Recruiting Clients 2-Step System Lecture Notes

Introduction

• Presenter: Russell Lioz, owner and founder of RECRU ME
• Purpose: Help recruiters secure qualified clients, leave corporate jobs, start their own agencies, and earn more money.
• Key Problems Addressed:
  • Difficulty in securing clients
  • Clients ghosting or not following through
  • Inefficiency in closing deals

The Proven Two-Step System

1. Step 1: The Introductory Zoom Call

   • Objective: Build relationship and pre-qualify the client
   • Procedure:
     • Drive clients to a 10-minute intro Zoom call.
     • Build rapport and show personality and charisma.
     • Use calendaring tools to schedule the call (RECRU ME's Applicant Tracking System provides such tools).
   • Call Structure:
     • Set clear time limits (10 minutes).
     • Explain your system and pre-qualify the client.
     • Ask qualifying questions:
       • Has the requisition been approved for a third-party recruiter?
       • Are you using other recruiters?
       • On a scale of 1-10, how urgent is this hiring need?
     • Depending on responses, decide if the requisition is worth pursuing.

2. Step 2: Discovery Call

   • Objective: Detailed discussion and custom proposal
   • Transition from Intro Call: If pre-qualification is successful, schedule a longer discovery call.
   • Call Content:
     • Provide in-depth insights into how your recruiting process works.
     • Discuss performance-based/retained search to ensure your work is valued and paid.
     • Explain payment structure (e.g., 25-30% of salary, with payments in thirds).
     • Emphasize the uniqueness of your approach (focusing on passive, high-performing candidates).
     • Reject unsuitable business to avoid inefficiency.
     • Use discovery forms provided by RECRU ME to guide the call and impress clients.
     • Always aim to close during the call.

Key Points to Communicate During Calls

• Value of performance-based search vs. traditional contingency recruiting.
• Importance of securing exclusive engagements to avoid competition and inefficiency.
• Need for urgency and commitment from the client to ensure mutual benefit.
• Use of custom tools and templates to streamline and professionalize the process.
• The importance of continuous relationship-building and evaluation of each client.

Conclusion

• Call to Action: Schedule a call with RECRU ME for those struggling to get clients.
• Value Proposition: Personalized remedies and proven methods to grow recruiting business.
• Encouragement: Frustration is common, but solutions are available, and many members have found success.