Two years ago I was watching a documentary on PBS about monkeys who lived by a river. When they showed how a monkey went about foraging for his food, I felt as if I was watching a big billing recruiter work his magic.
The monkey was looking for insects underneath river rocks. He would pick up a rock, look at it, and put it back if there was no insect. Then another rock. And another. After about a dozen rocks without a juicy insect underneath, he finally found one. He quickly picked at it and ate it, then put the rock down. He did not run around the office telling his friends how good the insect was. He did not tell his manager how great the conversation with the insect was. He did not get up from his phone and run out and take a cigarette break or refill his coffee. Instead, he quickly picked up another rock.
2. Understand that your day needs to have a specific direction. At the beginning of each day, ask yourself this question: "What are the two or three things I need to accomplish today to be considered successful?"
3. Understand the power of one extra call per hour. If you spent 1,000 hours on the phone all year and was able to connect with only one more person each of those hours, you would have 1,000 more candidates and prospective clients in your database. What would that do to your income? Whenever I ask that question at my seminars and in-house training programs for search firms and staffing agencies, the answer is always at least $30,000 - $100,000 in W-2 earnings. Add it this year to your income by committing to reach one extra person per hour. The tool will help you do it.
4. Get excited about planning your day and make it a tight plan. Each phone number that you have to look up during your prime calling time keeps you from developing the rhythm and the momentum.
Bonus tip: Keep track of how many connects you make each day and start charting it on a graph. Do this with the colleagues in your office over a thirty day period, and see how your ‘connects’ numbers increase by at least twenty or thirty percent in just a month.
Scott Love trains, motivates and inspires recruiters to achieve greatness in the profession. Visit his online recruiter training center for tips, downloads, videos and articles that can help you bill more.