. Within that contact information lies potential revenue. Enhancing your automated outreach involves personalization, creating a one-on-one connection with your recipients, and adding a human touch to your approach.

    By following Maxwell McNamara's expert advice shared in this NLE Quick Tip, you can optimize your automated outreach and achieve superior outcomes.

     

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    These videos, a part of the Sanford Rose Associates Dimensional Search® Process, will help to ensure you have an effective process in your next career move.

     

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    These videos will assist with ensuring an accurate and long-term match between your organizational objectives and our candidate’s career goals. Your Search Consultant is always available as a resource throughout this process.

     

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  • Want To Be a Recruiter?

    Presented by Karen Schmidt