I recently led a Tele-Seminar entitled, “How toProduce Big Results in a 4 ½ day Work week” and as part of the format, I conducted an interview with a friendof mine who had billed $1 million as a solo recruiter. During the session, heallowed me to grill him about specifics on how he used his time and controlledhis focus in order to produce such big numbers. Incidentally, he billed thisamount at a time when his average placement fee was just $7,000. Here are somehighlights from our dialogue:
You must have a burning desire（你必须有强烈的欲望）: If you want to be abig biller you must have a burning desire to do what it takes to get there. Ifyou’re lukewarm about your goals you can forget hitting those big numbers. Thislevel of success starts with a passion for what you’re doing.
You need to be clear on the “why” or benefit of being a big biller（你非常清楚为什么你要成为一个顶级猎头或者说成为顶级猎头的好处）: If you become a big biller butlose your marriage and health in the process then you’ve gained nothing but ashallow ego trip. Here are some examples of a clear “why”: I want topay off my house in the next 3 years so I can have more freedom
I want to take 4 weeks a year to travelaround the world
I want to sponsor 20 hungry children permonth
See yourself as already there（把你自己想像成你已经成为顶级猎头）: My friend spent sometime everyday reviewing his goals- both personal and professional. Here’s apersonal example of how to do this; my wife and I recently set a goal to payoff our house by my 40th birthday (4 ½ years away). Inorder to make it fun, I set up a specific reward which is that we’ll spend 2weeks at the Blue Parrot Inn in Playa Del Carmen Mexico staying in thepenthouse suite with a rooftop balcony. I printed off a photo of this exactbalcony from the internet and put it in a gold frame in our bathroom. Everydaythat I see this photo I picture myself sitting on the balcony with an expensivemaduro cigar in one hand and a dark beer in the other, feeling totally affluentand pleased that the house is now paid off. In my mind, I’m already there, it’s alreadyhappening.
Be “ruthless” about who you will work with（“无情直接”地对待和你一起工作的人） : Every big billerthat I know has clear guidelines regarding who they will and will not workwith. They are able to communicate this with both clients and candidates andare often very direct in regards to expectations and requirements. Bottom line;you must respect your time and only work with people who do the same in orderto hit high numbers.
Work in blocks（在整段的时间内工作）: You’ve heard thisbefore I’m sure but this is another common denominator in top producers. Myfriend said that he did not answer his phone- at all- during outgoing callingblocks. You must be able to separate execution from reacting if you want toexcel.
Plan meticulously（仔细的计划）: Again, you’ve heardit before but it’s a must. My friend used legal pads, index cards and a simpleACT database the year he billed $1 million- but he planned each and every callin advance.
Track your numbers like a mathematician（像数学家一样追踪你的数据）: Boring? Maybe, but it’s another hallmark of high production. Enough said.
Create systems for everything（为所有事情创造系统）: My rule is if youhave to do something 3 or more times in a month, you should have it documented.Don’t repeat things from scratch that you could have systematized.
Neglect the administrivia（忽略行政上的琐事）: Learn to say “no”, delegateand automate. From a certain point of view, there are really only 2 categoriesin your work: revenue generating activities- and everything else. You'veprobably heard of the 80/20 rule which says that 80% of a typical salespersonssuccess comes from 20% of his or her activities. One of the characteristicsthat big billers have in common is that they consistently focus on the 20% andvirtually nothing else.
More often than not when we are trying todecide what to focus on during the day we are actually choosing between a widevariety of tasks that could all be classified as a “good” use of ourtime. Big billers have a finely tuned ability to gravitate toward the bestactivities while allowing many good, but less important, activities to goundone.
Well, there you have it. I assume this is alot of information that you’ve heard before- and that’s the deceptive part.Because you’ve heard it before, it sounds trivial. We all want a new, shinymagic bullet. However, it’s the execution of these ideas that separatesmediocre production from exceptional production.
If you’re fat and you ask my advice on howto lose weight, I’ll say, “eat less and run for 30 minutes a day”. You may have heardit before, but if you really did it everyday, you’d lose the weight. Same thinggoes in terms of increasing your skill and production as a recruiter. It reallyis all about mastery of some basic things that you’re already doing.
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精英猎头学院 
2015-04-15 08:57:12 
