3 Essentials To Maintain Momentum And Billings

Centred Excellence

[This is a direct transcription from the video please excuse any typing errors.]

Hi I’m Nicky Coffin and welcome back to our Recruitment Business Owner Training Tips.

Today I would like to share with you 3 essentials to maintain momentum and billings

Getting your team up to a top billing level takes a lot of effort and focus, so once you’ve got there you want to be able to maintain that level of performance. When you achieve this your team will get consistent billings and go from strength to strength.

Don’t Do Any More Business Development Until You READ THIS First!

Free Client Converter Tool and Tips… How To Get Your Consultants Converting More Sales Without Doing Any More Cold Calling…

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window.cfields = {"43":"email_consent_gdpr"}; window._show_thank_you = function(id, message, trackcmp_url, email) { var form = document.getElementById('_form_' + id + '_'), thank_you = form.querySelector('._form-thank-you'); form.querySelector('._form-content').style.display = 'none'; thank_you.innerHTML = message; thank_you.style.display = 'block'; const vgoAlias = typeof visitorGlobalObjectAlias === 'undefined' ? 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What is the secret to getting this right? Here are 3 essentials to focus on to maintain momentum and billings:

The 1^st thing is Consistency

Most of us underestimate the value consistency has. Many of the recruitment managers I work with tell me that they get easily bored quickly and that they like variety. Studies show that it takes repetition – in order for something to become a habit. You may need to say something 2000 times before it becomes part of the muscle or you may need to repeat actions every day for 30 days before it becomes an entrenched habit.

When you make changes in your team, even if these are just small tweaks you need to ensure that everyone is consistently taking the action needed for the change. In one example a recruiter identified that just sending out 3 CV’s a day would mean that she billed £300k per year. She consistently worked on this one focus, finding and sending out 3 good quality CV’s a day. In the beginning it took a lot of time, but slowly the results started to show. After two months she had doubled her billings. The focus on the most important thing daily had become a habit and it showed in the results.

The 2^nd thing to maintain momentum and billings is Motivation

There are many ways to keep a team motivated and a lot will depend on the personalities and individuals in your team. Don’t be afraid of incorporating fun or friendly competition in to the mix.

Being able to have a laugh as well as focus on working will create a fun atmosphere in the team. Even friendly teasing can be good, as long as it isn’t demeaning or hurtful. When people are relaxed they tend to work better.

Team competitions are also a good idea as it recognises people that get the results and encourages individuals to match the efforts of their colleagues. Another way to keep your team motivated it to have team building events outside of the office where everyone can get to know each other better in a social setting. This doesn’t have to be something big – maybe just drinks on a Friday or monthly team lunch at a local café.

Don’t Do Any More Business Development Until You READ THIS First!

Free Client Converter Tool and Tips… How To Get Your Consultants Converting More Sales Without Doing Any More Cold Calling…

Name*

Email*

Privacy Policy Consent*

I consent to receiving email communication including special offers and weekly newsletters from Centred Excellence in accordance with CE Privacy Policy.

Submit

window.cfields = {"43":"email_consent_gdpr"}; window._show_thank_you = function(id, message, trackcmp_url, email) { var form = document.getElementById('_form_' + id + '_'), thank_you = form.querySelector('._form-thank-you'); form.querySelector('._form-content').style.display = 'none'; thank_you.innerHTML = message; thank_you.style.display = 'block'; const vgoAlias = typeof visitorGlobalObjectAlias === 'undefined' ? 'vgo' : visitorGlobalObjectAlias; var visitorObject = window[vgoAlias]; if (email && typeof visitorObject !== 'undefined') { visitorObject('setEmail', email); visitorObject('update'); } else if (typeof(trackcmp_url) != 'undefined' && trackcmp_url) { // Site tracking URL to use after inline form submission. _load_script(trackcmp_url); } if (typeof window._form_callback !== 'undefined') window._form_callback(id); }; window._show_error = function(id, message, html) { var form = document.getElementById('_form_' + id + '_'), err = document.createElement('div'), button = form.querySelector('button'), old_error = form.querySelector('._form_error'); if (old_error) old_error.parentNode.removeChild(old_error); err.innerHTML = message; err.className = '_error-inner _form_error _no_arrow'; var wrapper = document.createElement('div'); wrapper.className = '_form-inner'; wrapper.appendChild(err); button.parentNode.insertBefore(wrapper, button); document.querySelector('[id^="_form"][id$="_submit"]').disabled = false; if (html) { var div = document.createElement('div'); div.className = '_error-html'; div.innerHTML = html; err.appendChild(div); } }; window._load_script = function(url, callback) { var head = document.querySelector('head'), script = document.createElement('script'), r = false; script.type = 'text/javascript'; script.charset = 'utf-8'; script.src = url; if (callback) { script.onload = script.onreadystatechange = function() { if (!r && (!this.readyState || this.readyState == 'complete')) { r = true; callback(); } }; } head.appendChild(script); }; (function() { if (window.location.search.search("excludeform") !== -1) return false; var getCookie = function(name) { var match = document.cookie.match(new RegExp('(^|; )' + name + '=([^;]+)')); return match ? 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remove_tooltip(elem) : false; if (elem.type != 'checkbox') elem.className = elem.className.replace(/ ?_has_error ?/g, ''); if (elem.getAttribute('required') !== null) { if (elem.type == 'radio' || (elem.type == 'checkbox' && /any/.test(elem.className))) { var elems = form_to_submit.elements[elem.name]; if (!(elems instanceof NodeList || elems instanceof HTMLCollection) || elems.length <= 1) { no_error = elem.checked; } else { no_error = false; for (var i = 0; i < elems.length; i++) { if (elems[i].checked) no_error = true; } } if (!no_error) { tooltip = create_tooltip(elem, "Please select an option."); } } else if (elem.type =='checkbox') { var elems = form_to_submit.elements[elem.name], found = false, err = []; no_error = true; for (var i = 0; i < elems.length; i++) { if (elems[i].getAttribute('required') === null) continue; if (!found && elems[i] !== elem) return true; found = true; elems[i].className = elems[i].className.replace(/ ?_has_error ?/g, ''); if (!elems[i].checked) { no_error = false; elems[i].className = elems[i].className + ' _has_error'; err.push("Checking %s is required".replace("%s", elems[i].value)); } } if (!no_error) { tooltip = create_tooltip(elem, err.join('<br/>')); } } else if (elem.tagName == 'SELECT') { var selected = true; if (elem.multiple) { selected = false; for (var i = 0; i < elem.options.length; i++) { if (elem.options[i].selected) { selected = true; break; } } } else { for (var i = 0; i < elem.options.length; i++) { if (elem.options[i].selected && !elem.options[i].value) { selected = false; } } } if (!selected) { elem.className = elem.className + ' _has_error'; no_error = false; tooltip = create_tooltip(elem, "Please select an option."); } } else if (value === undefined || value === null || value === '') { elem.className = elem.className + ' _has_error'; no_error = false; tooltip = create_tooltip(elem, "This field is required."); } } if (no_error && elem.name == 'email') { if (!value.match(/^[\+_a-z0-9-'&=]+(\.[\+_a-z0-9-']+)*@[a-z0-9-]+(\.[a-z0-9-]+)*(\.[a-z]{2,})$/i)) { elem.className = elem.className + ' _has_error'; no_error = false; tooltip = create_tooltip(elem, "Enter a valid email address."); } } if (no_error && /date_field/.test(elem.className)) { if (!value.match(/^\d\d\d\d-\d\d-\d\d$/)) { elem.className = elem.className + ' _has_error'; no_error = false; tooltip = create_tooltip(elem, "Enter a valid date."); } } tooltip ? resize_tooltip(tooltip) : false; return no_error; }; var needs_validate = function(el) { if(el.getAttribute('required') !== null){ return true } if(el.name === 'email' && el.value !== ""){ return true } return false }; var validate_form = function(e) { var err = form_to_submit.querySelector('._form_error'), no_error = true; if (!submitted) { submitted = true; for (var i = 0, len = allInputs.length; i < len; i++) { var input = allInputs[i]; if (needs_validate(input)) { if (input.type == 'text') { addEvent(input, 'blur', function() { this.value = this.value.trim(); validate_field(this, true); }); addEvent(input, 'input', function() { validate_field(this, true); }); } else if (input.type == 'radio' || input.type == 'checkbox') { (function(el) { var radios = form_to_submit.elements[el.name]; for (var i = 0; i < radios.length; i++) { addEvent(radios[i], 'click', function() { validate_field(el, true); }); } })(input); } else if (input.tagName == 'SELECT') { addEvent(input, 'change', function() { validate_field(this, true); }); } else if (input.type == 'textarea'){ addEvent(input, 'input', function() { validate_field(this, true); }); } } } } remove_tooltips(); for (var i = 0, len = allInputs.length; i < len; i++) { var elem = allInputs[i]; if (needs_validate(elem)) { if (elem.tagName.toLowerCase() !== "select") { elem.value = elem.value.trim(); } validate_field(elem) ? true : no_error = false; } } if (!no_error && e) { e.preventDefault(); } resize_tooltips(); return no_error; }; addEvent(window, 'resize', resize_tooltips); addEvent(window, 'scroll', resize_tooltips); window._old_serialize = null; if (typeof serialize !== 'undefined') window._old_serialize = window.serialize; _load_script("//d3rxaij56vjege.cloudfront.net/form-serialize/0.3/serialize.min.js", function() { window._form_serialize = window.serialize; if (window._old_serialize) window.serialize = window._old_serialize; }); var form_submit = function(e) { e.preventDefault(); if (validate_form()) { // use this trick to get the submit button & disable it using plain javascript document.querySelector('#_form_54_submit').disabled = true; var serialized = _form_serialize(document.getElementById('_form_54_')); var err = form_to_submit.querySelector('._form_error'); err ? err.parentNode.removeChild(err) : false; _load_script('https://centredexcellence.activehosted.com/proc.php?' + serialized + '&jsonp=true'); } return false; }; addEvent(form_to_submit, 'submit', form_submit); })();

The 3^rd thing to maintain momentum and billings is Continual Development

There is always an opportunity to learn and encouraging this culture of continual learning can help keep momentum going. This doesn’t always have to be you that leads it. Get your consultants in your team involved – it could be anything from learning how to use the database, or do a great Boolean search or how to negotiate 25%. The truth is everyone in your team will have something that they are excellent at – work out what it is and how you can utilise this skill to cascade knowledge and also help to develop others in your team.

All you need do is to facilitate the development – set times to have the training sessions and manage the timetable of who is doing what when.

If you want to learn how to set up your business, so that it stops under-performance once and for all, then join my free webinar: The 5 Secrets Our Clients Use to Build 7 & 8 Figure Recruitment Businesses

I look forward to seeing you next time!

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