The Lone Recruiter

As recruiters, our voice is our most important & influential tool. But there's a good chance you're not using it to its full potential. Many recruiters need vocal help to strengthen it, to pace it, to make it sound better, to make it sound more trustworthy. In this ep you'll learn how you upgrade your voice to the next level. I chat with Amy Hume, who is an esteemed voice and dialect coach based in Melbourne and providing coaching for professionals and actors Australia wide. Developing and improving your voice has enormous benefits for recruiters. You won't want to miss this ep.

You've heard of survival of the fittest but how about survival of the friendliest?! In this ep I explore the powerful sales lessons recruiters can take from the evolutionary success of friendly species such as dogs. How can you be friendlier with your clients and candidates? How can you be friendlier with your colleagues? How can you be friendlier with your competition? Get out there and get friendly and you'll achieve far greater success a recruiter.

Australian workers now have the right to refuse contact from their employer outside of their work hours. This has huge implications for the recruitment industry. In today's ep, Jon and I dive into the hot topic of the right to disconnect reform with employment law expert Elizabeth Aitken who is a partner at SLF Lawyers Melbourne. Liz is a wealth of knowledge and this ep is absolute gold. Whether you're an employer or employee, it's important to stay informed to avoid potential pitfalls and ensure compliance with the latest workplace legislation. You don't want to land in hot water! Listen now for expert insights and practical advice! With thanks to: Elizabeth Aitken Partner, Employment Law at SLF Lawyers Melbourne, Australia eaitken@slflawyers.com.au 0429 000 409

Are you fuelling yourself so that you can be your very best at work? Far too many recruiters are coasting and aren't maximising on incredible opportunities in front of them. Having the best means absolutely nothing if your mindset isn't right. What I mean by this is you could be given a 600k desk but it means nothing if your'e not motivated to work hard. This ep is the kick up the butt you may need! Here is are some previous eps we've done on energy if you're looking for more inspiration to achieve your best: https://open.spotify.com/episode/3tQRpF3QmZiHVtG6Tb4AsU https://open.spotify.com/episode/7npQKHPKewneRZkkGO2SYx https://open.spotify.com/episode/3M1MmJYIAXnAw2HEt7WhSy As always please like, share and follow as it really helps us grow.

If you haven't given it much thought, then you probably have a negative digital reputation! Today is a monster ep (our longest ever!) that's because it's jam-packed with valuable insights into building your digital reputation and why it matters. My knowledgeable guest is Roger Christie a digital reputation advisor and podcaster. He's the founder of advisory firm Propel which specialises in LinkedIn for leaders. You're not going to want to miss this ep!  We cover a lot of ground, including: 

Are you spending your time reacting to somebody else's agenda? It's time to take charge. You're going to make much more money with this approach. This ep is a comprehensive approach to taking control of your recruitment to-do list! I'm here to help you: - Identify what you need to get done in a day and achieve it - Manage your pipeline - Maximise generation You have an 86% chance of placing someone who has three interviews. Let's get to work!

What limiting beliefs do you have? Are they true? Most of the time they aren't! Recruiters can trip themselves up with negative thought patterns such as:

Energy and personality are the most important factors for recruiters according to Pete Watson. Today's ep is my interview w Pete, who is the founder of Mint Recruitment and Australia's longest serving Rec2Rec recruiter. We discuss:

What is your #1 priority? If it isn't work, then you might need to reframe things! Ryan Serhant the reality tv star, real estate broker and author has a saying I love which is, "look after the work and the work will look after you". This ep is all about doing the work! Basically if you do an incredible job at work, then you can take care of your highest priorities - health, family and friends. If you're having a shit time at work that is going to seep into your personal life. Everyone around you suffers.

Time is our greatest commodity. Recruiters have never ending to do lists and maximising our time is essential for achieving what we need to.  This ep will help you to get way more out of your day. Tune in for: ⏱️ How to leverage your time ⏱️ Effectively canvassing multiple people at once ⏱️ Training staff without losing hours and hours of your time ⏱️ Rethinking lunch breaks ⏱️ Sequencing your activities If you get any value out of this episode. Please like and share as it really helps us grow.

In my opinion there are only two hurdles in your way for you to become very successful at recruitment, or sales. You probably have at least one of these hurdles in your way, most likely both. Hurdle 1.) You don't know where you can improve Hurdle 2.) Actually doing the work to improve This ep is a must listen. It might improve your life because you can overcome these hurdles with some straightforward steps.

I was teaching my 8 and 10 year old poker over the school holidays (as you do!) and I really think there are some key life lessons we can take from poker. The major one is that it's not the hand you're dealt, it's how you play the game. This analogy can be applied to your recruitment desk as well. You might be on a shitty run. With candidates, workflow, market, or interactions.  This ep will help you reframe being dealt a bad hand. Ask yourself: - What haven't I done? - What can I go back and do better - How can I squeeze everything out of this hand?  It's up to you to make the most out of your hand. 

Recruiters can gain huge benefits from a salary survey guide and the good news is they're not hard to create!  If you're a specialist in what you do, you should have some sort of database. In this ep I'll show you my straightforward approach to compiling a salary survey from your data. Benefits include:

Where do you want to be living you life? In mediocrity? Or exponential wealth? That's the difference between just making OTE and going above your monthly / quarterly target and when you see the difference, you won't be able to unsee it.. That difference is FYI - just paying the bills and the necessities VS living an absolute, bloody amazing life. I know where I'd rather be - what about you? The exercise I run through in this ep could change your life. And yeah, that sounds cliched but honestly, if you do it properly, it will prompt a massive mental shift for you.

What strategies do you have in place to help you achieve your goals? You can't simply rely on willpower. Today is pt 2 of my discussion with executive coach, keynote speaker and business advisor Mark Hodgson about all things goal setting. You will be a far better recruiter if you take on board the strategies we discuss. As James Clear in Atomic Habits states, "you do not rise to the level of your goals. You fall to the level of your systems". Today we help you to look deeply at how you can improve your systems. Learn more about:

Are you struggling to achieve the goals that you set and then feeling terrible about it? Or are you wanting to fine tune your processes to maximise your results? Either way this ep is for you! Today is pt 1 of my discussion with executive coach, keynote speaker and business advisor Mark Hodgson about all things goal setting. Learn more about:

If you're a recruiter wondering - Am I on track? How am I doing compared to others in my sector? Should I be going harder? You'll find the Hume Scope Salary and Billings Guide for Recruiters very informative. Today's ep is a snapshot of this guide. Tune in for:

Do you still want to be doing the same job in 25 years time? Or do you want to pay your mortgage off fast and retire early? This ep is all about setting yourself a financial challenge.

In recruitment, it's all to easy to feel frustrated and annoyed when things don't turn out how we were expecting. BUT a powerful mindset shift is to ask, what is the opportunity here? How can I use this situation to my advantage? For example, if a deal doesn't go your way and a candidate takes another opportunity how can you reframe it? What opportunity could be there? I can think of a number of ways to reframe it. This ep is for anyone who wants to ascend themselves as a salesperson and business person. The next time something happens you're not happy with ask - what is the opportunity here?

This episode is a great listen if you think that getting very stressed about certain aspects of your job is motivating or in some way helping you (it's not). It's also a super beneficial one for managers who've noticed people on their team who struggle with managing stress. Most people are aware that the fight or flight response charges your body up ready to fight a threat or run from it.  In this ep I discuss:

The top 5 most successful tennis players share a mindset when they miss a shot, or when things aren't going their way. They don't let their emotions get the better of them. In this ep I take insights from Roger Federer's fantastic Dartmouth speech and show you how to apply them to recruitment.

What on earth do you do when a candidate is enthusiastic throughout the interview process, has received an informal offer but then they then hear only negative things about the company from friends. This ep is my advice on how to handle this awkward situation based on a candidate I had that was pre-closed but then called after talking to 5 industry friends and said, “I don't know what to say Brett, I don't think I can take this job”. I was pretty stunned but recruitment isn't about forcing someone to take a job it's about understanding the information. If you've got a candidate who is telling you they've heard negative things about a clients company... Lean into it! Get the candidate to establish some tangible negatives that you can take back to the client. Warning: It obviously has the potential to blow up in your face! But trusting your gut and using this tact can really pay off.

I am seeing some absolute tomfoolery in the market right now, and I'm sure you guys are starting to see this as well. When things tighten up, when markets shrink or move, recruiters are then starting to plow in and go, where can I find work? What I'm seeing, which is blowing my mind, is some really, really desperate, actions by recruiters. Don't ruin your reputation by doing these things. STOP: ❌ Sending CVs without interviewing a candidate  ❌ Sending CVs without candidate permission ❌ Disrespecting confidentiality If you get any value out of this ep, please like, share and review it. It really helps us grow.

Where are recruiters needed right now? Everywhere and always is Lee Jones from Sorciety's response. Lee is a rec to rec recruiter with a wealth of knowledge who today shares his recruitment market insights. It's currently a strong market for recruiters especially in Sydney, Melbourne and Brisbane. We're also seeing tech, banking and finance recruitment starting to see an uplift after a tough 12 months. Tune in to hear:

If you're a recruiter wanting to build longevity, this ep is for you! It'll be especially beneficial for those just starting out in their career. Your reputation is key to your success and it's really easy to look good when things are going well. But your reputation isn't built in the good times. The real trust will come when there's a bit of conflict. This ep looks at:

Recruiters! Are you 100% sold on the candidate you're representing? Are you 100% sold on your services?

 If you're not sold 100% the person you're trying to sell to cannot be sold.

 This ep will help you to get into the frame of mind that you're 100% sold every single day. To stay motivated and energised is a skill and a habit.
 What is your greatest challenge today that you know you need to get over to get to the next level?
We always want to be a bit further than we were yesterday.

 As always, if you get any value out of today's ep, please like, share and give us a five start review. It really helps us grow.

Today, Natasha Lee and I discuss a softer approach to selling that is super effective. Natasha is from Raw Earth Recruitment and she is successfully pioneering modern recruitment strategies. In this ep, she takes us through how she went from critiquing a company's ad to turning them into a client.  We discuss:

Starting out in a new recruitment market isn't easy, whether you're an experienced recruiter or not. This ep is in response to a listener question on how to build a successful recruitment desk from scratch.  I've noticed there are two camps - a.) Those that hit the ground running And b.) Those that in 6-8 months are still nowhere near where they need to be. We all know which camp you want to be in. Tune in for:

If you're thinking about starting your own recruitment agency, this interview with Matthew Hart is a must listen. Matt is the Founder and Managing Director of Recrevi Group. He is one of the leading legal recruiters in the world having successfully placed hundreds of high-performing lawyers across the globe. Tune in as he shares valuable insights on:

A recruiter will often speak 80% of the time in meetings but the opposite is where we need to be.  Today's ep is all about how to nail the incredibly effective sales strategy - silence!

When recruiters send InMails to candidates we're typically hoping to hook their interest in a role. If you implement these YouTuber viral tactics your response rate with InMailing will lift. Using a template for InMailing across multiple roles and locations DOESN'T work. Instead I want to show you how to split test an InMail campaign. This ep discusses:

Our job as recruiters is to provide our clients and candidates with value. In this ep Laura Hopes, a Recruitment Industry Trainer & Adviser from Hopes Consult, gives us incredible improvement strategies. Laura emphasises the need for proactive business development and objection handling. Ask yourself - How do I create some value that is going to help that prospect market? What are my prospects challenges at the moment? What can I create to help them meet some of those challenges? If you get any value out of today's ep, please like and share it as it really does help us grow.

Assess your mindset and ask yourself - what value am I bringing to the day? There are really only two choices - 1.) Are you ready to kick ass? OR  2.) Do you need to have a rest day and try harder tomorrow? Too often we can languish in an unproductive and mediocre zone because we haven't committed to doing our best. Decisive action will make today a great day. Make a decision in favour of action OR relaxation. It's your choice.

Setting up and running a successful meeting is a core skill that every recruiter needs to know. It's all about observing, listening and adapting. Charmaine Keegan is a business development and sales guru who offers enormous benefit. Today's ep is the final one in our series with her and she tells us how we can pull off a successful meeting. Tune in for these tips and more:

Recruiters! If you're primarily using the client job description to generate your ads, then you're missing an opportunity. Job descriptions (JDs) are typically dry and boring which does not attract candidates. I'm going to run through my hot tips for turning JDs into amazing advertising, InMailing and head headhunting scripts. If you're not already taking this approach then this episode is absolutely going to lift your recruiting game. Tune in to find out how you can write compelling, exciting and successful recruiting material.

Moving from an internal talent acquisition position into agency recruiting presents new challenges. ALRA's Marie Victor recently made this transition and in today's ep she shares her advice and insights for making the process smoother and more successful.  This is a must listen episode for recruiters who have recently take the leap out of internal acquisition. Tune in for:

Recruiters tend to be goal orientated people so this episode will really resonate. Mindset mentor Sion Cousins joins me for an inspiring and practical dive into how to achieve your aspirations.

Have you ever run 252kms through the Sahara Desert in 50+ degree heat over 9 days? I haven't either BUT my guest today Sion Cousins has. Tune in for pt 2 of my chat with Sion for some of the key lessons and mindset insights he's taken from facing adversity in sport and business.   Such as:

Today I'm joined by the incredible Sion Cousins, Sion is a squash and touch football champion, weightlifter and most recently completed a 250km ultra marathon through the Sahara desert. Sion is also an entrepreneur and counsellor. In pt 1 of this three part series, Sion shares his insights and advice on understanding your core values so you can hit more of your goals and achieve greater happiness.

Are you articulating to clients and candidates the value you add? Charmaine Keegan from Smarter Selling returns to share her insights and strategies for recruiters wanting to win and maintain business relationships.

As recruiters we want to be confident that our market is strong. If you're not getting the results you want, you need to establish whether it's you, or your recruiting market! This ep will help you figure out the answer (and you may need to look at both). This ep will help you to hone in on skills and market gaps that might exist.  Are your processes tight? Are you as busy as you need to be? Where are your deficits? Where are you lacking? I want to help you to tackle the issue head on so you can start seeing the results you dream of.

Recruiters usually have the frame of mind - how can I do better? Cinematic time travel typically presents the notion that going back in time and making small changes can have huge impact on the present. So why don't we take that logic and say, I can make one tiny change today and it could actually course correct me for the rest of my life. It could actually better my life, infinitely better. It's the whole butterfly effect, right? I hope this ep will inspire you to make a small change that will improve your life. It's also a Monday motivational so I will help you plan your recruitment desk for maximum success this week. The time is now!

Charmaine Keegan is our very special guest today. She is the founder, director and lead trainer at Smarter Selling and if you want to level up your recruiting this is a MUST listen episode. We had Charmaine speak to our team at ALRA recently and I 100% recommend her. She's incredible. Charmaine shares a treasure trove of on point sales advice that's going to make a huge difference to your desk. This is part 1 of a 3 part series in which she tackles the topic of how to sell to a client in the first minute!  Tune in for:

Do you think that quality work takes more time to achieve? It seems logical but this notion was turned upside down by a professor who ran a very interesting pottery experiment as described in the book Art & Fear. This pottery parable applies to recruitment, especially young recruiters. Tune in to hear more about: 

In recruitment, if someone likes you, they'll talk to you but if they trust you, they'll buy from you. This ep is about how you can build trust with clients and candidates because trust is vital.  I give you my hot tips and development advice including: - The importance of sticking to one lane - Deliver on what you say you're going to do - Building your expertise This is a must listen episode for recruiters who want to take their desk to another level.

How long does the recruitment process take? Most recruiters would say between 1-3 weeks on average. But you'd be surprised by what you can do to really help facilitate quicker interview processes. This ep is about strategies for shortening your timeframes. Such as:

Recruitment is not a complicated game but to succeed it does require strategy and follow through. In this ep I share insights from a $1.2M biller on my team. He does a number of things extremely well, including:

I recently got concussion and I've had huge learnings from the experience and these lessons really apply to recruitment. When something changes, i.e you get whacked in the head and it's not feeling right, but you keep persisting... maybe you actually need to stop and ask the question, is what I'm doing now, what I need to be doing now? Tune in for this ep as I dive into multiple concussion inspired lessons such as: - How to recognise and pivot if your market has changed - Working out what you're holding onto that isn't serving you - Establishing what you need to change If you get any value out of today's episode please like, share and give us a five star review as it really helps us grow.

This is a must listen ep for all you recruiters out there that are early on in your career. I've asked experienced recruiters what they wish they knew when they were starting out. Hear why you should take note of the below pearls of wisdom (plus many more!):

Recruiters! You are not being bullish enough. Today's ep is a call to action that will protect you when the economy slumps. We are currently in something called the everything bubble, the term was coined by Australian macro, analysis trader Jason Pizzino. Essentially, the economy is pumping right now but we need to be prepared for when it slumps. And what does this mean for recruitment?

Formula 1 teams will boot you out if you're not performing. Can we apply that to recruitment? This ep takes lessons from the cutthroat and high performance world of Formula 1 racing. It's a chance for you to reflect on what's working and what isn't.