Motivation Secret: “So What? Now What? Next!”

Dear Barb:
I’m finding most of my candidates impossible to represent. They no-show interviews, don’t show up on their start date, or fall-off. I’m often afraid to pick up the phone because I don’t want to deal with another issue. My boss says to immediately pick up the phone, but it’s not easy with all the disappointments slamming me. How do I stay motivated?

Alexander B.
San Francisco, CA

Dear Alexander:
You would have so much more time to focus on success if you adopted this attitude, “So what? Now what? Next!”

We deal with human beings on both sides of the sale which is the greatest challenge of our profession. The next time you have a no-show, no-start or fall-off, remind yourself that you have 100% control over how you choose to react.

Top producers limit the time they spend on issues they cannot control. When a problem occurs, you need to review each step of the process to see if you could have done something different. Once that is completed, focus on results oriented activity. In recruiting, we have to see obstacles as opportunities and learn from them.

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You can’t allow others to control your destiny. Immediately focus on solutions and continue to represent talent that will result in production.

Barbara J. Bruno, CPC, CTS

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


1 Comment on “Motivation Secret: “So What? Now What? Next!”

  1. I can relate to Alex. My first deal ever was for 36k and the guy backed out two days before starting because his wife hurt her foot. HAHAHAHA! Funny now, but till this day I carry a little fear with each call. I don’t know how long Alex has been working but regardless he should go back to kindergarten and learn his ABC’s: Always Be Cualifying. Not to be confused with “Closing” because if you haven’t qualified and screened out the smoke then you will NEVER close a reluctant candidate.

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