Maximizing Recruiting Performance: The Simple Method of Working SmarterDoubling Revenue in 12 months

Jon Bartos

Maximizing Recruiting Performance

• Businesses asking more of each

• Candidates have choices• 4 hour work week, working

the system• 4 generations in the work

force** Losing our ability to influence decisions?

Recruiting and Generational Differences

• Feedback and Rewards

• Work/Life Balance• Communication

Methods

• View of Work• Loyalty• Messages that

Motivate

Generational Differences Chart

Generational Differences

• Baby Boomers• What impact they will have on their team• The Vision of the company and how they will participate• Their word is still important to them• Respect their experience and accomplishments

• X Generation• What’s in it for them?• How the position can help their next step in their career• Training and Development they will receive• Work Life Balance

• Y Generation or Millennial• How the job will keep them engaged• The work environment• The culture of the organization• Coach/Mentor relationships work• Watch out for Squatters• Life is Work and Work is Life• Use technology to your advantage• Power of Teams

XY

Use a Process that Works

Four Goals of Recruiting….

1. Get Referrals2. Get them interested3. Create a relationship – life long a. Job Questions b. Goal Questions c. Hobby Questions d. Personal Questions e. Commonalities4. Dream Job

What’s Working in Recruiting?

• Going indirect verses direct• Establish a relationship• Long term versus short

term focus• Using Insight• Sell the sizzle of the

opportunity• Feature benefit – What’s in

it for them?

JSI Recruiting Script

Recruiting Techniques that Help You Work Smarter

• Use RPM to monitor your Recruiting Performance

• Watch your CaP/QC and QC/SO ratios.. • Indirect recruit and use “I really need your

help”• Three reasons you are committed to

making a change• “What will be the next step in your career”

• “What can I do to help you get there?”• Strike a Deal – with candidates in process• Using all technologies to get a hold of (Phone, Email, Cell Phone, SMS, IM,

Social Media)

In Conclusion…

• Understand your Candidates• Use a defined process• Know the generational

differences• Feature Benefit• Sell the sizzle• Lifetime Relationships

Jon BartosPresident & CEO Jonathan Scott International

jon@jonathanscott.com513.701.5904www.jonbartos.comwww.jonathanscott.comwww.rpmdashboard.com