Streaming video - 60 minutes

Helene has a track record in the development and rollout of field and on-line recruitment training programs to over 1,200 offices in over 40 countries. Having worked in a number of countries herself as a recruiter and manager, Helene brings a breadth of experience on international search and selection, an understanding of the challenges that recruiters and business owners face, and the ability to provide training that offers practical solutions.

One of the first lessons we learn as recruiters (and some say the hardest) is that we hear the word “no” on a daily basis. “No” comes to us in a variety of subtle and not-so-subtle ways. Here’s the big news – “no” typically does not mean “I will not work with you”. Resistance can actually be an opportunity for more business. In this session Helene will discuss:

  • The four types of resistance
  • What the hiring authority really thinks
  • Setting the standards of the hiring authority/recruiter relationship
  • Reducing the likelihood of resistance upfront
  • How to uncover the “real” resistance
  • What to do once you identify the “real” resistance

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Managing Resistance by Helene Buchanan-Dunne

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Managing Resistance by Helene Buchanan-Dunne
Streaming video – 60 minutes

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About Helene Buchanan-Dunne
Helene has a track record in the development and rollout of field and on-line recruitment training programs to over 1,200 offices in over 40 countries. Having worked in a number of countries herself as a recruiter and manager, Helene brings a breadth of experience on international search and selection, an understanding of the challenges that recruiters and business owners face, and the ability to provide training that offers practical solutions.

About This Segment

One of the first lessons we learn as recruiters (and some say the hardest) is that we hear the word “no” on a daily basis. “No” comes to us in a variety of subtle and not-so-subtle ways. Here’s the big news – “no” typically does not mean “I will not work with you”. Resistance can actually be an opportunity for more business. In this session Helene will discuss:

  • The four types of resistance
  • What the hiring authority really thinks
  • Setting the standards of the hiring authority/recruiter relationship
  • Reducing the likelihood of resistance upfront
  • How to uncover the “real” resistance
  • What to do once you identify the “real” resistance

Radical Reference Checking by Jeff Skrentny, CERS

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Radical Reference Checking by Jeff Skrentny, CERS

Streaming video – 60 minutes

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About Jeff Skrentny
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.

About This Segment
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.

Building Collaborative Client Relationships by Rob Mosley

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Building Collaborative Client Relationships
by Rob Mosley
Streaming video – 57 minutes

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About Rob Mosley
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.

About this session
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?

 

Recruiter ADD by Jeff Kaye

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Recruiter ADD
by Jeff Kaye
Streaming video – 56 minutes

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About Jeff Kaye
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.

About This Segment

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.