Five Things Top Recruiters Do Differently That Increase Revenues Now

This report reveals five (5) things top revenue producing recruiters do differently to
consistently deliver exceptional value to clients, candidates, and generate additional
income.

1. Participate During Phone / Video Screens

You currently schedule the phone / video screen and hope for the best. You follow-up
with employer and candidate; and ask, “How did it go?”

You have no control over this initial interaction between these two strangers, and your
income depends on it.

Top recruiters handle phone screens very differently. They are active participants
during the phone / video screen.
Before the call, you (the recruiter) are the only person who knows the candidate’s
background, and the employer’s needs.

Before the phone / video screen:

• Coach the candidate how to answer each question you and the employer will
ask.
• Coach candidate how to handle the environment (the surroundings, phone, and
video settings) where they will take the screening call / video.

During the screen you:

• Introduce the candidate and employer to each other
• Ask the candidate to summarize the parts of their background most important to
this employer.
• Stay on the call, listen, and speak only when to facilitate accurate
communications between candidate and employer.
• At end of call, ask employer to highlight why this position and their company
make this a great opportunity.
• Close the call by asking each person if they have additional questions,
summarizing the conversation, and saying you will follow-up with them on next
steps.
Five Things Top Recruiters Do Differently That Increase Revenues Now

2. Interview Prep Candidates Differently

You currently prep your candidates on:
• Interview logistics (date / time / directions, etc.)
• Position and company details
• Interviewers they will meet
• Interview does and don’ts you’ve used for years.

And you’re coaching candidates the night before the interview, when they’re most likely
to NOT assimilate and use your advice.

The interview is also the moment when you typically have the least control and the most
to lose. Your income depends on how well your candidates perform during this weird
business event where both interviewer and interviewee are unskilled to conduct the
interview.

Your greatest financial risk is the employer interviews, when you have the least control
over the event.

The interview is also that moment when your employer relationship is at risk, since the
candidate’s performance directly reflects on you.

Interviewing Fundamentals
Top producing recruiters spend a great deal of time (1 hour+) coaching candidates on
topics that include:
• What questions to ask every interviewer at the start of each meeting
• What questions your candidate will ask at the end of each interview (on video,
phone, or in-person)
• How to facilitate a two-way conversation
• How to overcome real weaknesses in their background
• How to research private and public companies
• What to say when asked about salary
• How to tell structured stories about their experiences
Five Things Top Recruiters Do Differently That Increase Revenues Now

Prep Everyone
Top recruiters also prep every candidate, from administrators to CxOs. Top recruiters
do not assume a candidate has interview skill, because most do not possess interview
skills they do not study and practice (just like any other skill).

3. Checklists
• To recruiters use a coaching session checklist to ensure they (the recruiter)
conduct a thorough and consistent coaching session, every time.
• Recruiters also give every candidate a pre-interview checklist (2+ page pre-
interview checklist from Interview Mastery program illustrated below).
Five Things Top Recruiters Do Differently That Increase Revenues Now

4. Use Videos To Prep Candidates

Top recruiters also leverage the latest video technology to prep candidates anywhere,
any time. This benefits the recruiter in several ways.
• Saves 5-10 hours per week prepping candidates (you get your nights back)
• Delivers unique value to candidates and employers
• Your candidates get offers more often, and accept offers more often
• Increases placement revenue $60K to $100K per recruiter per year

Recruiters are using interview prep videos in two ways:

1. To interview coach their candidates throughout the employer hiring process.
2. To offer a free tool to people they cannot place. Recruiters do this for marketing
and to save themselves a great deal of time.

For those recruiters who coach their

candidate, online video tools are used to
enhance and extend the coaching they give to
candidates. Video based e-learning apps give
your candidates immediate access to interview
advice, on any device, when it’s convenient for
them.

5. Increase Offer Acceptance Rate

Top recruiters also have a few “Tools Of Influence” for advising candidates on job
offers. Job offers are stressful decision-points for you and your candidates. The
candidate’s decision impacts their career and your income; and you want to do the right
thing for candidates and employers.

The following “Closing with Integrity” video

https://www.interviewmastery.com/im4rec_4Tools reveals four (4) tools of influence top
recruiters use to help candidates decide on job offers.
Five Things Top Recruiters Do Differently That Increase Revenues Now

Learning Curves Skills vs. Dollars

Blocks Of Experience Job & Life Values

6. Calculate Your ROI

Any investment you make to increase your recruiting business can be evaluated using a
simple Return On Investment (ROI) (https://www.interviewmastery.com/IM4Rec2_ROI)
calculation. Sometimes these decisions are obvious. But it’s valuable to calculate the
benefits to your business before investing.
• How much money, time and energy are required to implement an improvement?
• Use the link above to watch a video (and download the simple spreadsheet) on
calculating ROI for your recruiting business?
Five Things Top Recruiters Do Differently That Increase Revenues Now

7. About
Interview Mastery is the most widely used interview program in the world, used by
56,000+ people in 75 countries to advance careers, increase income, and enhance the
quality of life.

Our mission is to make the interviewing and hiring process prosperous and joyful for
everyone involved by helping increase recruiter revenue while saving you hundreds of
hours coaching candidates for interviews.

Many top revenue producing recruiters (and recruiting firms) use our programs to
increase sales, save time, and deliver new online services to candidates and
employers.

To learn more go to InterviewMastery.com and e-mail me,

Michael R. Neece, CEO
mneece@InterviewMastery.com