1. CANDIDATE CONTROL - Nobody can read your mind!! Explain to them what you do…(I am a headhunter that works

with real estate developers in) and then explain your process (we are a retained firm and will never try to “Jerry

McGuire” you…) Listen; do you have a few minutes to chat? I am calling you about a specific position, unlike other

recruiters that just try and throw things against the wall and see if they stick!! USE YOUR PRESENTATION HERE…

2. CONFIDENCE – MAKE YOURSELF CONFIDENT
You need to be closing on every call. If you make 100 calls you better land at least 3-5 candidates.              

                
**TELL THE CANDIDATE… please don’t take this the wrong way, I am not trying to be cocky or arrogant but candidly I

don’t need you, I have people in the process right now but my client is interested in you. I have been paid

already and we’re going to make this placement with or without you.

3. HOW TO REEL A CANDIDATE IN – Always ask the candidate “what’s it gonna hurt?” and  “ whats it gonna hurt

for you to sit and meet our retained & highly confidential client and learn a little bit about them as a firm and

as a potentially great firm to be in alliance with. Worst case scenario, you go away knowing a major decision

maker, and you know me in case you want to take that next step somewhere down the road!! Again, at the very least

you will reaffirm that you are at the right place within your career, and in your life. YOU MIGHT SAY… Listen, if

this isn’t all that I’ve told you it would be, I will take your name off my calling list and EJ Cotter will never

contact you again!! Listen this also gives you a chance to learn about your competitors and how they run a

business. SAY THIS I’m not trying to make a fee off you. I’ve got 5 candidates in process but my client wants to

talk to you!!  IF THEY KNOW THAT OTHERS ARE IN THE PROCESS AND TRYING TO TAKE THIEIR CAREER TO THE NEXT LEVEL,

THEY MIGHT RESPOND FASTER!!!!!

4. CONNECTIVITY – People want to talk about themselves…LET THEM!! SHUT UP AND LISTEN!!

5. *** ALWAYS ASK – WHAT COLLEGE DID YOU GO TO?? Google and talk to them about their college.
*** ALWAYS ASK – Hypothetically, if we do this have you thought about and are you ready to walk into your boss’s

office and hand in your resignation??
*** ALWAYS ASK – What are the 3 most important things to you??

***REMEMBER TO WRITE HANDWRITTEN NOTES TO EVERY GOOD CONVERSATION & CANDIDATE!!!!!!

HAVE FUN – THIS JOB IS EASY!!!!!!!