What are the three things that lead to more placements?
Simple: sendouts, sendouts, and sendouts!
Definition: a sendout is an interview between a client and a candidate.
Do you have trouble tracking numbers and activity? If you said “Yes,” you’re not alone. All trainers, including myself, stress the importance of tracking numbers, such as time on the phone, number of connects, number of sendouts, job orders, etc.
But if you asked me what is the number-one activity that you MUST track in order to move beyond mediocre production, it would, without a doubt, be sendouts.
I remember that when I started in the business, it took me several weeks before the light bulb went on. My manager said, “Gary, the sendout IS the sale in this business.” Prior to that, I thought I was supposed to be making lots of calls, trying to fill jobs, returning calls, reading resumes, posting jobs, etc., but I didn’t have a laser-like focus on tracking and increasing sendouts.
So, how many sendouts should you have per month? The answer depends upon your niche and your sendout-to-placement ratio. A good sendout-to-placement ratio is in the area of 4:1 to 8:1. Higher than that means your quality needs to be improved. Lower than that often means that you’re playing God and leaving money on the table.
Here are some general guidelines regarding the number of sendouts per month:
Average Recruiter: 7-12 per month (depending upon niche)
Above-average recruiter: 13+ per month
Excellent recruiter: 17+ per month
How about focusing on just these two things for 90 days:
1. How can I significantly increase the amount of sendouts I get each month?
2. What do I need to do to stay in a 5:1 to 8:1 sendout-to-placement ratio?
If you typically get one placement for every seven sendouts, all you need to do is get 14 sendouts per month and you’ll make two placements per month. At an average fee of $17,000, that would be $400K in production each year.
Not bad, eh?
Laser-like focus on sendouts is one of the most important attributes of all big billers. If you do everything else wrong, but can get consistent sendouts and stay in the 5:1 to 8:1 close ratio range, you will make more placements. To stay focused, ask yourself this powerful question that I heard from Danny Cahill every morning, “What’s the fastest way to my next sendout?”
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Gary Stauble, a guest writer for the Top Echelon Recruiter Training Blog, is the principal consultant for The Recruiting Lab, a coaching company that assists firm owners and solo recruiters in generating more profit in less time. For more information or to schedule a complimentary coaching session, visit The Recruiting Lab’s website or call 408.849.4756.
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