5 Things I've Learned Recruiting for 5 Years

Happy New Year Everyone!

One thing I've always wanted to do is start a blog, or newsletter I guess they are now called. I've been professionally recruiting now for the last 5 years. Before I joined the insurance industry, I worked for a recruiting firm that helped find professionals for Fortune 500 companies like Caterpillar, American Airlines, Delphi, Ford, and GM. I've found that recruiting Independent Contractors or Business Owners is the same. Basically, everyone is looking for the same key characteristics in who they decide to partner or work with.

Just like when I worked for a recruiting firm, the insurance industry has multiple companies with people like myself promising that they'll do the same things for candidates. I plan on using this newsletter to talk about different types of recruiting and personal lessons that I've learned and will continue to learn.

Today, I will share the 5 key things that I have learned recruiting various professionals and how I've been able to build long lasting relationships.

1. Building Relationships is Key

Before you begin to sell your company or yourself, you need to build a relationship with the person that you are wanting to recruit. The first 10, 15, or 20 minutes should be spent getting to know them their families, and other important things in their lives. One question that I ask everyone during my first meeting with them is, "What makes your heart sing?" Almost every time, they take a step back and ask for clarity. The point in me asking this question is wanting to know why they do what they do. There are reasons people decide on the careers they have or do the things they do outside of work. I want to truly get to know what makes them tick and how they became who they are.

When I'm getting to know them and walking through basic conversations, some questions of mine are answered such as:

• When is their birthday?
• What is their partner's name?
• What sport teams do they like?
• What places do they like to eat at?
• and so on...

I keep track of this information and follow up with them regardless if they are a business partner of mine or not. Having this information has helped me stay in touch with so many people and build long lasting friendships. If I'm going to a certain town they are from or have visited, I ask for recommendations. If I see their favorite team in the news, I'll send a message. On their birthday, they typically get a card, phone call or email. In a industry, where I have 50+ other people like me vying for their attention, I want to stand out and show that I truly care for them and want to build a relationship.

The first two people I helped get a contract with at Caterpillar are still very close to me till this day. We send messages of support on LinkedIn, share different job opportunities we found that could be a fit for one another, talk about our families, and take jabs at our favorite teams. It's been almost 6 years since I started these relationships and over 5 years since I've worked for the recruiting firm. I'm blessed to have these relationships and hope they'll continue for many years to come.

2. Know Your Stuff

You have to know your stuff to be successful in your role. You may have the relationship, but if you don't know what you are doing, you will never be successful. When I started in the insurance industry, I wasn't given much training. I was given the packets and information that I needed and told to build the plan and process. I did just that.

My first 6 months in the industry was spent meeting anyone and everyone I could and pitching them the opportunity. Most of these people were not a good fit but I still met with them so I could work out how I would present to someone that I really wanted to go after.

By going through over 100 interviews in that first 6 months, I built my plan, rhythm and was prepared to meet with and sell the opportunity to well qualified professionals.

I'm always taking part in company and industry training too to stay on top of my process. Things change and we have to change with them.

3. Always Be Honest

This one should be self explanatory but I've seen people not be truthful time and time again so I have to explain. When you are recruiting someone always be honest in your expectations of them and set up what your expectations will be too.

When I was meeting with the 100 people I mentioned earlier, I knew that they may not be the best fit. I had programs for them though if they wanted to give it a shot. Also, in those meetings, I found many superstars that are building their success story 5 years later. In every meeting though, I was honest about what the role was and how much work had to be done in order for them to be successful. Being an Insurance Agency Owner isn't easy and by the end of every meeting I made sure to spell out the role so well that it was either a yes, let's move forward or let's just stop here and part ways.

Being honest helps me not waste my time or the candidates time and it's the right thing to do.

4. Do What You Say You Are Going To Do

This one is another no-brainer but has to be explained.

If you say you are going to do something for a candidate or someone in general...just do it.

You expect the same things out of candidates, colleagues, friends, and family. How can you expect someone on your team to follow through on their goals and objectives if you can't meet yours? Plus it's honestly lazy to not follow thorough.

A mentor taught me a phrase that I think should be on the walls of every school and business, "Respect is a two way street, from me to you and from you to me."

If we all follow this golden rule than we would all be better at what we do.

5. Be Yourself

You are special and can offer a lot. People will know if you are feeding them canned lines or just trying to get a submission in to meet a goal. Share who you are and why you are the best person to work with. Trust me, it'll help you stand out in the crowd of the thousands of recruiters out there who are just focused on hitting their numbers.

Find what makes you special and unique then show that to everyone. Get to know your candidates too and what makes them tick. Like I mentioned earlier, you will start building some amazing relationships because of it.

The best advice I can give you is to not be afraid of who you are and what you bring the table. Someone saw something special in you to give you the chance. Now it's your turn to take this opportunity and run with it and outperform every expectation they had of you on day one.

Hope you enjoyed my short thoughts. I'm looking forward to sharing more and building relationships with all of you. Have a great weekend and I'll see you in two weeks!

-Anthony Gardner