Training

Upcoming Events

This 13-session program done LIVE one-on-one with Greg is designed towards your future “rainmakers”. Each session is a 90 minute GoToMeeting covering all the topics listed. A master training schedule will be provided that incorporates practical hands-on work to supplement the phone training.
Included with this program will be a 140-page training manual, a copy of Greg’s New Top Producers Training Video Library and 2 months of ongoing mentoring and situational follow-up.

Schedule Training

Session One – Organization

Covering all of the practical ways to stay organized and productive.  What forms to use, how to use them, how to track calls, track activities, what websites to know about and more.

Session Two – Planning and Communication

How to plan and organize your work day to establish a productive rhythm for your desk.  How to work with a senior consultant to maximize efficient communication and effective completion of assignments.

Session Three – Identifying your niche and creating your market space

We will go over “who” is most likely to become a future client.  How to find them.  How to target them.  What to say to them when you reach them – and how to track your progress.

Session Four – “One-hit wonder” job orders

Learn the different styles used to get a job order now, and the one-off calls that lead to business development conversations.  We will cover Most Placeable Candidates, following job leads, how to use candidates you’ve placed in the past and more.

Session Five – Taking a complete job order and negotiating fees

Learn how to take a job order to answer the three essential questions – what are they looking for, how do I attract candidates and should I work on this job.  Also covered will be strategies to get the highest possible fees for your efforts.

Session Six – Strategizing a Search

What to do before you make your first phone call.  How to think like a candidate – Where to find candidates quickly – What to say to them when you get them on the phone.  Everything you need to know up front.

Session Seven – Recruiting

The focus of the training – learn how to get past gate keepers, what voicemails to leave and when, how to talk to on-target candidates, the best way to get referrals and spinning recruiting calls into job order leads.

Session Eight – Pre-qualification

Emphasis on learning how to ask the right questions to determine how viable this applicant is as a possible submittal.

Session Nine – Situational Objections and How To’s

Learn how to deal with those situations that crop up often enough that we need an answer ahead of time.

Session Ten – Submitting Candidates and Overcoming Client Objections

Learn the proper way to submit candidate to clients to almost guarantee they will interview them.

Session Eleven – Interview Preparation and Debrief for Candidates and Clients

How to ensure both candidates and clients are thoroughly prepared and then quality follow up is given.

Session Twelve – Negotiating Compensation Packages & Counter Offers

Discover best practices for handling the delicate issues surrounding compensation and giving notice.

Session Thirteen – Advanced Client Development Thoughts and Goal Setting

Learn how to turn customers into repeat clients and establish your goals for the coming year.

COST: ONE TIME USE OF THIS PROGRAM = $2000.00
Click here to talk to Greg about Scheduling

(This price is good for up to 3 participants – each additional participant beyond that is $250/person)

**Remember – Greg will barter – if you have access to hunting grounds or fishing retreats – you can reduce your cost.

This program is specifically designed for those people whose main focus will be on sourcing, recruiting, and qualifying candidates. It will also take them through navigating the interviewing and closing stages of the recruiting cycle including compensation negotiation, dealing with counter offers, acceptance and resignation. The program features 8 training session each are 60-90 minutes long and 2 months of ongoing follow up with Greg to make sure the material is absorbed and applied.

Session One – Planning and Organization

To produce consistent results, it requires consistent activity, go step-by-step through planning your calls in such a way that you are consistently making the most calls with the best results.

Session Two – Attraction Based Recruiting

Before you dial you have to know what you’re going to say and more importantly what candidate’s want to hear. Go piece-by-piece through everything that needs to happen before you make even one call.

Session Three – Sourcing Candidates

Learn how to strategically think of the smartest path to finding candidates using every tool available; job boards, your database, LinkedIn and everything you need to find the right person for the job.

Session Four – Making Recruiting Calls

A complete guide one what to say when making recruiting calls. Learn how to get past gatekeepers, leave proper voicemails, pitch open positions, get more referrals, and handle the tough questions candidates ask.

Session Five – Properly Qualifying Candidates

Here we focus on how to ask all the right questions to not only gauge a candidates fit for the position but also the candidate’s motivations behind “why” they want to pursue this opportunity. We will go in-depth into how to talk with candidates about money and how to properly set expectations so we close more deals smoothly.

Session Six – Presenting Candidates to get Interviews

The most pivotal point in the Recruiting process. In this lesson you will learn how to “package” your candidate’s in such a way that your client’s want to interview them faster than ever before.

Session 7 – Interview Prep/Debrief

How to get candidate’s ready for interviews so that the hit a home run. Teach them how to dress, talk, focus, question during the entire process. Then we’ll dive deeper into how to manage the various interviewing steps and interaction between candidate, client and Recruiter.

Session 8 – Compensation and Closing

Find out how to handle the all-important MONEY question. When to talk compensation, how to talk compensation and how to virtually guarantee accepted offers. Also learn how to walk your candidates through the entire acceptance and resignation process so the transition to you client moves along seamlessly.

COST: ONE TIME USE OF THIS PROGRAM = $1500.00
Click here to talk to Greg about Scheduling
(This price is good for up to 3 participants – each additional participant beyond that is $250/person)
**Remember – Greg will barter – if you have access to hunting grounds or fishing retreats – you can reduce your cost.

This 8-part program is designed for those people who will be focused on bringing in new business. It takes each participant through the entire process of moving people from Prospects to First-time Users to true Clients. We will dive into problem areas such as overcoming objections and how to handle fee negotiations. This is a comprehensive program that significantly impacts your bottom line. Each session is 90 minutes long and you get 2 months of ongoing follow up with Greg after the sessions to make sure the material is absorbed and applied.

Session 1 – Selling Your Firm

Features information on what clients really buy from recruiting firms, the facts you have to know before you call and then applying that information into a predetermined set of companies that might become true clients.

Session 2 – Building a Business Development Plan

This session is devoted to creating a comprehensive plan for targeting the companies and contacts that are most likely to have a significant impact on your sales growth.

Session 3 – 8 Steps to Get Clients the difference between Consultant vs. Order Taker

This topic covers the 8 specific phone calls and follow ups that need to take place before a company will begin using your firm. Also, how to be viewed as a Consultant who brings value vs. an Order Taker that pushes paper.

Session 4 – Internet Generated Job Leads & One-Hit Wonder Job Orders

Uncover how to use the internet to boost the number of Job Order leads you have to work on each plus other income generating activities such as help wanted ads, Skill Marketing (MPC) and “confidential” searches.

Session 5 – Overcoming Sales Objections & Handling Client Visits

Step by step on what to say through the most common Sales Objections, “Your fees are too high.”, “We work with another agency.” and many more. Plus, the importance of Client Visits, what to bring and what to say.

Session 6 – Planning Your Sales Calls

To produce consistent results, it requires consistent activity, go step-by-step through planning your calls in such a way that you are consistently making the most calls with the best results.

Session 7 – Negotiating Fee Agreements

Learn the most effective negotiating system available for recruiters. You will discover how to get the highest fees and money up front to start searches. This is everything you every needed to know about the “art” of negotiation.

Session 8 – Taking a Complete Job Order

Understand how to ask all the right questions up front to ensure success. Also get detailed strategies to ensure the client works with you on your terms and how to separate your firm right from the beginning.

COST: ONE TIME USE OF THIS PROGRAM = $1500.00
Click here to talk to Greg about Scheduling
(This price is good for up to 3 participants – each additional participant beyond that is $250/person)
**Remember – Greg will barter – if you have access to hunting grounds or fishing retreats – you can reduce your cost.

This 6-session program presented LIVE one-on-one with Greg is designed toward developing the core skills a researcher needs to assist a working producer.  Each day will consist of 1-2 hours of phone training covering all the topics listed below.  A master training schedule will be provided that incorporates practical hands on work to supplement the phone training. Included with this program is a 85-page training manual.  Each participant will also receive 2 months of ongoing mentoring and situational follow-up.

Session One – Organization

Covering all of the practical ways to stay organized and productive.  What forms to use, how to use them, how to track calls, track activities, what websites to know about and more.

Session Two – Planning and Communication

How to plan and organize your work day to establish a productive rhythm for your desk.  How to work with a senior consultant to maximize efficient communication and effective completion of assignments.

Session Three – Strategizing a Search

What to do before you make your first phone call.  How to think like a candidate – Where to find candidates quickly – What to say to them when you get them on the phone.  Everything you need to know up front.

Session Four – Recruiting

The focus of the training – learn how to get past gate keepers, what voicemails to leave and when, how to talk to on-target candidates, the best way to get referrals and spinning recruiting calls into job order leads.

Session Five – Pre-qualification

Emphasis on learning how to ask the right questions to determine how viable this applicant is as a possible submittal.

Session Six – Situational Objections and How To’s.

Learn how to deal with those situations that crop up often enough that we need an answer ahead of time.

COST: ONE TIME USE OF THIS PROGRAM = $1000.00
Click here to talk to Greg about Scheduling
(This price is good for up to 3 participants – each additional participant beyond that is $250/person)
**Remember – Greg will barter – if you have access to hunting grounds or fishing retreats – you can reduce your cost.

“Lunch and Learn” Training Series
Looking for an easy way to keep your staff current on the latest trends and practices at an affordable price?  Sign up for the “Lunch and Learn” Series with Greg Doersching.  Done via telephone Greg walks through important topics such as planning, making recruiting calls, business development calls and so much more.  These one-hour power sessions are designed to help your team implement key concepts in an easy and cost effective manner and will keep your staff motivated and on target.  It makes a great once a month program.  There is no specified number of topics that can be covered pick one topic or a dozen it’s entirely up to you.
Click here to talk to Greg about Scheduling