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Have Your Cake And Eat It Too - Billing 7-Figures While Taking Half The Year Off - Jordan Rayboy
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Have Your Cake And Eat It Too - Billing 7-Figures While Taking Half The Year Off - Jordan Rayboy


Setting PR’s in cash-in and vacation time don’t have to be mutually exclusive. If you don’t get to enjoy your life, then what are you working for anyway? In this session, Jordan will lay out the …

Setting PR’s in cash-in and vacation time don’t have to be mutually exclusive. If you don’t get to enjoy your life, then what are you working for anyway? In this session, Jordan will lay out the structure of his high-profit, low-headache search firm that prioritizes freedom and flexibility over the traditional infinite growth paradigm. He’ll share his strategies for:

Enabling and empowering your team to run your desk without you
Maintaining and growing your pipeline while you are away
Remotely managing and incentivizing your team’s performance
Developing client relationships and key accounts
Producing activity like a machine when you do work
Put all pre-conceived notions aside of what you think this business has to look like, and learn how to design it with your life’s priorities in mind.

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  • 1. HaveYour Cake And Eat ItTooBilling 7-FiguresWhileTaking HalfTheYear OffJordan
  • 2.  Summer job in May 2000 6+yrs MRI -Rgl ROY, 3-time Rgl AE-OY,Top 10WW in 05 out of 4,000+ 6+yrs running RayboyIS Over $8M career cash-in Pinnacle Society 2009, BOD 2011,Member Education Chair 2012 Specialize in a specific niche withinIT- data storage, virtualization,infrastructure
  • 3.  Worked hard first half of the year until Fordyce Q3- Europe for 18…er…23 days Q3- Canada for 6 weeks
  • 4.  Q4- home working hard Philly 10 days during holiday Q1- Home w/ broken pelvis (working hard) Q2- Santa Barbara, Coachella,Vegas, UT, CO
  • 5. 2012 45 PLBillings$1,226,104.5Cash-in$1,175,570.52013 (YTD) 22 PLBillings$468,433.00Cash-in$461,967.00 Pay out approximately 25% for commissions/payroll Put away 25% for taxes Put away 25% for savings Have 25% for operations/expenses (fun!)
  • 6.  90% to get billings to cruising altitude 10% to maintain
  • 7.  What makes a key account? Up, Down, Left, Right Befriend HR ClientTestimonials Get on CEO’s calendar (Joel Slenning)
  • 8.  Work with people you like Meet clients face to face Thank them for the business Do some things for free KIT quarterly
  • 9.  Focus on niche JO’s that leverage Recyclability Planning- PC builds rollup list and writes massemail If necessary, Researcher sources additionaltarget candidates (LI, boards, etc.) Day 1- Researcher sends mass, handle responses Planning- PC reviews responses, stack ranks Day 2- PC calls best prospective candidates Usually presenting candidates within 48-72hours
  • 10.  Niche / Leverage recyclability to fill it fast? Open line of communication Sense of urgency Realistic Expectations CompetitiveComp Stream-lined hiring process Relationship with HM Quality of employment value prop (sizzle) Exclusivity or Retainer
  • 11.  Stay on front lines (Mike Kittelson) Research your industry Bring unique insight to conversation
  • 12.  Phone time- goal of 6+ hours/day Planning Execution
  • 13.  Rule #1- Plan during PlanningTime! Enter all notes/new names Scheduling calls Write all scripts Social networking Administration Daily industry research
  • 14.  What’s yourWHY? What’s it cost? How do you get there? Ratios Hot-sheet / Points-sheet
  • 15.  Peer Group Invest in yourself Branding & SEO Be Proactive Sense of Urgency Always close for the next step Focus your time on high $ activities
  • 16.  What’s your time worth? BD & relationships w/ decision makers Air traffic control Close deals Delegate EVERYTHING else!
  • 17.  Need a team (virtual is ideal) Do these things ALLTHETIME! Repetition keeps business going whileyou eat cake When you are always on vacation, youare never “on vacation”
  • 18.  Jordan- CEO/Rainmaker Jeska-VP of Ops Christina- Admin/Researcher Amy- PM Mark- PM / Search Consultant
  • 19.  KeyAccounts call you KIT w/ ALL Hiring Managers at KeyAccounts HR can feed you Call all referred leads
  • 20.  Have PM do the write-up to presentcandidates to clients and send to you forquality control Have Researcher constantly fill your databasew/ candidates from industry leadingcompanies your clients want to hire from Empower PM to ask Researcher for morecandidates on a particular search whenneeded
  • 21. Conference calls together- always have PM… Answer client’s questions about candidatebackgrounds when presenting candidates Share candidate feedback to the client whendebriefing on interview Pre-close candidates on money and timing Pass baton back to you at end Debrief to provide coaching/feedback
  • 22. Train PM how to: Take a JO Flip a recruit call to a JO Flip a reference check call to a JO Develop relationships w/ KeyAccounts, andask for additional needs
  • 23.  Review entire hot sheet Agree on what searches for PM to prioritize Agree on what searches for Researcher to sourceon Delegate new work to a PM Track metrics to weekly goals
  • 24.  Discuss progress for day on assigned searches Review candidates to send to clients Discuss any obstacles or objections PM running into Discuss any challenges with hiring managers Discuss any deals near final stages that I need to getengaged with Decide which searches to work on next day so PM canplan them accordingly Discuss what positions we need researcher to sourceadditional candidates for
  • 25.  Eat what you kill Pay PM higher commission for running clientside of process Pay PM higher commission for JO’s they sourcefrom existing clients Pay researcher commission on all candidatesadded for life Contests for percentage over metrics goals
  • 26.  Begin w/ the end in mind Build your desk Build your team You can have your cake AND eat it too!