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Teleclass Presenter

"The Competitive Business of Candidate Sourcing"

Lou Adler

Lou Adler
The Adler Group
Irvine, CA

If you could give our members one piece of advice on Recruiting, Retention or Agent Productivity, what would it be?

Make it about a career and not about compensation. So very, very quickly, the recruiter has to make that shift. You have to say, �Let�s talk about this for 5-10 minutes to see if it could be a career opportunity. I know on the face of it, it might not be. But if it does, wouldn�t it make sense to talk for 5-10 minutes?�

That�s the theme. To pull it off, though, you have to be able to overcome the typical objections of �not interested,� �don�t want to be in real estate,� �what�s the money?� You have to able to overcome those to get into the conversation.

You also have to be someone worth knowing. You have to be able to understand applicant control and stay the buyer. While the overriding theme is to make the shift, it�s not a piece of cake. You have to be good at what you do to make that shift.

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