| 1 |
TAPPING THE REST OF THE MARKET - A look at the 10,800,000 companies
which are usually ignored by recruiters. |
| 2 |
MAKING THE TELEPHONE WORK FOR YOU - A different approach to analyzing
phone presentations plus a phone technique self-analysis chart. |
| 3 |
FAIL TO PLAN and PLAN TO FAIL - Planning tips from top producers covering
a broad spectrum of recruiting and placement activities. |
| 4 |
QUESTION YOUR WAY TO SUCCESS AND PROFIT I - Twelve pointers on question
techniques and eighteen standard question "tie-downs" |
| 5 |
QUESTION YOUR WAY TO SUCCESS AND PROFIT II - How the pros turn No's
into Yes's using techniques from #4. |
| 6 |
JOB ORDERS/YOUR LIFEBLOOD - An update on common but often underutilized
job order sources. |
| 7 |
SITUATION ANALYSIS I - Four actual tough situations to get your people
thinking about solutions. |
| 8 |
SITUATION ANALYSIS II - How the pros actually handled the problems,
brining them to a profitable and successful conclusion. |
| 9 |
THE PUPPYDOG CLOSE - How a tried and true closing technique is being
adapted to our business. |
| 10 |
REFERENCE CHECKING - One of your best methods for getting new business
plus a sample reference check guide for your continuing use. |
| 11 |
REACHING THE DECISION MAKER - Tested ways to get around secretarial
roadblocks. |
| 12 |
TAPPING YOUR FILES FOR ADDITIONAL REVENUE - How to extract placement
income from the info you already have in your office. |
| 13 |
CREATING A RECRUIT FILE - Setting up a re-call system that works allowing
you to compete with the computer age... without a computer. |
| 14 /15 |
CANDIDATE CONTROL - A two-part series showing you new
and innovative ways to control candidates from the time they
come into your life
until they thank you for getting them that new job. |
| 16 |
PRESS THE FLESH - Ours is a telephone business but everyone needs to
get into the trenches once in a while. Here's how to profit from
those employer visits. |
| 17 |
"NICE PEOPLE DON'T TALK ABOUT MONEY" - Insights into the subject of
money both with employers and candidates. |
| 18 |
AN EMPLOYER IN THE OFFICE IS WORTH THREE IN THE BUSH - Getting an employer
'on your turf' can triple your placement income. An old pro tells
you how it's done. |
| 19 |
"SEND ME A RESUME" - Getting around this obstacle can be a problem
for rookies and pros alike. Some techniques that work for the big
producers. |
| 20 |
EDUCATING EMPLOYERS ON RECRUITING - Turn every job order into a bona
fide recruiting assignment. Fill their jobs on your terms... not
theirs. |
| 21 |
SHARPEN YOUR PUBLIC IMAGE - People like to do business
with winners. Let the world know you're a winner by conducting your
own personal
public relations campaign. |
| 22 |
COUNTER-OFFER COUNTER MEASURES - Dumping the counter-offer problem
is easy... when you know how to tackle it before it becomes one. |
| 23 |
BY THE NUMBERS - A superstar's story. How and why he earns a big income
every year by making the numbers work smarter for him. |
| 24 |
TAPPING THE TRADE JOURNALS - Probably the best source of up-to-date
information about the specialties you're in. Tells where to go
for the information you need... and how to get it. |
| 25 |
TEN THOUGHTS ON JOB SATISFACTION AND SUCCESS - Unabashedly motivational
but an excellent topic. |
| 26 |
EXAMINING THE EMPLOYER MENTALITY - If you're going to successfully
work with employers you better know how employers work. Interviews
with many hirers revealing many tips for you. |
| 27 |
EMPLOYER CONTROL/CLOSING QUESTIONS - Detailed proven closing techniques
for closing placements. |
| 28/29 |
HELPING YOUR CANDIDATE SCORE WITH
AN OFFER - A two-part series to help you educate and lead your
candidate to an acceptable offer. |
| 30 |
WRITING THE 'PERFECT' JOB ORDER - Far more than a dry recitation of
facts a perfect job order is your road map to success. Fifty questions
you should be asking. |
| 31/32 |
AFFIRMATIVE ACTION - A TICKING TIME BOMB - Your map to the minefield
of equal opportunity. |
| 33 |
"WE DON'T USE PERSONNEL CONSULTANTS" - How to overcome this often heard
roadblock. |
| 34 |
SITUATIONAL SPRINGBOARDS FOR DISCUSSION - Fourteen tricky problems
which frequently arise. |
| 35 |
PROTECTING YOUR FEE - A frontal attack on the increasing problem of
'fee avoidance.'
|
| 36 |
GETTING THE EXCLUSIVE FROM CANDIDATES
- Increasing profit by cutting out the competition for your candidates |
| 37 |
EXCLUSIVE ASSIGNMENTS - Securing an exclusive from your client companies
can mean the difference between a fee and defeat. Tells how to
convince the employer. |
| 38 |
DO WHATEVER YOU DO BETTER THAN ANYONE ELSE - Some important thoughts
on being a specialist and how one winner did it. |
| 39 |
BECOMING AN INDUSTRY SPECIALIST - More on specialization focusing on
specific industries. |
| 40 |
THE INVESTMENT CLOSE - This important closing technique should triple
your 'win' ratio. |
| 41 |
GUARANTEES ARE WHAT YOU MAKE THEM - Structuring your guarantee to lock
your placement in and hasten fee collections. |
| 42/43 |
RECRUITING - A two-part series to get non-recruiters doing it better |
| 44 |
THOSE WHO NEED US MOST . . . CAN AFFORD US LEAST - New ways to get your
fees from the smaller business. |
| 45/46 |
COMPREHENDING THE NEGOTIATING PROCESS - Renowned negotiator reveals ways
to win the ultimate battles. |
| 47 |
ANALYZING THE 'HELP WANTEDS' - Find out what they really mean in their
ads. |
| 48 |
LITTLE THINGS MEAN A LOT - Timely tips and techniques to increase your
placement ratio dramatically. |
| 49 |
CHANGING CORPORATE POLICY - Ever wonder why it's so hard to convince companies
to change their minds about working with you? |
| 50 |
HEADHUNTER STYLES - Sixteen typical types of practitioners in our business. |
| 51 |
OPEN vs. CODED RESUMES - The debate rages on. here's how to protect your
flank from harm's way. |
| 52 |
CLIENT STYLES - You'll recognize them all here, pegged for what they are. |
| 53 |
OH YES I CAN - Analyzing the use of the Negative Sell. |
| 54 |
KNOWING AND DOING ARE OFTEN MILES APART - Making the closes work for you. |
| 55 |
UNLOCKING KEY ACCOUNTS - A winner's story. Getting repeat business |
| 56 |
IS IT REALLY A JOB ORDER . . . OR ONLY A LEAD? - Recognizing the difference
can double your income |
| 57/59 |
RETAINERS - PROS AND CONS - A three-part series covering these vital topics |
| 60 |
YOUR OWN NEWSLETTER - A new way to tap extra business. |
| 61/62 |
THE NEW JOB MARKET - A two-part series about the new market that awaits
you. |
| 63 |
COPING WITH DIFFICULT PEOPLE - An insider's look at this common problem. |
| 64 |
SETTING GOALS - Twenty ways you haven't tried, written by one of our greatest
trainers/motivators |
| 65 |
GETTING YOU OFF THE GUARANTEE HOOK - How to shift the guarantee burden
from you to your client and candidate. |
| 66 |
RUSE CALLING - Touching on a touchy subject and how to obtain information
without ruse use. |
| 67 |
RESUME ROULETTE - Employers tell us why some resumes mean cash and others
mean trash. |
| 68 |
"EITHER YOU'RE WITH US . . . OR AGIN US!" -
Tapping the resources of those firms who won't work with you. |
| 69 |
"BIRDS OF A FEATHER" - Job order specs may have
nothing to do with getting your candidate hired. |
| 70 |
YOUR PAPER TRAIL - Documentation equals$. |
| 71 |
CREATIVE USE OF ANNUAL REPORTS - Read'em and reap. |
| 72 |
RECRUITING THE RECRUITER - How to solidify client relationships |
| 73 |
ASSESSING CANDIDATE POTENTIAL - Discussing
the pitfalls of over qualifying |
| 74/75 |
GAINING THE OFFER AND ACCEPTANCE - A two-parter to increase your closing
ratios and magnify your earnings. |
| 76 |
TELEMARKETING CANONS - Sixty different rules for telephone success. |
| 77/78 |
REFERENCES - A two-part examination of recent legal rulings affecting
your ability to check and use references. |
| 79 |
THE IMPORTANCE OF DOCUMENTATION - Tackle the growing problem
of "fee
avoidance". |
| 80 |
THE REIMBURSEMENT CLOSE - How to place a candidate who's
obligated to reimburse his current/prior employer. A "how to" session. |
| 81 |
DEATH OF A CONSULTANT - A look at a
loser . . . we've all seen them. |
| 82 |
THIRD PARTY INFLUENCES - Reinforcing your position with employers and
candidates. |
| 83 |
COMPELLING SELLING - Comparing yourself against a winner's profile. |
| 84 |
THE UPGRADE - Moving up the placement ladder. More money, less work. |
| 85 |
RECRUITING BY DIRECT MAIL - How to let your mail carrier amplify your
efforts |
| 86 |
MARKETING/PLACING BY DIRECT MAIL - Big bucks from a small specialty .
. all through the mails. |
| 87 |
THE ULTIMATE INVESTMENT/PLANNING THE CLOSING CALL - Steve Finkel tells
how to plan for success. A winning approach |
| 88 |
CAPTURING THAT GREAT IDEA - An unusual technique. |
| 89 |
THE $100,000 COMMITMENT - Specifics on a consultant's plan which doubles
his income. |
| 90/91 |
COPING WITH FRUSTRATION - A 50 question checklist everyone should understand
in raising your tolerance level |
| 92/93 |
PLACEMENT SERVICE AGREEMENTS - Don't get bullied into signing these absurdities.
How to deal with them. |
| 94 |
NIMROD - The great hunter. Focus on the recruiting side of our business |
| 95/96 |
ASSERTION vs. AGGRESSION - A two-parter focusing on the difference between
obnoxious and persuasive . . . the deference between failure and success. |
| 97 |
"HOW AM I DOING?" - How to use client/candidate
feedback to improve your business. |
| 98 |
"I LOVE MY JOB, BUT" -- Hot buttons that turn
leads into candidates. |
| 99 |
LEARNING TO LISTEN - Two ears vs. one mouth mean you were meant to listen
twice as often a you talk. Here's how. |
| 100 |
PAYING BOUNTIES FOR REFERRALS - A practical and legal analysis of this
practice. |
| 101 |
LUCK OR FATE? - A self-analysis session on what controls your destiny. |
| 102 |
COMMITMENT & STAYING POWER - A high-earning pro tells
what works . . . and what doesn't. |
| 103 |
THE EMPLOYEE PAYBACK - The "other" side of the
Agency Fee Agreement controversy. |
| 104 |
FEAR OF PROSPECTING - An in-depth look at call resistance . . . the consultant
disease. |
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