How to Elevate Your Desk Production to Extreme Heights

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Presentation from the Fordyce Forum 2012, presented by Joel Slenning.

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How to Elevate Your Desk Production to Extreme Heights

  1. 1. Joel  Slenning   CEO  ICON  Staf2ing  Network    Using  the   Power  of  Three,  the  LER,  and   Language  Power  to  elevate  desk  level   production  to  extreme  heights!   (888) 777-5973 iconmedicalnetwork.com
  2. 2. Joel  Slenning  •  Started  recruiting  career  in  1999  •  Joined  MRI  in  2002  •  Top  Ten  Producer  for  8  of  the  9  years  •  Team  AE  of  the  year  in  2004  •  Career  billing  to  date  $10.9  million  •  Currently  run  a  desk  in  Healthcare  IT  as   well  as  being  the  CEO  of  ICON.  
  3. 3. The  Art  and  the  Tactical  •  There  are  two  pieces  to  the  science  of   recruiting,  The  Art  of  Recruiting,  and  the   Tactical  Art  of  Recruiting,  both   completely  different,  but  when  blended   in  a  balance  together,  create  more  power   for  an  individual  than  any  recruiter  that   only  knows  how  to  use  one.
  4. 4. The  three  major  components:  •  The  Power  of  Three  and  how  to  use  this  simple  technique  to   dramatically  improve  your  S/O  to  placement  ratio.  •  The   LER  what  it  means,  and  how  to  use  it  to  your  advantage  and   immediately  improve  you re  listening  skills  in  order  close  more   deals.  •  Language  Power  and  the  discovery  of  how  Psychology  and  the   use  of  proper  listening  skills,  then  word  skills,  bring  in  a  far  better   candidate  to  your  searches  than  ever  before.  •  True  client  retention  strategies..  What  works,  what  doesn t  and   how  to  gain  exclusive  rights  to  each  JO  that  comes  from  your   current  client  base.  
  5. 5. The  Power  of  Three  •  De2ine  the  Power  of  Three  •  Using  the  Job  order  in  order  to  begin  the   steps  with  the  Power  of  3.  •  How  to  manage  the  JO  and  the  hiring   manager  with  the  power  of  3.  
  6. 6. The  LER  tool  •  LER  stands  for:  •  Listen  •  Evaluate  •  Recommend  •  How  do  you  use  it?  
  7. 7. Language  Power  •  Language  Power  and  the   Control   Point  Script.  •  How  and  when  to  use  this.  •  How  do  you  set  it  up?  
  8. 8. Client  Retention  •  Speaking  with  CEO  •  Treat  every  hiring  manager  as  the  individual   client  •  Penetrating  each  client,  goal  5  hiring  managers   per  company  •  Philosophy,  capture  all  the  staf2ing  needs  for   each  company  you  work  for,  or  all  the  hiring   needs  for  each  client  manager.  •  Video  interviewing  in  order  to  move  the   process  along.  
  9. 9. YOU!  •  Success  in  this  business  comes  from  what   you  say  2irst,  not  necessarily  what  you  do   2irst,  but  de2initely  what  you  say  and  do   later…  •  Your  success…and  your  plan  for  it.  •  How  you  treat    you..  •  What  you  bring  to  the  table..  
  10. 10. Contact  info:   Joel  Slenning   888-­‐777-­‐5973  joel@iconmedicalnetwork.com      

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