1999 Getting started in the recruiting business

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• 1999 Getting started in the recruiting business
• Failure was not an option
• Studying the high producers in the early years
• - 1999 -2006

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• 2005 Personal production of 1.4 million
• Gave 90 Away
• Focused on two brand new vertical markets
• Banking/Finance
• Healthcare IT
• By the end of the year 1,050,011.00in billings
• Failed experiment (Comfort Zone)

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• Larry Scofield
• Patrick Sylvester
• Eric Jacobsen
• Paul Millard
• Jeff Cohen
• Gene Rice
• Harvey Bass
• Jeff Hawn

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• Basic blocking and tackling executed
• Exceptional planners
• Phone time
• Above-average selling skills
• Relationship and rapport building
• Time - 100.00 activities vs. 10.00
• Focus
• Multitasking
• Ego
• Left nothing to chance
• Competitive

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• They Know what to do
• They Want to do it
• They are Able to do it
• They are Willing to do it

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• All of them started with a strong WHY
• They were willing to pay the
• Price of Success

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• 1. Skill level
• 2. Activity level
• 3. Set expectations upfront
• 4. In-depth understanding of metrics
• 5. Qualifying skills - Candidate - Client
• 6. Close partnership with
• the clients - Get ahead of the transaction

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• 7. Realized that time was their only critical
  resource - Not afraid to fire candidates or
  clients - Didnt take bad work - Hiring
  process was too long - Importance of working
  directly with the hiring manager - Unrealistic
  requirements
• 8. Unbelievable pre-closers
• 9. Vertical market experts Power Brokers within
• 10. Volume - Hotsheet management 7 deals/2nd
  interview or more - 10 retained deals on the go
  at any one time - Phone time, send outs,
  ratios - Key account management- Trusted Advisor
• 11. Redefine their personal comfort zone

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• 12. Self-Confidence
• The Success Effect
• Uncommon Conversations with Americas Business
  Trailblazers John Eckberg

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• jon_at_jonathanscott.com
• 5700 Gateway Boulevard, Suite 400
• Mason, Ohio 45040
• [phone]
• www.jonathanscott.com