Recruiting Conversations

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

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

#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
• Need help crafting your recruiting system? Book a session with me at bookrichardnow.com.

#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

Today, we’re diving into a fun yet insightful comparison between recruiting and dating. Stay with me, and you’ll see how these two are more alike than you think!

Episode Breakdown

00:00 - 00:30 - Welcome and introduction to the concept of recruiting being similar to dating.

00:31 - 02:29 - Richard shares humorous insights on dating and recruiting, emphasizing the craziness of both processes.

02:30 - 04:29 - The challenges of recruiting, similar to the effort and energy required in dating.

04:30 - 06:29 - Transitioning from being a salesperson to a relationship builder in recruiting.

06:30 - 08:29 - The importance of doing research before reaching out, much like preparing for a date.

08:30 - 10:29 - The initial phone call as the first date, focusing on building a relationship rather than hard selling.

10:30 - 12:29 - Setting up further meetings based on mutual interest and value alignment.

12:30 - 14:29 - The dangers of trying to "marry" on the first date and the importance of building trust over time.

14:30 - 16:29 - Using a phone script that focuses on making a connection rather than pushing an opportunity.

16:30 - 18:00 - The importance of pursuing recruits with integrity and maintaining honesty throughout the process.

Key Takeaways

1. Dating Analogy: Treat recruiting like dating – build relationships and trust over time.
2. Initial Contact: Approach the first conversation as a chance to get to know each other, not to close a deal.
3. Integrity and Value: Pursue recruits with integrity, focusing on their interests and building a genuine connection.

Remember, the best recruiters and leaders build strong relationships based on trust and mutual respect. Apply these dating principles to your recruiting strategy, and watch your success grow.

#RecruitingAndDating #RelationshipBuilding #RecruitingLeadership #RichardMilligan

Hey there, Recruiting Leaders! It’s Richard Milligan here, and today we’re diving into a crucial topic: How do we keep our top performers from being recruited away while managing our multiple responsibilities? I’ll share insights from a recent coaching session that will transform how you recruit and retain your team.

Episode Breakdown

00:00 - 00:30 - Welcome and intro to today’s focus: retaining top talent through reverse recruiting.

00:31 - 01:29 - The importance of understanding your team’s dreams and how it impacts retention.

01:30 - 02:29 - The power of extracting your recruits’ dreams to attract the best talent.

02:30 - 04:29 - Why genuinely understanding and committing to helping your recruits achieve their dreams is key.

04:30 - 06:29 - Encouraging your team and recruits to dream big and how you can facilitate this as a leader.

06:30 - 08:29 - Practical steps for extracting and reframing your team’s dreams to increase engagement.

08:30 - 10:29 - How to use these dreams to create a compelling recruitment and retention strategy.

10:30 - 12:29 - Aligning professional and personal goals in your recruitment conversations for maximum impact.

12:30 - 14:29 - Personal stories of helping team members achieve their dreams and the benefits this brings.

14:30 - 16:29 - Understanding and supporting your team’s dreams leads to long-term loyalty and success.

16:30 - 18:00 - Final thoughts and actionable steps to retain and recruit top talent by focusing on their dreams.

Key Takeaways

1. Reverse Recruiting: Prioritize retaining your current team by understanding and supporting their dreams.

2. Dream Extraction: Engage recruits by discussing their long-term professional and personal goals.

3. Reframing Dreams: Continuously revisit and support these dreams to build a loyal, motivated team.

I challenge you to take these strategies and practice them with your current team, friends, and family. By understanding and leveraging dreams, you can dominate recruiting in any market, even against stiff competition.

Want more recruiting tips? Subscribe to my weekly newsletter at 4Crecruiting.com or book time with me to discuss your recruiting efforts at bookrichardnow.com

#ReverseRecruiting #DreamExtraction #RetentionStrategies #RecruitingLeadership #RichardMilligan

In this episode, I dive into the critical role of the offer conversation in the recruiting process. Handling this conversation well can be the key to getting recruits to not only accept the offer but also to show up and stay with your organization.

Key Points:

1. The Importance of the Offer Conversation:

   • How you handle the offer conversation can significantly impact whether a recruit accepts and starts the position.
   • By mastering this conversation, you can reduce the no-show rate from 20-30% to low single digits.

2. Understanding the Recruit's Dream:

   • It’s essential to know the recruit's big dream and why it matters to them.
   • This knowledge helps you frame the offer in a way that aligns with their personal and professional goals.

3. Creating Alignment:

   • Highlight the common values and goals between you and the recruit.
   • Start the offer conversation by reestablishing credibility and rapport.

4. Fair and Transparent Compensation:

   • Ensure compensation is fair and benefits both the recruit and the organization.
   • Avoid sign-on bonuses and instead focus on providing long-term value.

5. Presentation of the Offer:

   • Always present the offer live, preferably in person or via video call.
   • Never send offers via email without a personal presentation.

6. Gaining Agreement on Next Steps:

   • Ensure clear, agreed-upon next steps after presenting the offer.
   • Schedule follow-up meetings to address any questions and finalize the decision.

Episode Breakdown:

• 00:00 - Intro to the significance of the offer conversation.
• 01:00 - Analyzing data on offer acceptance and start rates.
• 03:00 - The necessity of knowing the recruit’s dreams and goals.
• 06:00 - Building alignment and establishing rapport.
• 09:00 - Discussing fair compensation and compensation bridges.
• 12:00 - The drawbacks of sign-on bonuses.
• 17:00 - Strategies for presenting the offer live.
• 19:00 - Importance of follow-up and gaining agreement on next steps.
• 25:00 - Creating a "What You’re Going to Get" document.
• 27:00 - Recap and final thoughts.

A well-structured offer conversation can drastically improve your recruiting success rates. By understanding the recruit's aspirations, presenting a fair and transparent offer, and ensuring clear follow-up steps, you can enhance your recruiting process and secure top talent.

#RecruitingLeader #OfferConversation #FairCompensation #RecruitingSuccess #RichardMulligan

Hey, Recruiting Leaders! Welcome to Episode 117 of Recruiting Conversations. Today, we're tackling a topic that doesn't get nearly enough airtime: dealing with awkward situations in the recruiting process. Let's dive in and get comfortable with the uncomfortable!

Episode Breakdown:

00:00 Intro to Awkward Situations in Recruiting: Ever had one of those cringe-worthy moments during recruiting? Yeah, me too. We all face them, but it's how we handle them that sets us apart.

01:00 The Importance of Vision and Reviews: Vision is crucial. It's your North Star. I share my vision of impacting 10,000 recruiting leaders and the power of social proof. If you find value here, leave a review and spread the word!

03:00 Handling Awkward Recruiting Conversations: Picture this: a flawless recruiting process derailed by a misstep – sending an offer to the candidate’s corporate email. Oops! Instead of dodging the tension, I ran towards it. Let's talk about why that's the way to go.

06:00 The Power of Transparency and Apology: Mistakes happen. What matters is owning them. Transparency and a genuine apology can transform a blunder into a trust-building moment.

09:00 Preparing for Tension: Tension is inevitable. The key is preparation. Understand your internal processes and communicate proactively to mitigate awkwardness.

12:00 The Role of an Attractive Leader: An Attractive Leader runs towards friction. It’s not just about being likable; it's about being trustworthy and reliable. Let's make sure recruits see us as leaders they want to follow.

14:00 Upcoming Episodes Preview: I’m excited about our next two-part series where we’ll navigate the tricky question, "Can I make you an offer?" and how to gauge a candidate’s readiness for it without the awkwardness.

Key Takeaways:

• Embrace tension and friction in the recruiting process.
• Be transparent and own your mistakes to build trust.
• Prepare and understand your organization’s internal workings.
• Utilize the Attractive Leader framework to become a magnet for top talent.

Thank you for tuning in! Reflect on your recruiting processes and leadership styles. Don’t forget to leave a review and share this podcast – let's reach that goal of impacting 10,000 recruiting leaders together. Until next time, keep running towards that tension!

#RecruitingLeader #Leadership #Transparency #RecruitingChallenges #RichardNugget #RunTowardsTension