Top Echelon Network Preferred Member recruiters started the year with a “split placement bang” last week, and now they’re keeping the “split placement ball’ rolling this week.  (How many more split placement analogies can we make?  How many weeks are there in a year?)

As always, communication holds the key to making split placements in Top Echelon Network.  Communication is one of the Four Pillars of the Network for good reason (with an emphasis on quality communication).  The more recruiters communicate with one another, the more information they share, the more they learn, the more split placements they make, and the more revenue they generate.

The recruiters below are making split placements, and in some cases, they’re making a lot of them.  This coming year could hold even more splits, and we’d love to include your photo and placement information in a future issue of the newsletter!

THIS WEEK’S COMPLETED SPLIT PLACEMENTS!

Job order recruiter: Marty Stan of Samaritan Technical Professional

Candidate recruiter: Steve Bret Jensen of Superior Search Consultants

Job title: SENIOR POWER ELECTRONICS DESIGN ENGINEER

Fee Percentage—20%

Action causing split placement: Regular communication with another Top Echelon Network Preferred Member recruiter

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Job order recruiter: Joe Noto of Regency Search Group

Candidate recruiter: Mike Niedbalski of Integritas Search

Job title: BUSINESS BROKER

Fee Percentage—25%

Action causing split placement: This is a three-way split.

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Job order recruiter: Bob Wylan of R.A. Wylan & Co., Inc.

Candidate recruiter: Bruce Widnes of The Recruiting Group, Inc.

Job title: DIRECTOR OF QUALITY CONTROL

Fee Percentage—25%

Action causing split placement: Bruce saw my Top Echelon Network job posting and called me.

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Job order recruiter: Kerry Boehner of KOB Solutions, Inc.

Candidate recruiter: Sean Napoles of Career Brokers, Inc.

Job title: IT MANAGER

Fee Percentage—20%

Action causing split placement: Regular communication with another Top Echelon Network Preferred Member recruiter

 — — —

Maria Hemminger

Job order recruiter: Maria Hemminger of MJ Recruiters, LLC

Candidate recruiter: David M. Sgro of True North Consultants, Inc.

Job title: ERP ANALYST/DEVELOPER

Fee Percentage—25%

Action causing split placement: Regular communication with another Top Echelon Network Preferred Member recruiter

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Maria Hemminger

Job order recruiter: Maria Hemminger of MJ Recruiters, LLC

Candidate recruiter: Trey Cameron of the Cameron Craig Group

Job title: QUALITY MANAGER

Fee Percentage—30%

Action causing split placement: The job seeker or client was found through my Hiring Hook website.

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Remember, you can opt out of having your split placement highlighted.  Just send an email to marketing@TopEchelon.com indicating your desire to be left out.  Once you do so, you won’t be included in future installments of this feature.

If you’d like to see the amount of the fees associated with each of the split placements listed above, login to the Members’ Area and click on the profiles of the recruiters involved.  The fee totals will be included along with those split placements.

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330.455.1433, x125
MDeutsch@TopEchelon.com
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When it comes to our National Convention and Fall Conference, one of things we always try to do is book the very best speakers and trainers in the recruiting industry.  That’s why we’re excited about our keynote speaker for the upcoming 2012 National Convention—Rob Mosley.

Mosley is a Partner and Senior Director of Training and Development for Next Level Exchange.  He has an impressive list of credentials.  His knowledge of the search industry comes from 10 years with Merritt Hawkins and Associates, part of AMN Healthcare, the nation’s leading provider of clinical healthcare staffing, and consulting services.  Mosley was MHA’s “Marketer of the Year” for three consecutive years and served as Vice President of Corporate Business Development.

Mosley will present the following three sessions at the National Convention.  The abridged descriptions of these sessions are listed in the preliminary agenda.  However, the complete descriptions are contained within this blog post (for your edification, of course).

‘Best Practices that Drive Revenue’

This session involves five cornerstone strategies that have a direct impact on how you differentiate your services and ultimately, on your ability to generate revenue.

Participants will engage in group discussion, small group role play, and coaching feedback around these client best practices—Presenting Your Capabilities, Gaining Initial Commitment, Developing Executive Insight, Responding to “Red Flags,” and Negotiating Client Demands.  This session will provide you with the tactical skills to be better in the following areas:

• Presenting your capabilities to clients and candidates with greater impact
• Gaining initial commitment for next steps with prospective clients
• Leveraging insight to see a situation from the hiring authority’s perspective
• Responding better to different types of client and candidate resistance
• Negotiating to keep the client relationship in a healthy balance

‘Great Communication = Great Compensation’

Great dialogue in our business is the cornerstone of our craft, and great dialogue has four distinct elements—Probing, Listening, Responding, and Seeking Agreement.  These four elements are like the chambers of the heart; each section or chamber is a unique and critical part of the communication process with both clients and candidates.

This interactive workshop session will dissect each of the four cornerstones of conversation to better understand what is really behind the heart of great dialogue.  These four skills come together when managing certain types of potential client and candidate “red flags.”  This session will provide you with the tactical skills to be better in the following areas:

• Managing resistance (client and candidate “red flags)
• Listening (for what is being said and what is not being said)
• Acknowledging (indicates your attentiveness/seek to understand)
• Clarifying (the power of asking great clarifying questions)
• Expanding (suggest alternatives with strong rationales)
• Seek agreement (common ground)

‘Four Great Truths’

At the core of our business lies the ability to instill trust in both our clients and candidates.  This session is about your ability to develop strong, trusted, profitable, healthy relationships with these groups, even during challenging economic times.

It’s also about your ability to execute skills, techniques, and approaches to differentiate yourself from your competitors.  This session will provide you with recruiting principles and specific skill sets to accomplish the following:

• Open the conversation with new clients in a way that immediately differentiates us from our competitors
• Better understand the client and candidate thought process and align your value proposition at every step
• Build real value and trust in an industry that tends to see us as “vendors” or a “necessary evil”
• Better manage initial client and candidate resistance to secure next steps

The National Convention is scheduled for Thursday, March 22, through Saturday, March 24, at the Gaylord Opryland Resort & Convention Center in Nashville, Tenn.  Remember, you can sign up for the National Convention at the low Early Bird Registration rate of just $399 per person.  Register now, take advantage of this attractive price, and get ready for what’s sure to be a great event this March!

View the preliminary agenda.
See who’s already signed up.
Register for the convention.

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330.455.1433, x125
MDeutsch@TopEchelon.com
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Regional Core Groups have cooled down in Top Echelon Network during the past couple of years, which is understandable, considering everything that’s happened in the economy and within the recruiting industry.

However, this is a new year, and there’s plenty of reason to believe that Regional Core Groups are going to heat back up in 2012.

In years past, there were as many as six or seven Regional Core Groups operating within Top Echelon Network, from Ohio to Tennessee to California.  As of right now, there aren’t that many groups gearing up for activity yet this year, but the potential certainly exists.

In this blog post, I want to address two specific Regional Core Groups, namely because they’re holding meetings in the near future.  These are groups that have a rich history within the Network and whose existence has been responsible for numerous split placements between Preferred Member recruiters.

Fort Wayne Regional Core Group

This group and the Baltimore Regional Core Group have been arguably the most successful groups in Top Echelon Network, and the Fort Wayne contingent will be meeting for the first time in quite a while next week.

Network recruiters are invited to join the Fort Wayne Regional Core Group at Ziano’s Italian Eatery at 11:45 a.m. on Wednesday, January 18.  This isn’t just a meeting, but an “after-holiday party.”  Ziano’s Italian Eatery is located at 702 E. Dupont Road in Fort Wayne.

If you’re interested in attending this meeting/party or if you want more information about it, contact Preferred Member recruiter Rhonda Dove of KB Search Team, LLC.
Kansas City Regional Core Group

After a hiatus, this Regional Core Group is getting back together, as well.  Its meeting is scheduled for Wednesday, February 15, at Leawood South Country Club between the hours of 9 a.m. and 3 p.m.

As part of the meeting, Preferred Member recruiter Bob Wylan of R.A. Wylan & Co., Inc. will give a Power Point presentation, and there will be other speakers, as well.  There’s a $5 per person charge for a beverage table during the meeting, and those in attendance will also share a $50 room set-up fee.  Leawood South Country Club is located at 12700 Overbrook Road in Leawood.

If you’re interested in attending this meeting or if you want more information about it, contact Wylan.

We want to “light the fuse” on Regional Core Groups in Top Echelon Network in 2012, and that starts with you!  If you’d like to be part of one of these Core Groups, part of another Core Group, or if you’d like to start your own, please contact me so that we can discuss it.

Recruiters who attend Regional Core Group meetings give themselves more of an opportunity to make split placements . . . and that’s exactly what we want you to do in 2012: make more split placements!

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330.455.1433, x156
Drea@TopEchelon.com
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(By MARK DEMAREE)

Congratulations to those Preferred Member recruiters who earned enough Frequent Placer Program (FPP) points to receive cash back for their involvement in Top Echelon Network in 2011!

Keep reading . . .

Our goal is to help YOU make split placements, so much so that we’re willing to pay you for making split placements! That’s right, if you don’t know (or perhaps if you’ve forgotten), we have what is called the Frequent Placer Program within the Network.

This program is a cash-back program designed to reward recruiters in Top Echelon for participation within the Network.  The more you do, the more FPP points you earn.  The more FPP points you earn, the more cash you’ll receive back at the end of the calendar year.  It’s that simple.

Making split placements is just ONE way that you can earn FPP points throughout the year.  You can also earn points (and cash) by participating in activities that we believe lead to split placements.  Below is a list of ways to earn Frequent Placer Program points:

• Making split placements
• Making split placements with new Preferred Members
• Scheduling face-to-face and telephone interviews
• Attending a Top Echelon Network conference
• Adding candidates and job orders to the split databases
• Participation in Virtual and Regional Core Group meetings

Click here to read more about the Top Echelon Network Frequent Placer Program.  In addition to a complete listing of information, there’s also a short video that you can watch which highlights some of the major points of the program and how you can take advantage of it.

I’d like to congratulate those Top Echelon recruiters who earned cash-back rewards for their Network participation in 2011, and I encourage you to participate as much as possible in 2012.  We’ll be waiting to give you a check for your efforts at the end of the year!

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330.455.1433, Ext. 172
MDemaree@TopEchelon.com
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