It’s a bit rushed at times

January 24, 2012

I was recently reading a book by the great coach and motivational speaker, Les Brown and he shared this story, which I would like to share with you.Image

A couple on holiday walk past a house where a family are sitting on chairs in their porch. Lying in between them is their dog which is moaning and groaning.  This scenario happens over several days when the couple passed the family. Confused, the couple decided if the same scenario happened the following day that they would ask the family about it.

Sure enough the next day, the same thing happened when they walked past the house.  So they finally ask the family, “What is wrong with the dog?”

The lady replies that there is nothing wrong with the dog; he is lying on a board that has a nail sticking up.  It bothers him enough to moan and groan, but it’s not irritating him enough to get up and move.

Can you identify with this story?  How many situations have you been in where you’ve moaned and groaned about something, but was not irritated enough to get off the nail and do something about it.

When will you do something about it? Or do you want to keep shifting around the problem and moan and groan some more, when the nail hits another part of your body?

Every day I get emails and phone calls from recruitment business owners moaning and groaning about the performance of their consultants, or moaning about not having enough business. I explain that it’s not their fault because they have never been taught how to run a business.  Neither have they been taught how to use marketing successfully to grow their business.

I then go onto to explain that there are books, CDs, recruitment organizations and coaches, where they can access information to help them overcome the problems they are moaning and groaning about.

The amazing thing is when we speak to them 3 months later to see how they are getting on, the majority of them respond with, “We have been really busy and haven’t got round to it yet.”

Apparently in a recent study carried out in the USA, it was found that 93% of self help books never get completely read by the purchaser.  But guess what, those recruitment business owners that do read the self help books, listen to CDs, talk to recruitment organizations or coaches and take action, do get results.

It is really easy to moan and groan about your consultants, clients and your candidates. It’s easy to moan and groan about the economic climate. In fact anybody can do that and most people do. It’s the successful ones who get off the nail and take action.

Which one are you?

Wishing you continued success.

Terry Edwards


Who are you going to blame this time?

November 28, 2011

The family and I watched the film “The Lion King” on TV this weekend; it is a great family film that communicates at many levels.

There was a particular scene that reminded of numerous conversations I have had with recruitment business owners.

In the film the wise monkey Rafiki leaves Pride Park in search of the main character Simba, who is the rightful heir to the pride of Lions.

Simba left his friends and family after a freak accident in which his father was killed in a stampede. Simba always believed that he was responsible for the death of his father, so in shame he left vowing never to return.

Rafiki eventually found Simba and begged him to come back to the pride and restore order, as his uncle was creating havoc in his absence.
“I can’t return to the pride” said Simba.
“Why not?” asked Rafiki

“Because of what happened in the past, I am so ashamed of what I did.” Simba replied.

Notice how Simba is allowing what happened in the past to dictate his future.

At this point in the film Rafiki swung his walking stick and smacked Simba right between the eyes.
“Ouch! What is that for” screamed Simba

“It does not matter, it is in the past” said the wise monkey

“Yes but the past is still hurting now” replied Simba

“Ah but you see, this is where opportunity awaits. For you can focus on the pain, and question the reason of the past, or you can go beyond the pain and learn from the past.” said Rafiki
At this point, Rafiki swung his walking stick again towards Sambas’ face, but this time Simba ducked. He had learned it was better to learn from the past than to dwell on it.

Every day I will hear from a recruitment business owner on why they can’t achieve what they truly desire. They will blame it on something that has happened in the past. Maybe the relationship with their parents, sibling or partner. Sometimes the recruitment business owner will blame the consultants the candidates or clients.

Psychologist call this, “Cause & Effect”

An example of this maybe “The business is underperforming because my team are not billing” or “I am unhappy at work because I don’t get on with my clients.”

All these are examples of what psychologists call being at “Effect.”

If however you are at “Cause” you will accept 100% responsibility for the performance of your team, consequently you will look to do something about it. Or if you don’t get on with a client and you take responsibility for this, then you acknowledge that it is your choice to work with that particular client.

Sometimes when I share this with some recruitment business owners, they will often do what’s called “arguing for their limitations” usually starting the conversation “Yes but, I can’t be blamed for my team under-performing.” Well that is where the difference is, it is not about blame it is about being at “Cause”.

What psychologists have discovered is that business owners that accept 100% responsibility for everything in their life, or are at “Cause”, tend to be more successful, happier and have greater contentment. Once you accept that your success is your choice and that you are responsible for everything in your life, then you can no longer be the victim as you are now acknowledging that you can do something about it.

What would your business look like if you always were at “Cause” and took the lesson from the past to create the future that you desire?

Wishing you continued success,

Terry Edwards


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Would you propose marriage on the first date?

November 10, 2011

When you first meet your ideal partner, even if it is “love at first sight,” you still wouldn’t propose on the first date. You are almost certain to get a NO! And rightly so… before anyone would make such a commitment you need to develop a relationship and trust with them first.

The same applies to potential prospects for your recruitment business!

In order to get the best results from your telephone marketing, you need to be nurturing and developing the relationship you have with potential prospects over time.  Evidence has shown that there does need to be some kind of relationship before they hand over their job spec and commit to your recruitment services.

You see, a large percentage of what influences someone to buy your recruitment services is the relationship they have with you. They need to trust that what you’re offering will get them the results they want. Also they need to know that you are the right person to go to.

This relationship is built by utilizing several routes to market simultaneously ‘touching’ each prospect from several angles and offering them high value information, that will help them and their business!

There is a great book by Seth Godin called “Permission Marketing” in it he argues that advertising just doesn’t work as well as it used to – in part because there’s so much of it, in part because people have learned to ignore it, in part because the rise of the Net means that companies can go beyond it. “We are entering an era,” Godin declares, “that’s going to change the way almost everything is marketed to almost everybody.”

The biggest problem with mass-market advertising, Godin says, is that it fights for people’s attention by interrupting them. A 30-second spot interrupts a “Seinfeld” episode. A telemarketing call interrupts a family dinner. A print ad interrupts this article. “The interruption model is extremely effective when there’s not an overflow of interruptions,” Godin says. “But there’s too much going on in our lives for us to enjoy being interrupted anymore.”

The new model, he argues, is built around permission. The challenge for recruiters is to persuade clients to volunteer attention – to “raise their hands” (one of Godin’s favourite phrases) – to agree to learn more about a recruitment company and it service. “Permission marketing turns strangers into friends and friends into loyal customers,” he says. “It’s not just about entertainment – it’s about education.”

There is a simple and effective method that is used by the most successful recruitment firms, which generate 100 of leads without you trying to do it on the first date. 

Simply click here where you gain access to the tools and templates to get your clients to call you. 

You will also get a E-Book compliments of drewcoaching

Being like the other recruiters is costing you?

November 3, 2011

Have you ever noticed that to succeed in life, you need to do the exact OPPOSITE of what the masses are doing?

If you don’t believe me, take a look at the cold, hard facts…

Lets take a look at your health. According to the masses you have a 1 in 2 chance of dying of heart disease, a 1 in 3 chance of dying of cancer and a 4 in 5 chance of being overweight.

With regards to intimate relationships the masses say that you have a 1 in 2 chance of a first divorce and if you marry again, a 3 in 4 chance of a second divorce!

And if you model the masses with regards to finance, you are in BIG trouble! Because you have a 19 in 20 chance of retiring without enough to live on, this includes support from your family, friends or the state.

As for the masses in recruitment, well consider this. Just 18% of recruitment businesses have 80% of the entire recruitment market….

The fact is, you’d be better off looking at whatever the masses are doing and then do the exact opposite. And there is nowhere this is more true than with growing your recruitment business. I mean let’s be honest here, most recruitment business owners are former consultants and if you do what the masses are doing you will get what the masses have…

– Being the cheapest – HIGHLY INEFFECTIVE
– Only getting business through cold calling- OUTDATED AND INFERIOR

But let’s take a look at the top 18%

Did you know that Barack Obama raised half a billion dollars online in his 21 months campaign for the White House, dramatically ushering in a new digital era in presidential fundraising? Obama’s email list contains upwards of 13 million addresses. Over the course of the campaign, aides sent more than 7,000 different messages. Over that same period his team sent 2077 voice messages. Obama and his team acknowledged that it was important that they communicated and started relationships with voters.

Yet just the other day a recruitment business owner told me that email marketing would not work for recruiters. This was from a man who has never used email marketing and is doing what the majority of recruitment business owners do i.e., just cold calling.

The reality is the successful 18% of recruitment business owners acknowledge that the world has changed virtually beyond recognition in the last 10 years (i.e., facebook (’04), youtube (’05), iPods (’01), 9/11 (Bush (’01-’09), credit crunch (’07-’10) and are generating business and growing their recruitment business using these tools. Despite this the masses are still making those cold calls and in most cases wasting their time as the people that they are calling are not interested in their recruitment service.

I’m not saying that cold calling doesn’t work for recruiters, but just for a minute imagine that you were also using the 14 other methods for acquiring clients and each method generated only 10 leads per month. This would generate 140 leads per month. What would that be worth to you and your team?

The fact of the matter is this…

If you don’t get with the program and adopt the new paradigm of how to market your recruitment business and attract clients in 2012, you might as well give up and go and get yourself a J.O.B. (just over broke)

You need to discover:

– Internet marketing
– Capturing leads from your website
– Social media
– Becoming a “key person of influence”
– Pay Per Click on Google and LinkedIn
– how to build a database
– Systemising referrals
– Email marketing
– Skype marketing

But out of all of them, the most important is building a database of potential clients who have a need for your recruitment service, and building a relationship with them.

Do what successful recruitment business owners do and you will get what successful recruitment business owners have.
Wishing you continued success,

Terry Edwards

Yes I would like to discover what the successful few are doing – click here

I am sorry

September 26, 2011

I am really sorry this is late; you should have had this on Thursday 22nd September 2011.

You see, last Thursday YOU as a recruitment business owner had exactly 100 days left to achieve your goals for 2011

100 days, where has the year gone?
How are you doing against your goals?
The fact is, there is now only 95 days till the end of the year!

It is a fact of life.

Most Recruitment Business owners don’t have a powerful and compelling goal. In a survey carried out last year, it was found that only 6% of the Recruitment Business owners who participated had a compelling goal.

Sure, some Recruitment Business owners when asked about their goals would say “We just want to survive” and guess what? They just survived!! A small minority had inspirational goals such as “We will grow the business by 40% and recruit 4 consultants in the next 12 months. It’s been said, time and time again.  Unless you know where you are going, how will you know when you get there?

In May of this year, I received a phone call from a Recruitment Business owner and she said “I am really frustrated”.  I took the advice of the entire business advising community who all advocate having a well defined goal, yet here I am in October and I am still way off target.”

Does that sound familiar to you?

It is hardly surprising, since most Recruitment Business owners were never taught how to create a goal or construct a plan in a way that makes sense and that has a purposeful intention leading to definite achievement of a business goal.

Creating a compelling vision and having the proper mind-set are also important, but these alone won’t take us to the realisation of our goal unless we know HOW to properly create a plan to achieve it, and then act upon that plan.

Does it make sense? Think about it… if your goal was to get fit one day, do you really think you would really get fit? Not anytime soon, that’s for sure. So you just keep on day dreaming endlessly about being fit.
If you want to learn how to properly develop a plan of action that will take you to your goal successfully every time, be prepared for a treat.

Consider this idea…

What would happen if you were to team up with someone you respected, perhaps another Recruitment Business owner from a non competitive sector and they were with you 7 days a week, for the next 100 days while you go about working on YOUR goals?

I can guarantee three things would happen….

  1. You would START doing the things you say you need to do.
  2. You would STOP doing the things you know you should not be doing.
  3. You would MAKE monumental performance gains and achieve YOUR business goals.

How is this possible?

Through the power of accountability!

You see at the moment you know what you should be doing, in fact you often say “I should do this and I should do that”. In fact, all you end up doing is “shoulding all over yourself” because if you don’t do what you say you are going to do, there is no one to point a finger at you and say “have you”?

Accountability will serve your character, as well as your credibility.  More importantly, it will get you to accomplish all your goals for the last quarter of this year and for future years.

What stops most people from accomplishing their goals is one thing:  Their lack of accountability.

How can someone that wants accountability get it?

Here is one way:

  • Go and create a “Mastermind” Group of like minded individuals who will make you accountable for your goals and actions for the next 100 days
  • Create powerful and compelling goals for the next 100 days
  • Decide on the price you are going to have to pay to achieve this goal
  • Write down why you must achieve this goal

Then answer this question honestly.

“What must you do that you are not doing now, that if you were to do would ensure you achieve your goal”?

Be specific with your answer. Saying you are going to work harder is not enough. What does working harder really mean? How many more clients will you see? Precisely how many candidates will you interview? Exactly how many marketing letters will you send out in the next 100 days?

There are only 95 days left, Please STOP thinking about what YOU should do. Go and take ACTION NOW.

Is this you?

September 19, 2011

I went to see my niece Isabella this weekend, she is 3 years old and fascinated by Elephants. So as a treat I bought her a DVD about elephants in a zoo.

Upon watching the DVD, it reminded me of some Recruitment Business owners and how you are stopping yourself from being successful.

Perhaps the following story will put everything into perspective…

Think about a newborn elephant at the zoo or the circus. The first thing the keepers do is drive a huge steel stake deep into the ground and attach a heavy rope to it. The other end of the rope is tied around the back foot of the baby elephant. The baby struggles and strains pulling against the rope trying to break free.

After many attempts, it learns through repetition that the effort is futile and it finally gives up. It now “believes” it can never break free and the end result is that it stops trying. From that point forward, the steel stake and massive rope are no longer needed.

If you look at the adult elephants nearby, you will notice they are also tethered to a stake, but in an entirely different way. Instead of a steel stake, there is a small wooden stake. Instead of a massive rope tied around the rear leg, there is a flimsy piece of string. That alone keeps this massive animal in its place.

These elephants have been mentally conditioned to “believe” they cannot break free of their constraints, so they don’t even try. They “believe” they will never break free of the rope, and that belief leads to a specific “action” which is to stop wasting energy pulling on the rope and that leads to a specific “result”, which is to keep the elephant in place using minimal restraint.

Why you need to know this?

Is the mentality of the majority of Recruitment Business owner any different?

Recruitment Business owners have been mentally conditioned to behave a certain way. They have specific beliefs, such as “in order to make more money, I have to work harder”. “Money is the root of all evil”. “I must make more cold calls”. “I have to find top performing recruiters to join me”.

Their belief leads to a specific action which is to work more hours and put forth more effort in a vain attempt to increase revenue and profits. That leads to specific results which are feelings of being overwhelmed, anxiety and frustration that more and more effort is required, even though results don’t seem to appear and in most cases, diminish.

Recruitment Business owners don’t have a clue how to remove the mental barriers that are sabotaging their success. They need to get laser-like focused on their highest income producing activities and learn how to hire, assign, delegate or barter their non income-producing and less productive tasks. Most importantly, how to implement a marketing plan that generates leads easily and effectively.

• What if you could do the same thing?

• What if you could discover a proven and tested process that could double your revenue?

• What if you could remove the mental barriers that may be sabotaging your success?

• What if you could get laser-like focused on your highest income producing activities?

How can you learn to develop these critical skills that can revolutionize your Recruitment Business?

What we have discovered over the years is that only 5% of Recruitment Business owners are able to achieve all that they truly desire. But, here’s the thing. These 5% have completely different beliefs.

One of our clients has grown their business to 60 consultants in 5 years. They’re no cleverer than the other recruiters, there not better looking or born with a silver spoon. What they do have, is very different beliefs to most recruitment business owners

One of those beliefs is success is a choice.

Postitive Attitude

July 21, 2011



Because I’ve realised that every one of my clients who I have been working with for the last three weeks is are making breakthroughs in his/her recruitment business. Why is this?

Positive Attitude

Ask just about anyone in sales when the ABSOLUTE BEST TIME to call a prospective. They will quickly tell you that it’s right after they closed a big sale. You see, when things are going right, they keep going right. There is a much higher conversion rate experienced when they’re coming off of a success.

And that is down to ATTITUDE. . This is the thing that I consistently check for in my clients. When I meet a client for the first time that is what I am looking for. And don’t think that I’m the only one checking for this, so are every one of your clients and customers and your team.
Let me give you an example…….

“Anna” is not doing well in her recruitment business. She has been calling people, but she just isn’t closing any deals. Just ask Anna “How’s business?”. The response is an absolute TIRADE about how LOUSY the economy is, no one is recruiting, how the news on TV is SO DEPRESSING!!! I’ll bet you just can’t wait to talk to Anna again!!!

“Sandra” on the other hand, is also in the same town, not doing terribly well during this quarter, but never shows anything but a smile. The worst you’ll ever hear from her is “Everything’s OK, No Big Complaints” (even if she’s really having a tough day). When things are going well, she’s got a smile like sunshine, and still makes sure that the majority of the conversation is about you, not her.

Who would you rather do business with? Here’s my observation on this, most people would rather do business with the recruiter with the positive attitude.

Your attitude determines how you respond to failure, rejection; let downs, rainy days, bad service at a restaurant or even someone who cuts you off in traffic. At the same time your attitude determines how you respond to the successes in life.

You can’t do anything about the weather the economic climate, the fact that a candidate has not turned up for an interview, or client not returning your call.

The good news is that you can do something about your attitude to those challenges.