I’ve been recruiting Recruitment Consultants for well over a decade now and I have managed to build a fabulous network of Million Dollar billers.
Over the last 12 months, I’ve gone out of my way to speak to many of these Consultants about what they’ve done, and what they are currently doing, that enables them to consistently bill in excess of a Million Dollars a year – year on year.
What are the 5 common traits I’ve found in these super successful Recruiters? Here they are:
- THEY BUILD STRONG NETWORKS
Through their high levels of emotional maturity, these Million Dollar Billers are able to leave their egos at the door and focus on their Client’s and Candidate’s needs.
It’s not the “all about me” syndrome and, as the old saying goes, “you have two ears and only one mouth, so do twice as much listening as talking”.
These Recruiters listen carefully to their clients needs, deliver expert advice, deliver excellent service, deliver on what they promise and win repeat business enabling them to build strong networks.
- THEY ARE INDUSTRY EXPERTS
Without fail, Million Dollar Billers know their industry sector inside out. They are the go-to person for both their Clients and Candidates.
This expert knowledge enables them to become an industry leader in their field of expertise.
- THEY ARE RESILIENT
Let’s face it, Recruitment is a competitive industry with a low barrier to entry. Many people fail despite one of our industry catch cries being, “It’s not brain surgery”.
To be successful in Recruitment, you have to be resilient. There are many up and downs. Many junior Consultants don’t make it past the first two years and it’s not until then, that you start to see the fruits of your labour.
These Million Dollar Billers are self-confident without being arrogant. They overcome adversity and continue to front up day after day, week after week despite the many hurdles put in their way.
- THEY RECRUIT IN A LUCRATIVE SECTOR
I see many mid-level Recruitment Consultants who come to me saying, “I love Recruitment but I am in the wrong sector”.
The last thing you want to be doing, if you aspire to be a Million Dollar Biller, is recruit in a market where there are low fees and a scarcity of Candidates and/or jobs.
My advice is to find a sector you are passionate about, with a good Manager or mentor, who can teach you the ins and outs of that market. Ideally, with some experience under your belt, you will be working on senior appointments in your chosen market with retained assignments being the norm.
- THEY ARE DRIVEN AND HAVE A STRONG WORK ETHIC
Another common trait I’ve witnessed is that Million Dollar Billers are very driven and are not afraid to put in the hours. Recruitment is not a 9 to 5 job if you want to be successful. We have to fit in around our Candidates and Clients availability and that can often be outside of normal business hours.
A lot of Million Dollar Billers will spend core hours on the phone and meeting with people with the so called “non income generating activity” being done after dinner or early in the morning.
I hope this has given you some insight into what it takes to be a Million Dollar Biller.
Finally, I’d like to take the opportunity to wish you all a very Merry Christmas and a Happy New Year. May 2020 be a year full of lots of happiness and success and thanks for your support throughout 2019.
