I need help explaining how this business really works to newbies!

Hi Danny,

I need some ammo for my newbies that think they can be massively successful in our business without making a lot of phone calls. I am having trouble convincing them that our worth, to our client, is based on finding the passive, local candidates rather than searching the internet. Please give me some strong language!

Danny's response,

Boy, did you pick the right day to submit this question. I just got out of a staff meeting where I kicked butt on this same subject. If your newbies could have been flies on the wall, they would have heard:

Our closing ratios have tripled. That is, we are sending out three times as many people as we used to in order to close a deal. Where are we getting the ones that turn down jobs and change their minds on whims and flat out use us to leverage other offers? The Internet. My people complain that I cannot be satisfied, that our sales are very high. But we are working way too hard for the amount of activity we have, and the slightest downturn in our market space would make our numbers untenable and put us in jeopardy. I have no intention of becoming a cautionary tale.

One of our top producers lost 150K in one quarter in fall outs. (We are keeping all sharp objects from him.)
Every one of his turn downs came from Internet candidates. What I said to my staff I hope you repeat to your firm:

Job Boards Give us Fast Access to Bad People. Cold Recruiting Gives us Slow Access to Great People.

Recruiting and networking require more raw calls. Following the leads, connecting the dots. But it results in one offer and one close and money sticking on the board.

There are three members of my Personal Mentoring Program who have exceeded 1 million dollars already in 07, with half the year left. They average 5 hours per day on the phone. They use the Internet effectively to leverage more phone time. They do not use it as an excuse to avoid phone time.

We are going back to basics here. No personal internet use during prime phone time...8:30 - 12am....1-4pm...we need to go back to what got us there.