The Heart & Soul of Everything We Do

1st the advertisement: The 2009 NAPS Annual Conference will be Sept. 30 to Oct. 3 in Las Vegas at the Red Rock Casino Resort. My session is “Power Marketing for Today’s Economy.” As the market rebounds, NAPS will be the best venue to learn the latest techniques and network with industry leaders. To view the program and to register, visit: http://www.RecruitingLife.com.

Training is one of my passions. I believe learning and development is the heart and soul of everything we do as search consultants. Success in recruiting takes tremendous energy, focus, drive and determination. It also takes know-how. We must use proven techniques and also adapt to ever-changing market conditions.

Think of the range of skills required to be successful in recruiting: Researching, sourcing/phone skills, selling, marketing, interviewing, reading people and situations, negotiating and closing skills. And now social media: Twitter, LinkedIn, Facebook and more.

This is why our profession captivates me: It’s challenging and the rewards – personal and financial – are unlimited.

My passion for learning and teaching comes from my upbringing. In school I was driven to achieve straight A’s. I also played team sports and took art classes. I always liked psychology and solving problems creatively.

I grew up with training and recruiting in my blood. My mom was an ex-school teacher turned recruiter turned staffing firm owner. She was an entrepreneur with vision who valued training. She’s very intuitive with a “life-of-the-party” personality. People called her the “Seminar Queen” because she attended many industry events. She bought all the training material at conferences.

My mom was a single parent who started in the staffing business at around age 40 with three kids and barely able to make the mortgage payments. Even in the toughest times, she had a positive “can-do” attitude. Around the dinner table we talked about placements and deal-making.

My mom encouraged risk-taking. There is no failure, she would say, just learning what does and does not work.

In college I travelled Europe and earned a Masters degree in International Economics & Finance. After graduating, I went to live in New York City and work in banking then advertising. I left the corporate world after six years and started my own venture. When it crashed and burned, I joined my mom’s staffing firm and we built it up. When my mom retired in the late 90’s, she cashed in big time. I started my own search and recruiting firm in 1998.

Each trainer has a story about how they became one. Here’s mine: I joined my state’s staffing association and was asked to be on the Board. I volunteered to be the Education Chair and twice taught a six week course for beginning recruiters: “The 40 Steps to Placement.” From there, I was an Event Chair and then a Conference Chair, talking with trainers from around the country. For an event, we needed an extra speaker and I raised my hand. At my 2½ hour session, I did live Internet sourcing and phone calling, both marketing and recruiting. A person who attended was the sister of well-known industry trainer. She had national contacts and wrote me a great testimonial.

Before I knew it, I was training at my first NAPS Conference. That was 2003. From there, I was asked to train in-house and at other industry events and conferences around the country. Since, I’ve designed “The Art of Search” training programs and have produced private venue events, international tele-seminars and three CD training sets: 1) Future Big Billers, 2) Take It to the Next Level, 3) Up & Over $300K. I also started this blog: “Recruiting in New World.”

Many who inquire about my training ask what makes me different. Well, I run a desk and a firm, so I’m on the line like you, day-in and day-out. I’ve been recruiting for eighteen years and training for six. All of my programs are customized for the audience and the times. I spend considerable time preparing – and aim to deliver a high impact training experience.

People who have seen me train say I’m on a quest. My mantra is “rising tides lift all boats.” By sharing best practices, I believe we raise industry standards and elevate our collective image. That’s why I’m also a big believer in the value of certification.

This is why I train: Sharing new ideas, personal growth, elevating our profession.

In search and recruiting, there are many approaches that work. As I like to say, “Two thirds I’ve learned from others and one third I’ve innovated on my own.” From my training I want each person to take away two or three “Ah-Ha’s” – ideas, techniques, ways of thinking – and take them back and put them right to work. That’s how I know I’ve been a success in my training: When I receive follow-up emails and testimonials.

I’ve been told my training is interactive, motivational and innovative. Also that I’m very approachable. All true. When I train and I’m on, I get in the “flow.” It’s a term you may have heard that’s used in sports and other professions. The mind and senses align into a natural state of peak performance. Well, that’s what I feel like many times when I’m training – because it’s one of my passions.

My mom always said I might have been a teacher or professor if there was enough money in it. Maybe she’s right. For now, I want to train you in search and recruiting. So, hope to see you at NAPS. Remember to register today at: http://www.RecruitingLife.com.

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