Welcome back to Recruiting Conversations! I’m Richard Milligan, and today we’re diving into three crucial questions every recruiting leader must ask to truly motivate recruits. These questions will help you connect with recruits on a deeper level and tap into their real motivations for making a change.

Episode Breakdown

00:00 - 01:00 - Richard introduces the topic, sharing a common struggle among recruiting leaders: motivating recruits to take the next step. He highlights the importance of understanding what really drives people to make a career change.

01:01 - 02:30 - Richard explains the mistake many leaders make: trying to recruit based solely on a company’s value proposition, which falls short because most people are satisfied where they are.

02:31 - 04:00 - The discussion shifts to the real barriers to change, like switching insurance, learning new systems, and adjusting to a new environment. Richard stresses that offering a slightly better opportunity isn’t enough to motivate most people.

04:01 - 05:00 - Richard introduces the concept of understanding a recruit’s "why"—their deeper motivation beyond compensation. This is where real recruiting happens.

05:01 - 06:30 - The first essential question: What do you want? Richard explains how asking this opens a conversation about both professional and personal goals.

06:31 - 08:00 - The second key question: Why is that important to you? Understanding why someone’s goals matter helps you connect on a more meaningful level and gain insight into their true motivations.

08:01 - 09:00 - The third critical question: Are you saying...? Richard emphasizes the importance of clarifying what recruits are saying to ensure you're truly understanding their goals and desires.

09:01 - 10:30 - Richard compares recruiting to mediation, where both parties have different needs and the goal is to find common ground. As a leader, your job is to demonstrate that you can help recruits achieve their personal and professional goals.

10:31 - 12:30 - Richard shares a story of a leader who kept a recruit’s dream front and center by creating a dream board and offering tangible reminders of their goal, reinforcing their commitment to that person’s success.

12:31 - 13:30 - Recruiting isn’t just about getting people onto your team. Leaders must follow through on their commitment to helping recruits achieve their goals, even after they’ve joined.

13:31 - 14:30 - Richard concludes with a call to lead from a place of authenticity and focus on what the recruit wants, rather than what the leader wants.

Key Takeaways

1. Ask What They Want: Focus on a recruit’s professional and personal goals, not just their job role.
2. Understand Why It Matters: Dig deeper by asking why those goals are important, and connect with their true motivation.
3. Clarify with 'Are You Saying?': Reconfirm what the recruit is telling you to ensure full understanding and alignment.

Recruiting becomes easier when you truly understand what drives people. By asking these three questions, you position yourself as a leader who cares about your recruits’ success, making it easier to attract and retain top talent.

• Subscribe to my weekly email at 4crecruiting.com.
• Need help crafting your recruiting system? Book a session with me at bookrichardnow.com.

#MotivatingRecruits #RecruitingQuestions #UnderstandingMotivation #RichardMilligan #RecruitingLeadership

Welcome back to Recruiting Conversations! I'm Richard Milligan, and today we're discussing a critical mindset shift for recruiting leaders: understanding why we recruit. This episode stems from a recent Q&A session where many leaders expressed a negative view of recruiting. Let’s break those misconceptions and discover how reframing your mindset can change your commitment to recruiting.

Episode Breakdown

00:00 - 01:29 - Richard opens with an important question: why do we recruit? He shares insights from a recent event with recruiting leaders where many had negative perceptions about recruiting.

01:30 - 03:29 - Exploring the common negative associations with recruiting—many leaders see it as inauthentic or deceptive, often based on their own bad experiences with recruiters.

03:30 - 05:29 - Richard challenges the audience to shift their perspective. Recruiting is about relationship building, not tricking people. He shares personal stories of how recruiting has positively impacted both his life and the lives of others.

05:30 - 07:29 - Recruiting leaders have a major impact, with 80-90% of recruits joining teams through them, not through recruiting departments. Richard explains how a recruiting leader can make a difference without formal recruiting support.

07:30 - 09:00 - Richard shares a powerful story about how a small gesture he made to a former team member had a lasting impact on that person's career, showing the "butterfly effect" of recruiting.

09:01 - 10:00 - Final challenge: Richard encourages listeners to create a document titled "Why I Recruit" and use it as a source of inspiration whenever they face recruiting challenges.

Key Takeaways

1. Reframe Recruiting: Recruiting is about building relationships and positively impacting lives, not about deception or manipulation.
2. Leaders Have Major Influence: Recruiting leaders play a crucial role in attracting talent, and even small gestures can have lasting impacts.
3. Create Your 'Why': Developing a personal "Why I Recruit" document will help remind you of the positive reasons behind your recruiting efforts and keep you motivated.

To stay committed to recruiting, it’s essential to understand why you’re doing it. When you focus on the impact you’re making, it’s easier to push through the challenges. Take time to create your "Why I Recruit" list and revisit it regularly to stay inspired.

• Subscribe to my weekly email at 4crecruiting.com.
• Need help developing your unique recruiting system? Book a session with me at bookrichardnow.com.

#WhyIRecruit #RecruitingLeadership #RelationshipBuilding #RichardMilligan #RecruitingImpact

Welcome to another episode of Recruiting Conversations! I’m Richard Milligan, and today we’ll explore why your personal brand is crucial in the digital age of recruiting. We’ll dive into how a strong digital presence impacts every stage of the recruiting process, from attracting talent to retaining employees long-term.

Episode Breakdown

00:00 - 00:30 - Richard introduces the episode by emphasizing the role of digital platforms in modern recruiting success.

00:31 - 01:30 - He shares a story about a recruiting leader who brought on 45 experienced salespeople in 30 days, underscoring the importance of personal branding for success.

01:31 - 02:30 - Richard discusses the common misconception that personal branding is only useful when things aren’t going well. He explains why it's critical at all times.

02:31 - 03:30 - Personal branding isn’t just about attracting talent. Richard explains how it fills gaps when you’re not in day-to-day communication with recruits, particularly during critical transition periods.

03:31 - 04:30 - Richard shares data: 25-30% of people who accept job offers don’t show up for their first day due to counteroffers and other last-minute factors. A strong personal brand can help mitigate this.

04:31 - 05:30 - The Four C’s of personal branding: Connection, Content, Communication, and Conversion, and how they are the foundation for a successful digital presence.

05:31 - 06:30 - Richard shares an effective tactic: adding a "PS" line with a LinkedIn link in text reminders for meetings. This boosts show rates by 18% when recruits see the leader’s active and engaging LinkedIn profile.

06:31 - 07:30 - The importance of representing yourself as an attractive leader online, ensuring that your LinkedIn profile and social media presence align with the expectations of top recruits.

07:31 - 08:30 - Why your personal brand impacts whether recruits show up on day one and how it also plays a significant role in retention once they join your team.

08:31 - 09:30 - Richard shares a statistic that 29% of new hires leave within the first 90 days. A strong digital presence helps you stay connected, visible, and relevant, reducing attrition.

09:31 - 10:00 - Conclusion: A strong personal brand isn't just a bonus—it’s a critical component of modern recruiting. Stay visible, stay relevant, and use digital platforms to your advantage.

Key Takeaways

1. Personal Brand Matters: Your digital presence fills the gaps when you’re not in direct communication with recruits, influencing whether they show up, accept offers, and stay long-term.

2. Boost Meeting Show Rates: Including a "PS" with a LinkedIn link in meeting reminders can significantly improve attendance.

3. Retention is Digital Too: A strong personal brand keeps you relevant and helps retain employees, even after they’ve joined your team.

Your personal brand is a critical tool in today’s recruiting landscape. By focusing on digital platforms and maintaining a visible, attractive presence, you can improve your recruiting results and retention rates.

Want more Recruiting Tips?

• Subscribe to my weekly email at 4crecruiting.com.

• Need help building your personal brand or recruiting system? Book a session with me at bookrichardnow.com.

#DigitalRecruiting #PersonalBranding #Retention #RecruitingLeadership #RichardMilligan