Hi I’m Nicky Coffin from Centred Excellence where we help recruitment business owners, managers and independent recruiters increase their results by 50% to 250%.

Now this weeks question comes from Ed who writes:

“I have had a run of bad luck recently, 2 big placements that were due to start dropped out and I spent so much time

focusing on making those placements that I took my eye off my business development so I now don’t have any pipeline.  I feel really down at the moment and I am struggling to pick myself up again. What can I do to get myself re-motivated and back on track?”

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So Ed, I hear you and know that you are not alone.  This is one of the biggest challenges I hear when working with business owners or team managers, people doing the same job as you… they find it really difficult to bounce back quickly from these ups and downs. So if they have had a bad call from a client or a candidate letting them down at the last minute, it can sometimes throw them off form for the whole day. This not only leads to their billings becoming inconsistent,  they experience the yo-yo results effect, but they become de-motivated and it also has a real knock on affect to those around them.

Most people are destroyed by setbacks in their lives.  Not necessarily by a huge one, but by lots of little ones. The thing to realize here is that these problems are not really the problem – the problem lies within you and your mind!

One of the reasons so many recruiters do realize their real potential is because they are not able to deal with setbacks.

You go into recruitment and start your desk and something happens – you try something and it doesn’t work, or your customer gives you hell.  Whatever it may be – well that’s a setback that has to be dealt with.

Most setbacks can be dealt with but here’s the issue – when we hit setbacks, when we hit problems it tends to impact our state of mind – doesn’t it?  So you are rolling along and doing OK, then something happens and you feel lousy.

And when you go into that lousy state of mind, isn’t that the least likely state of mind to produce the response from you that’s going to get you out of the problem.

And what happens is people go into these loops – a psychological loops, something happens, you feel bad then you don’t take the action you need, and you feel worse and you end up on this never ending loop.

The opposite of that is that something happens in your life and you know it is a setback but you are able to control and influence your own state of mind.

The good thing is that this doesn’t have to be the case.

business_celebration_arms_up_11338Great recruiters are pretty good at influence, they are pretty good at influencing other people – your customers and candidates, your team – you might even need to influence the people in your life to let you work strange hours and that kind of thing.

So we tend to be good at influencing people, but you know what they core skill is being able to influence yourself.  If you can influence yourself effectively so that when things happen you can still stay in control of your own state of mind that is v v powerful.



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By realising that we can chose how we react to situations means that we can chose a response that is much more useful for us.  By choosing a more resourceful response that works better for us in turn creates a better result.

For example, if a candidate that drops out of a job, you could chose to take the situation as a learning experience.  Ask yourself, what feedback has this experience given you that makes you a better recruiter?

Sometimes it may take a little more effort to change your state of mind, however, when you consciously ask yourself “what would be a better choice of response for me? “  Your mind will give you the answer…

The Key is this:

Your Thoughts and Feelings Determine How You Act and the Actions You Take Ultimately Determine Your Results.

Here’s a short story that may help you with this…. This is taken from Jack Canfield, multi-millionaire businessman and author:

“…in 1969, only one year out of graduate school, I had the good fortune to work for W. Clement Stone.  At the time he was a self-made millionaire worth $600 million.  He was also America’s premier success guru.  He was the publisher of Success magazine, author of The Success System That Never Fails, and co-author with Napoleon Hill of Success Through a Positive Mental Attitude.

When I was completing my first week’s orientation, Mr Stone asked me if I took 100% responsibility for my life.

“I think so.” I responded.

“This is a yes or no question, young man.  You either do or you don’t.

“Well, I guess I’m not sure.”

“Have you ever blamed anyone for any circumstance in your life?  Have you ever complained about anything?”

“Uh… yeah… I guess I have.”

“Don’t guess.  Think.”

“Yes, I have.”

“OK then.  That means that you don’t take 100% responsibility for your life.  Taking 100% responsibility means that you acknowledge that you create everything that happens to you.  It means you understand that you are the cause of all your experience.  If you want to be truly successful, and I know you do, then you will have to give up blaming and complaining and take total responsibility for your life – that means all your results, your successes and your failures.  This is a prerequisite for creating a life of success… you see, Jack, if you realise that you have created your current conditions, then you can un-create them and recreate them at will.  Do you understand that?  Are you willing to take 100% responsibility for your life?”

“Yes sir, I am! – and I did.”

Jack Canfield, Co-Author of Chicken Soup for the Soul.

So watch out – next time something happens, don’t go into this loop that most of society is stuck in – which is that events and people outside of your control are responsible for how you feel.  That isn’t how the human mind works, but everyone will tell you that’s how it is.   It’s what’s going on in your head that influences your results – and you can control your mind and therefore your results.   You can always chose a different response!

That’s our recruitment training tips for today and if you want to learn how to set up your business, so that it stops under-performance once and for all, then join my free webinar:  The 5 Secrets Our Clients Use to Build 7 & 8 Figure Recruitment Businesses

I look forward to seeing you next time!