Dear Barb:
I recently attended a conference where you participated on a panel. I felt you were the most honest and straightforward person on the panel, and loved your honesty. It was refreshing to hear a trainer who admits they were not an instant success. I had a terrible first year, but I’m doing much better now and would love to ask you for the best advice you would offer someone trying to increase their production and income.
Thank you for always being authentic and for always giving us ideas we can easily use.
Kathy P. Indianapolis, INDear Kathy:
If I could only give someone one piece of advice, it would always be the same. Focus on consistently increasing the number of sendouts you schedule. My definition of a sendout is a first interview (either phone or in person) between a candidate and a hiring authority.
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Nothing happens until you get your candidates in front of hiring authorities. In order to schedule a sendout, you need a candidate and a job order, temp assignment or contract. When you place your focus and attention on booking new sendouts daily, everything else falls in place. Each month, attempt to increase the number of sendouts you schedule.
Once you know your sendout to placement or sendout to fill ratio, you can accurately predict your production and income. You also know the exact number of sendouts you need to schedule in order to consistently hit or surpass your goals. That is when this career is most enjoyable!
Barbara J. Bruno, CPC, CTS
