Yes, it’s a rather blunt headline. But I got your attention, didn’t I?
Everybody who’s a Preferred Member recruiter in this Network wants to make more money and top placements. But how do you do it? Well, we’re going to show you two recruiters who serve as a perfect model for building a Trading Partner relationship that produces placements.
Those two recruiters are Donna Carroll of Systems Personnel and Gary Silver of The Shay Group. As I mentioned in last week’s issue of The Pinnacle Newsletter Blog, Carroll recently made her 100th Network placement and Silver made his 200th.
Carroll deals in the placement of Management, Health IT, MEDITECH, and Sales professionals in the Healthcare industry, while Silver specializes in Healthcare and Information Technology. So they work the same industry . . . that makes sense. But what else has contributed to their success as Trading Partners?
They work well together AND they know how each other likes to work.
How did Carroll and Silver reach this point? By investing time in the relationship, from the very beginning, over 15 years ago.
“Donna and I work very closely together,” said Silver. “She knows my capabilities, and I know hers. Her client development is excellent, some of the best in Top Echelon.”
“Gary and I share the same business philosophy,” added Carroll. “And when we call one another, we don’t only discuss current deals in progress. We talk about other issues, as well, and that’s helped us learn more about the way each other works.”
They communicate constantly.
Speaking of calling each other, Communication is one of The Four Pillars of the Network, and these two take it seriously.
“We don’t talk just every day, we talk several times a day,” said Silver. “I’ll call Donna up and say, ‘What can I help you with today?’ Or if I have a job order, I’ll say, “Donna, can you help me with this?’ Wherever I can plug into her desk, I will. She’s like a hotline on my desk.”
Is communicating every day enough? Probably . . . but these two are communicating several times a day, and they are making placement after placement because of it.
They trust each other—completely.
Okay, this is the single most important factor in any successful Trading Partner relationship. We’ve been researching this and writing about it for years. Once you trust your Trading Partner completely, you are going to make multiple placements. Carroll and Silver are just one example of that.
“As partners, we trust each other implicitly,” said Silver. “After you trust somebody like that, the placements just happen, although some placements are harder than others. Some of them took a month to find the right person, but one way or another, we get the job done.”
“Gary is one of those people who I’ve come to know and trust,” said Carroll. “When you have a trusted relationship like that, you can build on that toward making more placements.”
They’ve developed not just a Trading Partner relationship, but a friendship which has developed over the course of 15+ years of sharing family stories with one another.
This is a crucial element that basically seals the deal on an incredibly productive Trading Partner relationship. Carroll and Silver have a stellar business relationship and a great friendship. They like to work with one another AND they like each other. You can’t beat a combination like that. Once you’ve reached this point in a Trading Partner relationship with another recruiter, you will make placements!
So there you have it. Now you know how to make money as a Preferred Member recruiter in the Top Echelon recruiter network:
- Find other recruiters who work your industry and/or niche.
- Build a relationship with those recruiters you work well with and you like to work with.
- Communicate on a constant basis to continue building those relationships.
- Over time, reach the point where you trust these Trading Partners completely, with all of your information and in every way possible.
- Make split placements!
- Repeat as necessary.
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MDeutsch@TopEchelon.com
(330) 455-1433, Ext. 125
“It’s always good to get away from the day to day business grind and meet Peers who you have worked with over the past year.I think these face discussions whether they are in a social or business setting go a long way to building better business relationships. It does help to recharge your batteries. The exchange of new ideas and approaches is another positive reason to attend. Looking at your business in a different way can be beneficial.”
“Every time I go to a TE convention I meet someone new and as a result we have been able to make splits. The most stupid example is – Lloyd Shoemaker and I, he’s about an hour up I-75 from me, never even knew each other existed, sat at a TE Saturday night dinner together and now I am one of his go-to person for IT and Accounting positions. Whenever a I have an ERP related IT position I will always make Sean Napoles aware of it and of course I have met Sean numerous times at conventions. I have been a member of a number of networks over the 30+ years I have been recruiting and although this job might be done by email and over the phone – I think we all know that face-to-face the only way we can make a placement!”
