Ask Barb: Hiring New Recruiters

Dear Barb:

I am a new owner and need to begin hiring recruiters. Can you provide me with a profile of individuals who do well in our profession? Should I look for someone who already has a book of business?

Susan E., Milwaukee, WI

Dear Susan:

It’s important to realize that we are in a sales profession. Individuals who do well in the staffing and recruiting profession are usually over-achievers who have done well throughout their life. If they have been an over-achiever for someone else, chances are they will also be an over-achiever for you.

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I hire individuals who have sales experience, a track record of success and who want to sell. I find that individuals who have hotel, retail, and outside sales experience do very well in our profession. Actors and actresses also make great recruiters because they are excellent at improv. I also like to hire individuals who have successfully competed in sports because they are open to being coached. Write a job description, set up minimum standards, write specific expectations, and develop a hiring process. You can’t make someone a top producer in our profession, you hire them.

Barbara J. Bruno, CPC, CTS

Would you like to Ask Barb a question? Email her at Each month in The Fordyce Letter print edition, Barbara Bruno answers questions from individuals in the Recruiting Profession. We will bring you some of these Q&A responses from Barb each week on

Barb Bruno, CPC, CTS, is one of the most trusted experts, speakers, and trainers in the Staffing and Recruiting Professions. If you want to receive FREE training articles from Barb, sign up for her NO BS Newsletter! Barb has spent the last twenty years focused on helping Owners, Managers, and Recruiters increase their sales, profits, and income.

Her Top Producer Tutor web-based training program jumps-starts new hires and takes experienced recruiters to their next level of production. Barb's cutting-edge program, Happy Candidates, provides you with a Customized Career Portal in less than 10 minutes. Happy Candidates allows you to help the 95% of candidates you don?t place and eliminates the greatest time waster in your business.

If you'd like to contact Barb, call (219) 663-9609 or email


2 Comments on “Ask Barb: Hiring New Recruiters

  1. This is a fake question. If you’re starting up a recruiting biz, you’d already know the answer. Stop wasting our time, Bruno.

    1. If it were a “real question” asking the same thing (it’s a common area of inquiry for recruitment managers as you probably know), would that mean that you had made better use of your time in reading the answer to it?

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