Once I had the honor of coaching a recruiter (I’ll call him David) who wanted to bill $1,000,000 in one year. He called Paul Hawkinson, then the editor of … Read more
Bob Marshall began his recruiting career in 1980 when he joined MR Reno, NV. In 1986 he founded The Bob Marshall Group, International, training recruiters across the nation as well as in the United Kingdom, Malta, and Cyprus. In 1996, he returned to working a desk full-time, while continuing to train recruiters. In late 2011, Bob will begin licensing his proven training system in selected U.S. and international territories.
To learn more about his activities and descriptions of his products and services (including the Double Production-guaranteed program), contact him directly at: 770-898-5550, www.TheMarshallPlan.org, or bob@themarshallplan.org.
The Simple Brilliance of the “I have arranged” Strategy
Author’s note: I am often reminded of Big Biller tactics that work so well they bear being repeated regularly. Such is the technique that leads to a … Read more
There’s Still Plenty of Time to Become a Big Biller
All of us come to our business lives with certain gifts. When we apply those gifts, we can become successful. When we realize that we don’t possess all of … Read more
What To Do When Your Office Is In A Malaise
You got into this business years ago. You listened and learned and you became successful. Over the years your billings grew. Some of you decided to add … Read more
Why the December Holidays Are Great for Recruitment
Years ago a recruiting colleague of mine and I had a difference of opinion. We placed in exactly the same specialty niche, but we disagreed about which … Read more
The Unemployment Rate For the Candidates You Want Is Zero
Note: This is an excerpt from a longer newsletter article that Bob Marshall sends every month after the U.S. Labor Department issues its monthly employment … Read more
“The Phone Rang…” Closing and the Classic Closes, Part 3
In the third and final installment of the “Closing and the Classic Closes,” we will cover the final five of the fifteen closes. They are: Tie Downs; … Read more
“The Phone Rang…” Closing and the Classic Closes, Part 2
In this, the second installment of the “Closing and the Classics Closes,” we will discuss five more Closes and how you can use them on your desk. They … Read more
“The Phone Rang…” Closing and the Classic Closes, Part 1
The phone rang. When I answered, the caller was anxious. He was very close to putting a deal together, but was stuck in the hiring process. I suggested he … Read more
“The Phone Rang…” Lessons From Robocruiter, Part 4
Editor’s note: Last week, we gave you part 3 of “The Phone Rang…” Robocruiter series. This week we continue this short series from … Read more
“The Phone Rang…” Lessons From Robocruiter, Part 3
Editor’s note: Last week, we gave you part 2 of “The Phone Rang…” Robocruiter series. This week we continue this short series from … Read more
“The Phone Rang…” Lessons From Robocruiter, Part 2
Editor’s note: Last week, we gave you part 1 of “The Phone Rang…” Robocruiter series, “The Total Account Executive.” … Read more
“The Phone Rang…” Lessons from Robocruiter, Part 1
The Total Account Executive The phone rang. I answered and boy was I surprised. At the other end of the line was someone I hadn’t spoken to in quite a … Read more
“The Phone Rang…” The Success Pyramid
The phone rang. It was Craig, a recruitment firm owner from Westwood, California—home of my alma mater, the University of California, Los Angeles (UCLA). I … Read more
“The Phone Rang…” Objection Responses
My phone is ringing off the hook. More calls than I can remember receiving in a long time. Good news. The recruitment marketplace is heating up again. The … Read more
“The Phone Rang…” How To Acquire the Right Attitude
I caught myself staring out the window at the front pasture so icy and desolate in the late winter afternoon. It had been cold lately…unseasonably cold for … Read more
“The Phone Rang…” The Classics of Planning & Organization
This time when the phone rang, I knew who was calling. Benjamin was punctual and anxious to get started. During our last session, Ben and I had covered two … Read more
“The Phone Rang…” Goal Setting
The phone rang. I answered. A new client started to unburden himself. His name was Benjamin. He was concerned about his somewhat anemic production in this … Read more
“The Phone Rang…” Recruiting the Candidate
This time the phone rang after hours. Lucky for me I was working late and answered the call. It was from one of my favorite students. She was having … Read more
“The Phone Rang…” How to Qualify the Job Order
A student of mine called the other day. He had spent all week conducting a concentrated marketing campaign and had written a few new Job Orders. He was now … Read more