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Tasha Burks is the owner of the Top Echelon Network member agency T. Burks & Associates. That agency joined Top Echelon’s recruiting network on October 10, 2016.

So first and foremost, happy two-year anniversary to T. Burks & Associates! However, we have more good news. (Because we love good news. We love both hearing it and giving it.)

That second piece of good news: Tasha Burks is Recruiter of the Week in Top Echelon Network!

Tasha Burks: model for TE success

Tasha has made seven split placements since her agency joined the Network exactly two years ago. She made three splits in 2017 and four more this year. Tasha has made her seven placements with five different split recruiting partners. She’s been the importer for five of the seven splits.

Not only that, but Tasha has made her TE placements in a variety of ways. Those ways include the following:

  • Searching the Split Databases
  • Offline communication with a member
  • The TE Alerts
  • The MEGA Database

Tasha has provided a model for what new members of Top Echelon’s recruiter network should do. Namely, they should share as much information as possible in as many different ways as possible with as many different trading partners as possible. When you do that and do it consistently, that’s when you enjoy success as a Network member.

Tasha Burks has enjoyed success since joining Top Echelon, and there’s no reason to think she won’t enjoy more in the future.

So congratulations to Tasha Burks and her agency for celebrating two years of Network membership and for being named Recruiter of the Week!

This Week’s TE Split Placements

— — —

Jeff Katz of JSK Recruiting

Jeff Katz

Tasha Burks of T. Burks and Associates

Tasha Burks

Job recruiter: Jeff Katz of JSK Recruiting

Candidate recruiter: Tasha Burks of T. Burks & Associates

Job title: PLANT MANAGER

Fee percentage: 20%

Action causing split placement: Offline communication with a member

— — —

Trey Cameron of the Cameron Craig Group

Trey Cameron

Rowe Henderson of Rowe Henderson & Associates

Rowe Henderson

Job recruiter: Rowe Henderson of Rowe Henderson & Associates

Candidate recruiter: Trey Cameron of the Cameron Craig Group

Job title: QUALITY MANAGER

Fee percentage: 25%

Action causing split placement: Network Jobs Feed

— — —

Dan Prados, CPC of The Personnel Consulting Group

Dan Prados, CPC

Job recruiter: Greg Johnson of the Johnson Resource Group, LLC

Candidate recruiter: Dan Prados, CPC of The Personnel Consulting Group

Job title: FP&A LEADER

Fee percentage: 25%

Action causing split placement: Offline communication with a member

— — —

Trey Cameron of the Cameron Craig Group

Trey Cameron

Amy Recker, CPC of Bridgeway Professionals, Inc.

Amy Recker

Job recruiter: Amy Recker of Bridgeway Professionals, Inc.

Candidate recruiter: Trey Cameron of the Cameron Craig Group

Job title: CONTROLS TECHNICIAN

Fee percentage: 20%

Action causing split placement: Network Jobs Feed

— — —

Greg Downs, CPC of Downs Associates

Greg Downs, CPC

Erika Staszewski of Integritas Search

Erika Staszewski

Job recruiter: Erika Staszewski of Integritas Search

Candidate recruiter: Greg Downs, CPC of Downs Associates

Job title: SR. SUPPLY CHAIN MANAGER

Fee percentage: 25%

Action causing split placement: Offline communication with a member

— — —

Michael Agen of New Solutions Group, LLC

Michael Agen

Terry Rhodes of NewCareers

Terry Rhodes

Job recruiter: Michael Agen of New Solutions Group, LLC

Candidate recruiter: Terry Rhodes of NewCareers

Job title: ACCOUNT EXECUTIVE SALES SPECIALTY PHARMACY

Fee percentage: 20%

Action causing split placement: Network Jobs Feed

— — —

Steve Kohn of Affinity Executive Search

Steve Kohn

Ward Fisk of Talent Resource Network

Ward Fisk

Job recruiter: Ward Fisk of the Talent Resource Network

Candidate recruiter: Steve Kohn of Affinity Executive Search

Job title: PROJECT ENGINEER – MANUFACTURING/FABRICATION

Fee percentage: 15%

Action causing split placement: Network Jobs Feed

— — —

Greg Fisher, CPC of Odell Medical Search

Greg Fisher, CPC

Job recruiter: Greg Fisher of Odell Medical Search

Candidate recruiter: Christopher Painter of Provexus

Job title: CRITICAL CARE REGISTERED NURSE

Fee percentage: Flat

Action causing split placement: Network Jobs Feed

— — —

Terry Rhodes of NewCareers

Terry Rhodes

Pat McGue of Mackie Search, LLC

Pat McGue

Job recruiter: Pat McGue of Mackie Search, LLC

Candidate recruiter: Terry Rhodes of NewCareers

Job title: CMM PROGRAMMER

Fee percentage: 10%

Action causing split placement: Network Jobs Feed

— — —

Trey Cameron of the Cameron Craig Group

Trey Cameron

Nancy Phillips of Phillips Staffing Solutions

Nancy Phillips

Job recruiter: Nancy Phillips of Phillips Staffing Solutions

Candidate recruiter: Trey Cameron of the Cameron Craig Group

Job title: GENERAL MANAGER

Fee percentage: Flat

Action causing split placement: Network Jobs Feed

— — —

Steve Kohn of Affinity Executive Search

Steve Kohn

Bob White of Impact Solution, Inc.

Bob White

Job recruiter: Bob White of Impact Solution, Inc.

Candidate recruiter: Steve Kohn of Affinity Executive Search

Job title: PLC PROGRAMMER

Fee percentage: 25%

Action causing split placement: Network Jobs Feed

— — —

Steve Schroeder of Stratus Staffing

Steve Schroeder

Brian McMahon of Brian McMahon & Associates

Brian McMahon

Job recruiter: Steve Schroeder of Stratus Staffing

Candidate recruiter: Brian McMahon of Brian McMahon & Associates

Job title: RN CLINICAL SUPERVISOR

Fee percentage: 10%

Action causing split placement: Offline communication with a member

— — —

Trey Cameron of the Cameron Craig Group

Trey Cameron

Bob White of Impact Solution, Inc.

Bob White

Job recruiter: Bob White of Impact Solutions, Inc.

Candidate recruiter: Trey Cameron of the Cameron Craig Group

Job title: DRAFTER

Fee percentage: 25%

Action causing split placement: Network Jobs Feed

— — —

Trey Cameron of the Cameron Craig Group

Trey Cameron

Geoff Eckert of Enhanced Staffing

Geoff Eckert

Job recruiter: Geoff Eckert of Enhanced Staffing

Candidate recruiter: Trey Cameron of the Cameron Craig Group

Job title: PROJECT CONTROLS ANALYST

Fee percentage: 20%

Action causing split placement: Network Jobs Feed

— — —

Michael Agen of New Solutions Group, LLC

Michael Agen

Job recruiter: Michael Agen of New Solutions Group, LLC

Candidate recruiter: Christoper Painter of Provexus

Job title: DIRECTOR OF PATIENT SERVICES

Fee percentage: 20%

Action causing split placement: Offline communication with a member

We love to welcome new TE members in The Pinnacle Newsletter Blog. We do it every month, and we’re doing it again right now.

There are a lot of new TE members who have joined our recruiting network recently and who are enjoying success. They’ve made their first split in Top Echelon, and some of them have made multiple placements.

And we want YOU to help the recruiters below make their first Top Echelon Network split placement.

Introducing our new TE members!

As you can see, our new TE members for September are listed below. They work in a variety of industries and niches. Specifically, they specialize in the following areas, among others:

  • Accounting & Finance
  • Manufacturing
  • Engineering
  • Healthcare
  • Marketing

Once again, I’d like you to welcome these agencies and their recruiters to the Network. Give them a call. Send them an email. Show up at their house. (Scratch that last one.) Do whatever it takes to make them comfortable. Who knows? You might make money together!

After all, that IS the point of this whole thing.

If you have any questions about reaching out to new members or about your split network membership in general, please contact me. My contact information is at the end of this blog post.

— — —

ON ITS AXIS
Date joined: September 5
Location: Costa Mesa, California
Industries: We specialize in support of Start-ups, Scale-ups, and Social Good Companies; Technology; Marketing; Finance; Accounting; Legal; Operations; and Sales.
Agency members: Kelly Iocona

— — —

HIRE-IFIC
Date joined:
September 7
Location: Wilmington, North Carolina
Industries: General
Agency members: Bryan Nizer

— — —

MARTINS INVESTMENT GROUP, LLC
Date joined: September 11
Location: Diamond Bar, California
Industries: Accounting & Finance and Manufacturing
Agency members: Mike Shenouda and Christina Martins

— — —

SUMMIT PLACEMENT SERVICES
Date joined: September 11
Location: Simpsonville, South Carolina
Industries: Healthcare and Executive Search
Agency members: Chuck Deter and Donna Geter

— — —

ALLIANCE SEARCH GROUP, INC.
Date joined: September 12
Location: Polk City, Iowa
Industries: General
Agency members: Karen Mitchell

— — —

RC SEARCH
Date joined: September 12
Location: Bexley, Ohio
Industries: General
Agency members: Rebecca Coomer

— — —

THE FREY CONSULTING GROUP, LLC
Date joined: September 12
Location: Santa Rosa Beach, Florida
Industries: Accounting & Finance, Healthcare, and Manufacturing & Engineering
Agency members: Kenny Frey, CPC/CERS

— — —

MORGAN 20/20
Date joined: September 13
Location: San Antonio, Texas
Industries: General
Agency members: Chanel Daehn and Trey Ibarra

— — —

#1 HR EXPERT
Date joined: September 17
Location: Perris, California
Industries: General
Agency members: Angela Anderson

— — —

STEALTH RECRUITING SERVICES
Date joined: September 19
Location: Sumter, South Carolina
Industries: General
Agency members: Richard Stell

— — —

CONFIDENT SEARCH CONSULTANTS
Date joined: September 20
Location: Medford, Oregon
Industries: Engineering
Agency members: Galen Schloming and Rebecca Morrison-Stoney

— — —

It doesn’t matter if you’re a newer Network recruiter or an established member. If you want help making split placements with other Top Echelon members, then I encourage you to contact me.

You can do so by calling 330.455.1433, x156 or by sending an email to drea@topechelon.com.

Mary Anne Buckley, CPC of Interstate Recruiters Corp is at it again. That’s because she is part of the Largest Split Fee of the Month in Top Echelon Network for the month of September. And she’s had some of the largest split TE fees since becoming a member of our recruiting network.

Let’s do the math, shall we? Mary Anne has made 19 split placements as a member of TE. Her cash-in total for those splits is $389,184. That means her average portion of a Network split is $20,483. That’s her half. Remember that the other recruiter gets that much, as well.

Making big TE fees a habit

And now Mary Anne is back with another huge placement with her split recruiting partner Veronica Snyder of Career Professionals, Inc. Earlier this year, the duo made a split worth $56,250. Then they recently made a $55,000 split, which happened to top all TE fees for the month of September.

Veronica is also a very successful Network member. She’s made 77 placements in Top Echelon and has been a consistent producer during the last several years. She made five TE splits in 2016, seven last year, and three so far in 2018. Veronica is as close to a “model Network member” as you can get.

So congratulations to both Mary Anne and Veronica for topping all TE fees in September with their $55K placement!

— — —

Largest Split Fee for September

Mary Anne Buckley, CPC of Interstate Recruiters Corp

Mary Anne Buckley, CPC

Veronica Snyder of Career Professionals, Inc.

Veronica Snyder

Mary Anne Buckley, CPC of Interstate Recruiters Corp and Veronica Snyder of Career Professionals, Inc.

The position for this split placement was a Director of Engineering. Mary Anne was the job order recruiter and Veronica was the candidate recruiter.

The action that stimulated this split placement was listed as “Offline communication with another member.”

The fee for this split placement was $55,000.

— — —

“Roni is a wonderful partner! I reached out to her again for assistance and she delivered a motivated, well-qualified candidate that the client really loved. This requisition had reportedly been open for over six months and we got it done! A huge thank you to my [Tennessee] friend, Roni!”

Submitted by Mary Anne Buckley, CPC of Interstate Recruiters Corp regarding her Network split placement with Veronica Snyder of Career Professionals, Inc.

Position Title—DIRECTOR OF ENGINEERING

Fee Percentage—25%

(Editor’s note: This is the second Network split placement that Mary Anne and Veronica have made together in Top Echelon.)

— — —

Top Echelon determines the monthly and quarterly winners of its Network split fee recruiting awards in four distinct categories:

1.) Recruiter of the Month
2.) Largest Split Fee of the Month
3.) Recruiter of the Quarter
4.) Largest Split Fee of the Quarter

We only announce the winners of these awards in The Pinnacle Newsletter Blog. We do so usually (but not always) in the issue following the conclusion of each month and/or quarter.

If you’re of a certain age, then you probably remember the song “September” by Earth, Wind, and Fire. If not, you can hear the song by clicking here.

We’re going to discuss September in this blog post, but in a different way. Specifically, we’re going to present the Recruiters of the Month for September!

September split placements

The Recruiter of the Month, of course, is Trey Cameron of Cameron Craig Group. Trey has won the award for [insert a ridiculous number here] months. Trey has also been Recruiter of the Year in TE for the past several years, and continues to churn out the Network split placements.

That doesn’t mean, though, that other recruiters will stop trying to beat Trey. They will not. Among them is Steve Kohn of Affinity Executive Search, who is #2 in the Network in terms of production. Steve has beaten Trey once, and there’s good reason to believe that he will do so again. In the meantime, though, Trey is “king of the hill” once again.

But we don’t want to recognize just Trey and Steve. Congratulations to everybody on the list below. And congratulations to everybody who made placements in our recruiting network during the month of September!

— — —

Recruiters of the Month:

1st Place: Trey Cameron
Agency: Cameron Craig Group
Placements: twelve (12)
Commission: $87,074

— — —

2nd Place: Steve Kohn
Agency: Affinity Executive Search, Inc.
Placements: seven (7)
Commission: $71,905

— — —

3rd Place: Terry Rhodes
Agency: NewCareers
Placements: Six (6)
Commission: $48,469

— — —

4th Place: Michael Agen
Agency: New Solutions Group, LLC
Placements: Three (3)
Commission: $30,822

— — —

5th Place: Keith Cornelison
Agency: Personnel Resources
Placements: Three (3)
Commission: $23,143

— — —

Top Echelon determines the monthly and quarterly winners of its split recruiting awards based upon two criteria, which are listed below in order of importance:

1.) The number of split placements made
2.) The amount of “cash-in” dollars earned as a result of those split placements

This explains why, when multiple recruiters are tied with the same number of TE placements during a given month or quarter, the recruiter with the largest “cash-in” total is ultimately deemed the winner.

— — —

If you’re looking to make more placements with your Top Echelon recruiter network membership, then contact Director of Network Operations Drea Codispoti, CPC/CERS. You can do so by calling 330.455.1433, x156 or by sending an email to drea@topechelon.com.

Just as with anything that is unfamiliar or outside a person’s comfort zone, there is a huge fear factor involved with contract staffing. Many recruiters believe contracting is extremely complicated and too different from direct hire. But as the popularity of contract staffing continues to grow, more recruiters are taking the leap. They’re discovering that contract placements are really not as different from direct hire as they thought.

Consider the main steps involved with contract placements:

  1. Get the job order.
  2. Locate the candidate.
  3. Negotiate rates.
  4. Employ the contractor and handle the employment tasks. (Outsource this.)

You will notice that the first three steps are things you already do for direct hires. The rates are a little different when it comes to contract placements. However, once you understand the process for determining the hourly rate structures and markups that will be charged to the client company, it’s EASY!

Contract placements: easier than you think!

The biggest difference between direct hire and contract placements is the employment of the contractor and the “back-office” tasks associated with being the legal employer. Fortunately, those tasks can be outsourced to a recruitment back office. This leaves you with the tasks with which you’re already familiar.

If you decide you do NOT want to outsource, you need to allow yourself plenty of ramp-up time before you start making contract placements. You will need to get set up to withhold taxes and obtain Workers’ Compensation insurance in each state in which you plan to place contractors. You’ll want to decide how you will fund payroll (by yourself or through a third-party funding company). You will need to decide if you are going to offer contractor benefits.

These are just some of the biggest set-up tasks to consider if you want to be the legal employer. You’ll also want to make sure that you have sufficient administrative support (both human and electronic) to handle the day-to-day tasks associated with employing contractors and running a contract staffing back office. This includes the following:

  • Legal contracts with the contractor and the client
  • Payroll processing (on at least a bi-weekly basis)
  • Tax withholding and filing
  • Background checks and drug screening
  • Unemployment claims
  • Workers’ Compensation
  • Invoicing clients and managing accounts receivables
  • Benefits administration, if applicable
  • Employee issues
  • Employee terminations
  • Keeping up with and complying with the complicated web of local, state, and federal employment laws

Just call us . . . CALL us . . .

This whole back office piece is what scares many recruiters. But again, if you outsource this piece, you are left with the typical recruiting tasks.

Just be sure to select a FULL-SERVICE back office (like Top Echelon Contracting). This back office will become the legal employer of your contractors and handle ALL of the employment tasks and legal liability. Otherwise, you may find yourself still wrangling with complicated contractor issues when you should be focusing on revenue-producing recruitment tasks.

Are YOU ready for contract staffing solutions or contract placement services?

Then download our Quick-Start Guide to Contract Staffing. Or request a demo with one of our contract staffing specialists.

You can can also call us at 888.627.3678. Start making contract placements and start making more money!

(Editor’s note: This article is intended for informational purposes only and should NOT in any way be considered legal advice.)

For the past several years, we’ve been publishing articles in The Pinnacle Newsletter Blog about best practices. Specifically, those articles have dealt with best practices for both the importer and exporter when working in Top Echelon’s recruiting network.

Obviously, both are important to TE success. That’s why I address best practices in The Pinnacle on a regular basis. In fact, I pretty much hammer on them. (Anybody who knows me knows that I frequently employ brute force to get results.)

So now that I’ve laid the groundwork . . .

Making sure the Network is working for YOU

Also during the past several years, we at Top Echelon have compiled a rather impressive library of training videos for Network recruiters.

These videos are recorded versions of live training webinars (our “Training Tuesday” sessions). We’ve designed them to help you enjoy more success. In other words, we’ve designed them to help you make more split placements.

These videos, which we’ve placed in the Top Echelon Help Center, are “evergreen.” What does that mean? It means we’ve filled them with information that is timeless in terms of what it takes to be successful in Top Echelon’s recruiter network.

So the video I’m highlighting this week is, you guessed it, about exporter etiquette.

Network Webinar Video: “Proper Exporter Etiquette When Working a Job Order in TE”

Description: What exactly should you do when you want to work the job order of another recruiter in Top Echelon Network? Well, Director of Network Operations Drea Codispoti, CPC/CERS will show you in this session. He’ll do so by covering the following topics:

  • The proper “rules of engagement”
  • Evaluating the job order
  • Making the initial call to the other Network recruiter
  • What type of questions to ask during the initial call
  • What type of questions NOT to ask
  • The follow-up

Video Length: 11 minutes, 23 seconds

Watch this FREE Network training video!

Remember, if you have questions about this Network training video, your Top Echelon Network membership, or about how you can enjoy more success in the Network, I encourage you to contact me.

You can do so by calling 330.455.1433, x156 or by sending an email to drea@topechelon.com.

We get it: the direct hire recruiting business is good. Really good. After all, the national unemployment rate is 4.7%, the lowest that it’s been since 1969. More than likely, you’re enjoying a robust level of activity on your desk.

Split placements in Top Echelon Network continue to be robust, as well. That speaks to how good direct hire is at the moment. Who doesn’t like $20,000 checks showing up in the mailbox? (And who needs exercise to experience a dopamine high? Not recruiters.)

Here at Top Echelon, we’ve seen quite a bit during our 30 years of existence. We’ve seen just about everything that can happen to a recruiting firm. And we’ve seen what works well for recruiters . . . and what doesn’t.

The bottom line: a recruiting agency that makes both contract placements and direct hire placements is better positioned for long-term success. Why is that? Simple: multiple revenue streams AND recurring revenue. That gives you better leverage as an agency owner. When and if one revenue stream dries up, you still have the other stream to sustain you.

That’s why we’re starting a special series of blog posts in The Pinnacle designed to help Network members get started with contract staffing. (Be sure to check out “The Difference: Direct Hire vs. Contract Placements” by Debbie Fledderjohann, also in this issue.)

But enough of the build-up. Below are two BIG reasons to start making contract placements:

Reason #1—There IS a recession on the way.

Yes, we’re in the midst of a Stock Market rally. AND there are a record number of job openings in the country. AND your clients are throwing job orders at you like firemen throwing candy at the local parade.

However, if there’s one thing that’s been doggedly consistent down through the years, it’s that a recession strikes in this country approximately every seven to 10 years. It’s almost like clockwork. Here’s the thing: we’re technically overdue for one. We’re currently enjoying the second-longest bull market in the history of the country. That’s great, but is it going to run forever? Of course it’s not going to run forever. Don’t be silly.

During a recession, companies stop hiring on a direct basis. (You remember the Great Recession, right?) However, they do hire on a contract basis. So if you’re already making contract placements, then you’ll be able to switch gears relatively easily.

Reason #2—You can sell your business for a LOT of money.

If you retire with only a direct hire business, you know what you can sell it for? Next to nothing. You might view that as unfair, considering how long and hard you’ve worked to build the business. But when you run a direct hire firm, the most valuable part of the business is YOU. Once you’re gone, the value is gone.

However, when you have a stable of contractors, they become the value when you retire and you want to sell the agency. So the more contractors you have working, the more valuable your firm becomes and the more money you’ll be able to get for it. One of the best examples of this is what long-time Network member Joe Noto of Regency Search Group did.

Basically, Joe built up the contract side of his business and made a ton of money. Then he sold the business and made another ton of money. The only thing better than one ton of money is two tons of money.

Here’s the good news: you don’t have to know anything about contracting to make contract placements. That’s because Top Echelon Contracting is here to help. We can tell you what to do and how to do it. You just make the placements, and we’ll handle all of the paperwork as the recruitment back office. No fuss, no muss, just money.

TEC has two levels of service: the Premium and the Express. That means you have more options and more flexibility.

Contact us to get started!

Are there more reasons than just two to make contract placements? Of course there are.

And we’ll address those reasons, as well as expound upon the two presented above, in future blog posts. In the meantime, keep making those direct hire placements. But consider how much stronger and better positioned your agency would be if you added contract staffing solutions to your business model.