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.

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• 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.

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

#DigitalRecruiting #PersonalBranding #Retention #RecruitingLeadership #RichardMilligan

Today we’re talking about a common mistake many recruiting leaders make: operating in a silo. In this episode, I’ll explain why working alone in your recruiting process is limiting your success and how you can boost your results by involving others.

Episode Breakdown

00:00 - 02:29 - Introduction to the concept of silo recruiting and why it's a broken model. Richard shares insights from recent coaching sessions where leaders are operating in isolation.

02:30 - 05:59 - Why recruiting in a silo often fails: lack of involvement from others limits the potential for meaningful connections and high-level recruiting success.

06:00 - 08:29 - The power of getting more people involved in the recruitment process, increasing the likelihood of success from single digits to as high as 70%.

08:30 - 11:29 - A deeper dive into Maslow’s theory of human motivation and how getting more people involved taps into higher levels of belonging, affirmation, and meaning.

11:30 - 14:59 - Why you should target the 80% of satisfied individuals, rather than focusing solely on unhappy people. How to leverage your team to appeal to those who are open to better opportunities.

15:00 - 18:29 - The importance of time management and the need for recruiting to be a consistent part of a leader's responsibilities. Richard emphasizes the role of the sales leader as the "product" in recruiting.

18:30 - 21:29 - The value of identifying 7 key individuals who can contribute to your recruiting process and the importance of sharing their stories and values with recruits.

21:30 - 23:59 - Using virtual environments to expedite the recruitment process and get multiple people involved in a shorter time frame, thereby accelerating the timeline for success.

Key Takeaways

1. Involve More People: Don’t go it alone. Getting others involved increases the chances of success, with the ideal number being 7 people.
2. Tap Into Higher Motivation: Appeal to human needs like belonging, affirmation, and meaning by involving your team in the process.
3. Recruit Consistently: Recruiting is not a task to be sidelined. It’s a glass ball—treat it as a priority and keep it part of your daily rhythm.

Stop operating in a silo! Involve more people in your recruitment process and you’ll see a dramatic increase in your results. Recruiting should be a consistent focus for any leader, and by utilizing your team effectively, you’ll accelerate success.

Subscribe to my weekly email at 4crecruiting.com.

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

#DontOperateInASilo #RecruitingLeadership #TeamInvolvement #RichardMilligan #RecruitingProcess

Welcome back to another episode of Recruiting Conversations! I'm Richard Milligan, and today I’m incredibly excited to share some valuable insights on having a growth mindset. After spending time with a top recruiting leader, I’m eager to pass along what I’ve learned and how it can help you elevate your game.

Episode Breakdown

00:00 - 02:29 - Introduction to the episode’s topic and the importance of finding passion in your work.

02:30 - 05:29 - Richard discusses the framework for an ideal life: doing what you love, with who you love, while making a greater difference, and receiving fair compensation.

05:30 - 08:29 - Richard shares a conversation with a top recruiting leader, highlighting three key insights: accountability, camaraderie, and the importance of revisiting and relearning ideas.

08:30 - 11:29 - The value of continuous learning and growth, emphasizing that repetition is the mother of all learning and how regurgitated ideas can become more relevant in new seasons.

11:30 - 14:29 - Richard’s personal commitment to never becoming static and always seeking improvement, including investing in coaches and learning new skills.

14:30 - 16:59 - The concept of being one degree away from success and the importance of identifying areas for growth to ensure continuous improvement.

17:00 - 18:30 - Final thoughts on how to apply these growth mindset principles to your life and career, with actionable advice on how to get started.

Key Takeaways

1. Accountability: Top leaders actively seek accountability to stay on track and achieve their goals.
2. Continuous Learning: Revisiting and relearning ideas can offer new insights as you progress through different seasons of life and work.
3. Growth Mindset: Always strive to improve, recognizing that small adjustments can lead to significant results.

To become the best version of yourself, embrace a growth mindset and never stop learning. Whether it’s through coaching, revisiting old ideas, or seeking new ones, your continuous growth will have a profound impact on your success and the people around you.

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

#GrowthMindset #ContinuousLearning #Accountability #RecruitingLeadership #RichardMilligan

Today we’re diving into one of the most critical principles for recruiting leaders: becoming a surrogate leader. This concept is all about positioning yourself as the leader that others will want to follow, even if they're not on your team yet. Trust me, mastering this will transform your recruiting efforts.

Episode Breakdown

00:00 - 01:29 - Introduction to the concept of surrogate leadership and why it’s crucial in today’s leadership landscape.

01:30 - 04:29 - Richard defines what a surrogate leader is: a leader who steps in where current leadership is lacking, providing value and guidance.

04:30 - 07:29 - The epidemic of poor leadership in various industries and how good salespeople are often promoted without proper leadership training.

07:30 - 09:59 - Richard shares his own journey of becoming a leader and the mistakes he made early on, emphasizing the importance of continuous growth and development.

10:00 - 13:29 - Practical steps to position yourself as a surrogate leader, including how to approach cold recruits and why offering value from the start is key.

13:30 - 16:59 - The power of small gestures, like sending a favorite book to a potential recruit, and how these actions can start building a relationship.

17:00 - 19:59 - Why leading with your personal leadership value proposition is more effective than relying solely on your company’s value proposition.

20:00 - 21:00 - Richard encourages listeners to continuously develop their leadership skills by consuming quality content, such as books and podcasts.

Key Takeaways

1. Surrogate Leadership: Become the leader that others would choose over their current one by providing consistent value and guidance.
2. Continuous Development: Invest in your personal growth to become the kind of leader others want to follow.
3. Build Relationships: Small, consistent actions, like sharing resources and offering support, position you as a trusted leader in the eyes of potential recruits.

Becoming a surrogate leader is about filling the gaps in leadership that others experience. By focusing on your own development and consistently offering value, you’ll naturally attract top talent to your team. Embrace this mindset, and watch your recruiting efforts soar.

Want more Recruiting Conversations?

• Subscribe to my weekly email at 4crecruiting.com.
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#SurrogateLeadership #LeadershipDevelopment #RecruitingTips #RichardMilligan #RecruitingLeadership

Welcome back to Recruiting Conversations! I’m Richard Milligan, and today we’re exploring the art of storytelling in recruiting. If you’ve ever wondered how to inspire change and motivate recruits, this episode is for you. We’ll dive into how to craft stories that resonate and drive action.

Episode Breakdown

00:00 - 01:29 - Introduction to the power of storytelling in recruiting and why it’s crucial for motivating change.

01:30 - 04:29 - Richard discusses the importance of using stories to clarify abstract concepts like culture, innovation, and values.

04:30 - 06:29 - The role of storytelling in making leaders memorable and relevant, ensuring they remain top of mind for recruits.

06:30 - 09:00 - Introduction to the framework of a compelling story: Beginning, Conflict/Struggle, and Overcome.

09:01 - 11:30 - Richard shares a personal story that exemplifies his core value of personal growth, illustrating the storytelling framework.

11:31 - 14:29 - The significance of aligning your stories with your core values, why, and vision, and how this builds trust with recruits.

14:30 - 16:00 - Understanding the power of being an “epiphany bridge builder” through storytelling, creating aha moments that motivate change.

Key Takeaways

1. Storytelling Framework: Every impactful story has a beginning, conflict/struggle, and an overcome moment.
2. Clarity and Certainty: Recruits move towards leaders who can clearly communicate their values and vision through memorable stories.
3. Epiphany Bridge Building: Your stories should build bridges that lead recruits to moments of realization and motivation for change.

To be a successful recruiting leader, embrace your role as a professional storyteller. Craft stories that align with your values and vision, and use them strategically in your recruiting process. This approach will set you apart and make your leadership irresistible to top talent.

Want more Recruiting Conversations?

• Sign up for my weekly email at 4crecruiting.com
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#StorytellingInRecruiting #EpiphanyBridge #MotivateChange #RecruitingLeadership #RichardMilligan

Hey Recruiting Leaders, it's Richard Milligan here, back with another episode of Recruiting Conversations. Today, we're tackling a frustrating issue that many recruiters face: ghosting. If you’re tired of no-shows from top recruits, I’ve got a simple yet effective system that will dramatically reduce those numbers.

Episode Breakdown

00:00 - 01:29 - Introduction to the problem of ghosting and why it's critical to minimize no-shows in recruiting.

01:30 - 04:29 - Richard shares a simple three-step process that can reduce no-show rates from 50% down to single digits.

04:30 - 06:29 - The importance of sending immediate follow-up texts after a meeting is scheduled, including a PS line linking to the leader's LinkedIn profile.

06:30 - 09:00 - How a well-timed text one day before the meeting can give recruits a chance to reschedule without creating tension.

09:01 - 12:29 - The power of a five-minute reminder text on the day of the meeting, and how to handle no-shows gracefully.

12:30 - 14:29 - The significance of a leader's social presence in recruiting and how it influences every step of the process, from the first meeting to the final offer.

14:30 - 16:00 - Richard emphasizes the importance of implementing systems to consistently improve recruiting outcomes.

Key Takeaways

1. Three-Step System: Implement a simple three-step text reminder system to reduce ghosting significantly.
2. Personal Branding: A leader’s social presence is crucial and impacts whether recruits show up, accept offers, and start working.
3. Systems Over Goals: Success in recruiting is tied to the systems you implement, not just the goals you set.

Don’t let ghosting derail your recruiting efforts. Implement this system and watch your no-show rates drop dramatically. Remember, hard work is essential, but systems are the key to consistent success.

Want More Recruiting Tips?

• Sign up for my weekly email at 4crecruiting.com.
• Need help building your recruiting system? Book a session with me at bookrichardnow.com.

#MinimizeGhosting #RecruitingTips #SystematicSuccess #RichardMilligan #RecruitingLeaders