The Easiest Way to Land More Searches...

If you are like most recruiters, there are likely $1,000’s of dollars of easy revenue going out your door each month. Marketing experts tell us that it's 80% easier to get more business from a current (or dormant) client than it is to get new business from a new client. Again, 80% easier.

So, unless you're a glutton for punishment, you need to exploit this opportunity fully. It makes sense to create an exhaustive "warm list" of potential prospects before moving on to cold calls.

Here are some ideas to get you started:

- Make a list of EVERY company that you have a signed agreement with.

- Additionally, who have you done business with in the last five years?

- Have you exhausted each hiring manager with your current clients?

- Any candidates who you used to work with who have since become managers?

- Have you leveraged what you did with one department in order to get business in another?

- Have you leveraged what you did with one location in order to get business in another?

- Any sister companies that you could work with?

Make these people your "VIP" prospects and contact them every 6 weeks...

The Calendar-Driven Relationship

Hey There,

Are you tired of chasing your clients? It's your job as the pro-active force in the recruiting process to set the tone for follow up and communication. Try implementing this pre-close with all of your new clients:

"Can I share with you the way that we have found to be the most effective method for communicating with our clients? We operate on a calendar-driven system during each step of the process. This means that we schedule a 5 minute check-in phone call during each step of the recruiting process. This is so that you don’t end up chasing me and I don’t end up chasing you. Is this workable for you?"

If you use this script with new clients, you'll find that most of them will be receptive to the idea of scheduling your communication. On an active search, you would generally schedule the check-in call for 3-5 days from the time of your current conversation. Even if a client is not open to the idea, by introducing the topic, you now have the ability to come to an agreement on how feedback will occur. If a client is totally opposed to discussing the idea, this would be a red flag that you must consider before proceeding with the search.

Good hunting.

Gary

Getting Past the Gatekeeper

In our mastermind session today we had a discussion about getting past the gatekeeper. Here are some of the ideas I shared:

· 70% is how you sound and 30% is what you say.
· It is important to be polite but directive.
· Sound like an insider, not a salesperson.

Here's a cheat sheet:

1. SOUND LIKE AN INSIDER:
Hi this is _________ _________ calling for Bob.

2. IF QUESTIONED:
The call is regarding a confidential matter that I need to discuss with Bob.

3. IF ASKED WHAT KIND OF COMPANY YOU ARE:
We are a consulting firm called ABC Associates.
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The 20 Minute All-In-One Workout

Lateley I've been using a very fast workout that allows me to do 3 things in 20 minutes:
- 200 pushups
- 20 minutes of cardio (interval)
- Ab contractions

Here's how it works:
I leave my house on foot to warm up for a 20 minute jog. During a 2 minute warm up walk, I practice thirty second ab contractions. To do this I just suck in my stomach and hold it in an isometric contraction for 30 seconds (while walking). I continue to breathe in and out during the ab contraction, each time attempting to suck in my stomach even more. After 2 minutes of walking, I'm warmed up and ready to start.

I hit "start" on my stopwatch and drop to the sidewalk to start a set of pushups. When done, I stand up and take off running. After running for about 2 minutes, I drop to the sidewalk again and do my second set of pushups. I continue to do this while running until I get to 200 pushups and usually end my run right at 20 minutes.

What I love about this workout is that it's fast and very efficient. Also, because the 20 minutes is a mix of cardio and strength training, I get the added benefit of varying my heart rate. You can do the same type of workout using a cardio machine instead of running if you wish. If you're short on time, give this workout a try.

Palm Springs & Joshua Tree

Hey There,

I'm checking in from Palm Springs CA. One of my coaching clients allows me to stay at his condo here a couple of times a year (thanks Will) and I'm soaking up some much needed sunshine and relaxation.

Today I'm heading to Joshua Tree Nat'l park to do some hiking, exploring and rock scrambling. If you ever get out to Palm Springs, be sure to plan an extra day to go to Joshua Tree as the landscape of jumbo rocks and odd shaped Joshua Trees is something not to be missed.

I'm also excited about new changes we've made this week to the seminar of the month club. New members now have access to a bonus seminar on how to recession-proof your business. You can get the details here.

Good hunting.

Gary

3 Ideas for Starting an In-Person Client Meeting

1. Rehearse your presentation:
Rehearse a verbal and mental presentation of your meeting. Get to the point where you have memorized the key points that you want to cover. Nothing will add to your self confidence like preparation and rehearsal. When you're in the parking lot of your client's company, do a final 60 second mental rehearsal of the presentation as well.

2. Set the framework for the meeting:
Say something like this to your client, “I’d like to ask you some specific questions to see if we can be of service, then I can answer any questions you have about us. We’re probably looking at 30-45 minutes, does this work for you”?

3. Use intense listening:
The great thing about client meetings is that what the client really wants is simply to be heard and understood by you. This takes some of the pressure off of you in that you really don't need to do a lot of the talking. But, this means that you must be an intense listener. Follow this simple guideline: they talk 80% of the time. You'll have time to talk about your service and how you can help them, after you've shown the client that you truly understand their needs.

Get a Personal Assistant for $17/ Month

I conducted an experiment recently and wanted to give you some updated info regarding using virtual assistants. Last month, I wanted to check and see how much it would cost to hire people for various tasks in my business via e-lance vs what I was actually paying people at the moment.
Bottom line: I found that I was able to cut my labor costs for certain support tasks by more than 50%. For example, I hired a person to do transcription work for $20/ hour whereas I had been previously paying $75/ hour for the same work. I also found skilled American support staff willing to work on contract for $9/ hour. Amazing.

If you can't afford those rates, how about $17/ month for your own assistant?

Ask Sunday has plans starting at that price and they were voted the #2 website of the year by Time Magazine.

Successful recruiters are focused on $500/ hour activities and pay other people to do their $10/ hour activities. There has never been an easier to time to outsource your time-bandits.

6 Mistakes of Man

More than 2,000 years ago, the Roman orator Cicero wrote the "6 mistakes of man". Every time I read them, I'm amazed by their simple wisdom. Read the list below and see if there are some that apply to you in your work as a recruiter:

1. The delusion that individual advancement is made by crushing others.
2. Insisting that a thing is impossible because we cannot accomplish it.
3. The tendency to worry about things that cannot be changed.
4. Refusing to set aside trivial preferences.
5. Neglecting development and refinement of mind and not acquiring the habit of reading and study.
6. Attempting to compel others to believe and live as we do.

Sharpening Your Tools in a Slow Economy

In my work as a business coach with recruiters, I’ve noticed two trends in terms of their reactions to the current market. The first group is using the grim news to excuse their lack of production and sour mood. They operate in a state of low grade panic and feel disempowered.

The second group, however, avoids television news and turns the market conditions into motivation to improve. I asked Tom, a member of my Mastermind program, how things were going, and the tone of his answer definitely falls into the latter category. Below is Tom's email, and I’ve added italics for emphasis.

Tom’s Email:

“Gary,

Thanks for the note. The short answer is things are tough but I think we can sustain.
With the change in the economic picture, many of my existing clients and a lot in the manufacturing field in general have stopped hiring, laid off or are just in a wait-and-see mode. However, this is not the story everywhere.

I'm almost of a mindset that this could be a blessing in disguise. As I kicked in to survival mode, I found that forcing the issue of tracking numbers, with me and my staff has been a major help. It’s really woken me up to the importance of tracking. My wife has been researching companies on the stock market that have reported new contracts or notable "good news." We have taken this information and turned it into our target companies list for prospecting.

It works and has resulted in new job orders with new companies that we have never spoken with. Most seem motivated and have openings that won't be filled just because some people are getting laid off in other markets. They actually need us and show it.

We have established our goals for each day/week and developed a large board and we all challenge each other daily. It is creating what could be a better-than-ever situation but we are mainly focused on the numbers that get the results we want. Those numbers are job orders, telephone interviews, personal interviews, and resumes submitted.

I used the "resumes submitted" because I found a correlation to the interviews. I also used "telephone interviews" because most of our clients use this as a screening process and there is also a correlation to the number of personal interviews" (sendouts). The activity tracking has been good for morale, too. If we reach our goals, we feel great and we also get the boost in activity that results from our work.

Thanks,

Tom”

2 Powerful Closing Questions

Hey there, happy new year. Here are couple of quick tips for you:

Coach your candidates to ask this question before they leave an interview:
"Let's say you make me an offer and I accept, what can I do when I start here to relieve your immediate workload?"

What employer wouldn't love to hear this from a prospective employee?

Here's a 2nd question candidates should ask, "Do you have any concerns about my ability to perform this job. If you do, I'd like the opportunity to address them now”.

Good hunting.

Gary

Twitters

I must admit, I'm mildly intrigued with Twitter but, I don't think I really get it. It seems a bit like Myspace for meth addicts. But, I'm willing to give it a shot...

Here are my Twitters of the moment:
- Getting ready to spend a week in San Francisco

- Going to an Amanda Palmer concert next week:

- Planning some trips for 2009; possibly Copper Canyon/ Mazatlan in Mexico or Thailand

- Finding a couple of top notch guest speakers for my mastermind program

- Creating a new time management program for recruiters

- Getting ready to go for a jog on a trail

- Looking forward to Monday Night Football and a cigar

My 5 AM Daily Success Ritual

Guard your golden hours:
Some of the best advice I received as a rookie recruiter was that I needed to guard my golden hours. The early morning hours, both before work and during, set the tone for the rest of your day. If you guard this time and create your own success ritual, you’ll have a much better chance of becoming a high performer.

Pour the foundation:
If you want to build a tall skyscraper, you don’t start the foundation at street level. You have to dig deep and pour the foundation well below the surface if you want to build something big. In fact, the taller the building, the deeper the foundation must be. This holds true for people as we

So, if you want to have influence, perform at a high level, build a strong company, become a top producer, you too must have a strong personal foundation. A powerful morning success ritual is an easy way to ensure that you lay the proper foundation to your day-and your life.

My Morning Ritual:

1. The night before:
* Lay out clothes (No brain drain. No excuses not to work out)
* 2 minute breathing exercise- sleep better.

2. Physical workout:
* Up about 5 AM
* 20 minute run or strength training
* 2 minute breathing exercise
* Finish early- nothing can interfere with workout
* Must be fun
* Log on calendar

3. Mental workout:
* I perform my mental workout during my run
* Appreciation: people, health, affluence. Draws more of it to you.
* 2 Minute Mental rehearsal: visualization of goals
* Listen to audio books

4. Relationship/ fun:
* One hour of coffee everyday
* Conversation with my wife
* This is a reward for working out
* After this we’ve already had personal time

5. Arrive at office: Around 7:15 AM

Morning Ritual Idea Bank For You to Choose From:
Cardio or weights
Review goals on flash cards
Mental rehearsal/ visualization
Grape Nuts for breakfast
Read something you really want to read
Spend 20 minutes w/ your spouse/children
One hour for coffee/ paper
Walk three miles each morning
Make your bed before you leave
Spiritual practice for 20 minutes
Write in your journal
Take your vitamins

ACTION STEP: Create your morning ritual
Now comes the most important part where you design your own personal morning ritual.

Fill in the blanks below:
1. The night before:
2. Wake up at: ______ AM.
3. Physical workout:
4. Mental workout:
5. Relationships/ fun:
6. Arrive at office at _____ AM.
7. Strong start: I'll complete _____ calls before 10 AM everyday.

The Power of Questions

Did you know that the quality of the questions that you ask yourself on a consistent basis have a powerful effect on your mood, your self-confidence and therefore your productivity?

Weak questions lead to weak results, and vice versa. One way to quickly change your mood, and your productivity, is to ask yourself smarter questions.

Questions such as these will put you in a weak state:
- Why doesn’t anyone ever return my calls?
- How come I can’t seem to "get" this business?
- Why do I have to make all these calls?
- How come my clients don’t respect my time?

Questions such as these will put you in a stronger state:
- What’s the fastest way to my next sendout?
- What is the closest thing to revenue?
- What system am I missing that could solve this problem?
- What are 3 easy calls I can make right now to get into action?
- What am I proud of right now?
- What do I love about this business?
- What hidden opportunities do I have on my desk right now?

Creating Super-Reserves

What are “super-reserves”?

They are the perception or feeling of having an abundance of resources in all areas of your life such as time, money, clients, energy, health etc.

How full are your reserves at the moment?

Questions to ponder:
1. What would I define as a super-reserve in these areas of my life: money, time, energy and health?
2. What are 3 things I can do in the next 24 hours to make deposits to those reserves?

Examples of Action Steps:
* Open an ING Orange account (ingdirect.com) for short term savings and set up an automatic withdrawal from your business account each month.
* Commit to doing 200 pushups per day and mark each days total on a calendar.
* Decide to be 10 minutes early for all appointments to create a feeling of time-abundance.
* Spend 5 minutes a day focused on appreciation for all that you already have.
* Say "No" to all requests for meetings and social events unless you're truly excited about them.
* Stop saying these two things, "I'm tired" and "I don't feel well"- you'll cure 50% of your ills.

10 Ways to “Wow” your Clients

We are living in the service age. Every buyer wants services to be delivered better, faster and at the lowest possible cost. Our clients are not looking for “adequate” service or even “good” service- they are looking for firms that can *surprise them* with exceptional service.

Clients want to feel as though they are getting an experience from your firm and that you are pro-actively thinking of beneficial things for them that they may not have even known to ask for.

You’ve heard the phrase, “little things mean a lot”, in the service age little things don’t mean a lot- they mean everything. Failure is built by consistently neglecting to do the little things. Success is built the opposite way- by consistently doing the little things correctly. I’d recommend that you come up with a “Wow” system- a number of small steps that you will take to impress your clients. The list below should help you to get started.

1. Conduct a relevant industry survey:
Your clients are interested in numbers, statistics and information. A survey provides value for them by allowing them to hear what is going on in their industry in a relatively unbiased way. It also allows you at least two points of contact with them; an initial call to conduct the survey and a follow up call or email to report on the results. Survey topics could include hiring trends, salary trends, industry hot topics etc.

2.Take extra time to get to know them as a person:
No matter how high tech our communication may become, nothing can take the place of a face to face meeting. How much do you know about your clients? Their background? Family life? Hobbies? If your competitor knows your client on a deeper level than you do, he will have a major advantage over you when it comes time to review their vendor list.

3. Provide a newsletter that's worth reading:
If you produce a newsletter, make sure that is focused on content that is of interest to your client. Avoid the brag, brag and more bragging garbage that many firms produce and provide info that can help your clients solve their problems.

4. Offer to conduct a complimentary salary comparison:
Clients love this! I have several clients who call me annually and give me the names, titles and salaries for everyone in their group and ask me for my thoughts. I spend a short amount of time comparing their numbers to past assignments I’ve worked on, my candidate salaries and their competitor’s job postings. This extra care builds tremendous loyalty.

5. Give a fun or personalized gift during the holidays:
The More personal you can make this the better. I have a coaching client who is a recruiting firm owner who purchased a bunch of "zip zap cars" last Christmas, personalized them with his client’s logos, and then sent them as gifts. Department heads were racing these little cars down the halls and telling their co-workers about the recruiting firm that had sent these fun toys. Not a bad return for a $14 gift.

6. Provide street level information on their competitors and trends:
You know more than you may realize and this information is more valuable than you may think. For instance, do you know which of your client’s competitors are the most attractive to job seekers? Do you know the reasons for this? Which firms are getting ready to reduce their staff? Which are keeping staff happy and through what incentives? Offer to be your clients “eyes and ears” in the marketplace.

7. Follow up magnificently:
Sounds simple but this is usually overlooked. It takes about 7 exposures to a new service before someone will purchase. Set up a follow up system to make it easy for your prospects buy from you when the time is right for them. Follow up calls are more effective than constant cold calls.

8. Provide an automated way to access your resources:
From job order submissions to a searchable candidate database to search status tools and special reports- what extra value can you provide your clients in this area?

9. Provide professional training:
What can you train clients on? Interview techniques? “The top 10 interview questions they must ask”, “The top 10 things they should never do on an interview”, “7 ways to improve team cohesion” etc. They will be inclined to see you as a close advisor if you have provided value-added training for them in the past. This also allows you to display your expertise in a non-sales environment.

10. Send Pizza's for the department on your client's birthday:
Corporations can be stale and de-humanizing- put some life into your client’s day with a couple of pizzas delivered for the department on their birthday. Call the receptionist ahead of time and confidentially find out what your client's favorite toppings are. You'll also make him a hero to his team- everybody loves pizza.

While Camping at the Beach...

Today is my 39th birthday and I'm camping at the beach for the week to chill out and work on some projects. Today several "challenges" came up in terms of client issues and email glitches (2 emails that were supposed to go out to 11,000 people actually only went out to 100). I've been glued to my laptop in a coffee shop "firefighting" for the last 3 hours.

This could really piss me off if I let it but one distinction I've made about mobility is this: If you're going to work from the road, you can't expect life to stop when you travel.

Sometimes people say to me, "You're going on vacation again?" My answer is always the same, "No, I'll just be living at the beach for next 14 days".

I like the idea that I can live in different locations during the year with my home being simply, "base camp". So travel is not merely a "parenthesis" in my real life, but rather a natural extension of how I live.

Do I like firefighting in a coffee shop on my birthday? No, but it's a small price to pay for the freedom to travel and explore.
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The Outsourced Life

There's a trend that's catching steam with small business owners who want more time and freedom and that is to start outsourcing many of the mundane tasks in their lives. Here are some examples of tasks that can be outsourced:

- Scheduling / Appointment Setting
- Restaurant Reservations
- Messenger / Time Services
- Travel / Transportation Bookings
- 3rd Party Customer Service
- Finding Domestic Services (roofer, landscaper, babysitter etc.)
- Scheduling Future Tasks & Reminders
- General Purchases (Online, Phone-in, Flowers, Gifts, etc.)

You've heard the phrase that, "time is money" but it may be more accurate to say that time is life. Your time is priceless because it can never be replaced.

Here are some services you may want to check out if you're interested in exploring this further:
- Ask Sunday
- Get Friday
- Virtual Assistants Assosciation
.

The All Day Workout Experiment

One of the keys to working out consistently is to find something you enjoy doing and to do it at the same time each day. I enjoy body-weight exercises for strength training (for example pull ups and push ups) and a combo of activities for cardio. I always do some form of a workout in the early morning hours.

Lately however, I've been experimenting with working out, on and off throughout the day- mainly because I'm enjoying the things I'm doing.

So I might do 200 pushups before breakfast. Then work for a few hours in the office and at lunch, go for a run or bike ride. When I'm in the office, I may do sets of pushups or isometrics in between phone calls. At the end of the day, depending on my energy level, I might ride my stationary bike after dinner while watching TV.

If you're interested in weight-free strength training, check out the book in the photo as it's a great introduction to this type of workout.

Follow The Blinking Lights...

A consistent theme with nearly all high performers is that they love doing what they do. Meaning that they "follow their bliss" in their work life. Your own internal sense of passion can lead you, like a series of blinking lights, to the people and opportunities that will lead to fulfillment. Consider this quote from Joseph Campbell:

"If you follow your bliss, you put yourself on a track that has been there all the while, waiting for you. When you can see that, you begin to meet people who are in your field of bliss, and they open doors to you. Follow your bliss and the universe will open doors for you where there were only walls."

Here's what Thoreau said about this:

"If one advances confidently in the direction of his dreams, and endeavors to live the life which he has imagined, he will meet with a success unexpected in common hours."

How to apply this idea in your work:

1. Follow your bliss when selecting the clients you'll work with.

2. Follow your bliss when deciding what niche or sub niche to focus on or explore.

3. Follow your bliss when it comes to the parts of the recruiting process you'll perform vs. the parts you'll outsource to others.

4. Follow your bliss when it comes to the new projects, strategic alliances or business relationships to pursue.

5. Follow your bliss when deciding what financial terms you'll accept from clients.

Remember, "If you love what you do, you'll never have to work another day in your life."

The Rubicon Trail- Lake Tahoe, CA

While offroading in Lake Tahoe, my buddy Fernando and I "accidentally" found ourselves on one of the most notorious trails in the country- the Rubicon. We had surveyed the trail earlier in the day and had quickly decided against it. This was partly because the warning list was so long and predicted dents in your vehicle among other hazards. My FJ Cruiser ("Mr Echo") is actually my normal mode of transportation- not something I haul out on the weekends- and I decided against mangling it on the trail.

Then, as often happens when driving offroad, we ended up accidentally joining the Rubicon from a different route later in the day and at that point, decided to proceed. It's that feeling in your gut that's a mixture of mild fear and eager anticipation for what's around the next bend in the road that makes this so enticing. We actually came out without any serious damage (though I bottomed out twice) and were able to see some magnificent backcountry, lakes and mountain vistas. This was definitely the highlight of my Tahoe trip.

Bogart McBags- Zen Master

My Pug, Bogart McBags, has taught me many things in her 12 years on this planet (yes, "Bogart" is a girl). One of the most valuable lessons has been the value of true relaxation. Bogart sleeps or stares listlessly (like in this photo) about 20 hours a day. She has no worries. No fear of the future nor guilt from the past. She is a true Zen master.

Sadly, I'll never be able to match her profound sloth or spiritual calm but I have learned a very effective breathing technique that I practice 3 or 4 times a day. It takes about 90 seconds and produces immediate results. Here it is:

The Relaxing Breath:
Inhale through your nose quietly and exhale through your mouth noisily, exhaling around your tongue (it helps if you purse your lips). The sound you make when you exhale is a kind of “whoosh”. Try that a few times so that you get comfortable with exhaling through your mouth and around your tongue.

Begin the relaxing breath by exhaling through your mouth completely. Then inhale quietly through your nose to a count of four: hold your breath for a count of seven; and exhale through your mouth for a count of eight. Repeat that for a total of four breath cycles. What is important here is the ratio of four, seven, and eight for inhalation, hold, and exhalation, respectively. The amount of time you spend doing the four breath cycles is not as important as that ratio.

Your exhalation must last for a count of eight, so resist the temptation to blow it all out in the first two seconds. Let out a slow, measured breath; then repeat the cycle again. At the end of the four breath cycles, just breath normally without trying to influence the breath, and notice how you feel.

To reap the long-term benefits of the relaxing breath, do a minimum of four breath cycles twice a day, after a month, you can increase the number of cycles to eight, at least twice a day- but never do more than eight breath cycles. This is a very powerful technique, and it has profound effects on physiology.

After you have worked with this exercise for some time, you can begin to use it in a variety of ways. If something upsets you, for example – somebody speaks to you harshly or cuts you off in traffic – before you react, do the Relaxing Breath. It is also the most effective anti-anxiety technique I know.

The Freedom Formula

There's a brand new book out called, "The Freedom Formula" that I've heard very good things about. The subtitle reads, "Put Soul in your business...and money in your bank". Micheal Gerber of the E-myth gave it a glowing review so I'm interested in finding out what it's all about. I just ordered a copy for myself. If you've read it and have any thoughts, pro or con, send me an email and let me know what you think.

A Rare Giant in the Grand Canyon

The California Condor is the largest -and rarest- bird in North America. In 1987 there were just 22 of these giants left in the wild. Their wingspan averages over 9 feet in length and their habitat is just a tiny area of Arizona and California. Ari and I were stunned to see FOUR of these birds flying over the Grand Canyon last week. The see one would be amazing but 4 was just mind blowing.
To give you on idea of the scale, you can see a raven flying above and to the right of the Condor in the photo below (it looks like a small black spec).
This one was just below us on a ledge- those wings are massive.

Last leg: Flagstaff, Arizona

Flagstaff is one of my favorite cities in the Southwest as it's got everything I'm looking for all in 1 place: incredible natural beauty, happy locals, a vibey downtown with good pubs and restaurants, endless hiking and mountain biking and day trips to places like the Grand Canyon. This is a perfect place to end our trip. We'll be here through Sunday and then it's back to California.

A Ghost Town in the Sky

These photos were taken in Jerome, Arizona, a small town perched precariously on a steep mountain side at 5,000 feet. The town once had 15,000 residents during a copper boom in the late 1800's. It now has just 400 residents- made up of ex-cowboys, artists, granolas, and other characters who've been drawn there by the strangeness of the town. Most of the shops and restaurants have "laxed" hours- meaning they're open when they they're in the mood. There is a "haunted hamburger" restaurant that claims to have several regular customers who've been dead for 100 years.

Exploring Red Rock Country

Someone once famously said, "God created the grand canyon but he lives in Sedona". Chances are that "someone" was a Sedona real estate agent but, nonetheless, I agree with the general idea. This place is unbelievably beautiful and pristine and there are endless trails, dirt roads, and silent open spaces to explore.

Yesterday I drove out on Forest Service dirt roads about 15 miles from the pavement through amazing open vistas of red rock and sand. I then parked on a turnout that looked like a good place to smoke a cigar, unloaded my mountain bike and took off for a 2 hour ride.

I literally didn't see a single car or human all day. Amazing. I rode back, pulled put a chair and did smoke that cigar. The smoke could have been better but the view, the silence, and the blinding white light of the sun on the endless blue horizon were perfect.

Leaving Laughlin, NV- Aquarius Casino

I'm glad to be leaving the Aquarius Casino today. Seems like we pass by Laughlin way too often. I'm not much of a gambler but I do enjoy the desert landscape, the large pool and the tennis counts. That's about it for this place.

We had a slight change in our route due to some family issues but now we're back on track and heading to Sedona, AZ. We'll be staying at Lolomai Springs Resort for about 2 weeks. Mostly to relax, hike, mountain bike and slow down for awhile.

Santa Fe, NM

Santa Fe is definitely one of my top two favorite U.S. cities. This is one of the only places I give serious thought to moving to as I'm typically very content in Northern California. It's a 400 year old city that has been the capital of 4 sovereign nations (Spain, Mexico, the Confederates and the U.S.) and is a rich mix of native, Mexican, and southern cultures. I love this place.

Watch the 'tude

Have you ever heard of the book, "You Can't Afford The Luxury Of A Negative Thought"?

That title sounds like it was written especially for recruiters. In my work with Owners & Recruiters I find that they are often feeling guilty and stressed about how much they are NOT doing on a daily basis. These feelings tend to have a paralyzing effect on them and eventually they end up procrastinating or avoiding important tasks altogether.

So, if you're getting stressed or are banging your head against the wall regarding a deal...take a deep breath and just chill for 20 minutes.

Get in your car and go for a drive in nature or take a speed walk around the block to clear your thoughts. Do something - quickly- to interrupt the negative spiraling before it builds momentum. I have a cardio machine in my office and when I get bent out of shape I do 5 minutes on the machine and it helps to reset my clock. Or drop to the floor and do 2 sets of pushups.

Also, take some pressure off of yourself. Realize that you don't have to always do "your best". If you did your best every day that would mean that you were making more calls today than ever before- and you would have to make even more tomorrow.

You don't have to make your "best" marketing call ever - just make the damn call. Better to keep an even keel and do consistently good work than to get stressed out and hung up on always doing "your best".

It's not always easy to stay motivated so give yourself tangible rewards to keep energized. If you generally go to Starbucks right before work, change this around and say that you can go to Starbucks after you complete your 20th phone call of the morning. Set a sendout goal for the week and if you hit it by Friday at noon, take a half of a day off and go to the beach.

Good Hunting.

Gary

Working on the road

So far working from the road has been pretty seamless. Having a smart person in the office while you're away can make all the difference. In my case, Shelley has fielded most items herself and the ones that she can't take care of, she outlines for me in a voice message at the end of each day. I can then use Jott or voicemail to respond back to her and she takes care of it from there. This system works well if you're in an area with no web access and can't check email yourself.

A Native City in the Sky

On Saturday Ariana and I and a couple of friends from California headed to the pueblo of Acoma (AH-koo-ma), New Mexico built on a massive sandstone mesa 367-feet above the valley floor.

Legend describes Acoma as a "place that always was" but native verbal history says it was first inhabited about 700 A.D. Archaeologists agree that it has definetly been continuously occupied from at least 1150 A.D. to the present. This makes it the oldest continuously inhabited city in America.

Visitors to "The Sky City", as it's called, can still see how the Acoma people lived centuries ago because more than a dozen of the original families still live in a traditional way atop the mesa year-round. They have no electricity or running water. We received a tour of the city and witnessed a traditional dance. It was an amazing day.

Anasazi Ruins at Chaco Canyon

These photos were taken at Chaco Canyon, New Mexico. It's in a very remote area, 60 miles from the nearest town and only accessible via a long dirt road. These are some of the most impressive Anasazi Ruins in the country. This city once was home to 5,000 people and was mysteriously abandoned around 1250 AD. The word "Anasazi" is a Navajo word meaning "ancient ones" as the Navajo came across their ruined cities a couple hundred years after they were abandoned.

Rock Art- a monster bird?

While in the Painted Desert of Arizona we explored a couple of Rock art sites of the Sinagua people. They lived in this area about 1,000 years ago. The one below with the giant bird and the man in his mouth is a bit of a mystery.

A New Trail...

I love exploring a new trail or road (preferably dirt) for the first time. This picture was taken this week in Sedona, AZ.

(that's me in the background trying to read the trail map before heading out for a ride).

We leave tomorrow for Gallup, NM and will explore the Petrified Forrest on the way there. In Gallup, we're going to visit the Anasazi ruins and petroglyths at Chaco Canyon and the Zuni indian pueblo and reservation.

Red rock, Red rock!

We're here in Sedona, AZ, land of magic crystals, fairy dust, "energy vortexes" and spectacular red rock. We're heading out on a Mtn Bike ride in an hour- it will be Ariana's first. Hopefully we won't be spilling our red on the rocks.

Route 66 in Arizona

We stopped here along route 66 in Seligman, AZ for one of their famous chocolate malts. This place was filled with strange and wonderful stuff. The outdoor bathroom/ outhouse had a phone (that didn't work), a TV (that was really a radio), and a surveillance camera (?) The malt was well worth the stop.

On the road- for 6 weeks

Ariana and I are on the road! It's been a LOT of prep to get out here and I'm excited to finally be on the highway. We'll be touring Arizona, New Mexico and Colorado. Below you can see a picture of our trailer, "Lolita". We'll be staying in her part of the time and in cabins the rest of the time. I'll be working part time from the road so this will be a bit of an experiment in mobility. I'll let you know how it's going.

Cool Tool: Jott

If you’re like me, you have LOTS of ideas for your business and personal life. Some are great, some are duds, but you have a lot of them. I often have them while jogging or in the middle of the night. I used to end up with tons of sticky notes that would pile up and then eventually, I’d start to dread going through them.

Not anymore, now that I’ve started using jott.com. I could explain how it works but suffice to say, jott solved the sticky note issue and gave me a much better way to organize my thoughts AND to communicate with my employees. Check it out and see what you think.

9 Time Management Strategies of a $1 Million Producer

I recently led a Tele-Seminar entitled, “How to Produce Big Results in a 4 ½ day Work week” and as part of the format, I conducted an interview with a friend of mine who had billed $1 million as a solo recruiter. During the session, he allowed me to grill him about specifics on how he used his time and controlled his focus in order to produce such big numbers. Incidentally, he billed this amount at a time when his average placement fee was just $7,000. Here are some highlights from our dialogue:

1. You must have a burning desire:
If you want to be a big biller you must have a burning desire to do what it takes to get there. If you’re lukewarm about your goals you can forget hitting those big numbers. This level of success starts with a passion for what you’re doing.

2. You need to be clear on the “why” or benefit of being a big biller:
If you become a big biller but lose your marriage and health in the process then you’ve gained nothing but a shallow ego trip. Here are some examples of a clear “why”:
* I want to pay off my house in the next 3 years so I can have more freedom
* I want to take 4 weeks a year to travel around the world
* I want to sponsor 20 hungry children per month

3. Visualize yourself as already there:
My friend spent some time everyday reviewing his goals- both personal and professional. Here’s a personal example of how to do this; my wife and I recently set a goal to pay off our house in a short amount of time. In order to make it fun, I set up a specific reward which is that we’ll spend 2 weeks at the Blue Parrot Inn in Playa Del Carmen Mexico staying in the penthouse suite with a rooftop balcony. I printed off a photo of this exact balcony from the internet and put it in a gold frame in our bathroom. Everyday that I see this photo I picture myself sitting on the balcony with an expensive maduro cigar in one hand and a dark beer in the other, feeling totally affluent and pleased that the house is now paid off. In my mind, I’m already there, it’s already happening.

4. Be “ruthless” about who you will work with :
Every big biller that I know has clear guidelines regarding who they will and will not work with. They are able to communicate this with both clients and candidates and are often very direct in regards to expectations and requirements. Bottom line; you must respect your time and only work with people who do the same in order to hit high numbers.

5. Singletask- work in blocks:
You’ve heard this before I’m sure but this is another common denominator in top producers. My friend said that he did not answer his phone- at all- during outgoing calling blocks. You must be able to separate execution from reacting if you want to excel.

6. Plan meticulously:
Again, you’ve heard it before but it’s a must. My friend used legal pads, index cards and a simple ACT database the year he billed $1 million- but he planned each and every call in advance.

7. Track your numbers like a mathematician:
Boring? Maybe, but it’s another hallmark of high production. For help with this, check out this product.

8. Create systems for everything:
My rule is if you have to do something 3 or more times in a month, you should have it documented. Don’t repeat things from scratch that you could have systematized.

9. Neglect the administrivia:
Learn to say “no”, delegate and automate. From a certain point of view, there are really only 2 categories in your work: revenue generating activities- and everything else. You’ve probably heard of the 80/20 rule which says that 80% of a typical salespersons success comes from 20% of his or her activities. One of the characteristics that big billers have in common is that they consistently focus on the 20%- and virtually nothing else.

More often than not when we are trying to decide what to focus on during the day we are actually choosing between a wide variety of tasks that could all be classified as a “good” use of our time. Big billers have a finely tuned ability to gravitate toward the best activities while allowing many good, but less important, activities to go undone.

Summary:
Well, there you have it. I assume this is a lot of information that you’ve heard before- and that’s the deceptive part. Because you’ve heard it before, it sounds trivial. We all want a new tactic that can change everything for the better. However, it’s the execution of these basic skills that separates mediocre production from exceptional production.

For example, if you’re overweight and you ask my advice on how to lose weight, I’d say, “put less food in your mouth and run for 60 minutes a day”. It may sound simple, but if you really did it everyday, you’d lose the weight. Same thing goes in terms of increasing your skill and production as a recruiter. It really is all about mastery of some basic things that you’re already doing.

Making placements from the beach?

Can you make placements from anywhere? My answer is yes, you definitely can. One of the benefits of working as a business coach is that I hear success stories from lots of different people. I've heard of people making placements from a beach in Figi, a tour in Italy, Ski lifts in Colorado etc.

I know of an "RV recruiter" who runs his firm on the road and a "Kick boxing recruiter", an Irishman (and Recruiting Lab Mastermind member) who recruits from Thailand and kickboxes during his lunch breaks. I'll write more ideas on how to make this happen in your office in future posts.